D099 WGU QUESTIONS AND
ANSWERS
,1. The sales team of a reputable appliance retailer reach- b
es 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 organiza-
tion.
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 ex- a
plains how the item will add value to the customer's
manufacturing operations. The difference between
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
3. d
, A sales manager is categorizing existing clients by re-
cency, frequency, and monetary value. Which process
is the sales manager using?
a. Pareto Principle
b. Marketing logistics
c. Business development
d. Account management
4. A local company has exclusive rights to make a nation- b
ally 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 mak-
ing 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
c. Retailer
d. Agent
5. What occurs during the performance review and feed- a
back stage in the organizational buying process?
a. Measurement of user satisfaction against expecta-
tions
b. Identification of supplier suitability for product
quality
c. Creation of specifications for product needs
, d. Solicitation of requests for proposal from producers
6. A sales manager receives feedback that the sales b
team's strategic thinking 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
7. How is Freedom Rock Bicycles demonstrating cus- a
tomer relationship management (CRM) when it sends
Daniel a welcome brochure in the mail?
a. Customer acquisition
b. Customer preference
c. Customer retention
d. Customer profitability
8. What is a sustainable competitive advantage? b
a. It is an overall strategy that is utilized to build ven-
dor relations.
b. It is a long-term ability that is not easily duplicated
by opponents.
ANSWERS
,1. The sales team of a reputable appliance retailer reach- b
es 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 organiza-
tion.
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 ex- a
plains how the item will add value to the customer's
manufacturing operations. The difference between
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
3. d
, A sales manager is categorizing existing clients by re-
cency, frequency, and monetary value. Which process
is the sales manager using?
a. Pareto Principle
b. Marketing logistics
c. Business development
d. Account management
4. A local company has exclusive rights to make a nation- b
ally 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 mak-
ing 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
c. Retailer
d. Agent
5. What occurs during the performance review and feed- a
back stage in the organizational buying process?
a. Measurement of user satisfaction against expecta-
tions
b. Identification of supplier suitability for product
quality
c. Creation of specifications for product needs
, d. Solicitation of requests for proposal from producers
6. A sales manager receives feedback that the sales b
team's strategic thinking 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
7. How is Freedom Rock Bicycles demonstrating cus- a
tomer relationship management (CRM) when it sends
Daniel a welcome brochure in the mail?
a. Customer acquisition
b. Customer preference
c. Customer retention
d. Customer profitability
8. What is a sustainable competitive advantage? b
a. It is an overall strategy that is utilized to build ven-
dor relations.
b. It is a long-term ability that is not easily duplicated
by opponents.
