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[Show more]Account Plan - A sales plan that is specific to one customer and covers multiple opportunities with 
that customer. The timespan covered by the plan typically is two to five years. 
Equivalent Terms: Campaign Plan, Market Plan, Bullet Proofing, Business to Business (B2B) Plan 
Action Caption - A sho...
Preview 3 out of 21 pages
Add to cartAccount Plan - A sales plan that is specific to one customer and covers multiple opportunities with 
that customer. The timespan covered by the plan typically is two to five years. 
Equivalent Terms: Campaign Plan, Market Plan, Bullet Proofing, Business to Business (B2B) Plan 
Action Caption - A sho...
List and describe three advantages of a matrix organisation structure when used in a project 
environment (30 marks) - Clear visibility of resource skills and availability - resource is utilized to 
max potential 
Tailor to each project - 
Share good practice across the organisation, skills retained...
Preview 3 out of 21 pages
Add to cartList and describe three advantages of a matrix organisation structure when used in a project 
environment (30 marks) - Clear visibility of resource skills and availability - resource is utilized to 
max potential 
Tailor to each project - 
Share good practice across the organisation, skills retained...
When should you gather information for opportunity/capture qualification? 
A. During market identification 
B. During opportunity/capture development 
C. During proposal response development 
D. Continuously - A 
Which is the likely outcome of allowing every opportunity through the bid/no-bid decisi...
Preview 3 out of 20 pages
Add to cartWhen should you gather information for opportunity/capture qualification? 
A. During market identification 
B. During opportunity/capture development 
C. During proposal response development 
D. Continuously - A 
Which is the likely outcome of allowing every opportunity through the bid/no-bid decisi...
Market Identification - The ongoing activity that defines and qualifies target markets for pursuing 
business. 
Opportunity Plan - A documented plan that is developed during the opportunity planning phase 
to identify actions and strategies to position your customer to be the customer's preferred b...
Preview 3 out of 24 pages
Add to cartMarket Identification - The ongoing activity that defines and qualifies target markets for pursuing 
business. 
Opportunity Plan - A documented plan that is developed during the opportunity planning phase 
to identify actions and strategies to position your customer to be the customer's preferred b...
Q.1 A kick-off meeting is ... 
needed only if the team is distributed over several locations 
only for those who provide content 
only for top management members 
a meeting where all stakeholders are invited. - a meeting where all stakeholders are invited. 
Q.2 Which of the following guidelines is g...
Preview 4 out of 31 pages
Add to cartQ.1 A kick-off meeting is ... 
needed only if the team is distributed over several locations 
only for those who provide content 
only for top management members 
a meeting where all stakeholders are invited. - a meeting where all stakeholders are invited. 
Q.2 Which of the following guidelines is g...
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