WGU D099 Sales Management | All Module learning
checks, quizzes, tests with Complete Questions and Correct
Answers | New Update 2026-2027 | 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? - ANSWERS They are creating a customer base by building a
relationship with their customers.
What is a sustainable competitive advantage? - ANSWERS 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? -
ANSWERS 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? -
ANSWERS 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? -
ANSWERS 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? - ANSWERS 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? -
ANSWERS 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 - ANSWERS Attention, Interest, Desire, Action
What is the main limitation of the AIDA model? - ANSWERS The model
assumes consumers are passive and marketers are active during most of the
buying process.
,What is transactional selling? - ANSWERS 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? - ANSWERS The
salesperson must be patient, care about the customer's problems, and believe in
the product.
What is adaptive selling? - ANSWERS 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? - ANSWERS Analytical
and amiable
What is value from a customer's perspective? - ANSWERS 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? -
ANSWERS Value proposition
, What is customer lifetime value (CLV)? - ANSWERS 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? - ANSWERS
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? - ANSWERS 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? - ANSWERS Adaptive
selling
checks, quizzes, tests with Complete Questions and Correct
Answers | New Update 2026-2027 | 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? - ANSWERS They are creating a customer base by building a
relationship with their customers.
What is a sustainable competitive advantage? - ANSWERS 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? -
ANSWERS 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? -
ANSWERS 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? -
ANSWERS 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? - ANSWERS 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? -
ANSWERS 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 - ANSWERS Attention, Interest, Desire, Action
What is the main limitation of the AIDA model? - ANSWERS The model
assumes consumers are passive and marketers are active during most of the
buying process.
,What is transactional selling? - ANSWERS 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? - ANSWERS The
salesperson must be patient, care about the customer's problems, and believe in
the product.
What is adaptive selling? - ANSWERS 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? - ANSWERS Analytical
and amiable
What is value from a customer's perspective? - ANSWERS 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? -
ANSWERS Value proposition
, What is customer lifetime value (CLV)? - ANSWERS 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? - ANSWERS
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? - ANSWERS 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? - ANSWERS Adaptive
selling
