Course details
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.
Prerequisite(s)
- 50% in MKTG 1219
Credits
3.0
Cost
$550.22 - $562.04 See individual course offerings below for actual costs.
Course offerings
Spring/Summer 2023
Below is one offering of MKTG 3332 for the Spring/Summer 2023 term.
CRN 66124
Duration
Mon Apr 03 - Sat Jun 24 (12 weeks)
- 12 weeks
- CRN 66124
- $550.22
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Apr 03 - Jun 24 | N/A | N/A | Online |
Instructor
Gary Cadman
Course outline
Cost
$550.22
Important information
- Internet delivery format.
- Important course information will be sent to you prior to your course start date. Check your myBCIT email account to access this information.
-
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.
Status
In Progress
This course offering is in progress. Please check this page for other currently available offerings or subscribe to receive email updates.
Fall 2023
Below is one offering of MKTG 3332 for the Fall 2023 term.
CRN 44189
Duration
Mon Sep 11 - Sat Dec 02 (12 weeks)
- 12 weeks
- CRN 44189
- $562.04
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Sep 11 - Dec 02 | N/A | N/A | Online |
Instructor
Gary Cadman
Course outline
Course outline TBD — see Learning Outcomes in the interim.
Cost
$562.04
Important information
- Internet delivery format.
-
Please note that the lecture component for this course is asynchronous, not requiring you to meet each and every 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. Please check the following link to ensure you meet the computer requirements for the class. www.bcit.ca/files/business/pdf/bcit-sobm-byod.pdf 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 if it’s a condensed course, starting Week 1. Important course information will be sent to your myBCIT account prior to your course start date.
Status
Learning Outcomes
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
Related Programs
Key Account Management (MKTG 3332) is offered as a part of the following programs:
School of Business + Media
- Business Administration (Marketing Option)
Diploma Part-time
- Marketing Management (Professional Sales Option)
Certificate Part-time
- Marketing Management - Sales Skills
Associate Certificate Part-time
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Programs and courses are subject to change without notice.