SALE 4430 - Advanced Sales: Strategic Account Management

Institution:

St Catherine University

Subject:

Description:

You will learn sophisticated sales processes surrounding strategic account management. You will focus on strategy and strategic sales planning (mapping the account) with the ultimate objective of creating value for the customer. Other key elements include negotiation, understanding the informal organization and influential decision makers, and how to develop strategic business partnerships. A review of the overall sales process and team selling through a more strategic lens is included. Integrating strategic and tactical thinking, supply chain management, dealing with the complex sale and influencing multiple decision makers are crucial in successful complex sales. Also offered in Weekend College. Prerequisite: SALE 3330. Highly recommended: ACCT 2130, SALE 4754 and a negotiation or persuasion course.

Credits:

4.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.stkate.edu

Phone Number:

(651) 690-6000

Regional Accreditation:

North Central Association of Colleges and Schools

Calendar System:

Four-one-four plan

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