Key Account Management Quiz

Posted on 09/25/2013 in Key Account Management

We’ve been talking a lot about key account management lately. It is undoubtedly the most significant change in the way companies sell in recent years and is critical to the success of most corporations. 

As a relatively young way of doing business, key account management is certainly not without problem in many organizations. Use the quiz below to self diagnose, or use it at your next team meeting to launch a discussion on the strengths and weaknesses of your key account management team. Everyone who interacts with your key accounts should be proficient at each of these skills. 

How do you rate your skill at the following? 

 

5

Excellent 

4

Above Average 

3

Average 

 

2

Below Average

1

Poor 

Planning and asking high gain questions
when meeting with key accounts
         
Tailoring  your value proposition for
each key account sales opportunity 
         
Gaining access and effectively
influencing
key decision makers 
         
Planning and conducting negotiations
that minimize making price concessions
         
Forming and working well when
a team approach is needed
         

Visit STAR’s workshops pages to learn more about our Key Account Management Workshop designed for experienced sales people and our Key Account Management Workshop for Managers. The workshop can be fully customized in terms of duration, content, and materials. 

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