D099 Study guide
questions
1.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?
a. They are generating new leads for the organization.
b. They are creating a customer base by building a relationship with
their customers.
c. They are generating brand awareness and customer interest.
d.They are managing the production and release of new products to market.:
2.A salesperson is demonstrating a product and explains how the item will
add value to the customer's manufacturing operations. The difference be-
tween the price the customer will pay and the improvement in
manufacturing will result in a threefold increase in production efficiency.
a. Return on investment
b. Customer lifetime value
c. Customer needs
d. Product cost: a
3.A sales manager is categorizing existing clients by recency, frequency,
and monetary value. Which process is the sales manager using?
a. Pareto Principle
b. Marketing logistics
c. Business development
d. Account management: d
4.A local company has exclusive rights to make a nationally known soft
drink and put it into grocery stores for sale in the local area. The
company's agreement with the soft drink's headquarters precludes it from
making or selling any rival brands of soft drink. Which type of intermediary
role is the local company performing in this distribution channel?
a. Wholesaler
b. Distributor
, D099 Study guide
questions
c. Retailer
d. Agent: b
5.What occurs during the performance review and feedback stage in
the organizational buying process?
a. Measurement of user satisfaction against expectations
b. Identification of supplier suitability for product quality
c. Creation of specifications for product needs
d. Solicitation of requests for proposal from producers: a
6.A sales manager receives feedback that the sales team's strategic think-
ing needs improvement. Which activity should demonstrate the sales
team's strategic thinking ability?
a. Increased customer satisfaction and sales referrals
b. Performance that connects company and customer goals
c. Training in conflict management and resolution
d. Sales revenues that are based on lower cost of goods: b
7.How is Freedom Rock Bicycles demonstrating customer relationship
man- agement (CRM) when it sends Daniel a welcome brochure in the mail?
a. Customer acquisition
b. Customer preference
c. Customer retention
d. Customer profitability: a
8.What is a sustainable competitive advantage?
a. It is an overall strategy that is utilized to build vendor relations.
b. It is a long-term ability that is not easily duplicated by opponents.
c. It is a term used to describe what a company must do to compete.
, D099 Study guide
questions
d. It is a short-term ability that provides a long-term profit boost to
the business.: b
9.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?
a. Outbound prospecting
b. Business intelligence (BI)
c. Research and development
d. Big data analytics: b
10.An is the term for quotas assigned to managers who
super- vise the sales representatives. The quotas will be assigned to the
sales staff under the managers.
For example, a geographic territory of three sales personnel, each having a
quota of 50 sales, would have a total quota of 150 sales.
a. activity
b. overlay
c. direct
d. volume: b
11.How has online shopping changed consumer purchasing dynamics?
a. It has created a more complacent buyer due to the information that is
now available about products and services they may wish to buy.
b. It has created a less empowered buyer due to the information that is
now available about products and services they may wish to buy.
c. It has created an apprehensive buyer due to the information that is
now available about products and services they may wish to buy.
d. It has created a more informed buyer due to the information that is
now available about products and services they may wish to buy.: d
, D099 Study guide
questions
12.What is the purpose of a professional and organizational code of ethics?
a. To provide expectations in terms of responsibilities and behavior
toward fellow employees and professionals, customers, and suppliers
b. To justify the enactment of consumer protection laws due to the unfair
advantage businesses have over customers who are unable to distinguish
the nuances of complex contracts
c. To illustrate examples of poor business behavior that can create a very
negative image for a company, increase its expenses, and result in
bankruptcy and jail time for the offenders
d.To provide a set of standards that outline conflicts of interest that may
occur when the potential for personal gain may influence the decisions of
employees or government officials: a
13.How does personal selling offer an advantage over other forms of
promo- tion?
a. Personal selling provides a detailed sales message that is adapted to
the interests of each customer.
b. Personal selling conveys only a message that is consistent with the
promo- tional mix.
c. Personal selling helps coordinate and monitor the results of using a
promo- tional mix.
d. Personal selling is cheaper than advertising as it provides a general
mes- sage targeted at multiple customers.: a
14.What is the main limitation of the Attention, Interest, Desire, Action
(AIDA) model?
a. The model assumes both consumers and marketers are active during
the entire buying process.
b.The model assumes consumers are passive and marketers are active
during most of the buying process.
