CAM Sales & Negotiation 2

Question 1

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

Accepted Answer

Ask what specific value gap is driving that number

Answer

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

Question 2

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

Accepted Answer

Outcome-Based Selling

Answer

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

Question 3

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

Accepted Answer

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

Answer

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

Question 4

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

Accepted Answer

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

Answer

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

Question 5

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

Accepted Answer

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

Answer

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

(CAM) Certified Account Manager Practice Test

(CAM) Certified Account Manager Practice Test

CAM Sales & Negotiation 2