Key Account Management Practice Exam

About Key Account Management
Key account management (KAM) is the process of planning and managing a mutually beneficial partnership between an organization and its most important customers. Key accounts are significant to an organization's sustainable, long-term growth and require a substantial investment of both time and resources.

A Key Account Management process is required to manage Key Accounts, which may require more nurturing, different skills and utmost attention than other accounts.

A  key account manager (KAM) typically provides dedicated resources, unique offers, and periodic meetings.

Why is Key Account Management important?

Advantages of key account management
•    Maximize sales velocity.
•    Increase the average size of sales deals.
•    Boost customer loyalty.
•    Become valued partners to your clients.
•    Develop and improve business relationships.
•    Generate awareness for your company.
•    Report pertinent data.

Who should take the Key Account Management Exam?
•    Sales professionals
•    Business owners or Entrepreneurs
•    Anyone who wants to assess their key account management skills
•    Sales managers and senior executives
•    Sales consultants
•    Any professional with skills and knowledge on key account management

Knowledge and Skills required for the Key Account Management Practice Exam

Candidate needs to be presentable with good relationship and negotiation skills to excel in Key Account Management .

Key Account Management Practice Exam Objective

Key Account Management exam focuses on assessing your skills to manage relationship with key accounts of the organization.

Key Account Management Practice Exam Pre-requisite

There are no prerequisites for the Key Account Management exam.

Key Account Management Certification Course Outline

1. Strategic Management
1.1 What is Strategy
1.2 Strategic Management Processes
1.3 Environmental Analysis
1.4 Pestle Analysis
1.5 SWOT Analysis
1.6 Value Chain Analysis
1.7 Competitor Analysis

2. KAM Basics
2.1 Develop and manage key accounts
2.2 Who is key account management for?

3. Understanding Key Account Management
3.1 What is key account management?
3.2 Why key account management is important
3.3 The key account management process

4. Selecting Key Accounts
4.1 Develop criteria for key account status
4.2 Select key accounts

5. Developing a Key Account Strategy
5.1 Define a vision, mission, and strategic focus
5.2 Identify the key account management task
5.3 Communicate your strategy

6. Creating Key Account Managers
6.1 Hire key account managers
6.2 Train key account managers
6.3 Reward key account managers

7. Managing the Relationship
7.1 Develop a call plan for key accounts
7.2 Implement key account activities
7.3 Measure key account results

Exam Format and Information
Certification name – Key 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