CST Key Account Planning 2

Question 1

In key account planning, what does a 'white space analysis' identify?

Accepted Answer

Unmet needs or untapped opportunities within an existing key account

Answer

White space analysis maps current spending against potential needs to reveal where additional value and revenue can be captured within a key account.

Question 2

Which metric best measures the health of a key account relationship over time?

Accepted Answer

Net Promoter Score (NPS) combined with revenue retention rate

Answer

NPS gauges advocacy and satisfaction while revenue retention reflects loyalty, together providing a holistic view of relationship health.

Question 3

A key account manager discovers a competitor has launched a product directly competing with the client's core offering. What is the FIRST step in the account plan response?

Accepted Answer

Conduct a competitive impact assessment and update the account's risk profile

Answer

Updating the risk profile with a competitive impact assessment ensures the account plan reflects the new threat before any tactical response is chosen.

Question 4

What is the primary purpose of an executive sponsorship program within a key account strategy?

Accepted Answer

To align senior leadership on both sides and deepen strategic relationships

Answer

Executive sponsors bridge senior-level relationships, signal commitment, and open doors that field-level contacts cannot, deepening strategic alignment.

Question 5

When developing a key account plan's 'account overview' section, which element is MOST critical to include?

Accepted Answer

The account's strategic business priorities and how they connect to your solution

Answer

Linking the client's strategic priorities to your solution forms the foundation of value alignment and guides every subsequent tactic in the plan.

(CST) Certified Sales Trainer Practice Test

(CST) Certified Sales Trainer Practice Test

CST Key Account Planning 2