12 Questions
What is the most important thing to consider when composing a Key Account (KA) team?
Analyzing the customer's Buying Center
Which tool is NOT utilized for analyzing Key Account (KA) customers?
Financial statement analysis
What does the Function activity matrix help in identifying and strategically developing?
Opportunities for business growth with KEY ACCOUNT
In the context of Key Account (KA) identification and selection, what is the purpose of the Leader KA?
To manage major customers
What is NOT one of the roles in the buying center as mentioned?
Evaluator
What is the focus of Customer Process Analysis in the context of Key Account execution?
$Identifying customer needs and requirements$
What is the primary rationale behind implementing Key Account Management (KAM)?
To achieve sustainable growth and enhance customer satisfaction
What is the main reason for the importance of Consolidation in the context of KAM?
To create a single, larger organization to deal with price wars and powerful customers
What distinguishes Corporate KAM from Operative KAM?
Corporate KAM is about strategic planning, while Operative KAM is about implementation and execution
What are the main targets of Key Account Management?
Continually develop business to become a strategic supplier/partner
What is one of the primary roles/tasks of a Key Account Manager?
Strategic person involved in building relationships and leading the team
Why is a customer-centric approach important in Key Account Management?
To achieve sustainable growth and drive long-term success in a competitive marketplace
Explore the reasons why Key Account Management (KAM) has gained importance, including consolidation, globalization, and a customer-centric approach. Understand the rationale behind KAM and its significance in modern business practices.
Make Your Own Quizzes and Flashcards
Convert your notes into interactive study material.
