CAM Strategic Planning 3

Question 1

A 'growth-share matrix' (BCG Matrix) categorizes business units into Stars, Cash Cows, Question Marks, and Dogs based on:

Accepted Answer

Market growth rate and relative market share

Answer

The BCG Matrix plots business units on axes of market growth rate (vertical) and relative market share (horizontal).

Question 2

When an account manager conducts a gap analysis, the primary purpose is to:

Accepted Answer

Identify the difference between current performance and desired future state

Answer

Gap analysis compares where the account is now versus where it needs to be, highlighting areas requiring action.

Question 3

A strategic account manager discovers that a key client is considering insourcing a service currently provided by the vendor. The best strategic response is to:

Accepted Answer

Conduct a value analysis demonstrating the total cost of insourcing vs. outsourcing

Answer

A value analysis that compares full insourcing costs with outsourcing value makes a data-driven case for retaining the business.

Question 4

The 'balanced scorecard' approach to measuring account strategy performance typically includes which four perspectives?

Accepted Answer

Finance, customer, internal processes, learning & growth

Answer

Kaplan and Norton's Balanced Scorecard uses financial, customer, internal process, and learning & growth perspectives.

Question 5

In the context of strategic planning, 'resource allocation' refers to:

Accepted Answer

Assigning time, budget, and personnel to highest-priority strategic initiatives

Answer

Resource allocation ensures that time, budget, and people are directed toward activities that deliver the greatest strategic return.

(CAM) Certified Account Manager Practice Test

(CAM) Certified Account Manager Practice Test

CAM Strategic Planning 3