Account Management Program Offers Mature Learning Environment


Are you already employed in the business world but are considering a career change into Marketing – Sales and Account Management? If so, there are a few things to consider when choosing a sales account management program. First and foremost, does the offering get you into the field quickly? Secondly, is the environment in which you will study focused on offering networking opportunities? Thirdly, what type of practical experience is provided in the account management program?

The right answers to all of these questions can be found within Centennial College’s sales account management program, officially known as Marketing – Sales and Account Management. Taking just two semesters to complete, the offering fosters a mature learning environment as it is geared towards those who have already completed a college or university credential. Additionally, the account management program is housed at Progress Campus. This location also facilitates other offerings from the School of Business, allowing for peer-to-peer interactions. 

Priding itself on a learner-centered approach, the sales account management program uses techniques such as role playing, simulation and case studies that focus on developing selling, negotiating and presentation skills. Hands-on training using sales force automation software rounds out training. Additional practical practice comes in the form of a sales account management program field placement that sees students applying what they have learned and gaining new knowledge from industry professionals. During this time, students are actually ‘employed’ in companies at which they may be hired upon graduation.

Specific courses within the sales account management program include: Case Analysis and Marketing Metrics, Marketing Analysis and Planning, Fundamentals of Selling, Fundamentals of Project Management, Employment Preparedness, B2B Marketing, Strategic Account Development, Sales and Account Management, Business Ethics and Negotiation Skills, Sales and Force Automation and Technology and others such as Marketing (provides an overview of contemporary marketing, emphasizing the management of the product/service, price, promotion and distribution areas of an organization within a changing environment) and Business Presentations (intended to provide a solid grounding in the important business communication area).

As this account management program results in an Ontario College Graduate Certificate, applicants are required to possess a degree or diploma in another area of study. In addition, they must submit an official transcript demonstrating proof of successful completion of a post-secondary advanced diploma or degree program. Lastly, students may be required to conduct an interview with officials, submit a resume and undergo an English and/or math skills assessment.

This field deals with acquiring and maintaining relationships with major client accounts in business-to-business organizations that have their own sales force. This especially applies to companies that are mid-to-large in size. Job titles include: Account Executive, Sales Consultant, Commercial Sales Representative, Sales Specialist, Technical Sales Representative, Sales Coordinator, Inside Sales Representative, Territory Sales Representative and Key Account Manager.

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