Practice Test Geeks(CCRM) Certified Client Relationship Manager Practice Test
← All CCRM Flashcard Decks

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

  1. A CCRM professional receives a complaint from a key client mid-contract. The FIRST action should be to:

    Answer: Acknowledge the issue, apologize, and schedule a same-day or next-day call

    Swift acknowledgment and a prompt call signal that the client is valued and prevent escalation; investigation and resolution follow from there.

  2. Which of the following describes the concept of 'social selling' in modern business development?

    Answer: Using social platforms to research, connect with, and nurture prospects before formal outreach

    Social selling involves leveraging platforms like LinkedIn to build credibility, share insights, and engage prospects authentically before entering a formal sales conversation.

  3. An ideal customer profile (ICP) in business development is BEST described as:

    Answer: A detailed description of the company type most likely to buy and retain your solution

    An ICP defines firmographic and behavioral characteristics of accounts that generate the most value and have the highest retention rates, guiding prospecting focus.

  4. When a client's stakeholder champion leaves the company, the relationship manager should IMMEDIATELY:

    Answer: Map the account and schedule introductions with new and existing stakeholders

    Champion departure is a top churn risk trigger; immediately mapping remaining stakeholders and building new relationships protects the account.

  5. Which of the following is an example of 'solution selling'?

    Answer: Customizing a proposal based on the client's specific business challenges

    Solution selling tailors the offering to address a client's diagnosed, specific business problem rather than presenting a one-size-fits-all product.

  6. A client relationship manager is preparing for a quarterly business review (QBR). The agenda should PRIMARILY focus on:

    Answer: ROI delivered, progress toward client goals, and priorities for the next quarter

    A QBR should be client-centric, demonstrating value delivered against agreed KPIs and co-creating the roadmap for the next period.

  7. In sales forecasting, which method relies on weighting deals by the probability of closing based on pipeline stage?

    Answer: Weighted pipeline forecasting

    Weighted pipeline forecasting multiplies each deal's value by its stage-based close probability to produce a realistic revenue forecast.