WGU D099 SALES MANAGEMENT EXAM
ACTUAL QUESTIONS AND CORRECT
ANSWERS
◉ 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
ACTUAL QUESTIONS AND CORRECT
ANSWERS
◉ 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
