WGU D099 OA EXAM TEST BANK 1 /WGU D099 SALES
MANAGEMENT OBJECTIVE ASSESSMENT NEWEST
2026-2027 ACTUAL EXAM WITH COMPLETE 340
QUESTIONS AND CORRECT DETAILED ANSWERS
(VERIFIED ANSWERS) |ALREADY GRADED A+
The sales team of a reputable appliance retailer reaches 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? - ANSWER-They are creating a customer base by
building a relationship with their customers.
What is a sustainable competitive advantage? - ANSWER-It is a long-
term ability that is not easily duplicated by opponents.
A national restaurant chain is having financial trouble and wants to cut
costs by eliminating underperforming restaurants. Store managers were
tasked with reviewing their sales reports from the last quarter to help the
executive team make an informed decision about which restaurants to
close.
pg. 1
,What should the executive team use in the decision-making process? -
ANSWER-Business intelligence (BI)
BI is a process that presents an assortment of data to help in the
decision-making process of important business issues.
How has online shopping changed consumer purchasing dynamics? -
ANSWER-It has created a more informed buyer due to the information
that is now available about products and services they may wish to buy.
What is the purpose of a professional and organizational code of ethics?
- ANSWER-To provide expectations in terms of responsibilities and
behavior toward fellow employees and professionals, customers, and
suppliers
What is the relationship between sales and marketing? - ANSWER-
Marketing attracts prospective customers to the business while sales
attempt to convert these prospects into paying customers.
How does personal selling offer an advantage over other forms of
promotion? - ANSWER-Personal selling provides a detailed sales
message that is adapted to the interests of each customer.
This advantage is especially beneficial for complex goods and services.
When questions or objections arise, the salesperson can provide detailed
explanations that are tailored to each customer.
pg. 2
,AIDA - ANSWER-Attention, Interest, Desire, Action
What is the main limitation of the AIDA model? - ANSWER-The model
assumes consumers are passive and marketers are active during most of
the buying process.
What is transactional selling? - ANSWER-A sales strategy that initially
identifies potential customers, offers the product, and attempts to quickly
close the deal
What are the requirements for effective relationship selling? -
ANSWER-The salesperson must be patient, care about the customer's
problems, and believe in the product.
What is adaptive selling? - ANSWER-A sales approach that focuses on
tailoring the selling style to the customer's behavior
A car salesperson is presenting to a couple interested 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 address? - ANSWER-
Analytical and amiable
pg. 3
, What is value from a customer's perspective? - ANSWER-The apparent
benefits the customer received from a product or service in relation to
the costs of the item
A new ice cream shop wants to capitalize on the 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 potential customers a clear,
compelling, and differentiating message.
Which type of communication is this ice cream shop aiming to develop?
- ANSWER-Value proposition
What is customer lifetime value (CLV)? - ANSWER-The present value
of all potential business from the same customer throughout the span of
that customer's relationship with the company
A sales manager is implementing a relationship-building strategy to
retain existing customers. This strategy will incur costs as it requires
sales representatives to spend more time with each customer to
understand their needs and develop tailored solutions that will result in
sales.
Which measure should the sales manager use to calculate the costs of
this strategy relative to the increase in sales generated by the strategy? -
ANSWER-Return on investment (ROI)
pg. 4
MANAGEMENT OBJECTIVE ASSESSMENT NEWEST
2026-2027 ACTUAL EXAM WITH COMPLETE 340
QUESTIONS AND CORRECT DETAILED ANSWERS
(VERIFIED ANSWERS) |ALREADY GRADED A+
The sales team of a reputable appliance retailer reaches 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? - ANSWER-They are creating a customer base by
building a relationship with their customers.
What is a sustainable competitive advantage? - ANSWER-It is a long-
term ability that is not easily duplicated by opponents.
A national restaurant chain is having financial trouble and wants to cut
costs by eliminating underperforming restaurants. Store managers were
tasked with reviewing their sales reports from the last quarter to help the
executive team make an informed decision about which restaurants to
close.
pg. 1
,What should the executive team use in the decision-making process? -
ANSWER-Business intelligence (BI)
BI is a process that presents an assortment of data to help in the
decision-making process of important business issues.
How has online shopping changed consumer purchasing dynamics? -
ANSWER-It has created a more informed buyer due to the information
that is now available about products and services they may wish to buy.
What is the purpose of a professional and organizational code of ethics?
- ANSWER-To provide expectations in terms of responsibilities and
behavior toward fellow employees and professionals, customers, and
suppliers
What is the relationship between sales and marketing? - ANSWER-
Marketing attracts prospective customers to the business while sales
attempt to convert these prospects into paying customers.
How does personal selling offer an advantage over other forms of
promotion? - ANSWER-Personal selling provides a detailed sales
message that is adapted to the interests of each customer.
This advantage is especially beneficial for complex goods and services.
When questions or objections arise, the salesperson can provide detailed
explanations that are tailored to each customer.
pg. 2
,AIDA - ANSWER-Attention, Interest, Desire, Action
What is the main limitation of the AIDA model? - ANSWER-The model
assumes consumers are passive and marketers are active during most of
the buying process.
What is transactional selling? - ANSWER-A sales strategy that initially
identifies potential customers, offers the product, and attempts to quickly
close the deal
What are the requirements for effective relationship selling? -
ANSWER-The salesperson must be patient, care about the customer's
problems, and believe in the product.
What is adaptive selling? - ANSWER-A sales approach that focuses on
tailoring the selling style to the customer's behavior
A car salesperson is presenting to a couple interested 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 address? - ANSWER-
Analytical and amiable
pg. 3
, What is value from a customer's perspective? - ANSWER-The apparent
benefits the customer received from a product or service in relation to
the costs of the item
A new ice cream shop wants to capitalize on the 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 potential customers a clear,
compelling, and differentiating message.
Which type of communication is this ice cream shop aiming to develop?
- ANSWER-Value proposition
What is customer lifetime value (CLV)? - ANSWER-The present value
of all potential business from the same customer throughout the span of
that customer's relationship with the company
A sales manager is implementing a relationship-building strategy to
retain existing customers. This strategy will incur costs as it requires
sales representatives to spend more time with each customer to
understand their needs and develop tailored solutions that will result in
sales.
Which measure should the sales manager use to calculate the costs of
this strategy relative to the increase in sales generated by the strategy? -
ANSWER-Return on investment (ROI)
pg. 4
