EK Key Account Management Quiz

What are the different types of Sales people?

• Hunter and Farmer

• Hunter

• Farmer and Trapper

• Hunter, Farmer, Gatherer, Trapper

What is Key Account Management?

• A process of managing all customers equally

• A technique used for current sales goals.

• A strategy focused on managing the largest and most significant customers.

• A method to manage accounts.

What is the primary goal of Key Account Management?

• To increase the number of accounts managed by the sales team.

• To maximize short-term sales with accounts.

• To develop and maintain long-term mutually beneficial relationships with key accounts.

• To focus mainly on reduction of costs.

What is the best practice for resolving conflicts with Key Accounts?

• Avoid any conflict with Key Accounts, let the issue resolve in time.

• Immediately terminate the relationship with Key Accounts, we are Emirates!

• Identify what triggers the issue and resolve it looking at Emirates' standpoint.

• Find a mutually beneficial solution by understanding where the issue is coming from in an honest and transparent way.

What tool/s should you use to effectively and successfully manage Key Accounts?

• Salesforce

• CBI MicroStrategy + AIMS

• Partners Portal

• All of the above

Which is NOT a characteristics of a Key Account?

• Requires minimal resources and attention.

• Influences the company's reputation and market presence.

• Generates significant revenue for Emirates.

• Has potential for long-term partnership.

Why is it important to have a dedicated Account Manager for your Key Accounts?

• To reduce the workload of the other sales team members.

• To ensure personalized and tailor-made solutions for each key account.

• To have a good reputation that one station has a lot of key accounts.

• To standardised the approach of all accounts.

Ideally, how many times in a quarter should you be visiting your Emirates Key Accounts?

• Once in every quarter

• every week

• twice a year

• 3 times or more