Day 3 BONUS POINTS

1. In the MEDDIC model, what does the "M" stand for?

• • Margins

• • Market Analysis

• • Metrics

• • Management

2. Who is considered the Economic Buyer in the MEDDIC framework?

• The decision-maker with final budget control

• The end consumer

• The salesperson

• The product supplier

1. What is the primary goal of identifying pain points in the MEDDIC model?

• • To tailor solutions that address the buyer's challenges

• • To increase pricing based on urgency

• • To create emotional pressure for a quick sale

• • To justify why competitors’ products are inferior

Which of the following best describes Key Account Management?

• A long-term partnership approach with high-value customers

• A short-term sales strategy

• A method for increasing sales volume through discounts

• A reactive approach to handling major customers

1. A strong value proposition in Key Account Management should:

• • Be standardized for all accounts

• • Avoid discussing competitor positioning

• • Focus on price alone

• • Align with the customer’s business objectives and growth strategy

What segmentation factors are crucial in account mapping?

• Internal company training programs

• Product expiry dates

• Employee satisfaction rates

• Market size, revenue contribution, and growth potential

What is a key benefit of account mapping?

• It helps optimize sales efforts and strategic focus

• It eliminates the need for sales forecasting

• It shortens the sales cycle dramatically

• It replaces all traditional sales techniques