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Question 1
Is a strategy used by suppliers to target
and serve high-potential customers with
complex needs by providing them with
special treatment in the areas of
marketing, administration and service.

a) Service management Strategy

b) Key account management
c) Target management strategy

Question 2
These are advantages for the
supplier with key account
management except:
a) Higher costs
b) Better follow up on sales and service
c) Close working relationships with the
customer

Question 3
These are benefits for the
customers form key account
management except:
a) Improved terms
b) Avoidance of switching cost
c) Desintegration of systems

Question 4
The risk of pressure on profit
margins if a customer chooses to
abuse its key account status is an
example of:
a) Potential danger in key account
management
b) Disadvantages in management
c) Advantages in key account
management

Question 5
Key account customers are in a
strong bargaining position to
negotiate low prices and credit
terms because of the importance
to suppliers:
a) Improved service
b) Integrated systems
c) Improved terms

Question 6
What is the important question of
key account management?
a) Salesforce organisation
b) Customer exhibit complex
c) Cost savings

Question 7
Does multifuction contacts
between supplier and customer is
required?
a)Yes
b) No

Question 8
Competition is ___________ its
account handling by moving to key
account management.
a) Centralising
b) Improving
c) Moving

Question 9
What was traditionally the key
criterion for designating particular
customers as key accounts?
a) On the basis of the large quantity
b) On the basis of output sold to
supplier
c) On the basis of the large quatity of
output sold to a customer.

Question 10
When you get the task of Engage in
direct contact with key customers what
are the skills of it?
a) Relationship Building
b) Human Relations
c) Co-ordination

Question 11
Plots the typical progression of a
buyerseller relationship based
upon the nature of the customer
relationship
a) Key Account Management
b) Global Account Management
c) Partneship KAM

Question 12
Describes preparation for KAM, or
prospecting. The task is to identify
those accounts with the potential for
moving towards key account status and
to avoid wasting investment on those
accounts that lack the potential.
a) Early KAM
b) Pre KAM
c) Mid KAM

Question 13
Involves the exploration of
opportunities for closer
collaboration by identifying the
motives, culture and concerns of
the customer.
a) Partnership KAM
b) Mid KAM
c) Early KAM

Question 14
Is the process of co-ordinating and
developing mutually beneficial longterm relationships with a select group
of strategically important customers
operating in globalising industries.
a) Global Account Management
b) Key Account Management
c) Relationship Building

Question 15
This is the stage where the buying
organisation regards the supplier
as an important strategic resource.
a) Early KAM
b) Partnership KAM
c) Synergestic KAM

Question 16
WHICH ARE THE ELEMENTS OF THE SWOT
ANALYSIS?

a) Purchases, sales, organization, weakness

b) Strenghts, weaknesses, opportunities,
threats
c) Objectives, strategies, strenghts, threats
d) Audits, sales, opportunities, strenghts

Question 17
WHICH ARE THE BENEFITS OF KEY ACCOUNT
INFORMATION AND PLANNING SYSTEM?

a) Consistency, monitoring change, resource

allocation, competitive advantage
b) Strategies, strenghtness ,weaknesses,
purchases, sales
c) Advantages, plannings, consistency,
monitoring
d) Threats, objectives, control, costs

Question 18
MEANS THAT SUPPLIERS NEED TO CONSIDER
THE INFORMATION WHICH NEED TO BE
COLLECTED AND STORED FOR EACH ACCOUNT,
AND OBJECTIVES, STRATEGIES AND CONTROL
SYSTEMS REQUIRED TO MANAGE THE
ACCOUNTS

a) Planning
b) Resource allocation
c) Key accounts
d) Consistency

Question 19
WHICH IS THE ORDED OF THE ACCOUNT
PLANNING SYSTEM?

a) Account audit, SWOT analysis, account

plan
b) Account plan, account audit, SWOT
analysis
c) Account plan, SWOT analysis, account
audit
d) SWOT analysis, account plan, account
audit

Question 20
1.- Suitability of the key account manager
2.- In-depht knowledge and understanding of
the key account customers business
3.- Commitment to the partnership
4.- Delivering value
5.- Trust
6.- Proper implementation and understanding
of the KAM concept
These are:

a) Key success factors of key account

management
b)
Logistics
(Physical
management PDM) and

distribution
Channels of