D099 SALES MANAGEMENT EXAM WITH
QUESTIONS AND CORRECT ANSWERS RATED A+
,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.
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)
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?
QUESTIONS AND CORRECT ANSWERS RATED A+
,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.
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)
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?
