Sales Management D099 exam
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questions with correct answers
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The |sales |team |of |a |reputable |appliance |retailer |reaches |out |to |their |current |customers |two |
weeks |after |a |purchase |to |ensure |their |products |have |met |their |customers' |expectations |and |
to |determine |if |they |have |any |other |needs |or |wants.
How |do |the |actions |of |the |appliance |retailer |exemplify |the |primary |role |of |sales |in |a |business?
|- |ANSWER✔✔✔-They |are |creating |a |customer |base |by |building |a |relationship |with |their |
customers.
What |is |a |sustainable |competitive |advantage? |- |ANSWER✔✔✔-It |is |a |long-term |ability |that |is |
not |easily |duplicated |by |opponents.
A |national |restaurant |chain |is |having |financial |trouble |and |wants |to |cut |costs |by |eliminating |
underperforming |restaurants. |Store |managers |were |tasked |with |reviewing |their |sales |reports |
from |the |last |quarter |to |help |the |executive |team |make |an |informed |decision |about |which |
restaurants |to |close.
What |should |the |executive |team |use |in |the |decision-making |process? |- |ANSWER✔✔✔-
Business |intelligence |(BI)
BI |is |a |process |that |presents |an |assortment |of |data |to |help |in |the |decision-making |process |of |
important |business |issues.
How |has |online |shopping |changed |consumer |purchasing |dynamics? |- |ANSWER✔✔✔-It |has |
created |a |more |informed |buyer |due |to |the |information |that |is |now |available |about |products |
and |services |they |may |wish |to |buy.
,What |is |the |purpose |of |a |professional |and |organizational |code |of |ethics? |- |ANSWER✔✔✔-To |
provide |expectations |in |terms |of |responsibilities |and |behavior |toward |fellow |employees |and |
professionals, |customers, |and |suppliers
What |is |the |relationship |between |sales |and |marketing? |- |ANSWER✔✔✔-Marketing |attracts |
prospective |customers |to |the |business |while |sales |attempt |to |convert |these |prospects |into |
paying |customers.
How |does |personal |selling |offer |an |advantage |over |other |forms |of |promotion? |- |
ANSWER✔✔✔-Personal |selling |provides |a |detailed |sales |message |that |is |adapted |to |the |
interests |of |each |customer.
This |advantage |is |especially |beneficial |for |complex |goods |and |services. |When |questions |or |
objections |arise, |the |salesperson |can |provide |detailed |explanations |that |are |tailored |to |each |
customer.
AIDA |- |ANSWER✔✔✔-Attention, |Interest, |Desire, |Action
What |is |the |main |limitation |of |the |AIDA |model? |- |ANSWER✔✔✔-The |model |assumes |
consumers |are |passive |and |marketers |are |active |during |most |of |the |buying |process.
What |is |transactional |selling? |- |ANSWER✔✔✔-A |sales |strategy |that |initially |identifies |potential
|customers, |offers |the |product, |and |attempts |to |quickly |close |the |deal
What |are |the |requirements |for |effective |relationship |selling? |- |ANSWER✔✔✔-The |salesperson
|must |be |patient, |care |about |the |customer's |problems, |and |believe |in |the |product.
What |is |adaptive |selling? |- |ANSWER✔✔✔-A |sales |approach |that |focuses |on |tailoring |the |
selling |style |to |the |customer's |behavior
,A |car |salesperson |is |presenting |to |a |couple |interested |in |buying |a |new |vehicle. |The |two |people
|ask |different |types |of |questions. |The |first |asks, |"How |is |this |car |different |from |other |makes? |
How |do |the |features |of |this |car |work?" |The |partner |asks, |"Why |should |I |buy |this |car? |Why |is |
this |car |good |for |me |and |my |family?"
Which |two |social |styles |must |the |salesperson |address? |- |ANSWER✔✔✔-Analytical |and |
amiable
What |is |value |from |a |customer's |perspective? |- |ANSWER✔✔✔-The |apparent |benefits |the |
customer |received |from |a |product |or |service |in |relation |to |the |costs |of |the |item
A |new |ice |cream |shop |wants |to |capitalize |on |the |fact |that |it |makes |all |of |its |flavors |in |house |
and |sources |its |products |from |local |suppliers. |The |owners |decide |they |need |to |offer |current |
and |potential |customers |a |clear, |compelling, |and |differentiating |message.
Which |type |of |communication |is |this |ice |cream |shop |aiming |to |develop? |- |ANSWER✔✔✔-
Value |proposition
What |is |customer |lifetime |value |(CLV)? |- |ANSWER✔✔✔-The |present |value |of |all |potential |
business |from |the |same |customer |throughout |the |span |of |that |customer's |relationship |with |
the |company
A |sales |manager |is |implementing |a |relationship-building |strategy |to |retain |existing |customers. |
This |strategy |will |incur |costs |as |it |requires |sales |representatives |to |spend |more |time |with |each
|customer |to |understand |their |needs |and |develop |tailored |solutions |that |will |result |in |sales.
