CSA CSA Sales Proposal & Negotiation Skills 2

Question 1

What negotiation tactic involves making the first offer to set the reference point for the discussion?

Accepted Answer

Anchoring

Answer

Anchoring means making the first offer to establish a reference point that influences the entire negotiation range.

Question 2

When a prospect objects to price, which response strategy focuses on ROI rather than lowering cost?

Accepted Answer

Reframe the conversation around the total value and return on investment

Answer

Reframing around ROI shifts the conversation from cost to value, helping the prospect see the investment as worthwhile.

Question 3

What is the purpose of including a mutual action plan (MAP) in a sales proposal?

Accepted Answer

To outline shared next steps and timelines so both parties are aligned on the path to close

Answer

A mutual action plan creates shared accountability for next steps, reducing stalls and keeping both parties engaged toward a decision.

Question 4

In a multi-stakeholder deal, why is it important to tailor proposals to different buyer roles?

Accepted Answer

Different stakeholders have different priorities — financial, technical, or operational

Answer

A CFO cares about ROI and cost, an IT lead cares about integration, and an end-user cares about ease of use — each needs a tailored message.

Question 5

What does 'trading concessions' mean in a negotiation context?

Accepted Answer

Giving something in exchange for something of equal or greater value, rather than giving for free

Answer

Trading concessions ensures each give from the seller is matched by a reciprocal commitment from the buyer, protecting deal value.

(CSA) Certified Sales Associate Practice Test