Hi dear i want answers to following mcqs could you please help me.

1) ......................is a useful method of analyzing a firms' activitives.

a) innovation model

b) opportunity chain

c)Porters five forces

d)the value chain

2)while a KA team exists to provide the necessary skills, there are some that will fail to the Ka manager in the role of conductor . Experience has shown that three in particular will usually standout from the crowd. Which is not one of them?

a)Political enterpreneurship

b)Team leadership

c)Coaching

d) Client Relationship Management

3)The buying criteria used by organization is often based on

a) extras included as part of the products offer\

b) Hospitality and gifts received

d)Economic and technical issues

4)At what stage of KAM model would you expect exhibitors to share space with their customers?

a) Early KAM

b)Lock in KAM

c)Synergistic KAM

d)Pre-KAM

5) A large company with thousand s of employees and several offices is wanting to change their internet service provider because of poor service. However, there are few suppliers as this is a regulated industry. This is an example of ?

a) Bad customer service

b)one-on-one relationship management

c)Low competition curve

d) High competition curve

5) .............., are those that we have strong ambitions for, but who currently prefer one or more of our competitors.

a)Maintenance Accounts

b) Key Development Account

c) Opportunistic Account

d)Key Account

7) Tracking progress with problems relating to KAM is important, which one of the following is true ?

a)Contact Matrix\

b)Plans for developing capabilities

c)Plans to measure or communicate success

d)Failure to measure the impact, positive or negative

8) Which of the following is NOT an advantage for setting up territories for key account sales people?

a) Cost reduction in the sales process

b) Management policy

c) Industry sector experts

d) Performance evaluation

9) Which of the following statement is NOT true?

a)Using an internal specialist for training is a cheap option

b)Self -assessment is useful in field training

c)Good key account managers are not necessarily good mentors

d)Good sales managers are not necessarily good teachers

10) What is meant by demonstrating capabilities?

a) Showing that you have the capacity/solution.

b)Getting the buyer to commit to the solution.

c)Identifying and exploring the problem

d)A complex episode with a previous relationship

11) In a multifaceted role: product knowledge, presentation skills, time management and territory management would list the capabilities of what type of professional?

a)Traditional Sales person

b) Sales manager

c)Key account team

d)Key account manager

12) What is the most common reason for overseas appointments failing?

a)Failure of the salesperson to sell in a foreign culture

b)Failure of the salesperson family to adapt to the foreign country

c)Failure of the salesperson to learn the language

d)Failure of the salesperson to sing karaoke in China

13)Diamond team selling is more expensive and uses more resources than the Bow-tie relationship model. Why is that ?

a)Travelling between account meetings adds to auto expenses.

b)Diamond Team requires other people's time

c)KAM makes many phone calls into customers

d)Bow-tie uses other people's time

14)Kevin Crewman is working on a key account plan for one of his largest and strategic accounts, he just put the final changes on a section that allows readers to become acquainted with the plan without having to read it all. What is this section called?

a)Key Account Plan

b)Action Plan

c)Value Proposition

d)Executive Summary

15)Chris Aldam is a sales representative who manages 25 accounts for Dairyland Foods. Recently, the VP of sales and Chris divided his accounts onto the four different types of accounts based on the classification system. They decided that 8 accounts are deemed the most important and deserve the Diamond Team relationship model.

What are these accounts called?

a) Key Accounts

b) Maintenance Accounts

c)No key accounts

d)Opportunistic Accounts

16) In a multifaceted role: strategic thinking , team management , strategic influencing and coordination would the list capabilities of what type of professional?

a) Sales manager

b) Traditional sales person

c) Key account Team

d) Key Account Manager

17) How large an amount of money constitutes a major key account?

a) There is no specific amount

b) 80/20 Rule

c)$100,000

d) 10% of the company's revenue

18)The change equation is about the .............with the present.

a) Situation

b) Satisfaction

c) Dissatisfaction

d) None of the above

19) The Key Account Identification and Selection matrix defines the ............as those accounts where the attraction is mutual;

a) Opportunistic Account

b)Maintenance Development

c) key account

d) Key development account

20)Which of the following is NOT a feature of a major key account sale?

a) ongoing relationship between the buyer and seller

b)Same day closing

c)Long selling Cycle

d) Building relationship