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 U.S. exporter wants to accelerate pipeline growth in Southeast Asia. Which action provides the FASTEST access to qualified buyer networks?
Answer: Engaging the U.S. Commercial Service or in-country trade offices for introductions
The U.S. Commercial Service has established buyer networks and vetting processes that can generate qualified introductions far faster than building from scratch.
In a lengthy B2B export sales cycle, the concept of 'multi-threading' refers to:
Answer: Building relationships with multiple stakeholders across the buyer's organization
Multi-threading protects deals by ensuring the exporter has champions at multiple levels, so the sale doesn't collapse if one contact leaves or loses influence.
When an exporter segments international markets by 'psychographic' criteria, they are grouping markets based on:
Answer: Values, attitudes, and lifestyle characteristics of buyers
Psychographic segmentation groups buyers by motivations, values, and decision-making styles rather than demographic or geographic factors.
An exporter offers a 2% cash discount if a foreign buyer pays within 10 days (2/10 net 30). This pricing technique is primarily used to:
Answer: Accelerate cash collection and reduce accounts receivable exposure
Early payment discounts incentivize fast cash collection, reducing the exporter's credit risk and improving working capital.
Which scenario indicates that an export sales pipeline has a 'concentration risk' problem?
Answer: More than 60% of the pipeline value depends on a single deal or single customer
Over-reliance on one deal or customer creates catastrophic risk if that opportunity fails, making pipeline diversification essential.
A sales representative discovers midway through negotiations that a foreign prospect is on the U.S. Entity List. The CORRECT action is to:
Answer: Immediately halt negotiations and consult the export compliance team
The Entity List restricts exports without a license; proceeding without compliance review risks severe criminal and civil penalties.
The SPIN Selling methodology's 'Implication' questions in an export context are designed to:
Answer: Help buyers understand the consequences of not solving their problem
Implication questions deepen the buyer's awareness of the pain caused by their problem, increasing urgency and willingness to change vendors.