WGU Sales Management D099 Pre-
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Assessment exam with correct answers
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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 |- | |correct |answers |Integrated |marketing |communications
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 |- | |correct |answers |Relationship
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 |- | |correct |answers |It |emphasizes |company |value |to |the |
customer
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 |- | |correct |answers |Missionary
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 |- | |correct |answers |Direct
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 |-
| |correct |answers |By |creating |an |emotional |connection |with |clients |to |show |understanding |
that |is |built |on |trust
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. |- | |
correct |answers |It |encourages |the |salesperson |to |repeat |back |to |the |customer |what |they |
believe |the |customer |needs.
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 |- | |correct |answers |Ensures |customer |satisfaction
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 |- | |correct |answers |Gatekeeper
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
| | | |
Assessment exam with correct answers
| | | |
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 |- | |correct |answers |Integrated |marketing |communications
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 |- | |correct |answers |Relationship
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 |- | |correct |answers |It |emphasizes |company |value |to |the |
customer
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 |- | |correct |answers |Missionary
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 |- | |correct |answers |Direct
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 |-
| |correct |answers |By |creating |an |emotional |connection |with |clients |to |show |understanding |
that |is |built |on |trust
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. |- | |
correct |answers |It |encourages |the |salesperson |to |repeat |back |to |the |customer |what |they |
believe |the |customer |needs.
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 |- | |correct |answers |Ensures |customer |satisfaction
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 |- | |correct |answers |Gatekeeper
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
