MRKT 460: Key Account Selling

Prereqs: MRKT 257; MRKT 357; MRKT 457; and admission to Center for Sales Excellence.
MRKT 460 is "Letter Grade only".
Teaches how to segment key accounts, how to identify high-margin business opportunities, how to sell to complex enterprises, and how to manage a Key Account team. Students practice key account presentations through role-play exercises and make actual calls and presentations to businesses in the region.
Credit Hours: 3
Course Format: Lecture 3
Course Delivery: Classroom

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