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Sales & Key Account Management

Graduate Program in Marketing Management

Explore Sales & Key Account Management as part of Graduate Program in Marketing Management. Read the syllabus and available chapters online.

Academic programmeGraduate Program in Marketing Management

LevelGraduate

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Sales & Key Account ManagementSyllabus

Foundations Of Sales And Key Account ManagementChapter 1

Organizational Buying And Customer Decision ProcessesChapter 2

Sales Strategy Organization And Go To Market DesignChapter 3

Market Potential Segmentation And Sales PlanningChapter 4

Prospecting Qualification And Opportunity ManagementChapter 5

Consultative Solution And Value Based SellingChapter 6

Sales Process Pipeline And Revenue OperationsChapter 7

Pricing Negotiation And Commercial ContractingChapter 8

Sales Forecasting Metrics And AnalyticsChapter 9

Crm Sales Technology Digital Selling And AiChapter 10

Sales Force Leadership And Performance ManagementChapter 11

Key Account Selection And Strategic Account PlanningChapter 12

Key Account Value Co Creation And Relationship DevelopmentChapter 13

Global Omnichannel And Ecosystem Account ManagementChapter 14

Ethics Governance And The Future Of SalesChapter 15