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WorksheetsKAM 2
Total questions: 10
Worksheet time: 5mins
1. Account with High Attractiveness and Moderate Strength will be
Key account
Key development account
Maintenance account
Opportunistic account
2. Best strategy to deal with account with high strength moderate attractiveness is
Hunting
Milking
Farming
No strategy
3. First step of buying process is :
Information search
Problem identification
Purchasing decision
Product evaluation
4. Account mapping is to search for
Internal stakeholders
External stakeholders
Both
Decider
5. Deciders are
Economic buying
Technical buying
Gate keepers
Users
6. Your company commercial department is responsible for
Delivery
Discount
Marketing
Money
7. If you are visiting the account and not yet get the initial order you are in :
Awareness stage
Exploration
Expansion
Commitment
8. Main buying needs for key account is :
Profit
Relation
Value
All
9. Contact matrix means different steps of meeting between :
Internal stakeholders members
External stakeholders members
Internal & External stakeholders members
KAM & Internal stakeholders members
10. Main purpose of contact matrix is :
To get information
To build credibility & rapport
To promote your solutions
All
