Sales & Business Development Techniques Flashcards
7 cards from real CCRM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Sales & Business Development Techniques flashcards as text
Which of the following BEST describes a value proposition in a sales context?
Answer: A clear statement of the unique benefit delivered to a specific customer
A value proposition articulates the specific, quantifiable benefit a solution delivers to a defined customer segment, differentiating it from alternatives.
A client relationship manager wants to identify upsell opportunities within an existing account. The FIRST step should be:
Answer: Conduct an account health review to identify unmet needs
An account health review surfaces unmet needs, usage gaps, and strategic priorities that naturally lead to upsell conversations.
In the context of CCRM, 'client lifetime value' (CLV) is BEST used to:
Answer: Prioritize account management effort and investment
CLV helps prioritize which accounts deserve deeper relationship investment based on their projected long-term revenue contribution.
Which closing technique involves summarizing agreed-upon benefits and then asking for the business?
Answer: Summary close
The summary close recaps the value points the prospect has confirmed, then transitions naturally to asking for commitment.
A prospect is in the 'consideration' stage of the buyer's journey. The MOST appropriate content or action is:
Answer: A case study comparing solutions
In the consideration stage, buyers are evaluating options, so comparison-focused content like case studies helps position your solution effectively.
Which of the following is an example of a cross-sell opportunity?
Answer: Recommending a complementary product the client doesn't yet use
Cross-selling offers a related but different product that complements what the client already purchases, unlike upselling which upgrades the existing product.
When building a business development territory plan, which factor should be weighted MOST heavily?
Answer: Market potential and fit with the ideal customer profile
Territory plans should prioritize areas with the highest concentration of prospects matching the ideal customer profile and with strong revenue potential.