Sales and Account Management

(3 Credits)

This course offers an in-depth exploration of sales strategies and account management techniques essential for driving business growth and fostering long-term client relationships. Students will understand the sales process comprehensively, from prospecting and lead generation to closing deals and post-sale service. Emphasis will be placed on the role of account management in retaining and expanding key accounts, leveraging customer insights, and delivering value. Students will develop negotiation, communication, and strategic planning skills through case studies, simulations, and interactive exercises. The course will also address contemporary challenges in sales management, including integrating digital tools, data-driven decision-making, and the impact of globalization. By the end of the course, students will be equipped to design and implement effective sales and account management strategies, enhancing their ability to contribute to their organization's success in competitive markets.