MK 8330 - Strategic Selling

3 Hours
This course analyzes the role of the salesperson/account representative in high level sales processes such as those associated with Key and Strategic Account Management. The course emphasizes quantitative and qualitative analysis of high-level selling issues, customers? perspectives, and the competitive nature of this sales environment. Major topics in this course include: 1) investigating customer requirements; 2) reaching key decision makers; 3) understanding key financial considerations related to large sales; 4) negotiations. Additionally, the course examines the interplay between sales and marketing as they relate to acquiring and managing these key accounts.

Prerequisite(s): MBA 8145.
Corequisite(s): None.
Pre/Corequisite(s): None.
Requirements: None.