CAM Account Planning & Growth Strategy 2

Question 1

What does 'share of wallet' mean in the context of account management?

Accepted Answer

The proportion of a customer's total spend in a category that goes to your company

Answer

Share of wallet measures how much of a customer's total spending in a given category is captured by your company versus competitors.

Question 2

An Executive Business Review (EBR) is BEST described as:

Accepted Answer

A strategic meeting with a key customer to review value delivered and align on future goals

Answer

An EBR is a structured, executive-level meeting focused on demonstrating ROI delivered, aligning on business objectives, and co-creating a roadmap for future value.

Question 3

Which of the following is an example of a cross-sell opportunity?

Accepted Answer

Offering a customer who buys CRM software a complementary email marketing platform

Answer

Cross-selling involves offering a different, complementary product or service to a customer, as opposed to upselling which increases the value of the existing product.

Question 4

In account growth planning, a 'champion' within the customer organization is BEST defined as:

Accepted Answer

An internal advocate who promotes your solution and facilitates access to decision-makers

Answer

A champion is an internal ally within the account who believes in your value, actively promotes your solution internally, and helps navigate the buying organization.

Question 5

Which account growth strategy focuses on selling MORE of the same product to the same customer (e.g., additional licenses or seats)?

Accepted Answer

Upsell

Answer

Upselling involves increasing the customer's investment in the existing product, such as adding more users, storage, or upgrading to a higher tier.

(CAM) Certified Account Manager Practice Test

(CAM) Certified Account Manager Practice Test

CAM Account Planning & Growth Strategy 2