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:

Code Of Ethics

A written set of guidelines issued by an organization to its workers and management to help them conduct their actions in accordance with its primary values and ethical standards.

Firm

A business entity, often used to denote a partnership or a corporation engaged in professional services.

Ethics Of Care

A moral philosophy emphasizing the importance of interpersonal relationships and care as a fundamental aspect of human life.

Human Relationships

The social connections and interactions that exist between individuals in various contexts such as family, work, and society at large.