Practice Test Geeks(CCRM) Certified Client Relationship Manager Practice Test
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Sales & Business Development Techniques Flashcards

7 cards from real CCRM 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 & Business Development Techniques flashcards as text

  1. Which sales methodology focuses on identifying the customer's pain points before presenting a solution?

    Answer: SPIN Selling

    SPIN Selling (Situation, Problem, Implication, Need-Payoff) uncovers customer pain points through structured questioning before proposing solutions.

  2. A client relationship manager notices a client's contract is up for renewal in 90 days. The BEST proactive step is to:

    Answer: Schedule a value review meeting 60 days before renewal

    Scheduling a value review 60 days ahead allows time to address concerns, reinforce ROI, and negotiate without pressure.

  3. In consultative selling, the primary role of the salesperson is to:

    Answer: Act as a trusted advisor who solves client problems

    Consultative selling positions the salesperson as a trusted advisor focused on diagnosing and solving client problems rather than pushing products.

  4. Which metric BEST measures the effectiveness of a business development pipeline?

    Answer: Conversion rate by pipeline stage

    Stage-by-stage conversion rates identify bottlenecks and show where deals are lost in the pipeline.

  5. An existing client asks you to recommend a competitor's product that better fits their need. You should:

    Answer: Recommend the competitor product and document the gap in your offering

    Honest guidance builds long-term trust; documenting the product gap also provides valuable internal feedback for business development.

  6. The 'land and expand' strategy in B2B sales refers to:

    Answer: Starting with a small deal then growing the account over time

    Land and expand means securing an initial foothold with a limited engagement, then growing revenue within the account through upsells and cross-sells.

  7. When a prospect says 'We already work with a vendor for this,' the MOST effective response is to:

    Answer: Ask what they like and dislike about their current vendor

    Asking about their current vendor surfaces dissatisfaction gaps and allows you to position your differentiated value without attacking the competitor.