TERRITORY/ACCOUNT MANAGEMENT

  • Program: Business
  • Course: Territory/Account Management
  • Course #: BUSN1060
  • Total Credits: 3

Course Description

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.

Course 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.

Disability Services

Hennepin Technical College offers reasonable accommodations to qualified students with disabilities. If you have a documented disability that may require accommodations, contact the college’s Disability Services Director: Sara Laviolette at Brooklyn Park (763-488-2477) or Jean Kreutter at Eden Prairie (952-995-1544).

Course Goals

The following goals 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

Credit Details
  • Lecture: 3
  • Lab: 0
  • MnTC Goal: 0
Course Details
  • Prerequisites: 
    Qualifying score on writing assessment test OR ENGL0930
  • Campus: Brooklyn Park

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