1|Page
WGU D099 Sales Management Exam QUESTIONS AND
ANSWERS ALREADY GRADED A+. 100% Verified
Solutions ||Verified Exam|| Updated Per Latest
Guidelines | Graded A+
__________ provides employees with the knowledge of
what the company expects in terms of employees'
responsibilities and behavior toward fellow employees,
customers, and suppliers.
- Code of Ethics
- Organizational ethics
- Compliance-based ethics
- Ethics based on moral principles - Answer-- Code of
Ethics
A company is in the business of selling a complex
computer system to big companies. What form of
promotional strategy is best suited for this company?
- Personal selling
- Sales promotion
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- Advertising
- Direct marketing - Answer-- Personal selling
AIDA describes ______ in sales management?
- Buyers journey from the marketer's perspective
- Personal seller's journey
- Business buying behavior
- Consumer buying process - Answer-- Buyers journey
from the marketer's perspective
In relationship selling, the customer is seen as:
- A person to be served
- A point in the funnel
- A person to build trust and partnerships with
- A person to sell the product - Answer-- A person to build
trust and partnerships with
Jamie works for a local bank as a personal banker. His
role is to meet with his clients and offer them solutions to
,3|Page
their needs. During the process, Jamie needs to
understand the specific needs of his clients and therefore
has to make sure to ask the right questions. This process
of sales is called:
- Consultative selling
- Team selling
- Network marketing
- Missionary selling - Answer-- Consultative selling
A sales manager analyzes past sales of Long Last
Christmas lights. Based on past sales, the sales manager
responds to his manager that the company is expected to
sell 100,000 units of Long Last Christmas lights between
Nov. 1 and Dec. 31. What is the sales manager doing?
- Developing an operational budget
- Determining profitability
- Determining conversion rates
- Determining sales forecast - Answer-- Determining sales
forecast
, 4|Page
CSS Corp., a heavy machinery manufacturing company,
has seen a growth of 35% in sales. The company
executives realized that because of this growth, they
would have to re-organize their company. They decided to
re-organize their company into areas based on expertise
such as Sales, Marketing, R&D, Supply chain. The
organizational structure used by CSS Corp is:
- Module structure
- Distribution structure
- Geographic structure
- Functional structure - Answer-- Functional structure
To succeed and achieve its goals, a firm has to outperform
its competitors by constantly striving to improve its
offerings to customers and be better than the competitors'
alternatives. When customers perceive the distinction as
being valuable, they will prefer to purchase the business's
product over a competitor's product. This is called:
- Point of Differentiation
- Point of Parity
- Competitive Advantage
WGU D099 Sales Management Exam QUESTIONS AND
ANSWERS ALREADY GRADED A+. 100% Verified
Solutions ||Verified Exam|| Updated Per Latest
Guidelines | Graded A+
__________ provides employees with the knowledge of
what the company expects in terms of employees'
responsibilities and behavior toward fellow employees,
customers, and suppliers.
- Code of Ethics
- Organizational ethics
- Compliance-based ethics
- Ethics based on moral principles - Answer-- Code of
Ethics
A company is in the business of selling a complex
computer system to big companies. What form of
promotional strategy is best suited for this company?
- Personal selling
- Sales promotion
,2|Page
- Advertising
- Direct marketing - Answer-- Personal selling
AIDA describes ______ in sales management?
- Buyers journey from the marketer's perspective
- Personal seller's journey
- Business buying behavior
- Consumer buying process - Answer-- Buyers journey
from the marketer's perspective
In relationship selling, the customer is seen as:
- A person to be served
- A point in the funnel
- A person to build trust and partnerships with
- A person to sell the product - Answer-- A person to build
trust and partnerships with
Jamie works for a local bank as a personal banker. His
role is to meet with his clients and offer them solutions to
,3|Page
their needs. During the process, Jamie needs to
understand the specific needs of his clients and therefore
has to make sure to ask the right questions. This process
of sales is called:
- Consultative selling
- Team selling
- Network marketing
- Missionary selling - Answer-- Consultative selling
A sales manager analyzes past sales of Long Last
Christmas lights. Based on past sales, the sales manager
responds to his manager that the company is expected to
sell 100,000 units of Long Last Christmas lights between
Nov. 1 and Dec. 31. What is the sales manager doing?
- Developing an operational budget
- Determining profitability
- Determining conversion rates
- Determining sales forecast - Answer-- Determining sales
forecast
, 4|Page
CSS Corp., a heavy machinery manufacturing company,
has seen a growth of 35% in sales. The company
executives realized that because of this growth, they
would have to re-organize their company. They decided to
re-organize their company into areas based on expertise
such as Sales, Marketing, R&D, Supply chain. The
organizational structure used by CSS Corp is:
- Module structure
- Distribution structure
- Geographic structure
- Functional structure - Answer-- Functional structure
To succeed and achieve its goals, a firm has to outperform
its competitors by constantly striving to improve its
offerings to customers and be better than the competitors'
alternatives. When customers perceive the distinction as
being valuable, they will prefer to purchase the business's
product over a competitor's product. This is called:
- Point of Differentiation
- Point of Parity
- Competitive Advantage
