CCM Sales & Business Development Flashcards
6 cards from real CCM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CCM Sales & Business Development flashcards as text
Which sales methodology focuses on identifying the customer's pain points, implications of those problems, and the need-payoff before presenting a solution?
Answer: SPIN Selling
SPIN Selling uses Situation, Problem, Implication, and Need-Payoff questions to guide the sales conversation toward a solution.
A Certified Commercial Manager is reviewing a pipeline report. Which metric best predicts near-term revenue generation?
Answer: Weighted pipeline value by close probability
Weighted pipeline value multiplies each deal's value by its close probability, giving the most realistic near-term revenue forecast.
What is the primary purpose of a sales funnel analysis in business development?
Answer: To identify where prospects drop off in the buying process
Sales funnel analysis reveals conversion rates at each stage, highlighting where prospects are lost and where improvements are needed.
Which of the following best describes a 'land and expand' business development strategy?
Answer: Winning a small initial contract then growing the account over time
Land and expand means securing a modest initial engagement with a client, then upselling or cross-selling additional products and services.
A commercial manager discovers that a key account generates 40% of total revenue. What is the primary risk this creates?
Answer: Customer concentration risk
Customer concentration risk arises when a single client represents a large share of revenue, making the business highly vulnerable if that client is lost.
Which stage of the B2B sales cycle typically involves issuing a Request for Proposal (RFP)?
Answer: Proposal/RFP stage
The RFP stage occurs after a prospect has been qualified and the buyer formally invites vendors to submit detailed solution proposals.