Importance of Key Account Management (KAM)
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Importance of Key Account Management (KAM)

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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?

    <p>To manage major customers</p> Signup and view all the answers

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

    <p>Evaluator</p> Signup and view all the answers

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

    <p>$Identifying customer needs and requirements$</p> Signup and view all the answers

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

    <p>To achieve sustainable growth and enhance customer satisfaction</p> Signup and view all the answers

    What is the main reason for the importance of Consolidation in the context of KAM?

    <p>To create a single, larger organization to deal with price wars and powerful customers</p> Signup and view all the answers

    What distinguishes Corporate KAM from Operative KAM?

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

    What are the main targets of Key Account Management?

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

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

    <p>Strategic person involved in building relationships and leading the team</p> Signup and view all the answers

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

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

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