Fall of every year, Spring of every year
Total Credits: 3 Lecture/Recitation/Discussion Hours: 3
Open to juniors or seniors in the Eli Broad College of Business and The Eli Broad Graduate School of Management and open to juniors or seniors in the Sales Leadership Minor.
Development and ongoing management of mutually profitable relationships with targeted customers. Account segmentation and penetration strategies. Principles and mechanics of customer relationship management , including the use of related technology. Consultative selling approaches to major accounts and complex enterprises, including business analysis and quantifiable substantiation of value proposition.