CSE CSE Territory Management & Account Planning 2

Question 1

An account plan for a strategic customer should include which of the following elements?

Accepted Answer

Account goals, key stakeholders, competitive landscape, and action plans to grow the relationship

Answer

A comprehensive account plan documents the customer's goals, maps key decision-makers, identifies competitive threats, and outlines specific actions to expand the relationship.

Question 2

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

Accepted Answer

The percentage of a customer's budget spent on your products versus competitors' products

Answer

Share of wallet measures what proportion of a customer's total spending in a category goes to your company, indicating how much room exists to displace competitors.

Question 3

When reassigning territories after a sales rep departs, the FIRST priority should be:

Accepted Answer

Ensuring continuity of coverage for high-value and at-risk accounts

Answer

Protecting strategic and at-risk accounts from service gaps is critical to preventing revenue loss during the transition, and should precede administrative CRM updates.

Question 4

A sales executive is building a territory plan. Which data source provides the BEST view of total addressable market (TAM) within the territory?

Accepted Answer

Third-party firmographic data combined with industry market sizing reports

Answer

Third-party firmographic data (company size, industry, revenue) combined with market sizing reports provides an objective view of total potential demand in the territory beyond current customers.

Question 5

What is the purpose of a mutual success plan (also called a joint success plan) in key account management?

Accepted Answer

To align both the customer and vendor on shared goals, milestones, and responsibilities for achieving outcomes

Answer

A mutual success plan creates a shared commitment document that aligns the customer's business goals with the vendor's deliverables, strengthening partnership and retention.

CSE - Certified Sales Executive Practice Test

CSE - Certified Sales Executive Practice Test

CSE CSE Territory Management & Account Planning 2