CCRM Sales & Business Development Techniques 3

Question 1

Which of the following BEST describes a value proposition in a sales context?

Accepted Answer

A clear statement of the unique benefit delivered to a specific customer

Answer

A value proposition articulates the specific, quantifiable benefit a solution delivers to a defined customer segment, differentiating it from alternatives.

Question 2

A client relationship manager wants to identify upsell opportunities within an existing account. The FIRST step should be:

Accepted Answer

Conduct an account health review to identify unmet needs

Answer

An account health review surfaces unmet needs, usage gaps, and strategic priorities that naturally lead to upsell conversations.

Question 3

In the context of CCRM, 'client lifetime value' (CLV) is BEST used to:

Accepted Answer

Prioritize account management effort and investment

Answer

CLV helps prioritize which accounts deserve deeper relationship investment based on their projected long-term revenue contribution.

Question 4

Which closing technique involves summarizing agreed-upon benefits and then asking for the business?

Accepted Answer

Summary close

Answer

The summary close recaps the value points the prospect has confirmed, then transitions naturally to asking for commitment.

Question 5

A prospect is in the 'consideration' stage of the buyer's journey. The MOST appropriate content or action is:

Accepted Answer

A case study comparing solutions

Answer

In the consideration stage, buyers are evaluating options, so comparison-focused content like case studies helps position your solution effectively.

(CCRM) Certified Client Relationship Manager Practice Test

(CCRM) Certified Client Relationship Manager Practice Test

CCRM Sales & Business Development Techniques 3