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.
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
MKTG 3332 is offered as a part of the following programs:
Interested in being notified about future offerings of MKTG 3332 - Key Account Management?
If so, fill out the information below and we'll notify you by email when courses for each new term are displayed here.