Course Overview
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
Domestic fees
$609.73
International fees are typically 3.4 times the domestic tuition. Exact cost will be calculated upon completion of registration.
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:
- Indicates programs accepting international students.
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
Course Offerings
Winter 2027
Below is one offering of MKTG 3332 for the Winter 2027 term.
CRN 85292
Dates
Jan 04 - Mar 27 Loading
- CRN 85292
- $609.73 Domestic fees
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Jan 04 - Mar 27 | N/A | N/A | Online |
Duration
12 weeks
Instructor
Gary Cadman
Course outline
Course outline TBD — see Learning Outcomes in the interim.
Important information
- Please note that the lecture component for this course is asynchronous, not requiring you to meet each week at a specific time, however, there will be specific timelines for assignments and exams. 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.
Confirmation
Required
To proceed with registration and add this course to the cart, please confirm:
Status
If you have any questions about this course, please contact us.
Programs and courses are subject to change without notice. Find out more about BCIT course cancellations.