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MKTG 3332 - Key Account Management

Marketing Management Part-time Studies Course

School of Business

Course Details

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.

Prerequisite(s)

MKTG 1219

Credits

3.0

Cost

$508.27

Winter 2019

Below is one offering of this course for the Winter 2019 term.

CRN 85292

Mon Jan 07 - Sat Mar 30 12 Weeks

Class Meeting Times

Dates Days Times Locations
Jan 07 - Mar 30 Online

Instructor

Gary Cadman

Course Outline

Cost

$508.27

Notes

  1. Internet delivery format.
  2. 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.
  3. Important course information will be sent to you prior to your course start date. Check your myBCIT email account to access this information.

This course offering is in progress. Please check back next term or subscribe to receive email updates.

In Progress

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

  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

Books & Supplies

The BCIT bookstore carries textbooks, general reference books, software, and stationery. Please visit bcit.ca/bookstore for more information.

Winter 2019

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.

Image not available
Key Account Management
Author Cheverton
Copyright 2015
Binding Paperback
ISBN 978-0-74946-940-5
Price $76.95
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