Which |measure |should |the |sales |manager |use |to |calculate |the |costs |of |this |strategy |relative |to
|the |increase |in |sales |generated |by |the |strategy? |- |ANSWER✔✔✔-Return |on |investment |(ROI)
Jack |has |been |selling |cars |for |a |car |dealership |for |many |years. |A |long-time |customer |named |
Omar |walks |into |the |dealership. |Jack |is |surprised |to |see |Omar, |despite |his |being |a |loyal |
customer, |since |his |most |recent |purchase |occurred |under |two |years |ago. |After |the |two |talk |for
|a |while, |Omar |explains |that |he |does |not |really |need |a |new |car, |but |he |recently |got |a |nice |
, promotion |at |work |and |is |thinking |about |upgrading. |Although |he |is |happy |with |his |SUV, |he |
wishes |he |had |a |car |that |gets |better |gas |mileage. |
In |which |stage |in |the |buyer |journey |is |Omar? |- |ANSWER✔✔✔-Interest
Although |Omar |does |not |need |a |new |car, |his |promotion |and |wish |for |better |mileage |has |
created |an |interest |in |buying |a |new |car.
Which |type |of |selling |is |Jack |engaged |in |at |this |moment? |- |ANSWER✔✔✔-Adaptive |selling
Because |Jack |is |trying |to |understand |his |customer's |needs |by |asking |different |questions, |he |is |
engaged |in |adaptive |selling.
What |is |Jack |demonstrating |when |he |explains |the |gas |mileage |of |various |models? |- |
ANSWER✔✔✔-Ethical |behavior
Jack's |ethics, |which |defines |what |is |right |and |wrong, |require |him |to |be |honest |about |the |gas |
mileage |of |the |different |models.
What |is |Omar's |dominant |social |style? |- |ANSWER✔✔✔-Analytical
Omar's |personality |traits |are |consistent |with |someone |who |has |an |analytical |social |style.
What |should |Jack |do |to |help |Omar |understand |why |a |particular |car |is |the |best |option? |- |
ANSWER✔✔✔-Explain |the |value |proposition
Jack |needs |to |explain |a |value |proposition, |which |is |an |innovation, |service, |or |feature |that |the |
car |manufacturer |developed |to |make |the |product |attractive |to |customers.
| | | |
questions with correct answers
| | |
The |sales |team |of |a |reputable |appliance |retailer |reaches |out |to |their |current |customers |two |
weeks |after |a |purchase |to |ensure |their |products |have |met |their |customers' |expectations |and |
to |determine |if |they |have |any |other |needs |or |wants.
How |do |the |actions |of |the |appliance |retailer |exemplify |the |primary |role |of |sales |in |a |business?
|- |ANSWER✔✔✔-They |are |creating |a |customer |base |by |building |a |relationship |with |their |
customers.
What |is |a |sustainable |competitive |advantage? |- |ANSWER✔✔✔-It |is |a |long-term |ability |that |is |
not |easily |duplicated |by |opponents.
A |national |restaurant |chain |is |having |financial |trouble |and |wants |to |cut |costs |by |eliminating |
underperforming |restaurants. |Store |managers |were |tasked |with |reviewing |their |sales |reports |
from |the |last |quarter |to |help |the |executive |team |make |an |informed |decision |about |which |
restaurants |to |close.
What |should |the |executive |team |use |in |the |decision-making |process? |- |ANSWER✔✔✔-
Business |intelligence |(BI)
BI |is |a |process |that |presents |an |assortment |of |data |to |help |in |the |decision-making |process |of |
important |business |issues.
How |has |online |shopping |changed |consumer |purchasing |dynamics? |- |ANSWER✔✔✔-It |has |
created |a |more |informed |buyer |due |to |the |information |that |is |now |available |about |products |
and |services |they |may |wish |to |buy.
,What |is |the |purpose |of |a |professional |and |organizational |code |of |ethics? |- |ANSWER✔✔✔-To |
provide |expectations |in |terms |of |responsibilities |and |behavior |toward |fellow |employees |and |
professionals, |customers, |and |suppliers
What |is |the |relationship |between |sales |and |marketing? |- |ANSWER✔✔✔-Marketing |attracts |
prospective |customers |to |the |business |while |sales |attempt |to |convert |these |prospects |into |
paying |customers.
How |does |personal |selling |offer |an |advantage |over |other |forms |of |promotion? |- |
ANSWER✔✔✔-Personal |selling |provides |a |detailed |sales |message |that |is |adapted |to |the |
interests |of |each |customer.
This |advantage |is |especially |beneficial |for |complex |goods |and |services. |When |questions |or |
objections |arise, |the |salesperson |can |provide |detailed |explanations |that |are |tailored |to |each |
customer.
