Account Executive

Deliverable:

Handling a Discount Request

Early Career

30 Minutes

SKILLS COVERED

Negotiation
Critical Thinking
Problem-solving
B2B Sales
Tailored Written Communication

RELEVANT ROLES

Sales Representative
Business Development Representative
Customer Success Associate

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.

Assign This Test

How It Works

  1. Select a test and set customization preferences

  2. Preview your custom test

  3. SkillsTrust handles test delivery and preliminary scoring

  4. Review your scored submissions and progress candidates

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.