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:

Evolutionary Perspective

A theoretical approach that studies human behavior, mind, and society through the lens of evolution and natural selection.

Bias

A tendency to have a partial perspective or preference towards something, often leading to unfair judgement or discrimination.

Bystander Effect

A social psychological phenomenon where individuals are less likely to help a victim when other people are present, often due to diffused responsibility.

Nature of Groups

The characteristics, dynamics, and processes that define how groups are formed, function, and dissolve.