This course is designed for salespeople who will be working in long sales cycles to large organizations. We look at managing the sales process and examine the possible influences within corporations and government departments. Topics covered: account strategy planning, partnership selling, application selling and managing activities for major accounts versus general accounts.
- 50% in MKTG 1219
Below is one offering of MKTG 3332 for the Winter 2023 term.
Wed Jan 04 - Sat Mar 25 (12 weeks)
- 12 weeks
- CRN 85292
Class meeting times
|Jan 04 - Mar 25||N/A||N/A||Online|
Course outline TBD — see Learning Outcomes in the interim.
- Internet delivery format.
Students are permitted to register up until the first week without approval. Please note that the lecture component for this course is asynchronous; you are not required to meet each week at a specific time, however, there will be specific timelines for assignments and exams. It is important you have a stable and consistent internet connection to access course content. Course content, type and quality of assignments, and general standards for this online course are the same as classroom courses. To be successful in this online course, plan to spend 7-10 hours per week on your studies, or more for a condensed course, starting Week 1. Important course information will be sent to your myBCIT account prior to your course start date.
Upon successful completion of this course the student will be able to:
- Define the term Key Accounts.
- Write a Key Account Plan.
- Penetrate High Levels.
- Develop a plan for effective Territory Management.
- Establish, develop and maintain profitable relationships with upper-level management clients.
- Sell to Buying Committees.
- Respond to RFP’s, RFI’s & RFQ’s.
Effective as of Fall 2012
Key Account Management (MKTG 3332) is offered as a part of the following programs:
School of Business + Media
Interested in being notified about future offerings of Key Account Management (MKTG 3332)? If so, fill out the information below and we'll notify you by email when courses for each new term are displayed here.
Programs and courses are subject to change without notice.