WGU D099 OA EXAM TEST BANK 2 /WGU D099 SALES
MANAGEMENT OBJECTIVE ASSESSMENT NEWEST
ACTUAL EXAM WITH COMPLETE 100 QUESTIONS AND
CORRECT DETAILED ANSWERS (VERIFIED ANSWERS)
|ALREADY GRADED A+
What is true of a sale in which the customer has a limited problem-solving mindset?
The customer is swayed directly by advertising and promotion.
The salesperson will need to focus on spending time with the customer.
The salesperson should focus on relationship building, not quick sales.
The customer will become well educated about the product prior to purchase.
The customer is swayed directly by advertising and promotion.
A car salesperson is under pressure to sell one additional new vehicle by the end of the day to meet a
quota. A consumer arrives at the dealership and explains she just had a baby and is looking for a used
car with better safety features than her current vehicle. The salesperson sees an opportunity and
shows the consumer a new model and explains why the new model is safer and a better value. The
consumer decides to purchase the new model. How did this salesperson use sales role perception to
achieve this sale?
By recognizing the need to achieve only the consumer's objectives
By recognizing the need to achieve only the salesperson's objectives
By recognizing the need to achieve both the salesperson's and the consumer's objectives
By recognizing the need to achieve both the salesperson's and the dealership's objectives
By recognizing the need to achieve both the salesperson's and the consumer's objectives
A solar panel company publishes a white paper on the advantages and disadvantages of various solar
panels. A customer carefully reads the paper before making a decision to purchase a particular model.
Which factor of product perception is influencing this consumer's buying process?
Social
Object
Personal
Situational
Object
,A hiring manager is deciding between two candidates for a technical sales position. One candidate has
more sales experience but, if hired, would be the only female salesperson in the organization. The
hiring manager decides to hire the female candidate but at a lower exempt salary status than what
the other salespeople have received when hired. Which statute is the hiring manager violating?
Fair Labor Standards Act
Equal Pay Act of 1963
Pregnancy Discrimination Act of 1978
Age Discrimination in Employment Act of 1967
Equal Pay Act of 1963
A sales manager at a diaper factory has been tasked with forecasting potential staff needs for the
toddler pull-up diaper division and is analyzing the relevant external factors that will cause an impact.
Which factor should the manager analyze?
New laws
Financial strength
Production levels
International expansion plans
New laws
A company wants to hire a technical salesperson and posts the job opening on popular online
business networking platforms. Which type of recruiting is this company conducting?
Social recruiting
Headhunting
College recruiting
Employee referral program
Social recruiting
Which benefit will a manager who is hiring a new salesperson gain from using resume-parsing
software?
Broaden the pool of viable candidates
Eliminate the need for initial interviews
Save time in the overall hiring process
Assess candidate personality fit
Save time in the overall hiring process
A hiring manager has narrowed the candidate pool of qualified salespeople to two. During a final
review, the older of the two candidates is chosen due to a perceived higher level of maturity and the
firm's dissatisfaction with previous younger hires. Which form of discrimination is this manager
committing?
Disparate impact
Educational
Financial
Disparate treatment
, Disparate treatment
A firm is using situational interview questions to help select a candidate for a sales management
position. Which question aligns with this interview format?
What interested you in this position?
What experience do you have with sales technology?
How would you construct a sales compensation package?
How have you resolved previous customer conflicts?
How would you construct a sales compensation package?
How should a sales manager ethically conduct employment testing in the sales recruitment process?
Testing should be consistently applied to all candidates
Testing should be provided based on a candidate's needs
Testing should be conducted without a candidate's consent
Testing should be randomly selected for all candidates
Testing should be consistently applied to all candidates
A sales manager has used the same interview question for many years to determine the degree of
candidates' fit with the company's culture. Over time, the sales manager has discovered that
applicants' answers rated as positive consistently align with a high degree of cultural fit and the
success of the new hires. Which issue regarding the data did the manager discover?
Reliability
Weighted responses
Problem-solving
Motivation
Reliability
A business-to-business (B2B) company discovers its margins are lower than that of its competitors. In
response, the company implements a new sales training program to help salespeople better
communicate product value to organizations. The result is increased sales and profitability. Which
direct benefit has this company achieved?
Improved productivity
Greater employee morale
Lower staff turnover
Less stress among sales staff
Improved productivity
Even though its sales numbers are high, a company is concerned that it has a low percentage of repeat
sales. It decides to invest more heavily in sales training so salespeople will learn how to maintain
regular communication with clients. The company sees a marked improvement in repeat sales. Which
direct benefit has this company achieved?
