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Importance of Key Account Management (KAM)

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Importance of Key Account Management (KAM)

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Questions and Answers

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?

Value chain analysis

SWOT analysis

Function/activity matrix

Financial statement analysis (correct)

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?

To manage major customers Signup and view all the answers

What is NOT one of the roles in the buying center as mentioned?

Evaluator Signup and view all the answers

What is the focus of Customer Process Analysis in the context of Key Account execution?

$Identifying customer needs and requirements$ Signup and view all the answers

What is the primary rationale behind implementing Key Account Management (KAM)?

To achieve sustainable growth and enhance customer satisfaction Signup and view all the answers

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 Signup and view all the answers

What distinguishes Corporate KAM from Operative KAM?

Corporate KAM is about strategic planning, while Operative KAM is about implementation and execution Signup and view all the answers

What are the main targets of Key Account Management?

Continually develop business to become a strategic supplier/partner Signup and view all the answers

What is one of the primary roles/tasks of a Key Account Manager?

Strategic person involved in building relationships and leading the team Signup and view all the answers

Why is a customer-centric approach important in Key Account Management?

To achieve sustainable growth and drive long-term success in a competitive marketplace Signup and view all the answers