CMC Sales & Channel Management Flashcards
6 cards from real CMC practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CMC Sales & Channel Management flashcards as text
Key account management (KAM) focuses on:
Answer: Managing and growing relationships with a company's most valuable clients
Key account management dedicates specialized resources to nurturing long-term, profitable relationships with a company's highest-value customers.
Sales territory design should primarily be based on:
Answer: Factors like customer density, workload balance, and revenue potential
Effective territory design balances customer concentration, expected workload, and revenue potential to maximize overall team productivity.
What is the purpose of a sales pipeline?
Answer: To monitor and manage prospects through stages of the sales process
A sales pipeline visually tracks prospects through defined stages—from initial contact to closed deal—helping managers forecast revenue and spot bottlenecks.
Which compensation plan best aligns a salesperson's incentives with company revenue goals?
Answer: Salary plus commission
A salary plus commission plan provides income security while directly rewarding sales performance, aligning the salesperson's financial interest with company revenue goals.
In channel management, the 'gray market' refers to:
Answer: Unauthorized distribution of genuine products through unintended channels
The gray market involves genuine products sold through unauthorized or unintended channels, often at lower prices, undermining official distributors.
What does a win-loss analysis help a sales team understand?
Answer: Why deals were won or lost to inform future sales strategy
Win-loss analysis examines completed sales opportunities to identify patterns in why deals were won or lost, enabling strategic improvements.