CCRM Sales Strategies 4

Question 1

A client signals budget constraints during a renewal negotiation. Which CRM sales tactic BEST addresses this objection?

Accepted Answer

Repackage the offer to emphasize ROI and cost savings delivered

Answer

Reframing the conversation around ROI and cost savings recontextualizes the investment as a business benefit rather than an expense.

Question 2

Which type of account planning is MOST effective for a CRM professional managing a portfolio of 20+ enterprise clients?

Accepted Answer

Tiering accounts by revenue potential and strategic importance, then prioritizing accordingly

Answer

Account tiering ensures that the highest-potential clients receive proportionally greater attention, maximizing portfolio revenue and strategic impact.

Question 3

In the context of CCRM sales strategy, what is the purpose of a Mutual Action Plan (MAP)?

Accepted Answer

To align the client and seller on milestones, responsibilities, and timelines toward a shared goal

Answer

A MAP creates shared accountability by documenting agreed-upon steps, owners, and dates on both sides, keeping complex sales and onboarding on track.

Question 4

Which situation MOST warrants a defensive account strategy rather than a growth strategy?

Accepted Answer

A client who is actively evaluating competitor solutions

Answer

When a client is actively evaluating competitors, the priority shifts to protecting the relationship by reinforcing value and addressing any dissatisfaction before they switch.

Question 5

Which of the following BEST describes the 'land and expand' go-to-market strategy?

Accepted Answer

Entering an account with a smaller, low-risk engagement and growing the relationship over time

Answer

Land and expand involves securing a foothold with a manageable initial deal, then demonstrating value to earn the right to grow the account over time.

(CCRM) Certified Client Relationship Manager Practice Test

(CCRM) Certified Client Relationship Manager Practice Test

CCRM Sales Strategies 4