BUSN1060 Territory/Account Management

This course covers identifying prospects, management of time in relation to territory assignments, management of territory for profit, how to schedule activities, develop sales strategies and maintain account records. The concepts will be learned through case studies or a live territory project.

Credits

3

Prerequisite

Qualifying score on writing assessment test OR ENGL0930

Course Requirements and Evaluation

Refer to Course Syllabus for detailed information regarding the requirements and evaluation standards for this course. The Course Syllabus will be distributed the first week of the course.

Learning Outcomes

The following outcomes will be addressed in the course:
Calculate territory market needs
Identify territory accounts
Rank territory accounts
Develop territory lead list
Develop a territory routing plan
Develop territorial quotas
Plan territory sales expenses
Map territory accounts
Prepare territory call/sales/work reports
Analyze territory trends
Describe territory competition
Apply time management techniques

Text and References

A list of textbooks required for this course is available at the bookstore.

Course Scheduling

The scheduled hours of instruction include sixteen hours for each lecture credit, thirty two hours for each lab credit and forty hours for each credit of supervised occupational experience (SOE). Lecture credit may include formal or impromptu lectures, demonstrations or discussions with the entire class or with small groups or individuals. Refer to the Credit Details section of this course outline for the credit breakdown.

Accommodations Statement

Disability Services assists students with disabilities who need accommodations to access programs, services and college activities.  If this applies to you, please contact the DS Office on your campus to initiate the accommodations process. 
Brooklyn Park Campus - 763-488-2477
Eden Prairie Campus – 952-995-1544

Campus

Brooklyn Park Campus 952-995-1300

Credit Details

lecture:

3

lab:

0