Sales Strategy & Pipeline Management Flashcards
7 cards from real CES practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Sales Strategy & Pipeline Management flashcards as text
A foreign buyer insists on a significant price reduction as a condition of purchase. The BEST response within a value-based sales framework is to:
Answer: Quantify the value delivered (ROI, cost savings) to justify the price
Value-based selling counters price objections by demonstrating tangible financial benefits that exceed the cost difference.
In export sales pipeline management, 'deal slippage' refers to:
Answer: Forecast deals that move beyond the expected close date without closing
Deal slippage occurs when opportunities consistently miss projected close dates, distorting revenue forecasts and pipeline reliability.
When evaluating a foreign agent versus a foreign distributor, the key distinction is:
Answer: Distributors take title to goods; agents earn a commission without taking title
Distributors purchase goods for resale and bear inventory risk, while agents sell on behalf of the exporter for a commission without owning the product.
Which of the following BEST describes a 'challenger sale' approach applied to export markets?
Answer: Teaching prospects new insights about their business and then tailoring solutions
The Challenger model involves educating prospects with insights they hadn't considered, creating urgency and differentiation beyond product features.
An export company sells to 12 countries. Which approach BEST prioritizes where to allocate the sales team's limited time?
Answer: Rank markets by revenue contribution and growth potential, focusing most on top tiers
Portfolio tiering by revenue and growth potential ensures the sales team invests most effort where returns are highest.
A prospect in Brazil requests a formal export sales proposal. Which element is MOST important to customize for the local market?
Answer: Payment terms, currency, and local regulatory compliance details
Brazil-specific payment terms, BRL or USD denomination, and INCOTERMS relevant to Brazilian import regulations are substantive customizations that affect deal feasibility.
Which sales KPI is MOST directly tied to pipeline health in international markets where sales cycles are long?
Answer: Weighted pipeline value adjusted for stage probability
Probability-weighted pipeline value accounts for where each deal is in the sales cycle, giving a realistic forecast despite long international sales cycles.