Level 5 exam — Sales & Negotiation

Exam — fresh questions

12 fresh questions to validate Performance, CRM & sales management: CRM, KPIs, B2B/B2C, management, digital and AI.
Answer everything, then click Check: your score and explanations will appear.

5.1 · Application

1. Empty CRM with pricey license. Diagnosis?

Wrong tool No process: stages + 4 required fields + training + review Not pricey enough Too simple

Tools serve process: switching tools never fixes a missing process.

5.1 · Application

2. Log when: after each contact or in the evening?

Monthly Evening, batched At once: memory lies within 48 h (facts, decision, dated next) Never

5 minutes that pay: what's not in the CRM doesn't exist.

5.1 · Application

3. Which is NOT a minimal required CRM field?

Customer's favorite color Probability Amount and stage Next step + date

Amount, stage, probability, action, date: the rest is noise.

5.2 · Application

4. €100k goal, €120k pipeline, 30 % conversion. Verdict?

Short: 3x goal required — +prospecting Huge Celebrate Comfortable

3x coverage: at 30 %, €120k makes only €36k.

5.2 · Recall

5. Revenue alone as KPI. Enough?

Yes if big Whatever Yes No: rear mirror — activity + efficiency + cycle + pipeline to steer

Calls, conversion, basket, cycle, coverage, win rate: steer, don't observe.

5.2 · Application

6. 15 % conversion vs 30 % expected. Worksite?

Cut prices Prospecting Discovery/closing (L2-L3): rates point, coach precisely Fire people

Weak meetings → L1; weak conversion → L2-L3; weak basket → L4: diagnose first.

5.3 · Application

7. Single contact at a €200k prospect. Risk?

None, it's efficient Fragile: multi-threading (3+ contacts) — 1 departure kills the deal Better Normal

User, decider, finance: without an internal champion, no complex deal.

5.3 · Arbitration

8. Free unlimited POC offered. Verdict?

Modern Efficient Generous Valueless: paid, milestoned, dated POC — free infinite never converts

Growing commitment: free = perceived as valueless.

5.3 · Application

9. Which is NOT a buying-committee role?

User and champion Decider and buyer Saboteur to neutralize Pizza delivery

Five roles to map: pizza isn't one.

5.4 · Application

10. Top seller promoted, now selling instead of the team. Mistake?

Normal None, leading by example #1: managing = making sell (zero pipeline) — coach, don't step in That's coaching

Observe, debrief after (never in front of customers): D/W/M rituals.

5.4 · Arbitration

11. Monthly 1-1: policing or coaching?

Policing Coaching: listening + progress plan — policed reps lie, supported progress Useless Sanction

Follow-up grows; control makes lie.

5.5 · Application

12. Customer data fed into a public chatbot to save time. Verdict?

Forbidden: never customer data in public — reread all AI Efficient Recommended Innovative

AI proposes (reread drafts), humans send: invisible auto serves, visible repels.

What's next?

Score ≥ 80%: move to Level 6 “In Practice” — V3 (cross-cutting cases and hands-on situations, NO exam).
Score < 80%: re-read the explanations above — each re-explains the concept — then redo the 48h challenges of the 5 sections.