The $\_\_\_\_\_\_\_\_\_\_\_$ aims to develop the customer's potential over time and marshalling resources in pursuit of long$-$term rewards.

Question $11$ options:

a$)$

Hunter

b$)$

Milk round

c$)$

Industry Expert

d$)$

Farmer

Question $12(1$ point$)$

Key Account Manager Janet Crossly who works for a pharmaceutical company has just finished a meeting with the lead buyer at London Drugs, her only contact point. What type of relationship management is she practising?

Question $12$ options:

a$)$

One$-$on$-$many Account Management

b$)$

Carat Account Management

c$)$

Bow$-$Tie Account Management

d$)$

Cotton Wheel Account Management

Question $13(1$ point$)$

Penetrating the "Snail" requires the key account manager and his$/$her team to start working with multiple departments within the customer. What is NOT a possible reason against penetrating the snail?

Question $13$ options:

a$)$

You must discount the product

b$)$

This all takes time $-$ do you have it

c$)$

Your proposition has no positive impact

d$)$

Will require a specific capability; do you have it$?$

Question $14(1$ point$)$

In the situation in which there are few dominant buyers and many sellers, which of the five forces is at its strongest?

Question $14$ options:

a$)$

Threat of new entrants

b$)$

Bargaining power of the suppliers

c$)$

Bargaining power of the buyers

d$)$

Industry competitors

Question $15(1$ point$)$

A $\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_\_$ is a customer considered to be very attractive to us $($so making a good investment. and also where we are regarded as very attractive to the customer $($so making for a faster return on that investment.

Question $15$ options:

a$)$

Key Account

b$)$

Key Account Approach

c$)$

Key Development Account

d$)$

None of the above