Enterprise Account Management Practice Exam

About Enterprise Account Management
Enterprise account executives are responsible for managing the business relationships with an organization's larger customers, known as enterprise accounts or key accounts. Organizations that sell business products segment their markets into enterprise, small and medium-sized business sectors.

Unlike a traditional sales role, which is short-term and focuses on landing the client, the account manager acts as a long-term liaison and, hopefully, a trusted consultant for the client.

In other words, sales are transactional and account management is relational.  

By understanding their clients’ needs, the account manager can help answer their questions, solve their problems (ideally with customized product or service solutions), and develop a long-term strategic partnership with the client that extends beyond the original sale.

Among other tasks, the account manager is responsible for:
•    Growing the original business partnership through upsells and cross-sells
•    Managing relationships between the client and sales and customer support, and
•    Retaining their long-term business through contract renewals by ensuring client satisfaction

Enterprise Account Management has gained immense popularity across the globe resulting in huge demand for certified professionals.

Why is Enterprise Account Management important?
Today, long-term business success depends on creating positive customer experiences and increasing customer retention because repeat customers are more profitable than new clients.

For companies looking to improve client retention, building a robust account management team is crucial.

Account managers are the client’s champion within the organization and one of the biggest influences on a client’s experience with your business.

The advantages to having account managed through a Key Account Management are
•    Streamlined business processes: Business processes set out by an organisation offering a product or a service can help their customers save money as well as becoming more efficient.
•    Quick and personal 1-2-1 service: Direct access to a single contact point.
•    True understanding of the client’s needs
•    Access to expert industry knowledge

Certified Enterprise Account Management professionals, executives and managers are in high demand in companies across the globe.

Important Concepts for Enterprise Account Management Practice Exam

• Developing Marketing Strategies And Plans
• Capturing Marketing Insights
• Connecting With Customers
• Analysing Consumer Markets
• Delivering Value
  

Who should take the Enterprise Account Management Exam?
•    Marketing professionals
•    Business owners
•    Entrepreneurs
•    Anyone who wants to assess their marketing skills
•    Marketing managers and senior executives
•    Marketing consultants
•    Any professional with skills and knowledge on marketing

Enterprise Account Management Practice Exam Objectives

Enterprise Account Management exam focuses on assessing your skills and knowledge in managing accounts of enterprises for the company.

Enterprise Account Management Practice Exam Pre-requisite

There are no prerequisites for the Enterprise Account Management exam. Candidate should be well versed  in managing accounts of enterprises to clear the exam.

Enterprise Account Management Certification Course Outline

1. Developing Marketing Strategies And Plans
1.1 Mission Statement
1.2 The Market
1.3 Competition - Direct and indirect
1.4 Sample Marketing Plan Outline

2. Capturing Marketing Insights
2.1 Marketing Information Systems
2.2 Analysing the Macro environment
2.3 Marketing Research
2.4 Measuring Marketing Productivity
2.5 Forecasting and Demand Measurement
2.6 Marketing Mix Modelling

3. Connecting With Customers
3.1 Creating Customer Value, Satisfaction, and Loyalty
3.2 Maximizing Customer Lifetime Value
3.3 Cultivating Customer Relationships
3.4 Customer Database and Marketing

4. Analysing Consumer Markets
4.1 Factors influencing consumer behaviour
4.2 Major Psychological Processes
4.3 Buying Decision Process

5. Delivering Value
5.1 Designing and Managing Integrated Marketing Channels
5.2 Role of Marketing Channels
5.3 Analyzing Customers’ Desired Service Output Levels
5.4 Identifying Major Channel Alternatives
5.5 Managing Retailing, Wholesaling, and Logistics
5.6 Channel Integration and Systems
5.7 The New Competition in Retailing
5.8 Legal and Ethical Issues in Channel Relations
5.9 The Value Chain
5.10 Value Delivery—Companies’ Requirement


Exam Format and Information
Certification name – Enterprise Account Management Certification
Exam duration – 60 minutes
Exam type - Multiple Choice Questions
Eligibility / pre-requisite - None
Exam language - English
Exam format - Online
Passing score - 25
Exam Fees  - INR 1199