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
Which of the following best describes the concept of 'value selling'?
Answer: Quantifying and communicating the ROI a solution delivers to the buyer
Value selling shifts the conversation from price to return on investment, making price a secondary concern relative to measurable business impact.
An account manager wants to expand revenue within an existing account. Which strategy is most directly associated with this goal?
Answer: Upselling and cross-selling to current stakeholders
Upselling and cross-selling leverage existing trust and relationships to grow account revenue without the full cost of new customer acquisition.
What is the primary purpose of a 'proof of concept' (POC) in the enterprise sales process?
Answer: To demonstrate solution fit and reduce buyer risk before full commitment
A POC de-risks the purchase decision by proving the solution works in the client's specific environment before a full commercial commitment.
In consultative selling, what is the primary role of the account manager during the discovery phase?
Answer: Diagnose the client's business pain through targeted questions
Discovery is about deeply understanding the client's challenges and goals so that any proposed solution is directly linked to their specific needs.
A client asks for a significant discount at the end of the quarter, citing budget pressure. Which response best preserves deal profitability?
Answer: Offer a discount in exchange for a longer contract term or expanded scope
Trading a concession for a concession (e.g., lower price for longer commitment) maintains value exchange and avoids eroding margins unilaterally.
What is 'social proof' and how is it used in sales?
Answer: Using customer testimonials and case studies to reduce buyer uncertainty
Social proof leverages the experiences of similar customers to lower perceived risk and validate the buying decision for a prospect.
Which negotiation tactic involves deliberately delaying or slowing down the process to pressure the other party into concessions?
Answer: Deliberate delay
Deliberate delay exploits time pressure, particularly effective when one party has an imminent deadline that the other party knows about.