Practice Test Geeks(CAM) Certified Account Manager Practice Test
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Sales & Negotiation 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 Sales & Negotiation flashcards as text

  1. In a negotiation, a customer says 'We need a 20% discount or we're going elsewhere.' What is the best initial response?

    Answer: Ask what specific value gap is driving that number

    Probing the underlying interest behind an extreme position uncovers real concerns and creates room for value-based solutions.

  2. Which sales methodology focuses on understanding the customer's 'jobs to be done' and their desired business outcomes before proposing a solution?

    Answer: Outcome-Based Selling

    Outcome-Based Selling centers on aligning product capabilities to the specific business results the customer is trying to achieve.

  3. A prospect consistently misses follow-up calls and delays decisions. According to the Sandler methodology, what should the account manager do?

    Answer: Have an 'up-front contract' conversation to re-establish commitment

    The Sandler up-front contract re-aligns mutual expectations and commitments, filtering out stalled opportunities early.

  4. What is 'anchoring' in the context of sales negotiation?

    Answer: Setting the first number in a negotiation to influence the final outcome

    Anchoring leverages cognitive bias by making the first offer act as a reference point that pulls the final agreement toward it.

  5. A client's procurement team insists on using their standard contract, which contains unfavorable terms. What is the most strategic account manager approach?

    Answer: Identify two or three high-risk clauses to redline while accepting routine terms

    Selectively redlining only the truly high-risk clauses shows good faith and accelerates closure while protecting key business interests.

  6. What does 'BATNA' stand for in negotiation theory?

    Answer: Best Alternative To a Negotiated Agreement

    BATNA is your best course of action if current negotiations fail, and knowing it gives you power and clarity about when to walk away.

  7. During a final negotiation session, the buyer suddenly introduces a new decision-maker who wants to reopen previously agreed terms. What should the account manager do first?

    Answer: Acknowledge the new stakeholder and summarize what has already been agreed upon

    Summarizing agreed terms anchors prior progress and signals that reopening everything carries a cost, managing scope creep efficiently.