2017-2018 Academic Catalog 
    
    Jun 17, 2024  
2017-2018 Academic Catalog [Archived Catalog]

SALS 436 - Key Accounts and Relationship Management


Credits: Three (3)
This course focuses on account management, the supply chain, purchasing units, segmenting and targeting organizational markets, account planning, territory management along with team selling. As a result of this course’s emphasis on building relationships with customers for maximized loyalty and retention, students will gain the ability to segment markets, target accounts with the highest potential and develop strategic account plans to effectively generate long-term buyer-seller business relationships. Extensive interaction with sales and business managers is incorporated throughout the course along with applied projects and exercises for maximum prospect, client and mature client. The students in this course will also utilize the DISC personality assessment. The DISC assessment is a tool to understand behavior and personality as they affect relationships.