Sales Management D099 -Latest
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,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? - correct
ans:They are creating a customer base by building a relationship with their customers.
What is a sustainable competitive advantage? - correct ans: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.
What should the executive team use in the decision-making process? - correct ans: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? - correct ans: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? - correct ans: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? - correct ans: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? - correct ans: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.
AIDA - correct ans:Attention, Interest, Desire, Action
What is the main limitation of the AIDA model? - correct ans:The model assumes consumers are passive
and marketers are active during most of the buying process.
What is transactional selling? - correct ans: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? - correct ans:The salesperson must be
patient, care about the customer's problems, and believe in the product.
What is adaptive selling? - correct ans: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? - correct ans:Analytical and amiable
What is value from a customer's perspective? - correct ans: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? - correct ans:Value proposition
What is customer lifetime value (CLV)? - correct ans: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? - correct ans:Return on investment (ROI)
Jack has been selling cars for a car dealership for many years. A long-time customer named Omar walks
into the dealership. Jack is surprised to see Omar, despite his being a loyal customer, since his most
recent purchase occurred under two years ago. After the two talk for a while, Omar explains that he
does not really need a new car, but he recently got a nice promotion at work and is thinking about
upgrading. Although he is happy with his SUV, he wishes he had a car that gets better gas mileage.
In which stage in the buyer journey is Omar? - correct ans:Interest
Although Omar does not need a new car, his promotion and wish for better mileage has created an
interest in buying a new car.
Which type of selling is Jack engaged in at this moment? - correct ans:Adaptive selling
Because Jack is trying to understand his customer's needs by asking different questions, he is engaged in
adaptive selling.
What is Jack demonstrating when he explains the gas mileage of various models? - correct ans:Ethical
behavior
Jack's ethics, which defines what is right and wrong, require him to be honest about the gas mileage of
the different models.
What is Omar's dominant social style? - correct ans:Analytical
Omar's personality traits are consistent with someone who has an analytical social style.
Verified Version And Frequently tested
Exam With Expected real Questions
With Well Elaborated Correct Answers
GRADED A+
Professional Academic Assistance Services
Services Offered
Proctored Exam Assistance
Online Class Management (Full Course Support)
Exam Preparation & Study Materials
Assignments and Coursework Support
Essays and Research Papers
Discussion Posts and Replies
,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? - correct
ans:They are creating a customer base by building a relationship with their customers.
What is a sustainable competitive advantage? - correct ans: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.
What should the executive team use in the decision-making process? - correct ans: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? - correct ans: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? - correct ans: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? - correct ans: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? - correct ans: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.
AIDA - correct ans:Attention, Interest, Desire, Action
What is the main limitation of the AIDA model? - correct ans:The model assumes consumers are passive
and marketers are active during most of the buying process.
What is transactional selling? - correct ans: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? - correct ans:The salesperson must be
patient, care about the customer's problems, and believe in the product.
What is adaptive selling? - correct ans: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? - correct ans:Analytical and amiable
What is value from a customer's perspective? - correct ans: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? - correct ans:Value proposition
What is customer lifetime value (CLV)? - correct ans: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? - correct ans:Return on investment (ROI)
Jack has been selling cars for a car dealership for many years. A long-time customer named Omar walks
into the dealership. Jack is surprised to see Omar, despite his being a loyal customer, since his most
recent purchase occurred under two years ago. After the two talk for a while, Omar explains that he
does not really need a new car, but he recently got a nice promotion at work and is thinking about
upgrading. Although he is happy with his SUV, he wishes he had a car that gets better gas mileage.
In which stage in the buyer journey is Omar? - correct ans:Interest
Although Omar does not need a new car, his promotion and wish for better mileage has created an
interest in buying a new car.
Which type of selling is Jack engaged in at this moment? - correct ans:Adaptive selling
Because Jack is trying to understand his customer's needs by asking different questions, he is engaged in
adaptive selling.
What is Jack demonstrating when he explains the gas mileage of various models? - correct ans:Ethical
behavior
Jack's ethics, which defines what is right and wrong, require him to be honest about the gas mileage of
the different models.
What is Omar's dominant social style? - correct ans:Analytical
Omar's personality traits are consistent with someone who has an analytical social style.
