2017-2018 Academic Catalog 
    May 29, 2024  
2017-2018 Academic Catalog [Archived Catalog]

SALS 368 - Account Management Large and Small

Credits: Three (3)
The life blood for any selling representative is managing accounts both large and small. This course focuses on conducting the proper research to understand the ebbs and flows of the client decision process. Emphasis is placed on not only finding the key decision makers but also understanding how your products and services align with the firm’s overall business strategy. As a result of this course’s emphasis on building relationships with customers for maximized loyalty and retention, students will gain the ability to develop an account management template that focuses on client strategies, market penetration, competition and industry trends. This course will also discover need, qualifying the buyer, and post-sale follow up. Students will also be provided the opportunity to develop and forecast sales activity so that sales managers can comprehend key performance indicators per representative. By the end of the course the student will better align their company’s programs with the client’s overall desired results.