WGU Sales Management D099 Pre-
Assessment Exam Questions and
Answers
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
Assessment Exam Questions and
Answers
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
