This course is desinged for sales persons who will be working in with 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.
Students are allowed to register up until the end of the first week without approval. ***This is not a self-paced course. There will be specific timelines for assignments and exams.*** Course content, kind and quality of assignments and general standards for this online course are the same as classroom courses. To be successful in our online courses, plan to spend 7-10 hours per course each week on your studies, starting Week 1. Our courses are paced and highly interactive with participation requirements weekly. Frequent contributions to asynchronous (not real time) online discussions are required to achieve a passing final grade. You must have an email address and access to a computer capable of downloading basic documents. Important course information will be sent to you prior to your course start date. Check your myBCIT email account to access this information.
Important course information will be sent to you prior to your course start
date. Check your myBCIT email account to
access this information.
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
MKTG 3332 is offered as a part of the following programs:
Books for Winter 2019 offerings of this course are available in the following BCIT
online bookstores. Please choose the bookstore appropriate for the offering
you are considering.
BCIT Distance & Online Learning Bookstore
If you are taking this course through either Distance Education or Online Learning, please purchase books for this course at the BCIT Distance & Online Learning Bookstore.
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Key Account Management
Author
Cheverton
Copyright
2015
Binding
Paperback
ISBN
978-0-74946-940-5
Price
$76.95
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Registration is now open for the Winter 2019 term.
Classroom Locations
Classroom locations are subject to last minute changes. Please check the Part-time Studies Classroom Locations listing at www.bcit.ca/rooms on the first day of any course you are registered for.