Page 1 of 109
WGU D099 SALES MANAGEMENT PA EXAM
COMPLETE 500+ QUESTIONS AND DETAILED
SOLUTIONS LATEST UPDATE THIS YEAR
WGU D099 SALES MANAGEMENT PA EXAM
QUESTION: 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: 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
1
,Page 2 of 109
Technical - ANSWER-Missionary
QUESTION: 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: 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: 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.
2
,Page 3 of 109
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: 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: 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
3
, Page 4 of 109
QUESTION: 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: 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
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?
4
WGU D099 SALES MANAGEMENT PA EXAM
COMPLETE 500+ QUESTIONS AND DETAILED
SOLUTIONS LATEST UPDATE THIS YEAR
WGU D099 SALES MANAGEMENT PA EXAM
QUESTION: 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: 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
1
,Page 2 of 109
Technical - ANSWER-Missionary
QUESTION: 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: 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: 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.
2
,Page 3 of 109
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: 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: 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
3
, Page 4 of 109
QUESTION: 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: 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
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?
4
