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. What does the term 'pipeline velocity' measure in a sales context?

    Answer: The speed at which deals move through the sales funnel to close

    Pipeline velocity combines deal count, average deal size, win rate, and sales cycle length to measure how quickly revenue is generated from the pipeline.

  2. A buyer objects: 'Your solution is too complex for our team to implement.' Which response is most effective?

    Answer: Acknowledge the concern, then present a phased implementation plan and success stories

    Acknowledging the concern builds trust, while a phased plan and proof points directly address the risk of complexity without reducing solution value.

  3. Which of the following describes a 'multi-threaded' account strategy?

    Answer: Building relationships with several stakeholders across different levels of the client organization

    Multi-threading protects deals from single points of failure (e.g., a champion leaving) by establishing relationships with multiple influential contacts.

  4. In the MEDDIC sales qualification framework, what does the 'C' stand for?

    Answer: Champion

    Champion in MEDDIC refers to the internal advocate who will sell on your behalf within the buying organization and has power and influence to drive the deal.

  5. What is the 'nibbling' tactic in negotiation?

    Answer: Requesting small additional concessions after the main deal terms are agreed upon

    Nibbling exploits post-agreement relief by asking for small extras (e.g., free training, extended warranty) when the other party is reluctant to reopen the deal.

  6. When building a business case for an executive sponsor, what should be the central element?

    Answer: A quantified financial impact linked to the executive's strategic priorities

    Executives make decisions based on financial outcomes and strategic alignment, so ROI, cost savings, or revenue impact must be the core of any executive business case.

  7. A competitor offers the same functionality at a 15% lower price. What is the most effective account manager response during a competitive sales situation?

    Answer: Shift the conversation to total cost of ownership and long-term value delivered

    Total cost of ownership reframes the decision beyond sticker price to include implementation, support, risk, and long-term ROI, where premium solutions often win.