Account Executive
Deliverable:
Handling a Discount Request
Early Career
30 Minutes
SKILLS COVERED
RELEVANT ROLES
About This Test
Scenario
The candidate is placed in the role of a key account executive at a company that offers Software as a Service (SaaS) solutions. They have received an email from a prospective client interested in purchasing a subscription for the company's SaaS solution. The prospect has expressed a desire to buy 20 seats with a three-year commitment and has emphasized the importance of receiving priority support.
Challenge Presented:
However, there's a catch: the prospect is requesting a discount to finalize the deal. The candidate must balance achieving a successful sale with maintaining the company's profitability and pricing standards.
Candidate's Task:
The candidate is tasked with emailing their boss to outline how they will respond to the discount request.
Why We Chose It
The objective of this deliverable is to assess the candidate's ability to handle real-world negotiation scenarios, demonstrating their skills in communication, critical thinking, problem-solving, and negotiation. They should aim to move the sales process forward, balancing the prospect's request with the company's interests.
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Customization
Each test comes with reference material (ex. a dataset, financial statement, report etc) which candidates use to complete their task.
Reference material is fully customized to match your industry, company size, and business context.
Scoring
Each work sample submission is scored using a detailed skills-based rubric.
What You'll Learn About Candidates
We expect a good candidate to consider factors including:
The best communication method to use when following up with the prospect.
The long-term value and strategic importance of the deal to the company.
The company's pricing policy and any precedent that a discount might set.
The implications of committing to priority support for the client.
What a win-win outcome for both the company and the prospect could look like.