CCRM Sales & Business Development Techniques 2

Question 1

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

Accepted Answer

SPIN Selling

Answer

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

Question 2

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

Accepted Answer

Schedule a value review meeting 60 days before renewal

Answer

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

Question 3

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

Accepted Answer

Act as a trusted advisor who solves client problems

Answer

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

Question 4

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

Accepted Answer

Conversion rate by pipeline stage

Answer

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

Question 5

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

Accepted Answer

Recommend the competitor product and document the gap in your offering

Answer

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

(CCRM) Certified Client Relationship Manager Practice Test