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:

Overall Cost

A comprehensive term that refers to the total expenditure associated with acquiring, operating, and maintaining an asset or service over its entire lifespan.

CPI

Consumer Price Index, a measure that examines the weighted average of prices of a basket of consumer goods and services, such as transportation, food, and medical care, often used as an indicator of inflation.

Cost of Living

The amount of money needed to sustain a certain level of living, including basic expenses such as housing, food, taxes, and healthcare.

Real Value

The value of an object or service adjusted for inflation, representing its purchasing power.