WGU SALES MANAGEMENT D099 PRE-ASSESSMENT
UPDATED ACTUAL QUESTIONS AND CORRECT
ANSWERS
Question:
1. 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
Question:
2. 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
Question:
3. 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
Question:
4. 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
Question:
5. 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
, Question:
6. 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
Question:
7. 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.
Question:
8. 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
Question:
9. 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
Question:
10. 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 Supplier selection
Answer:
Supplier selection
Question:
11. A private company purchases raw materials required to manufacture its tire air pressure sensors. The
company sells its sensors to major automobile companies. Which role does the company play in the
business-to-business (B2B) buying process? Reseller Producer Organization Consultant
Answer:
Producer
UPDATED ACTUAL QUESTIONS AND CORRECT
ANSWERS
Question:
1. 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
Question:
2. 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
Question:
3. 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
Question:
4. 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
Question:
5. 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
, Question:
6. 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
Question:
7. 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.
Question:
8. 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
Question:
9. 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
Question:
10. 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 Supplier selection
Answer:
Supplier selection
Question:
11. A private company purchases raw materials required to manufacture its tire air pressure sensors. The
company sells its sensors to major automobile companies. Which role does the company play in the
business-to-business (B2B) buying process? Reseller Producer Organization Consultant
Answer:
Producer
