Key Account Management Refers to

question 237

Multiple Choice

Key account management refers to

• A) the assignment of a single salesperson to a single customer throughout the course of the entire sale.
• B) the practice of assigning the highest performing salesperson to the clients with the most profitable accounts.
• C) the practice of using team selling to focus on important customers so as to build mutually beneficial, long-term, cooperative relationships.
• D) a sales relationship that involves a face-to-face, person-to-person encounter rather than a sale made through extranets.
• E) the practice of occasionally making contact with a customer on a sporadic basis following the initial sale of a product or service.

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Definitions:

Discrete Exchange

A transaction that occurs in isolation, where goods, services, or assets are traded between parties without ongoing obligations or relationships.

Occupational Excellence

The achievement of the highest standards of performance within a particular profession or job, often involving continuous improvement and dedication.

Withdrawal Stage

A phase in which an individual begins to disengage from their job or organizational roles, often preceding resignation.

Mentoring

A process in which an experienced individual provides guidance, advice, and support to a less experienced person.