WGU D099 OA EXAM TEST BANK 3 /WGU D099
SALES MANAGEMENT OBJECTIVE
ASSESSMENT 2026/2027 WITH ACTUAL
CORRECT QUESTIONS AND VERIFIED
DETAILED ANSWERS |CURRENTLY TESTING
QUESTIONS AND SOLUTIONS|ALREADY
GRADED A+|NEWEST|JUST
RELEASED!!|GUARANTEED PASS
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
A company wants to purchase new printing equipment from a commercial supplier. The
equipment is used by all business units in the company. Why should a buying center be used to
make this purchase decision?
Multiple stakeholders evaluate and provide insights on use.
A mobile phone manufacturer recently purchased a new operating system that is openly
sourced by volunteer coders. The manufacturer decides to survey users of the new operating
system to determine whether the operating system is working properly. Which organizational
buying decision stage is reflected in this scenario?
Performance review
A local bike shop wants to start selling road bikes that are manufactured by a high-end bicycle
manufacturer. Shortly before the contract is to be signed with the manufacturer, the sales
representative leaves the company, and another sales representative is assigned. The contract is
1|Page
,eventually signed, but the negotiation process is drawn out an extra month due to the change in
sales representatives. Which level of complexity is the cause of the delay in signing this vendor
contract?
Timing
Why is business-to-business (B2B) buying behavior different from business-to-consumer (B2C)
buying behavior?
Purchases involve technical complexity.
A computer retailer purchases laptops without software and installs custom programs on the
laptops for commercial customers. Which type of customer does this company represent?
Value-added reseller of products
An office manager wants to repurchase office products from a supplier that offers the company
discounts for consistent monthly orders. Which buying relationship is this office manager
seeking?
Functional
Two companies have decided to combine their efforts in a promotional campaign to increase
each individual company's brand influence and sales. Which strategic relationship is being
sought by these two companies?
Co-marketing agreement
Two marketing agencies represent clients in different industries. The agencies have decided to
share resources to increase each company's competitive advantage. Which strategic
relationship was sought by these two companies?
Alliance agreement
An airline and a bed-and-breakfast network create an agreement to increase travel and tourism
to the West Coast of the United States. Which type of relationship is described in this
agreement?
2|Page
, Strategic partnership
How should a company use customer relationship management (CRM) to have a customer-
centric approach to all business activities?
By sharing risks and rewards in a relationship business model
How should a company use buyer demographic data to execute one-to-one marketing using
customer relationship management (CRM)?
Create personalized marketing experiences
A company seeks to expand into new consumer markets in the western United States. It has
chosen to use U.S. Census data to help segment customers. Which relevant information will the
company gain from the Census that aids in its expansion and segmentation efforts?
Demographic traits of potential customers
How does big data support the customer relationship management (CRM) process?
It reveals customer buying behavior.
How can marketers present customer relationship management (CRM) data for understanding
and analysis?
Dashboard metrics
An organization with an innovative approach to cybersecurity learns from its analytics team that
83% of prospects who sign up for a product demo result in purchasing and keeping the software
for at least a year. However, only 12% of prospects are signing up for this demo.
How should the organization use this data?
Increase advertising and promotion of the demo
Which key performance indicator is measured by the comparison of the increase in gains from
one product and a decrease in a similar product?
Cannibalization rate
3|Page
SALES MANAGEMENT OBJECTIVE
ASSESSMENT 2026/2027 WITH ACTUAL
CORRECT QUESTIONS AND VERIFIED
DETAILED ANSWERS |CURRENTLY TESTING
QUESTIONS AND SOLUTIONS|ALREADY
GRADED A+|NEWEST|JUST
RELEASED!!|GUARANTEED PASS
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
A company wants to purchase new printing equipment from a commercial supplier. The
equipment is used by all business units in the company. Why should a buying center be used to
make this purchase decision?
Multiple stakeholders evaluate and provide insights on use.
A mobile phone manufacturer recently purchased a new operating system that is openly
sourced by volunteer coders. The manufacturer decides to survey users of the new operating
system to determine whether the operating system is working properly. Which organizational
buying decision stage is reflected in this scenario?
Performance review
A local bike shop wants to start selling road bikes that are manufactured by a high-end bicycle
manufacturer. Shortly before the contract is to be signed with the manufacturer, the sales
representative leaves the company, and another sales representative is assigned. The contract is
1|Page
,eventually signed, but the negotiation process is drawn out an extra month due to the change in
sales representatives. Which level of complexity is the cause of the delay in signing this vendor
contract?
Timing
Why is business-to-business (B2B) buying behavior different from business-to-consumer (B2C)
buying behavior?
Purchases involve technical complexity.
A computer retailer purchases laptops without software and installs custom programs on the
laptops for commercial customers. Which type of customer does this company represent?
Value-added reseller of products
An office manager wants to repurchase office products from a supplier that offers the company
discounts for consistent monthly orders. Which buying relationship is this office manager
seeking?
Functional
Two companies have decided to combine their efforts in a promotional campaign to increase
each individual company's brand influence and sales. Which strategic relationship is being
sought by these two companies?
Co-marketing agreement
Two marketing agencies represent clients in different industries. The agencies have decided to
share resources to increase each company's competitive advantage. Which strategic
relationship was sought by these two companies?
Alliance agreement
An airline and a bed-and-breakfast network create an agreement to increase travel and tourism
to the West Coast of the United States. Which type of relationship is described in this
agreement?
2|Page
, Strategic partnership
How should a company use customer relationship management (CRM) to have a customer-
centric approach to all business activities?
By sharing risks and rewards in a relationship business model
How should a company use buyer demographic data to execute one-to-one marketing using
customer relationship management (CRM)?
Create personalized marketing experiences
A company seeks to expand into new consumer markets in the western United States. It has
chosen to use U.S. Census data to help segment customers. Which relevant information will the
company gain from the Census that aids in its expansion and segmentation efforts?
Demographic traits of potential customers
How does big data support the customer relationship management (CRM) process?
It reveals customer buying behavior.
How can marketers present customer relationship management (CRM) data for understanding
and analysis?
Dashboard metrics
An organization with an innovative approach to cybersecurity learns from its analytics team that
83% of prospects who sign up for a product demo result in purchasing and keeping the software
for at least a year. However, only 12% of prospects are signing up for this demo.
How should the organization use this data?
Increase advertising and promotion of the demo
Which key performance indicator is measured by the comparison of the increase in gains from
one product and a decrease in a similar product?
Cannibalization rate
3|Page
