CPCE Sales & Marketing Strategies 3

Question 1

A catering company's Net Promoter Score (NPS) drops from 72 to 48 over two quarters. What is the FIRST action management should take?

Accepted Answer

Conduct exit interviews and review recent client feedback to identify root causes

Answer

Identifying root causes through feedback is essential before implementing any corrective action to prevent recurring issues.

Question 2

Which type of marketing content is most effective for showcasing a catering company's expertise to B2B clients?

Accepted Answer

Case studies detailing outcomes from past corporate events

Answer

Case studies demonstrate measurable results and professional competence, which are the primary concerns of B2B decision-makers.

Question 3

A catering sales manager wants to shorten the sales cycle for large corporate accounts. Which tactic is MOST effective?

Accepted Answer

Identifying and engaging all decision-makers early in the process

Answer

Engaging all decision-makers early prevents late-stage objections from stakeholders who were not part of initial discussions.

Question 4

When calculating Customer Lifetime Value (CLV) for a catering business, which factor is LEAST relevant?

Accepted Answer

The catering company's founding year

Answer

The company's founding year has no bearing on the future revenue expected from an individual client relationship.

Question 5

A catering company notices that 60% of new bookings come through referrals. The BEST way to amplify this channel is to:

Accepted Answer

Create a structured referral incentive program for past clients

Answer

A structured incentive program formalizes and rewards referral behavior, systematically increasing referral volume.

(CPCE) Certified Professional in Catering and Events Practice Test