CAM Sales & Negotiation 3

Question 1

Which of the following best describes the concept of 'value selling'?

Accepted Answer

Quantifying and communicating the ROI a solution delivers to the buyer

Answer

Value selling shifts the conversation from price to return on investment, making price a secondary concern relative to measurable business impact.

Question 2

An account manager wants to expand revenue within an existing account. Which strategy is most directly associated with this goal?

Accepted Answer

Upselling and cross-selling to current stakeholders

Answer

Upselling and cross-selling leverage existing trust and relationships to grow account revenue without the full cost of new customer acquisition.

Question 3

What is the primary purpose of a 'proof of concept' (POC) in the enterprise sales process?

Accepted Answer

To demonstrate solution fit and reduce buyer risk before full commitment

Answer

A POC de-risks the purchase decision by proving the solution works in the client's specific environment before a full commercial commitment.

Question 4

In consultative selling, what is the primary role of the account manager during the discovery phase?

Accepted Answer

Diagnose the client's business pain through targeted questions

Answer

Discovery is about deeply understanding the client's challenges and goals so that any proposed solution is directly linked to their specific needs.

Question 5

A client asks for a significant discount at the end of the quarter, citing budget pressure. Which response best preserves deal profitability?

Accepted Answer

Offer a discount in exchange for a longer contract term or expanded scope

Answer

Trading a concession for a concession (e.g., lower price for longer commitment) maintains value exchange and avoids eroding margins unilaterally.

(CAM) Certified Account Manager Practice Test