KAM 2

1. 1. Account with High Attractiveness and Moderate Strength will be

• Key account

• Key development account

• Maintenance account

• Opportunistic account

2. 2. Best strategy to deal with account with high strength moderate attractiveness is

• Hunting

• Milking

• Farming

• No strategy

3. 3. First step of buying process is :

• Information search

• Problem identification

• Purchasing decision

• Product evaluation

4. 4. Account mapping is to search for

• Internal stakeholders

• External stakeholders

• Both

• Decider

5. 5. Deciders are

• Economic buying

• Technical buying

• Gate keepers

• Users

6. 6. Your company commercial department is responsible for

• Delivery

• Discount

• Marketing

• Money

7. 7. If you are visiting the account and not yet get the initial order you are in :

• Awareness stage

• Exploration

• Expansion

• Commitment

8. 8. Main buying needs for key account is :

• Profit

• Relation

• Value

• All

9. 9. Contact matrix means different steps of meeting between :

• Internal stakeholders members

• External stakeholders members

• Internal & External stakeholders members

• KAM & Internal stakeholders members

10. 10. Main purpose of contact matrix is :

• To get information

• To build credibility & rapport

• To promote your solutions

• All