questions
1.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?
a. They are generating new leads for the organization.
b. They are creating a customer base by building a relationship with
their customers.
c. They are generating brand awareness and customer interest.
d.They are managing the production and release of new products to market.:
2.A salesperson is demonstrating a product and explains how the item will
add value to the customer's manufacturing operations. The difference be-
tween the price the customer will pay and the improvement in
manufacturing will result in a threefold increase in production efficiency.
a. Return on investment
b. Customer lifetime value
c. Customer needs
d. Product cost: a
3.A sales manager is categorizing existing clients by recency, frequency,
and monetary value. Which process is the sales manager using?
a. Pareto Principle
b. Marketing logistics
c. Business development
d. Account management: d
4.A local company has exclusive rights to make a nationally known soft
drink and put it into grocery stores for sale in the local area. The
company's agreement with the soft drink's headquarters precludes it from
making or selling any rival brands of soft drink. Which type of intermediary
role is the local company performing in this distribution channel?
a. Wholesaler
b. Distributor
, D099 Study guide
questions
c. Retailer
d. Agent: b
5.What occurs during the performance review and feedback stage in
the organizational buying process?
a. Measurement of user satisfaction against expectations
b. Identification of supplier suitability for product quality
c. Creation of specifications for product needs
d. Solicitation of requests for proposal from producers: a
6.A sales manager receives feedback that the sales team's strategic think-
ing needs improvement. Which activity should demonstrate the sales
team's strategic thinking ability?
a. Increased customer satisfaction and sales referrals
b. Performance that connects company and customer goals
c. Training in conflict management and resolution
d. Sales revenues that are based on lower cost of goods: b
7.How is Freedom Rock Bicycles demonstrating customer relationship
man- agement (CRM) when it sends Daniel a welcome brochure in the mail?
a. Customer acquisition
b. Customer preference
c. Customer retention
d. Customer profitability: a
8.What is a sustainable competitive advantage?
a. It is an overall strategy that is utilized to build vendor relations.
b. It is a long-term ability that is not easily duplicated by opponents.
c. It is a term used to describe what a company must do to compete.
, D099 Study guide
questions
d. It is a short-term ability that provides a long-term profit boost to
the business.: b
9.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?
a. Outbound prospecting
b. Business intelligence (BI)
c. Research and development
d. Big data analytics: b
10.An is the term for quotas assigned to managers who
super- vise the sales representatives. The quotas will be assigned to the
sales staff under the managers.
For example, a geographic territory of three sales personnel, each having a
quota of 50 sales, would have a total quota of 150 sales.
a. activity
b. overlay
c. direct
d. volume: b
11.How has online shopping changed consumer purchasing dynamics?
a. It has created a more complacent buyer due to the information that is
now available about products and services they may wish to buy.
b. It has created a less empowered buyer due to the information that is
now available about products and services they may wish to buy.
c. It has created an apprehensive buyer due to the information that is
now available about products and services they may wish to buy.
d. It has created a more informed buyer due to the information that is
now available about products and services they may wish to buy.: d
, D099 Study guide
questions
12.What is the purpose of a professional and organizational code of ethics?
a. To provide expectations in terms of responsibilities and behavior
toward fellow employees and professionals, customers, and suppliers
b. To justify the enactment of consumer protection laws due to the unfair
advantage businesses have over customers who are unable to distinguish
the nuances of complex contracts
c. To illustrate examples of poor business behavior that can create a very
negative image for a company, increase its expenses, and result in
bankruptcy and jail time for the offenders
d.To provide a set of standards that outline conflicts of interest that may
occur when the potential for personal gain may influence the decisions of
employees or government officials: a
13.How does personal selling offer an advantage over other forms of
promo- tion?
a. Personal selling provides a detailed sales message that is adapted to
the interests of each customer.
b. Personal selling conveys only a message that is consistent with the
promo- tional mix.
c. Personal selling helps coordinate and monitor the results of using a
promo- tional mix.
d. Personal selling is cheaper than advertising as it provides a general
mes- sage targeted at multiple customers.: a
14.What is the main limitation of the Attention, Interest, Desire, Action
(AIDA) model?
a. The model assumes both consumers and marketers are active during
the entire buying process.
b.The model assumes consumers are passive and marketers are active
during most of the buying process.
