D099 Sales Management Exams Test Bank (100 out of 100)
Questions and Answers (Latest Update) WGU
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?
They are creating a customer base by building a relationship with their customers.
3 multiple choice options
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?
Business intelligence (BI)
3 multiple choice options
What is the relationship between sales and marketing?
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?
,Personal selling provides a detailed sales message that is adapted to the interests of each customer.
What is the main limitation of the AIDA model?
The model assumes consumers are passive and marketers are active during most of the buying process.
What is transactional selling?
A sales strategy that initially identifies potential customers, offers the product, and attempts to quickly
close the deal
What is adaptive selling?
A sales approach that focuses on tailoring the selling style to the customer's behavior
What is customer lifetime value (CLV)?
The present value of all potential business from the same customer throughout the span of that
customer's relationship with the company
What is an intermediary?
People or businesses that connect buyers and sellers together as a conduit for goods or services in the
supply chain
A food distributor is analyzing data from their CRM to understand the status of their accounts. They are
specifically looking for those customers who consistently make purchases with the company so they can
offer promotional items to retain those clients.
,Which type of accounts is the food distributor specifically trying to identify?
Active accounts
What is the purpose of key account management (KAM)?
To focus efforts on building and sustaining long-term, jointly beneficial relationships with major
accounts
A sales manager for a major packaging distributor works with the sales team to generate company
growth and increase revenue by looking for opportunities with current clients and seeking out potential
clients.
Which type of activity is this sales manager performing?
Business development
A global cell phone producer sets a target to sell one million new phone models by the end of the
second quarter. They send this figure to regional sales managers who in turn guide the sales teams in
meeting this target.
What is this target set by the company called?
Sales quota
What is the difference between power skills and hard skills?
Power skills are personal attributes that help people effectively interact with others. Hard skills are
abilities that are easily measurable.
A salesperson was just given a new account to service. She decides that before going to meet the client,
she will research the client's website, find out information about the company contact on social media,
and look at CRM data to see what the client activity has been in the last few months.
, What essential skill is this salesperson utilizing?
Research
A sales manager for a national insurance company is faced with unexpected changes in the market and
must manage his team in meeting sales goals as these changes arise. To do this, he sets up ongoing
training sessions to improve the sales team's knowledge of the market.
What type of managing skill is this sales manager utilizing?
Coaching
A sales manager for a clothing distributor notices that one sales region is not doing as well as the others.
She develops a roadmap to better distribute the sales team and direct the sales efforts in the
underperforming region.
What process is the sales manager using?
Strategic plan development
A software salesperson is meeting with a client to demonstrate new features of their application and
answer questions as to why it brings value to the client's company. The salesperson also takes the
opportunity to discuss with the client why this software is better than the competitor's version and how
it provides the solutions the client needs.
What two sequential steps of the sales process is this salesperson applying?
Presenting and handling objections
How has the use of the internet and social media changed the selling process?
The internet and social media ensure that each step now includes increased collaboration between
buyers and sellers.
Questions and Answers (Latest Update) WGU
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?
They are creating a customer base by building a relationship with their customers.
3 multiple choice options
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?
Business intelligence (BI)
3 multiple choice options
What is the relationship between sales and marketing?
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?
,Personal selling provides a detailed sales message that is adapted to the interests of each customer.
What is the main limitation of the AIDA model?
The model assumes consumers are passive and marketers are active during most of the buying process.
What is transactional selling?
A sales strategy that initially identifies potential customers, offers the product, and attempts to quickly
close the deal
What is adaptive selling?
A sales approach that focuses on tailoring the selling style to the customer's behavior
What is customer lifetime value (CLV)?
The present value of all potential business from the same customer throughout the span of that
customer's relationship with the company
What is an intermediary?
People or businesses that connect buyers and sellers together as a conduit for goods or services in the
supply chain
A food distributor is analyzing data from their CRM to understand the status of their accounts. They are
specifically looking for those customers who consistently make purchases with the company so they can
offer promotional items to retain those clients.
,Which type of accounts is the food distributor specifically trying to identify?
Active accounts
What is the purpose of key account management (KAM)?
To focus efforts on building and sustaining long-term, jointly beneficial relationships with major
accounts
A sales manager for a major packaging distributor works with the sales team to generate company
growth and increase revenue by looking for opportunities with current clients and seeking out potential
clients.
Which type of activity is this sales manager performing?
Business development
A global cell phone producer sets a target to sell one million new phone models by the end of the
second quarter. They send this figure to regional sales managers who in turn guide the sales teams in
meeting this target.
What is this target set by the company called?
Sales quota
What is the difference between power skills and hard skills?
Power skills are personal attributes that help people effectively interact with others. Hard skills are
abilities that are easily measurable.
A salesperson was just given a new account to service. She decides that before going to meet the client,
she will research the client's website, find out information about the company contact on social media,
and look at CRM data to see what the client activity has been in the last few months.
, What essential skill is this salesperson utilizing?
Research
A sales manager for a national insurance company is faced with unexpected changes in the market and
must manage his team in meeting sales goals as these changes arise. To do this, he sets up ongoing
training sessions to improve the sales team's knowledge of the market.
What type of managing skill is this sales manager utilizing?
Coaching
A sales manager for a clothing distributor notices that one sales region is not doing as well as the others.
She develops a roadmap to better distribute the sales team and direct the sales efforts in the
underperforming region.
What process is the sales manager using?
Strategic plan development
A software salesperson is meeting with a client to demonstrate new features of their application and
answer questions as to why it brings value to the client's company. The salesperson also takes the
opportunity to discuss with the client why this software is better than the competitor's version and how
it provides the solutions the client needs.
What two sequential steps of the sales process is this salesperson applying?
Presenting and handling objections
How has the use of the internet and social media changed the selling process?
The internet and social media ensure that each step now includes increased collaboration between
buyers and sellers.
