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. A client consistently pays late and pushes back on every renewal price increase. This pattern MOST likely indicates:

    Answer: A potential churn risk requiring proactive relationship intervention

    Late payments combined with price resistance are early churn indicators that warrant a proactive executive conversation to uncover underlying dissatisfaction.

  2. The 'challenger sale' approach is characterized by:

    Answer: Teaching, tailoring, and taking control of the sales conversation

    The Challenger Sale model involves teaching clients new insights, tailoring the message to their specific business, and constructively challenging their assumptions.

  3. Which of the following BEST defines a 'qualified lead' in a B2B sales process?

    Answer: A prospect that meets defined criteria for budget, authority, need, and timeline

    A qualified lead meets BANT criteria (Budget, Authority, Need, Timeline), indicating genuine potential to convert into a paying customer.

  4. When negotiating contract terms with a long-term client, the MOST effective approach is to:

    Answer: Use package trade-offs to protect margin while meeting client priorities

    Package trade-offs (e.g., offering extended payment terms in exchange for a longer contract) maintain margin while addressing the client's most important concerns.

  5. A new business development manager wants to build a referral program. The BEST timing to ask a client for a referral is:

    Answer: After a significant success milestone has been achieved

    Referral requests are most effective immediately after a client has experienced measurable success, when their satisfaction and goodwill are highest.

  6. In account-based selling, the term 'multi-threading' refers to:

    Answer: Building relationships with multiple stakeholders within a single target account

    Multi-threading protects deals by building champions across multiple departments and seniority levels within one target account, reducing single-point-of-failure risk.

  7. Which of the following is the PRIMARY purpose of a discovery call in the sales process?

    Answer: To understand the prospect's goals, challenges, and decision-making process

    Discovery calls are designed to gather information about the prospect's business situation, pain points, timeline, and buying process before proposing any solution.