CSA Sales Proposal & Negotiation Skills Flashcards
6 cards from real CSA practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 CSA Sales Proposal & Negotiation Skills flashcards as text
What is the primary objective of a sales proposal?
Answer: To demonstrate how your solution addresses the prospect's specific needs and justify the investment
An effective sales proposal directly connects the solution to the prospect's pain points and quantifies the expected value or ROI.
In negotiation, what does 'BATNA' stand for?
Answer: Best Alternative To a Negotiated Agreement
BATNA (Best Alternative To a Negotiated Agreement) is the course of action a party will take if negotiations fail, and it determines their negotiating leverage.
Which proposal element is MOST important for establishing credibility with a new prospect?
Answer: Case studies or testimonials from similar customers
Social proof from similar customers demonstrates proven results and reduces the perceived risk of choosing your solution.
A prospect asks for a 20% discount. What is the BEST negotiation response?
Answer: Ask what they would need to move forward at the current price before offering concessions
Responding with a question first uncovers the real concern behind the discount request and avoids unnecessary margin concessions.
What is 'value-based pricing' in the context of sales proposals?
Answer: Setting price based on the perceived value and ROI delivered to the customer
Value-based pricing anchors the price to the measurable outcomes and ROI the customer receives, justifying a premium over cost-based pricing.
Which of the following is a key component of an executive summary in a sales proposal?
Answer: A concise statement of the prospect's problem and the proposed solution's business impact
The executive summary should immediately communicate understanding of the buyer's challenge and the high-level value of the proposed solution.