WGU Sales Management D099 Pre-
Assessment Exam Questions And
Answers With Complete Solutions
A retailer is advertising its new product line and has designed a campaign that includes social media
advertising, print promotional pieces, online promotions, and a special product launch event. Which
concept is the retailer using to promote its new product line?
Relationship selling
Integrated marketing communications
Buyer journey
Marketing research - ANSWER - Integrated marketing communications
A salesperson wants to get to know a prospective customer by establishing ongoing communication to
ensure current as well as future sales. Which sales approach is the salesperson using?
Transactional
Relationship
Adaptive
Direct - ANSWER - Relationship
A salesperson prepares for a customer meeting by reviewing the number of products the customer has
purchased since the company started. The salesperson decides to open the conversation by reviewing
how the company has consistently provided a trusted product since the start of the customer
relationship .How does this salesperson's approach help achieve sales goals?
It emphasizes company value to the customer
It analyzes return on customer investment
It evaluates the cost of customer investment
It calculates net customer profit - ANSWER - It emphasizes company value to the customer
Every semester, a nationally known textbook company's salesperson visits each professor at a college to
show what the company offers in the subject that the professor teaches. The salesperson hopes the
,professors will adopt the book for use in the next academic year. Which type of salesperson role does
this scenario illustrate?
Trade
Prospector
Missionary
Technical - ANSWER - Missionary
A small company manufactures automobile hood ornaments and sells them in a small store located at
one end of the factory. Which type of sales channel is being used by this company?
Direct
Distributor
Agent
Wholesale - ANSWER - Direct
How does empathy contribute to building a good relationship with a customer?
By sharing beliefs with clients to build interactions based on mutual interests
By displaying vulnerability to clients to make them feel like they have the upper hand
By creating distance from the company to show high customer awareness
By creating an emotional connection with clients to show understanding that is built on trust - ANSWER -
By creating an emotional connection with clients to show understanding that is built on trust
Why is responsive listening important when participating in verbal communication?
It allows a salesperson to be prepared to counter any arguments made by a potential client.
It ensures that a salesperson is responding quickly to the customer's needs.
It encourages the salesperson to repeat back to the customer what they believe the customer needs.
It promotes rotating salespeople when dealing with clients who have specific requirements. - ANSWER -
It encourages the salesperson to repeat back to the customer what they believe the customer needs.
What is a result of a salesperson conducting follow-up on a sale?
Ensures customer satisfaction
, Establishes contract terms
Determines customer needs
Handles customer objections - ANSWER - Ensures customer satisfaction
A school administrator receives a request from a textbook salesperson to meet with the school principal.
The administrator asks for the salesperson's contact information and indicates that the principal may
contact the salesperson if interested in meeting. Which type of business-to-business (B2B) stakeholder is
this school administrator?
Gatekeeper
Buyer
User
Initiator - ANSWER - Gatekeeper
A manufacturing company needs to replace its material requirements planning system and has sent out
Requests for Proposal (RFPs). The company has received several responses back. A meeting has been
called by the company's decision makers to review the proposals received. Which stage of the
organizational buying process has this company entered?
Order placement
Performance review
Need recognition
Supplier selection - ANSWER - Supplier selection
A private company purchases raw materials required to manufacture its tire air pressure sensors. The
company sells its sensors to major automobile companies. Which role does the company play in the
business-to-business (B2B) buying process?
Reseller
Producer
Organization
Consultant - ANSWER - Producer
Assessment Exam Questions And
Answers With Complete Solutions
A retailer is advertising its new product line and has designed a campaign that includes social media
advertising, print promotional pieces, online promotions, and a special product launch event. Which
concept is the retailer using to promote its new product line?
Relationship selling
Integrated marketing communications
Buyer journey
Marketing research - ANSWER - Integrated marketing communications
A salesperson wants to get to know a prospective customer by establishing ongoing communication to
ensure current as well as future sales. Which sales approach is the salesperson using?
Transactional
Relationship
Adaptive
Direct - ANSWER - Relationship
A salesperson prepares for a customer meeting by reviewing the number of products the customer has
purchased since the company started. The salesperson decides to open the conversation by reviewing
how the company has consistently provided a trusted product since the start of the customer
relationship .How does this salesperson's approach help achieve sales goals?
It emphasizes company value to the customer
It analyzes return on customer investment
It evaluates the cost of customer investment
It calculates net customer profit - ANSWER - It emphasizes company value to the customer
Every semester, a nationally known textbook company's salesperson visits each professor at a college to
show what the company offers in the subject that the professor teaches. The salesperson hopes the
,professors will adopt the book for use in the next academic year. Which type of salesperson role does
this scenario illustrate?
Trade
Prospector
Missionary
Technical - ANSWER - Missionary
A small company manufactures automobile hood ornaments and sells them in a small store located at
one end of the factory. Which type of sales channel is being used by this company?
Direct
Distributor
Agent
Wholesale - ANSWER - Direct
How does empathy contribute to building a good relationship with a customer?
By sharing beliefs with clients to build interactions based on mutual interests
By displaying vulnerability to clients to make them feel like they have the upper hand
By creating distance from the company to show high customer awareness
By creating an emotional connection with clients to show understanding that is built on trust - ANSWER -
By creating an emotional connection with clients to show understanding that is built on trust
Why is responsive listening important when participating in verbal communication?
It allows a salesperson to be prepared to counter any arguments made by a potential client.
It ensures that a salesperson is responding quickly to the customer's needs.
It encourages the salesperson to repeat back to the customer what they believe the customer needs.
It promotes rotating salespeople when dealing with clients who have specific requirements. - ANSWER -
It encourages the salesperson to repeat back to the customer what they believe the customer needs.
What is a result of a salesperson conducting follow-up on a sale?
Ensures customer satisfaction
, Establishes contract terms
Determines customer needs
Handles customer objections - ANSWER - Ensures customer satisfaction
A school administrator receives a request from a textbook salesperson to meet with the school principal.
The administrator asks for the salesperson's contact information and indicates that the principal may
contact the salesperson if interested in meeting. Which type of business-to-business (B2B) stakeholder is
this school administrator?
Gatekeeper
Buyer
User
Initiator - ANSWER - Gatekeeper
A manufacturing company needs to replace its material requirements planning system and has sent out
Requests for Proposal (RFPs). The company has received several responses back. A meeting has been
called by the company's decision makers to review the proposals received. Which stage of the
organizational buying process has this company entered?
Order placement
Performance review
Need recognition
Supplier selection - ANSWER - Supplier selection
A private company purchases raw materials required to manufacture its tire air pressure sensors. The
company sells its sensors to major automobile companies. Which role does the company play in the
business-to-business (B2B) buying process?
Reseller
Producer
Organization
Consultant - ANSWER - Producer
