British Columbia Institute of Technologywww.bcit.ca/study/courses/mktg3332

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BCIT

MKTG 3332 - Key Account Management

Marketing Management Part-time Studies Course

School of Business + Media

BCIT is planning for a substantial return to on-campus activity for the fall 2021 term as informed by BC Public Health Officer guidelines. Refer to each course listing for details.

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)

MKTG 1219

Credits

3.0

Cost

$539.36

Winter 2022

Below are two offerings of this course for the Winter 2022 term.

CRN 85292

Mon Jan 03 - Sat Mar 26 12 Weeks

Class Meeting Times

Dates Days Times Locations
Jan 03 - Mar 26 Online

Instructor

Gary Cadman

Course Outline

TBD – see Learning Outcomes in the interim

Cost

$539.36

Notes

  1. Internet delivery format.
  2. 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.

CRN 88384

Mon Jan 03 - Sat Mar 26 12 Weeks

Class Meeting Times

Dates Days Times Locations
Jan 03 - Mar 26 Online

Instructor

Gary Cadman

Course Outline

TBD – see Learning Outcomes in the interim

Cost

$539.36

Notes

  1. Internet delivery format.
  2. 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.

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:

School of Business + Media

  1. Business Administration (Marketing Option)
    Part-time   Diploma
  2. Marketing Management (Professional Sales Option)
    Part-time   Certificate
  3. Marketing Management - Sales Skills
    Part-time   Associate Certificate

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