Podcast
Questions and Answers
What is the most important thing to consider when composing a Key Account (KA) team?
What is the most important thing to consider when composing a Key Account (KA) team?
- Implementing a Function/activity matrix
- Focusing on the economic evaluation
- Analyzing the customer's Buying Center (correct)
- Conducting a SWOT analysis
Which tool is NOT utilized for analyzing Key Account (KA) customers?
Which tool is NOT utilized for analyzing Key Account (KA) customers?
- Value chain analysis
- SWOT analysis
- Function/activity matrix
- Financial statement analysis (correct)
What does the Function activity matrix help in identifying and strategically developing?
What does the Function activity matrix help in identifying and strategically developing?
- Customer demographics
- Customer purchasing patterns
- Competitor strategies
- Opportunities for business growth with KEY ACCOUNT (correct)
In the context of Key Account (KA) identification and selection, what is the purpose of the Leader KA?
In the context of Key Account (KA) identification and selection, what is the purpose of the Leader KA?
What is NOT one of the roles in the buying center as mentioned?
What is NOT one of the roles in the buying center as mentioned?
What is the focus of Customer Process Analysis in the context of Key Account execution?
What is the focus of Customer Process Analysis in the context of Key Account execution?
What is the primary rationale behind implementing Key Account Management (KAM)?
What is the primary rationale behind implementing Key Account Management (KAM)?
What is the main reason for the importance of Consolidation in the context of KAM?
What is the main reason for the importance of Consolidation in the context of KAM?
What distinguishes Corporate KAM from Operative KAM?
What distinguishes Corporate KAM from Operative KAM?
What are the main targets of Key Account Management?
What are the main targets of Key Account Management?
What is one of the primary roles/tasks of a Key Account Manager?
What is one of the primary roles/tasks of a Key Account Manager?
Why is a customer-centric approach important in Key Account Management?
Why is a customer-centric approach important in Key Account Management?
