CST Key Account Planning 3

Question 1

Which approach to stakeholder mapping in a key account is considered most effective for identifying hidden influencers?

Accepted Answer

Using an organizational chart combined with qualitative interviews across departments

Answer

Combining org chart analysis with cross-departmental interviews surfaces informal influencers who shape decisions but may not hold formal titles.

Question 2

A key account plan should be reviewed and updated at minimum how often?

Accepted Answer

Quarterly, with major revisions semi-annually

Answer

Quarterly reviews keep tactical actions current while semi-annual major revisions ensure the strategic direction adapts to evolving business conditions.

Question 3

What is the key distinction between a 'transactional account' and a 'strategic key account'?

Accepted Answer

Strategic key accounts offer mutual long-term growth potential and require customized, collaborative planning

Answer

Strategic key accounts are defined by mutual long-term value potential and the need for deep customization, not merely by revenue size alone.

Question 4

During a quarterly business review (QBR) with a key account, what is the MOST important outcome to achieve?

Accepted Answer

Aligning on progress toward mutual goals and agreeing on next steps

Answer

A QBR's core purpose is to assess progress against shared goals and collaboratively set the agenda for the next period, reinforcing partnership.

Question 5

A key account manager notices that revenue from a key account has plateaued for two consecutive years. What should the account plan prioritize?

Accepted Answer

Conducting a needs reassessment to uncover new use cases or expansion opportunities

Answer

Revenue plateaus often indicate unmet or unrecognized needs — a structured needs reassessment can reveal new expansion pathways and revitalize growth.

(CST) Certified Sales Trainer Practice Test

(CST) Certified Sales Trainer Practice Test

CST Key Account Planning 3