WGU D099
Objective Assessment
2 Full Set Exams
Sales Management
Pass on the first attempt.
This comprehensive resource includes:
❖ 2 versions of the Objective Assessment Exam
❖ Multiple-choice & Expert Verified Explanation
❖ designed to help you ace the exam.
❖ Anyone who needs clear, concise guidance to pass
,Table of Contents
D099 OA EXAM 1 .....................................................2
D099 OA EXAM 2 ...................................................36
D099 OA EXAM 1
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?
A. User
B. Gatekeeper
C. Buyer
D. Initiator
Gatekeeper
Rationale: Gatekeepers are stakeholders that decide if a B2B seller
receives access to the organizational decision makers associated with a
purchase. The school administrator does not allow the salesperson to meet
with the principal and takes the salesperson's contact information.
,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?
A. Supplier engagement is limited in the process of acquisition.
B. One functional area analyzes the priority of department use.
C. Consideration involves low costs and low risk of procurement.
D. Multiple stakeholders evaluate and provide insights on use.
D. Multiple stakeholders evaluate and provide insights on use.
Rationale: Buying centers are used to make business-to-business (B2B)
buying decisions because multiple individuals evaluate and provide insights
on needs in order to ensure that each relevant stakeholder group analyzes
the purchase feasibility.
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?
A. Performance review
B. Bid analysis
C. Need recognition
D. Requests for proposal
A. Performance review
Rationale: In order to make sure that the new operating system is working
properly, the manufacturer is conducting a 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 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?
A. Timing
B. Production
C. Individual
D. Technical
A. Timing
Rationale: Timing complexity deals with the lag that occurs between a
buyer initially expressing needs and the amount of time it takes a supplier
to fulfill those needs. This is often influenced by changes in personnel in
both the selling and buying companies.
Why is business-to-business (B2B) buying behavior different from
business-to-consumer (B2C) buying behavior?
A. Decisions are made quickly.
B. The focus is on an appeal to emotions.
C. Marketing requires simple messaging.
D. Purchases involve technical complexity.
D. Purchases involve technical complexity.
Rationale: B2B purchases involve high levels of technical complexity,
which is why buying groups make the decisions.
Objective Assessment
2 Full Set Exams
Sales Management
Pass on the first attempt.
This comprehensive resource includes:
❖ 2 versions of the Objective Assessment Exam
❖ Multiple-choice & Expert Verified Explanation
❖ designed to help you ace the exam.
❖ Anyone who needs clear, concise guidance to pass
,Table of Contents
D099 OA EXAM 1 .....................................................2
D099 OA EXAM 2 ...................................................36
D099 OA EXAM 1
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?
A. User
B. Gatekeeper
C. Buyer
D. Initiator
Gatekeeper
Rationale: Gatekeepers are stakeholders that decide if a B2B seller
receives access to the organizational decision makers associated with a
purchase. The school administrator does not allow the salesperson to meet
with the principal and takes the salesperson's contact information.
,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?
A. Supplier engagement is limited in the process of acquisition.
B. One functional area analyzes the priority of department use.
C. Consideration involves low costs and low risk of procurement.
D. Multiple stakeholders evaluate and provide insights on use.
D. Multiple stakeholders evaluate and provide insights on use.
Rationale: Buying centers are used to make business-to-business (B2B)
buying decisions because multiple individuals evaluate and provide insights
on needs in order to ensure that each relevant stakeholder group analyzes
the purchase feasibility.
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?
A. Performance review
B. Bid analysis
C. Need recognition
D. Requests for proposal
A. Performance review
Rationale: In order to make sure that the new operating system is working
properly, the manufacturer is conducting a 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 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?
A. Timing
B. Production
C. Individual
D. Technical
A. Timing
Rationale: Timing complexity deals with the lag that occurs between a
buyer initially expressing needs and the amount of time it takes a supplier
to fulfill those needs. This is often influenced by changes in personnel in
both the selling and buying companies.
Why is business-to-business (B2B) buying behavior different from
business-to-consumer (B2C) buying behavior?
A. Decisions are made quickly.
B. The focus is on an appeal to emotions.
C. Marketing requires simple messaging.
D. Purchases involve technical complexity.
D. Purchases involve technical complexity.
Rationale: B2B purchases involve high levels of technical complexity,
which is why buying groups make the decisions.