Less stress among sales staff
Greater employee morale
MANAGEMENT OBJECTIVE ASSESSMENT NEWEST
ACTUAL EXAM WITH COMPLETE 100 QUESTIONS AND
CORRECT DETAILED ANSWERS (VERIFIED ANSWERS)
|ALREADY GRADED A+
What is true of a sale in which the customer has a limited problem-solving mindset?
The customer is swayed directly by advertising and promotion.
The salesperson will need to focus on spending time with the customer.
The salesperson should focus on relationship building, not quick sales.
The customer will become well educated about the product prior to purchase.
The customer is swayed directly by advertising and promotion.
A car salesperson is under pressure to sell one additional new vehicle by the end of the day to meet a
quota. A consumer arrives at the dealership and explains she just had a baby and is looking for a used
car with better safety features than her current vehicle. The salesperson sees an opportunity and
shows the consumer a new model and explains why the new model is safer and a better value. The
consumer decides to purchase the new model. How did this salesperson use sales role perception to
achieve this sale?
By recognizing the need to achieve only the consumer's objectives
By recognizing the need to achieve only the salesperson's objectives
By recognizing the need to achieve both the salesperson's and the consumer's objectives
By recognizing the need to achieve both the salesperson's and the dealership's objectives
By recognizing the need to achieve both the salesperson's and the consumer's objectives
A solar panel company publishes a white paper on the advantages and disadvantages of various solar
panels. A customer carefully reads the paper before making a decision to purchase a particular model.
Which factor of product perception is influencing this consumer's buying process?
Social
Object
Personal
Situational
Object
,A hiring manager is deciding between two candidates for a technical sales position. One candidate has
more sales experience but, if hired, would be the only female salesperson in the organization. The
hiring manager decides to hire the female candidate but at a lower exempt salary status than what
the other salespeople have received when hired. Which statute is the hiring manager violating?
Fair Labor Standards Act
Equal Pay Act of 1963
Pregnancy Discrimination Act of 1978
Age Discrimination in Employment Act of 1967
Equal Pay Act of 1963
A sales manager at a diaper factory has been tasked with forecasting potential staff needs for the
toddler pull-up diaper division and is analyzing the relevant external factors that will cause an impact.
Which factor should the manager analyze?
New laws
Financial strength
Production levels
International expansion plans
New laws
A company wants to hire a technical salesperson and posts the job opening on popular online
business networking platforms. Which type of recruiting is this company conducting?
Social recruiting
Headhunting
College recruiting
Employee referral program
Social recruiting
Which benefit will a manager who is hiring a new salesperson gain from using resume-parsing
software?
Broaden the pool of viable candidates
Eliminate the need for initial interviews
Save time in the overall hiring process
Assess candidate personality fit
Save time in the overall hiring process
A hiring manager has narrowed the candidate pool of qualified salespeople to two. During a final
review, the older of the two candidates is chosen due to a perceived higher level of maturity and the
firm's dissatisfaction with previous younger hires. Which form of discrimination is this manager
committing?
Disparate impact
Educational
Financial
Disparate treatment
, Disparate treatment
A firm is using situational interview questions to help select a candidate for a sales management
position. Which question aligns with this interview format?
What interested you in this position?
What experience do you have with sales technology?
How would you construct a sales compensation package?
How have you resolved previous customer conflicts?
How would you construct a sales compensation package?
How should a sales manager ethically conduct employment testing in the sales recruitment process?
Testing should be consistently applied to all candidates
Testing should be provided based on a candidate's needs
Testing should be conducted without a candidate's consent
Testing should be randomly selected for all candidates
Testing should be consistently applied to all candidates
A sales manager has used the same interview question for many years to determine the degree of
candidates' fit with the company's culture. Over time, the sales manager has discovered that
applicants' answers rated as positive consistently align with a high degree of cultural fit and the
success of the new hires. Which issue regarding the data did the manager discover?
Reliability
Weighted responses
Problem-solving
Motivation
Reliability
A business-to-business (B2B) company discovers its margins are lower than that of its competitors. In
response, the company implements a new sales training program to help salespeople better
communicate product value to organizations. The result is increased sales and profitability. Which
direct benefit has this company achieved?
Improved productivity
Greater employee morale
Lower staff turnover
Less stress among sales staff
Improved productivity
Even though its sales numbers are high, a company is concerned that it has a low percentage of repeat
sales. It decides to invest more heavily in sales training so salespeople will learn how to maintain
regular communication with clients. The company sees a marked improvement in repeat sales. Which
direct benefit has this company achieved?
Less stress among sales staff
Greater employee morale
