Strategic Planning & Analysis Flashcards
7 cards from real CAM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Strategic Planning & Analysis flashcards as text
The Ansoff Matrix helps account managers plan growth strategies. Which quadrant represents selling existing products to new markets?
Answer: Market Development
Market Development in the Ansoff Matrix means taking existing products into new customer segments or geographic markets.
Which of the following is a leading indicator of account health, as opposed to a lagging indicator?
Answer: Number of active stakeholder relationships at executive level
Executive-level engagement is a leading indicator because it predicts future retention and expansion before financial results materialize.
A CAM is asked to prioritize which accounts to focus strategic resources on. Which framework is best suited for this tiering decision?
Answer: Account segmentation matrix based on revenue potential and strategic fit
An account segmentation matrix evaluates both revenue potential and strategic fit, allowing objective prioritization of resource allocation.
In strategic planning, 'scenario analysis' is most valuable when:
Answer: Future market conditions are uncertain and multiple outcomes are plausible
Scenario analysis is designed to prepare for uncertainty by modeling multiple possible futures and planning appropriate responses.
Which Porter's Five Forces element evaluates the threat posed by clients who could potentially produce the product or service themselves?
Answer: Threat of backward integration
Backward integration (a subset of buyer power) occurs when a customer considers producing a supplier's product internally, increasing their negotiating leverage.
A strategic account plan should be reviewed and updated at minimum:
Answer: Annually, or when significant changes occur in the client's business
Strategic account plans should be reviewed at least annually and updated whenever the client's business environment changes significantly.
When a CAM identifies that a key account has a 'critical dependency' on a single product, the strategic risk this creates is best described as:
Answer: Concentration risk that threatens account retention if that product fails
Concentration risk means that if the single relied-upon product underperforms or is discontinued, the entire account relationship is jeopardized.