D099 WGU UNIT TEST QUESTIONS AND ANSWERS
A business-to-business (B2B) firm designs, develops, and sells a variety of technology
goods that require specialized knowledge for each solution. The sales force is divided
into groups based on the type of technology solution the clients need. Which
organizational structure is this company utilizing? - Answer -Product
A company operates in many different countries and has organized the sales teams
based on the defined areas that will cover customers. Which organizational structure is
this company utilizing? - Answer -Geographical
An individual who lives in a town that is primarily supported by a large automotive
factory is shopping for a new car and debating whether to buy a foreign or locally made
vehicle. The individual considers the neighbors' reactions to the purchase before buying
the car. Which factor of product perception is influencing this consumer's buying
process? - Answer -Social
An individual wants to furnish his residence in the traditional style of his culture. The
individual does not feel qualified to create an authentic design on his own, so he
decides to consult a number of professional designers with the intention that one will be
hired to assist with the process. Which factor of product perception is influencing this
consumer's buying process? - Answer -Personal
A company is creating a strategic recruitment plan for its sales staff. The company is
currently working on the forecast for its staffing needs. Which internal factor does the
company need to consider? - Answer -Limitations to the budget
An engineering firm is looking to hire a technical business-to-business (B2B)
salesperson to build a manufacturer client base. The sales manager sends the job
description out to all employees of the firm to apply for the position. Which approach to
recruiting is this sales manager using? - Answer -Internal recruitment
A company has decided to use internal recruiting to fill a position. What is a benefit of
using this hiring approach? - Answer -Familiarity with the product
A company would like to advertise a job, and the goal is to obtain the best candidate
possible, regardless of the amount of time it takes. Which action must occur first during
this process? - Answer -Identify the sales tasks
A company needs to fill a sales position and has many qualified candidates, both
internal and external. The company is strongly considering hiring the internal candidate.
Which negative impact to the firm may occur if this candidate is chosen? - Answer -
Reduced diversity in sales techniques
, A sales manager wants to hire a business-to-business (B2B) salesperson who will
contact prospective clients, meet with them to learn about their business needs, and
propose which of the company's technology products would provide an optimal solution.
Which element of a task-based job analysis should be assessed for this sales position?
- Answer -Giving product presentations to clients
Which structure is ideal for a company in which the products or services require heavy
specialization for clients? - Answer -Customer structure
What is true of a sale in which the customer has an extended problem-solving mindset?
- Answer -The customer is concerned with both quantitative and qualitative
assessments of the product.
A business-to-business (B2B) salesperson regularly meets with customers to
understand what their expectations are for the sales relationship. Which group is this
salesperson focusing on? - Answer -External stakeholders
A salesperson has worked for a manufacturing firm for five years. Recently, the
company has increased pressure on salespeople to make sales and has changed the
pay structure from salary plus commission to just commission. What will be a result of
the increased pressure on salespeople to make sales? - Answer -Turnover
A sales manager wants to recruit and hire a sales candidate who fits in with the
department culture. Currently the sales force is composed of males, ages 30-40, with a
college education. The sales manager plans to screen out candidates who do not meet
this profile. Which statute is this sales manager violating? - Answer -Title VII of the Civil
Rights Act of 1964
A company is creating a strategic recruitment plan for its sales staff. The company is
currently working on the forecast for its staffing needs. Which internal factor will this
company need to consider? - Answer -Employee turnover rate
A company has hired an outside agent to recruit and screen qualified candidates for a
consumer products sales position. The recruiter is contracted to provide the company
with a list of candidates who meet specific task and competency requirements. Which
approach is this firm using to find candidates? - Answer -External recruiting
A sales manager wants to hire a new salesperson and begins by researching the job
responsibilities and activities that an individual in that role should perform. Then, the
sales manager lists all of the activities that the top salesperson in the company currently
performs. Which type of analysis is this sales manager developing? - Answer -Task-
based
An engineering company wants to hire a salesperson who has collaborated with staff in
product development, research, and marketing to customize solutions for clients. Which
