Practice Test GeeksPCM - Professional Collection Manager Certified Practice Test
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Marketing & Business Development Flashcards

7 cards from real PCM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Marketing & Business Development flashcards as text

  1. Which order of sales pipeline stages is most typical for winning a new creditor client?

    Answer: Prospect, qualify, proposal, close

    Business development moves from finding prospects to qualifying them, proposing, and then closing.

  2. A bank prospect sends a long vendor due-diligence questionnaire. What is the best way for the agency to prepare?

    Answer: Keep audit-ready policies, licenses, insurance, and compliance documentation up to date at all times

    Regulators expect banks to oversee their service providers, so agencies that are always audit-ready move through onboarding faster.

  3. An agency publishes white papers and webinars on compliance trends for creditors. Which marketing strategy is this?

    Answer: Content marketing and thought leadership

    Educational content positions the agency as an expert and draws in prospects.

  4. An agency spent $60,000 on sales and marketing last year and won 4 new clients. What is its customer acquisition cost?

    Answer: $15,000

    Customer acquisition cost equals total acquisition spending divided by new clients won: $60,000 ÷ 4 = $15,000.

  5. Which statement is the best example of a unique selling proposition for a collection agency?

    Answer: We specialize only in dental practices, with patient-friendly scripting and HIPAA-trained staff.

    A strong unique selling proposition names a specific, distinctive advantage that competitors do not commonly offer.

  6. One client provides 45% of an agency's revenue. What should business development focus on?

    Answer: Diversifying the client base to reduce concentration risk

    Relying heavily on one client creates serious revenue risk, so winning clients in other areas lowers exposure.

  7. An agency's website has a consumer payment portal and a client marketing section. What compliance precaution matters most for its public pages?

    Answer: Keeping statements accurate and not misleading, and protecting consumer data

    Public content must avoid false or misleading representations, and portals must keep consumer information secure.

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  1. acainternational.org — Eligibility, fees, retake policy, score validity, test delivery, exam format · verified Oct 2026