CCRM Sales & Business Development Techniques 4

Question 1

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

Accepted Answer

A potential churn risk requiring proactive relationship intervention

Answer

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

Question 2

The 'challenger sale' approach is characterized by:

Accepted Answer

Teaching, tailoring, and taking control of the sales conversation

Answer

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

Question 3

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

Accepted Answer

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

Answer

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

Question 4

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

Accepted Answer

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

Answer

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.

Question 5

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

Accepted Answer

After a significant success milestone has been achieved

Answer

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

(CCRM) Certified Client Relationship Manager Practice Test

(CCRM) Certified Client Relationship Manager Practice Test

CCRM Sales & Business Development Techniques 4