AIDA |- |ANSWER✔✔✔-Attention, |Interest, |Desire, |Action
What |is |the |main |limitation |of |the |AIDA |model? |- |ANSWER✔✔✔-The |model |assumes |
consumers |are |passive |and |marketers |are |active |during |most |of |the |buying |process.
What |is |transactional |selling? |- |ANSWER✔✔✔-A |sales |strategy |that |initially |identifies |potential
|customers, |offers |the |product, |and |attempts |to |quickly |close |the |deal
What |are |the |requirements |for |effective |relationship |selling? |- |ANSWER✔✔✔-The |salesperson
|must |be |patient, |care |about |the |customer's |problems, |and |believe |in |the |product.
What |is |adaptive |selling? |- |ANSWER✔✔✔-A |sales |approach |that |focuses |on |tailoring |the |
selling |style |to |the |customer's |behavior
,A |car |salesperson |is |presenting |to |a |couple |interested |in |buying |a |new |vehicle. |The |two |people
|ask |different |types |of |questions. |The |first |asks, |"How |is |this |car |different |from |other |makes? |
How |do |the |features |of |this |car |work?" |The |partner |asks, |"Why |should |I |buy |this |car? |Why |is |
this |car |good |for |me |and |my |family?"
Which |two |social |styles |must |the |salesperson |address? |- |ANSWER✔✔✔-Analytical |and |
amiable
What |is |value |from |a |customer's |perspective? |- |ANSWER✔✔✔-The |apparent |benefits |the |
customer |received |from |a |product |or |service |in |relation |to |the |costs |of |the |item
A |new |ice |cream |shop |wants |to |capitalize |on |the |fact |that |it |makes |all |of |its |flavors |in |house |
and |sources |its |products |from |local |suppliers. |The |owners |decide |they |need |to |offer |current |
and |potential |customers |a |clear, |compelling, |and |differentiating |message.
Which |type |of |communication |is |this |ice |cream |shop |aiming |to |develop? |- |ANSWER✔✔✔-
Value |proposition
What |is |customer |lifetime |value |(CLV)? |- |ANSWER✔✔✔-The |present |value |of |all |potential |
business |from |the |same |customer |throughout |the |span |of |that |customer's |relationship |with |
the |company
A |sales |manager |is |implementing |a |relationship-building |strategy |to |retain |existing |customers. |
This |strategy |will |incur |costs |as |it |requires |sales |representatives |to |spend |more |time |with |each
|customer |to |understand |their |needs |and |develop |tailored |solutions |that |will |result |in |sales.
Which |measure |should |the |sales |manager |use |to |calculate |the |costs |of |this |strategy |relative |to
|the |increase |in |sales |generated |by |the |strategy? |- |ANSWER✔✔✔-Return |on |investment |(ROI)
Jack |has |been |selling |cars |for |a |car |dealership |for |many |years. |A |long-time |customer |named |
Omar |walks |into |the |dealership. |Jack |is |surprised |to |see |Omar, |despite |his |being |a |loyal |
customer, |since |his |most |recent |purchase |occurred |under |two |years |ago. |After |the |two |talk |for
|a |while, |Omar |explains |that |he |does |not |really |need |a |new |car, |but |he |recently |got |a |nice |
, promotion |at |work |and |is |thinking |about |upgrading. |Although |he |is |happy |with |his |SUV, |he |
wishes |he |had |a |car |that |gets |better |gas |mileage. |
In |which |stage |in |the |buyer |journey |is |Omar? |- |ANSWER✔✔✔-Interest
Although |Omar |does |not |need |a |new |car, |his |promotion |and |wish |for |better |mileage |has |
created |an |interest |in |buying |a |new |car.
Which |type |of |selling |is |Jack |engaged |in |at |this |moment? |- |ANSWER✔✔✔-Adaptive |selling
Because |Jack |is |trying |to |understand |his |customer's |needs |by |asking |different |questions, |he |is |
engaged |in |adaptive |selling.
What |is |Jack |demonstrating |when |he |explains |the |gas |mileage |of |various |models? |- |
ANSWER✔✔✔-Ethical |behavior
Jack's |ethics, |which |defines |what |is |right |and |wrong, |require |him |to |be |honest |about |the |gas |
mileage |of |the |different |models.
What |is |Omar's |dominant |social |style? |- |ANSWER✔✔✔-Analytical
Omar's |personality |traits |are |consistent |with |someone |who |has |an |analytical |social |style.
What |should |Jack |do |to |help |Omar |understand |why |a |particular |car |is |the |best |option? |- |
ANSWER✔✔✔-Explain |the |value |proposition
Jack |needs |to |explain |a |value |proposition, |which |is |an |innovation, |service, |or |feature |that |the |
car |manufacturer |developed |to |make |the |product |attractive |to |customers.
