Module 12: Account Implementation Management Program

31 Questions | Total Attempts: 37

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Module 12: Account Implementation Management Program

This module will give an overview of the duties and process of the Account Implementation Management Program. Role of Account Implementation ManagerShipment Analysis for Custom PricingRFI and RFPsProject ManagementYou are able to view and navigate through the following PowerPoint presentation and document during the process of taking the quiz.


Questions and Answers
  • 1. 
    This document supports the preceding PowerPoint presentation. Some of the quiz questions are drawn from this material.
  • 2. 
    The role of the Account Implementation Manager is as follows:
    • A. 

      Supports the sales team without being in a sales role.

    • B. 

      Reports to the Software Support function.

    • C. 

      Supports external customers and the sales process.

    • D. 

      Is the lead point of contact for Project Management when assigned to large accounts.

    • E. 

      All of the above.

  • 3. 
    Project Management is the process and activity of planning, organizing, controlling resources, procedures and protocols to achieve specific goals and solve problems.
    • A. 

      True

    • B. 

      False

  • 4. 
    During Project Management, the Corporate Account Manager (CAM) is not the account owner, and does not retain primary responsibility, nor serves as the customer contact.
    • A. 

      True

    • B. 

      False

  • 5. 
    Shipment Analysis (or Analytics) is the process of examining raw data (specifically shipping history) with the purpose of drawing conclusions about that information.
    • A. 

      True

    • B. 

      False

  • 6. 
    Shipment Analysis is only for the process of examining raw data but does not help in making better business decisions in pricing and profitability.
    • A. 

      True

    • B. 

      False

  • 7. 
    In order to conduct the Shipment Analysis
    • A. 

      CAMs should obtain a sample of shipping data from the customer.

    • B. 

      Shipping data is usually an extract of shipment history from a shipping system.

    • C. 

      Data can sometimes be an electronic version of an invoice.

    • D. 

      All of the above.

    • E. 

      A and B only.

  • 8. 
    The sufficient amount of shipping history required to conduct a Shipment Analysis is typically
    • A. 

      A full year’s worth.

    • B. 

      A month’s worth.

    • C. 

      A week’s worth.

    • D. 

      None of the above.

  • 9. 
    File format for a Shipment Analysis can be in 
    • A. 

      Excel

    • B. 

      Access

    • C. 

      Word

    • D. 

      Flat file delimited (tab, comma, etc.)

    • E. 

      All of the above.

    • F. 

      All but C.

  • 10. 
    Once shipping data is received, CAMs can request through the RSM, that an AIM perform an analysis and provide suggested pricing.
    • A. 

      True

    • B. 

      False

  • 11. 
    Once the Director of Sales has approved the suggested pricing from the AIM, the pricing will be forwarded to the CAM through the RSM by the Director of Sales.
    • A. 

      True

    • B. 

      False

  • 12. 
    Request for Information (RFI)
    • A. 

      Can be where the process of selecting a new carrier begins.

    • B. 

      Allows for a company to distribute a series of questions to all prospective vendors that will allow for a consistent evaluation.

    • C. 

      Provides information from which the company can decide which vendors will advance to the RFP phase.

    • D. 

      Allows a prospective vendor to provide a quote for services.

    • E. 

      All of the above.

    • F. 

      All but D.

  • 13. 
    The RFP for carrier transportation services will often
    • A. 

      Outline minimum requirements that must be agreed to.

    • B. 

      Have shipping history included so that an appropriate cost analysis can be done to determine the best pricing proposal.

    • C. 

      Take from 6 weeks to 6 months to progress through.

    • D. 

      All of the above.

  • 14. 
    Most RFI/RFPs will be from shippers in excess of several hundred packages a day.
    • A. 

      These opportunities are to be forwarded to the Director of Sales for initial review.

    • B. 

      If approved to move forward, the project will be assigned to an RSM.

    • C. 

      The turnaround time is long and the information can be inconsistent because the AIM doses not have information that can be readily pasted into an RFP questionnaire.

    • D. 

      All of the above.

  • 15. 
    Directors of Sales will forward the specifics regarding RFI/RFP to the RSM who will review it, complete it, and subsequently return it to the CAM for final review/approval before submission.
    • A. 

      True

    • B. 

      False

  • 16. 
    Final submission of RFI/RFPs to a customer/prospect is done only by the AIM or RSM.
    • A. 

      True

    • B. 

      False

  • 17. 
    At no time may a CAM or RSM submit final RFI/RFPs; doing so would result in grounds for termination.
    • A. 

      True

    • B. 

      False

  • 18. 
    The following are phases of Project Management
    • A. 

      Phase 1 – Prerequisites

    • B. 

      Phase 2 – Blue Ribbon Process – Implementation Management

    • C. 

      Phase 3 – Disengagement

    • D. 

      Phase 4 – Customer Appreciation Event Planning

    • E. 

      All of the above.

    • F. 

      All but D.

  • 19. 
    In Phase 1 – Prerequisites is the assignment of an AIM that allows for the oversight of the entire onboarding phase from pre-sales until the account is shipping at the committed levels and is stable (not at risk).
    • A. 

      True

    • B. 

      False

  • 20. 
    The level of Project Management will vary based on the total size and scope of the shipper’s need.  The duration should be 3-6 months, sometimes the size and scope may change that as well; but usually does not exceed more than 12 months.
    • A. 

      True

    • B. 

      False

  • 21. 
    Phase 2 - Blue Ribbon Process – Implementation Management, usually begins with discovery, which means the prospect’s shipment history is reviewed as well as the specific needs associated with logistics and reporting/invoicing of those shipments will also be reviewed.
    • A. 

      True

    • B. 

      False

  • 22. 
    During Phase 2 - Blue Ribbon Process, a formal kick-off call will be scheduled to allow CAMs to introduce the AIM and their role. This call will also be an opportunity to understand Key Performance Indicators (KPIs), and other interests the customer defines.
    • A. 

      True

    • B. 

      False

  • 23. 
    The Blue Ribbon Checklist consist of some of the following processes:
    • A. 

      Conduct detailed analysis from customer provided shipment data.

    • B. 

      Organize and host customer appreciation events.

    • C. 

      Coordinate ongoing conference calls and meetings to discuss customer specific needs.

    • D. 

      Assemble subject matter experts on cross-functional teams to support those needs.

    • E. 

      All of the above.

    • F. 

      All but B.

  • 24. 
    The Blue Ribbon Checklist consist of some of the following processes:
    • A. 

      Project Manage the onboarding customer through the first 2 years of the business relationship.

    • B. 

      Provide detailed analytics of customer shipments and deliveries through the network.

    • C. 

      Ensure correct billing to the customer through an audit process called “First Invoice Review”.

    • D. 

      Disengagement: releasing responsibility to the SAG team only.

    • E. 

      All of the above.

    • F. 

      B and C only.

  • 25. 
    During the entire implementation phase
    • A. 

      The CAM remains the account owner.

    • B. 

      CAMs will be copied in all communication between the AIM and the customer.

    • C. 

      If the AIM has not been copied in on key communication, the CAM should copy in him/her.

    • D. 

      All of the above.

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