D099 CERTIFICATION EVALUATION
VERIFIED QUESTIONS AND SOLUTIONS
FULL REVIEW PACK
●● Why is responsive listening important when participating in verbal
communication?
Answer: It encourages the salesperson to repeat back to the customer
what they believe the customer needs.
●● What is a result of a salesperson conducting follow-up on a sale?
Answer: Ensures customer satisfaction
●● Every semester, a nationally known textbook company's salesperson
visits each professor at a college to show what the company offers in the
subject that the professor teaches. The salesperson hopes the professors
will adopt the book for use in the next academic year. Which type of
salesperson role does this scenario illustrate?
Answer: Missionary
●● A small company manufactures automobile hood ornaments and sells
them in a small store located at one end of the factory. Which type of
sales channel is being used by this company?
Answer: Direct
,●● A salesperson wants to get to know a prospective customer by
establishing ongoing communication to ensure current as well as future
sales. Which sales approach is the salesperson using?
Answer: Relationship
●● A salesperson prepares for a customer meeting by reviewing the
number of products the customer has purchased since the company
started. The salesperson decides to open the conversation by reviewing
how the company has consistently provided a trusted product since the
start of the customer relationship. How does this salesperson's approach
help achieve sales goals?
Answer: It emphasizes company value to the customer
●● A retailer is advertising its new product line and has designed a
campaign that includes social media advertising, print promotional
pieces, online promotions, and a special product launch event. Which
concept is the retailer using to promote its new product line?
Answer: Integrated marketing communications
●● 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?
Answer: Gatekeeper
,●● A large manufacturer wants to replace its aging machines. The
manufacturer determines what the machines must do and then seeks to
have suppliers submit bids on the price, quality, and after-sales service.
What should the manufacturer use to solicit the suppliers' bids?
Answer: Requests for proposal
●● A manufacturing company needs to replace its material requirements
planning system and has sent out Requests for Proposal (RFPs). The
company has received several responses back. A meeting has been called
by the company's decision makers to review the proposals received.
Which stage of the organizational buying process has this company
entered?
Answer: Supplier selection
●● A private company purchases raw materials required to manufacture
its tire air pressure sensors. The company sells its sensors to major
automobile companies. Which role does the company play in the
business-to-business (B2B) buying process?
Answer: Producer
●● A government agency issues a request for proposal (RFP) for
development of military software. The agency believes the cost will
exceed one million dollars, and the agency will need to collaborate with
the developers on specific technical requirements. Which type of
government purchase is occurring?
Answer: Contracting by negotiation
, ●● A company seeks to expand internationally through foreign direct
investment and needs to purchase factory equipment that is customized
to the facility to begin producing goods in the new market. The company
seeks quotes from suppliers in the new market. Which buying situation
is occurring?
Answer: New task purchase
●● A business owner and a manufacturer have decided to partner to
create a new product for an industry they both serve. Which strategic
relationship is being sought by these two companies?
Answer: Joint research and development agreement
●● Why should a company use open-source frameworks?
Answer: To adapt coding based on needs
●● A company recently conducted a focus group to determine which
features and benefits customers are interested in receiving from its
brand. The company plans to redesign its offerings based on the
customer feedback. Which factor will the company need to consider
when developing sales forecasts?
Answer: Product
●● A company is looking at all marketing data associated with attracting
prospects from the last year in order to gain insights into prospective
VERIFIED QUESTIONS AND SOLUTIONS
FULL REVIEW PACK
●● Why is responsive listening important when participating in verbal
communication?
Answer: It encourages the salesperson to repeat back to the customer
what they believe the customer needs.
●● What is a result of a salesperson conducting follow-up on a sale?
Answer: Ensures customer satisfaction
●● Every semester, a nationally known textbook company's salesperson
visits each professor at a college to show what the company offers in the
subject that the professor teaches. The salesperson hopes the professors
will adopt the book for use in the next academic year. Which type of
salesperson role does this scenario illustrate?
Answer: Missionary
●● A small company manufactures automobile hood ornaments and sells
them in a small store located at one end of the factory. Which type of
sales channel is being used by this company?
Answer: Direct
,●● A salesperson wants to get to know a prospective customer by
establishing ongoing communication to ensure current as well as future
sales. Which sales approach is the salesperson using?
Answer: Relationship
●● A salesperson prepares for a customer meeting by reviewing the
number of products the customer has purchased since the company
started. The salesperson decides to open the conversation by reviewing
how the company has consistently provided a trusted product since the
start of the customer relationship. How does this salesperson's approach
help achieve sales goals?
Answer: It emphasizes company value to the customer
●● A retailer is advertising its new product line and has designed a
campaign that includes social media advertising, print promotional
pieces, online promotions, and a special product launch event. Which
concept is the retailer using to promote its new product line?
Answer: Integrated marketing communications
●● 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?
Answer: Gatekeeper
,●● A large manufacturer wants to replace its aging machines. The
manufacturer determines what the machines must do and then seeks to
have suppliers submit bids on the price, quality, and after-sales service.
What should the manufacturer use to solicit the suppliers' bids?
Answer: Requests for proposal
●● A manufacturing company needs to replace its material requirements
planning system and has sent out Requests for Proposal (RFPs). The
company has received several responses back. A meeting has been called
by the company's decision makers to review the proposals received.
Which stage of the organizational buying process has this company
entered?
Answer: Supplier selection
●● A private company purchases raw materials required to manufacture
its tire air pressure sensors. The company sells its sensors to major
automobile companies. Which role does the company play in the
business-to-business (B2B) buying process?
Answer: Producer
●● A government agency issues a request for proposal (RFP) for
development of military software. The agency believes the cost will
exceed one million dollars, and the agency will need to collaborate with
the developers on specific technical requirements. Which type of
government purchase is occurring?
Answer: Contracting by negotiation
, ●● A company seeks to expand internationally through foreign direct
investment and needs to purchase factory equipment that is customized
to the facility to begin producing goods in the new market. The company
seeks quotes from suppliers in the new market. Which buying situation
is occurring?
Answer: New task purchase
●● A business owner and a manufacturer have decided to partner to
create a new product for an industry they both serve. Which strategic
relationship is being sought by these two companies?
Answer: Joint research and development agreement
●● Why should a company use open-source frameworks?
Answer: To adapt coding based on needs
●● A company recently conducted a focus group to determine which
features and benefits customers are interested in receiving from its
brand. The company plans to redesign its offerings based on the
customer feedback. Which factor will the company need to consider
when developing sales forecasts?
Answer: Product
●● A company is looking at all marketing data associated with attracting
prospects from the last year in order to gain insights into prospective