A business-to-business (B2B) firm designs, develops, and sells a variety of technology
goods that require specialized knowledge for each solution. The sales force is divided
into groups based on the type of technology solution the clients need. Which
organizational structure is this company utilizing? - Answer -Product
A company operates in many different countries and has organized the sales teams
based on the defined areas that will cover customers. Which organizational structure is
this company utilizing? - Answer -Geographical
An individual who lives in a town that is primarily supported by a large automotive
factory is shopping for a new car and debating whether to buy a foreign or locally made
vehicle. The individual considers the neighbors' reactions to the purchase before buying
the car. Which factor of product perception is influencing this consumer's buying
process? - Answer -Social
An individual wants to furnish his residence in the traditional style of his culture. The
individual does not feel qualified to create an authentic design on his own, so he
decides to consult a number of professional designers with the intention that one will be
hired to assist with the process. Which factor of product perception is influencing this
consumer's buying process? - Answer -Personal
A company is creating a strategic recruitment plan for its sales staff. The company is
currently working on the forecast for its staffing needs. Which internal factor does the
company need to consider? - Answer -Limitations to the budget
An engineering firm is looking to hire a technical business-to-business (B2B)
salesperson to build a manufacturer client base. The sales manager sends the job
description out to all employees of the firm to apply for the position. Which approach to
recruiting is this sales manager using? - Answer -Internal recruitment
A company has decided to use internal recruiting to fill a position. What is a benefit of
using this hiring approach? - Answer -Familiarity with the product
A company would like to advertise a job, and the goal is to obtain the best candidate
possible, regardless of the amount of time it takes. Which action must occur first during
this process? - Answer -Identify the sales tasks
A company needs to fill a sales position and has many qualified candidates, both
internal and external. The company is strongly considering hiring the internal candidate.
Which negative impact to the firm may occur if this candidate is chosen? - Answer -
Reduced diversity in sales techniques
, A sales manager wants to hire a business-to-business (B2B) salesperson who will
contact prospective clients, meet with them to learn about their business needs, and
propose which of the company's technology products would provide an optimal solution.
Which element of a task-based job analysis should be assessed for this sales position?
- Answer -Giving product presentations to clients
Which structure is ideal for a company in which the products or services require heavy
specialization for clients? - Answer -Customer structure
What is true of a sale in which the customer has an extended problem-solving mindset?
- Answer -The customer is concerned with both quantitative and qualitative
assessments of the product.
A business-to-business (B2B) salesperson regularly meets with customers to
understand what their expectations are for the sales relationship. Which group is this
salesperson focusing on? - Answer -External stakeholders
A salesperson has worked for a manufacturing firm for five years. Recently, the
company has increased pressure on salespeople to make sales and has changed the
pay structure from salary plus commission to just commission. What will be a result of
the increased pressure on salespeople to make sales? - Answer -Turnover
A sales manager wants to recruit and hire a sales candidate who fits in with the
department culture. Currently the sales force is composed of males, ages 30-40, with a
college education. The sales manager plans to screen out candidates who do not meet
this profile. Which statute is this sales manager violating? - Answer -Title VII of the Civil
Rights Act of 1964
A company is creating a strategic recruitment plan for its sales staff. The company is
currently working on the forecast for its staffing needs. Which internal factor will this
company need to consider? - Answer -Employee turnover rate
A company has hired an outside agent to recruit and screen qualified candidates for a
consumer products sales position. The recruiter is contracted to provide the company
with a list of candidates who meet specific task and competency requirements. Which
approach is this firm using to find candidates? - Answer -External recruiting
A sales manager wants to hire a new salesperson and begins by researching the job
responsibilities and activities that an individual in that role should perform. Then, the
sales manager lists all of the activities that the top salesperson in the company currently
performs. Which type of analysis is this sales manager developing? - Answer -Task-
based
An engineering company wants to hire a salesperson who has collaborated with staff in
product development, research, and marketing to customize solutions for clients. Which
