MKTG 345 - Sales Account Management

(3 S.H.)

An introduction to the concept of sales force management and managing the overall customer relationship. Structuring, leading and managing the sales force, as well as developing long-term relationships with profitable customers through key account selling and technology-driven processes are central themes. Prerequisite for College of Business majors and minors: Admission to the College of Business, MKTG 265 - Introduction to Professional Selling and MKTG 300 - Principles of Marketing. Prerequisite for non-College of Business majors and minors: MKTG 265 - Introduction to Professional Selling, Junior standing or instructor’s permission. Grade only. Offered once annually.

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