Course Descriptions

The Course Descriptions catalog describes all undergraduate and graduate courses offered by Michigan State University. The searches below only return course versions Fall 2000 and forward. Please refer to the Archived Course Descriptions for versions prior to Fall 2000.

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MKT 430  Key Account and Customer Relationship Management

Fall of every year, Spring of every year
Total Credits: 3   Lecture/Recitation/Discussion Hours: 3
MKT 313
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.
Effective Dates:
SPRING 2019 - Open