CCRM Sales Strategies 5

Question 1

Which approach BEST supports a CRM professional's goal of increasing wallet share within an existing account?

Accepted Answer

Mapping the client's full organizational chart to identify additional buying centers

Answer

Mapping the client's organization reveals additional departments or business units that may benefit from your services, creating pathways to expand wallet share.

Question 2

A CRM professional is struggling to get a proposal approved because multiple stakeholders have conflicting priorities. Which strategy is MOST effective?

Accepted Answer

Build a stakeholder map and tailor messaging to each decision-maker's priorities

Answer

A stakeholder map identifies each influencer's priorities and concerns, allowing the CRM professional to craft targeted communications that address each perspective.

Question 3

What is the PRIMARY risk of relying on a single point of contact within a client organization?

Accepted Answer

Loss of the relationship if that contact departs or loses influence

Answer

Single-threaded relationships are highly vulnerable; if that contact leaves the company or changes roles, the entire client relationship may be at risk.

Question 4

Which of the following is an example of insight-led selling in a CRM context?

Accepted Answer

Sharing an industry benchmark report that reveals a performance gap the client wasn't aware of

Answer

Insight-led selling involves bringing clients data or perspectives that challenge their current thinking and position the seller as a strategic partner.

Question 5

A CRM professional is about to enter a contract renewal discussion. Which action taken 90 days before renewal has the HIGHEST impact?

Accepted Answer

Conducting a success review to document value delivered and align on future goals

Answer

A proactive success review 90 days before renewal reinforces value delivered and uncovers strategic priorities that shape the renewal conversation on favorable terms.

(CCRM) Certified Client Relationship Manager Practice Test

(CCRM) Certified Client Relationship Manager Practice Test

CCRM Sales Strategies 5