WGU D549 FULL STUDY GUIDE WITH
COMPLETE SOLUTION COVERAGE
‣ 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
COMPLETE SOLUTION COVERAGE
‣ 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
