Certified Contract Management Associate Practice Test

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The primary responsibility of determining the technical approach falls under which seller activity?

Pre-sales activities
Contract execution
Cost analysis
Negotiations

The correct answer is: Pre-sales activities

Determining the technical approach is fundamentally a part of pre-sales activities. During this phase, the seller engages with potential clients to understand their needs and how the seller's offerings can meet those needs. It involves assessing the technical requirements and developing a tailored solution that aligns with the client’s expectations. This stage is crucial as it sets the foundation for the proposal and helps create a compelling case for why the seller's solution is the best fit. In contrast, contract execution pertains to implementing the terms of a contract after it has been signed and does not involve shaping the technical approach. Cost analysis typically occurs after the technical parameters have been established and focuses on assessing the financial viability of the proposed solution. Negotiations are about discussing the terms and conditions of a contract but are predicated on an already defined technical approach. Thus, the primary responsibility of determining the technical approach most accurately falls within the realm of pre-sales activities.