CES Sales Strategy & Pipeline Management 2

Question 1

When qualifying an international prospect for your export pipeline, which factor is MOST critical to evaluate first?

Accepted Answer

The prospect's ability to pay and creditworthiness

Answer

Creditworthiness is the primary qualification factor because export transactions carry payment risk across borders with limited legal recourse.

Question 2

A company using a 'pull' export sales strategy primarily relies on:

Accepted Answer

Creating end-user demand so channel partners seek out the product

Answer

A pull strategy generates demand at the end-user level, motivating distributors and retailers to carry the product.

Question 3

Which export sales channel typically offers the LOWEST per-unit margin but the LOWEST market-entry cost for an SME?

Accepted Answer

Export management company (EMC)

Answer

EMCs handle export logistics and distribution for a commission or markup, reducing the exporter's net margin but requiring minimal upfront investment.

Question 4

In the CES framework, 'pipeline velocity' measures:

Accepted Answer

How quickly deals move through each stage of the sales funnel

Answer

Pipeline velocity tracks the rate at which opportunities progress from prospecting to close, helping forecast revenue timing.

Question 5

An exporter discovers that a key prospect in Germany is already working with a competitor. The BEST strategic response is to:

Accepted Answer

Identify unmet needs the competitor is not addressing and position accordingly

Answer

Identifying competitive gaps allows differentiated positioning rather than a destructive price war.

(CES) Certified Export Specialist Practice Test

(CES) Certified Export Specialist Practice Test

CES Sales Strategy & Pipeline Management 2