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.
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
campus store and in eServices.
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
Access Services - Reasonable accommodations are available to qualified students with documented disabilities. Upon attending an intake meeting with Access Services, qualified students will receive a letter listing the approved accommodations that they may provide to their instructors. If you have a documented disability that may require accommodations, contact HTC Access Services at
AccessServices@hennepintech.edu or
https://hennepintech.edu/current-students/access-services/index.html.
Campus
Brooklyn Park Campus and Eden Prairie Campus: 952-995-1300
Credit Details