Importance of Key Account Management (KAM)

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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?


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.

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