D099 WGU - SALES
MANAGEMENT ALL MODULE
LEARNING CHECKS, QUIZZES,
TESTS QUESTIONS AND
ANSWERS
,1. The sales team of a reputable appliance retailer They are creating a customer
reaches out to their current customers two weeks base by building a relationship
after a purchase to ensure their products have with their customers.
met their customers' expectations and to deter-
mine if they have any other needs or wants.
How do the actions of the appliance retailer ex-
emplify the primary role of sales in a business?
2. What is a sustainable competitive advantage? It is a long-term ability that is not
easily duplicated by opponents.
3. A national restaurant chain is having financial Business intelligence (BI)
trouble and wants to cut costs by eliminating un-
derperforming restaurants. Store managers were BI is a process that presents an
tasked with reviewing their sales reports from assortment of data to help in the
the last quarter to help the executive team make decision-making process of im-
an informed decision about which restaurants to portant business issues.
close.
What should the executive team use in the deci-
sion-making process?
4. How has online shopping changed consumer pur- It has created a more informed
chasing dynamics? buyer due to the information that
is now available about products
and services they may wish to
buy.
5. What is the purpose of a professional and organi- To provide expectations in terms
zational code of ethics? of responsibilities and behav-
ior toward fellow employees and
professionals, customers, and
suppliers
,6. What is the relationship between sales and mar- Marketing attracts prospective
keting? customers to the business while
sales attempt to convert these
prospects into paying customers.
7. How does personal selling offer an advantage Personal selling provides a de-
over other forms of promotion? tailed sales message that is
adapted to the interests of each
customer.
This advantage is especially ben-
eficial for complex goods and
services. When questions or ob-
jections arise, the salesperson
can provide detailed explana-
tions that are tailored to each
customer.
8. AIDA Attention, Interest, Desire, Action
9. What is the main limitation of the AIDA model? The model assumes consumers
are passive and marketers are
active during most of the buying
process.
10. What is transactional selling? A sales strategy that initially iden-
tifies potential customers, otters
the product, and attempts to
quickly close the deal
11. What are the requirements for effective relation-
ship selling?
, The salesperson must be patient,
care about the customer's prob-
lems, and believe in the product.
12. What is adaptive selling? A sales approach that focuses on
tailoring the selling style to the
customer's behavior
13. A car salesperson is presenting to a couple inter- Analytical and amiable
ested in buying a new vehicle. The two people ask
different types of questions. The first asks, "How
is this car different from other makes? How do the
features of this car work?" The partner asks, "Why
should I buy this car? Why is this car good for me
and my family?"
Which two social styles must the salesperson ad-
dress?
14. What is value from a customer's perspective? The apparent benefits the cus-
tomer received from a product or
service in relation to the costs of
the item
15. A new ice cream shop wants to capitalize on the Value proposition
fact that it makes all of its flavors in house and
sources its products from local suppliers. The
owners decide they need to offer current and po-
tential customers a clear, compelling, and differ-
entiating message.
Which type of communication is this ice cream
shop aiming to develop?
16. What is customer lifetime value (CLV)?
MANAGEMENT ALL MODULE
LEARNING CHECKS, QUIZZES,
TESTS QUESTIONS AND
ANSWERS
,1. The sales team of a reputable appliance retailer They are creating a customer
reaches out to their current customers two weeks base by building a relationship
after a purchase to ensure their products have with their customers.
met their customers' expectations and to deter-
mine if they have any other needs or wants.
How do the actions of the appliance retailer ex-
emplify the primary role of sales in a business?
2. What is a sustainable competitive advantage? It is a long-term ability that is not
easily duplicated by opponents.
3. A national restaurant chain is having financial Business intelligence (BI)
trouble and wants to cut costs by eliminating un-
derperforming restaurants. Store managers were BI is a process that presents an
tasked with reviewing their sales reports from assortment of data to help in the
the last quarter to help the executive team make decision-making process of im-
an informed decision about which restaurants to portant business issues.
close.
What should the executive team use in the deci-
sion-making process?
4. How has online shopping changed consumer pur- It has created a more informed
chasing dynamics? buyer due to the information that
is now available about products
and services they may wish to
buy.
5. What is the purpose of a professional and organi- To provide expectations in terms
zational code of ethics? of responsibilities and behav-
ior toward fellow employees and
professionals, customers, and
suppliers
,6. What is the relationship between sales and mar- Marketing attracts prospective
keting? customers to the business while
sales attempt to convert these
prospects into paying customers.
7. How does personal selling offer an advantage Personal selling provides a de-
over other forms of promotion? tailed sales message that is
adapted to the interests of each
customer.
This advantage is especially ben-
eficial for complex goods and
services. When questions or ob-
jections arise, the salesperson
can provide detailed explana-
tions that are tailored to each
customer.
8. AIDA Attention, Interest, Desire, Action
9. What is the main limitation of the AIDA model? The model assumes consumers
are passive and marketers are
active during most of the buying
process.
10. What is transactional selling? A sales strategy that initially iden-
tifies potential customers, otters
the product, and attempts to
quickly close the deal
11. What are the requirements for effective relation-
ship selling?
, The salesperson must be patient,
care about the customer's prob-
lems, and believe in the product.
12. What is adaptive selling? A sales approach that focuses on
tailoring the selling style to the
customer's behavior
13. A car salesperson is presenting to a couple inter- Analytical and amiable
ested in buying a new vehicle. The two people ask
different types of questions. The first asks, "How
is this car different from other makes? How do the
features of this car work?" The partner asks, "Why
should I buy this car? Why is this car good for me
and my family?"
Which two social styles must the salesperson ad-
dress?
14. What is value from a customer's perspective? The apparent benefits the cus-
tomer received from a product or
service in relation to the costs of
the item
15. A new ice cream shop wants to capitalize on the Value proposition
fact that it makes all of its flavors in house and
sources its products from local suppliers. The
owners decide they need to offer current and po-
tential customers a clear, compelling, and differ-
entiating message.
Which type of communication is this ice cream
shop aiming to develop?
16. What is customer lifetime value (CLV)?
