MK 762 - Channel Development and Key Account Management

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A study of the core business processes involved in management of a sales force in a business-to-business environment. Emphasis is placed on the process of buying and selling, the links between sales and customer relationship management (CRM), developing and maintaining long-term relationships with profitable customers, forecasting and setting quotas, and the implementation and control of sales programs. Leadership, innovation, and technology are important overarching topics in this course. Prerequisite(s): MK 715