Managing Renewals Pricing Guidelines: Quiz!

16 Questions | Total Attempts: 59

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Managing Renewals Pricing Guidelines: Quiz!

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Questions and Answers
  • 1. 
    If the overall P2.0 renewal rate increases by 1% how much does this add to the overall P2.0 committed book of business (ignoring new business):
    • A. 

      $4,000

    • B. 

      $22,000

    • C. 

      $60,000

    • D. 

      $220,000

  • 2. 
    Which of these best describe a Volume Purchase Plan?
    • A. 

      A commitment to spend where usage is billed annually and any shortfall are billed at the end of the term. A flat discount is offered.

    • B. 

      A commitment to spend where usage is billed monthly and any shortfall are billed at the end of the term. A flat discount is offered.

    • C. 

      A commitment to spend where usage is billed monthly and any shortfall is billed at the end of the term. A stepped discount is offered based on actual usage.

    • D. 

      A commitment to spend where usage is billed monthly and any shortfall is billed at the start of the term. A stepped discount is offered based on actual usage.

  • 3. 
    Which of these best describes the cap value:
    • A. 

      The amount the client has committed to paying MRDC minus any appropriate discounts or free zone.

    • B. 

      The amount the client has committed to paying MRDC plus any appropriate free zone.

    • C. 

      The monthly amount the client has to pay MRDC.

    • D. 

      None of the above.

  • 4. 
    Which contracts are listed in the contract utilization report?
    • A. 

      Corporate Plans

    • B. 

      Advantage Plans

    • C. 

      Volume Purchase Plans

    • D. 

      All of the above

  • 5. 
    Which of these best describes an Advantage Plan?
    • A. 

      A commitment to purchase a predetermined amount paid annually upfront. A discount may be offered.

    • B. 

      A commitment to purchase a predetermined amount paid annually upfront. A discount should always be offered.

    • C. 

      A commitment to purchase a predetermined amount paid monthly. A discount should always be offered.

    • D. 

      A commitment to purchase a predetermined amount paid monthly. A discount may be offered.

  • 6. 
    How often are usage statistics updated on Blackhawk/CAFfeine?
    • A. 

      Hourly

    • B. 

      Daily

    • C. 

      Weekly

    • D. 

      Monthly

  • 7. 
    What is the absolute latest you should start negotiations on a renewal?
    • A. 

      9 months before renewal date

    • B. 

      6 months before renewal date

    • C. 

      3 months before renewal date

    • D. 

      At the end of the current term

  • 8. 
    Which of these best describes a Ladder Plan?
    • A. 

      A commitment to spend where usage is billed annually and any shortfall is billed at the end of the term. A flat discount is offered.

    • B. 

      A commitment to spend where usage is billed monthly and any shortfall is billed at the end of the term. A flat discount is offered.

    • C. 

      A commitment to spend where usage is billed annually and any shortfall is billed at the end of the term. A stepped discount is offered based on actual usage.

    • D. 

      A commitment to spend where usage is billed monthly and any shortfall is billed at the end of the term. A stepped discount is offered based on actual usage.

  • 9. 
    How often is the contract utilization report produced?
    • A. 

      Weekly on a Friday

    • B. 

      Monthly on mid-month

    • C. 

      Quarterly on the first month following the end of the previous quarter

    • D. 

      On request

  • 10. 
    If a customer record in Blackhawk/CAFfeine shows a cap cost of $13,200 and a cap value of $15,000, how much can the customer spend on downloading content throughout their contract?
    • A. 

      $13,200 at any point throughout the term

    • B. 

      $1,100 per month

    • C. 

      $15,000 at any point throughout the term

    • D. 

      $1,250 per month

  • 11. 
    Which of the following best describes when it may be appropriate to offer a rollover of unused cap money?
    • A. 

      As a last resort but only if the client has underspent by at least 10%.

    • B. 

      As a last resort but only if the client will commit to a new contract at least 75% of the previous contract commitment.

    • C. 

      As a last resort but only if the client will commit to a new contract at least 100% of the previous contract commitment.

    • D. 

      Never

  • 12. 
    Which of the following can jeopardize a renewal?
    • A. 

      Lack of regular contact

    • B. 

      Lack of usage

    • C. 

      Lack of training

    • D. 

      All of the above

  • 13. 
    Which of these best describes a $2,000 Corporate Plan?
    • A. 

      Access to P2.0 at multiple sites for unlimited users on a "pay to Play" basis. Corporate fee of $2,000 is paid monthly.

    • B. 

      Access to P2.0 at one physical site for unlimited users on a "Pay to Play" basis. Corporate fee is paid annually in advance.

    • C. 

      Access to P2.0 at one physical site for up to 10 users on a "Pay to Play" basis. Corporate fee is paid annually in advance.

    • D. 

      Access to P2.0 at one physical site for unlimited users on a "Pay to Play" basis. Corporate fee is paid monthly.

  • 14. 
    Where can you get a copy of the contract utilization report?
    • A. 

      On the intranet

    • B. 

      On the company shared drive

    • C. 

      From your Sales Manager or TAC

    • D. 

      All of the above

  • 15. 
    Which of the following are included in Blackhawk/CAFfeine?
    • A. 

      Cap Cost

    • B. 

      Cap Cost and Cap Value

    • C. 

      Cap cost, Cap Value, and ZB Number

    • D. 

      Cap cost, Cap Value, ZB Number, and Credits

  • 16. 
    When should you start working on a renewal?
    • A. 

      As soon as there is a problem with the client.

    • B. 

      As soon as the latest contract has been signed.

    • C. 

      3 months before renewal date

    • D. 

      6 months before renewal date