D099 Sales Management module 1-12
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,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. Jack
explains that the dealership offers several cars that get better mileage than the SUV. He asks a variety of
questions to gain a good understanding of Omar's exact needs. Having come to know Omar over the
years, Jack understands Omar's social style well. He explains to Omar the pros and cons of various car
models, delineates the facts, and clearly describes how the different options will serve him. At the end,
Jack sugg - correct ans:Interest
What is Jack demonstrating when he explains the gas mileage of various models?
Customer loyalty
Ethical behavior
Psychological reciprocity
Business intelligence (BI) - correct ans:Ethical behavior
Which type of selling is Jack engaged in at this moment?
Transactional selling
Relationship selling
Adaptive selling
Team selling - correct ans:Adaptive selling
What is Omar's dominant social style?
Expressive
Amiable
Analytical
Driver - correct ans:Analytical
What should Jack do to help Omar understand why a particular car is the best option?
Explain the customer lifetime value (CLV)
Provide account management support
, Conduct consultative selling
Explain the value proposition - correct ans:Explain the value proposition
A publisher is developing a brand new biology textbook, and the sales team has begun to sell it. William,
a salesperson who has worked for the publisher for nearly two decades, uses a CRM to look up his list of
contacts. He calls Maya, a professor at a local community college. Every semester, she makes decisions
on textbooks and looks at various options. She is the only person at the school who has adopted books
from William and the publisher in the past. She and he start the call with a friendly chat and then begin
discussing the details of the new book. He answers all of her questions. At the end of the call, she agrees
to use the book. At this point, she will instruct her students to purchase it.
Which type of salesperson is William?
Technical
Trade
Prospector
Missionary - correct ans:Missionary
Which type of account is the community college where Maya works?
Pareto
Passive
Inactive
Active - correct ans:Passive
What has William used to maintain a good relationship with this account?
TOFU
Pareto principle
Distribution channel
KAM - correct ans:KAM- Key Account Management
Which step in the sales process occurred when William called Maya and began a friendly chat?
Prospecting
Presenting
practice Latest 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
,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. Jack
explains that the dealership offers several cars that get better mileage than the SUV. He asks a variety of
questions to gain a good understanding of Omar's exact needs. Having come to know Omar over the
years, Jack understands Omar's social style well. He explains to Omar the pros and cons of various car
models, delineates the facts, and clearly describes how the different options will serve him. At the end,
Jack sugg - correct ans:Interest
What is Jack demonstrating when he explains the gas mileage of various models?
Customer loyalty
Ethical behavior
Psychological reciprocity
Business intelligence (BI) - correct ans:Ethical behavior
Which type of selling is Jack engaged in at this moment?
Transactional selling
Relationship selling
Adaptive selling
Team selling - correct ans:Adaptive selling
What is Omar's dominant social style?
Expressive
Amiable
Analytical
Driver - correct ans:Analytical
What should Jack do to help Omar understand why a particular car is the best option?
Explain the customer lifetime value (CLV)
Provide account management support
, Conduct consultative selling
Explain the value proposition - correct ans:Explain the value proposition
A publisher is developing a brand new biology textbook, and the sales team has begun to sell it. William,
a salesperson who has worked for the publisher for nearly two decades, uses a CRM to look up his list of
contacts. He calls Maya, a professor at a local community college. Every semester, she makes decisions
on textbooks and looks at various options. She is the only person at the school who has adopted books
from William and the publisher in the past. She and he start the call with a friendly chat and then begin
discussing the details of the new book. He answers all of her questions. At the end of the call, she agrees
to use the book. At this point, she will instruct her students to purchase it.
Which type of salesperson is William?
Technical
Trade
Prospector
Missionary - correct ans:Missionary
Which type of account is the community college where Maya works?
Pareto
Passive
Inactive
Active - correct ans:Passive
What has William used to maintain a good relationship with this account?
TOFU
Pareto principle
Distribution channel
KAM - correct ans:KAM- Key Account Management
Which step in the sales process occurred when William called Maya and began a friendly chat?
Prospecting
Presenting
