WGU D099
WGU D099 SALES MANAGEMENT EXAM QUESTIONS AND ANSWERS
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 answer They are creating a customer base
by building a relationship with their customers.
What is a sustainable competitive advantage? - correct answer 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.
,WGU D099
What should the executive team use in the decision-making process? -
correct answer 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 answer 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 answer 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 answer
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 answer Personal selling provides a detailed sales
message that is adapted to the interests of each customer.
,WGU D099
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 answer Attention, Interest, Desire, Action
What is the main limitation of the AIDA model? - correct answer The model
assumes consumers are passive and marketers are active during most of
the buying process.
What is transactional selling? - correct answer 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
answer The salesperson must be patient, care about the customer's
problems, and believe in the product.
What is adaptive selling? - correct answer 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?"
, WGU D099
Which two social styles must the salesperson address? - correct answer
Analytical and amiable
What is value from a customer's perspective? - correct answer 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 answer Value proposition
What is customer lifetime value (CLV)? - correct answer 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.
WGU D099 SALES MANAGEMENT EXAM QUESTIONS AND ANSWERS
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 answer They are creating a customer base
by building a relationship with their customers.
What is a sustainable competitive advantage? - correct answer 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.
,WGU D099
What should the executive team use in the decision-making process? -
correct answer 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 answer 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 answer 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 answer
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 answer Personal selling provides a detailed sales
message that is adapted to the interests of each customer.
,WGU D099
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 answer Attention, Interest, Desire, Action
What is the main limitation of the AIDA model? - correct answer The model
assumes consumers are passive and marketers are active during most of
the buying process.
What is transactional selling? - correct answer 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
answer The salesperson must be patient, care about the customer's
problems, and believe in the product.
What is adaptive selling? - correct answer 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?"
, WGU D099
Which two social styles must the salesperson address? - correct answer
Analytical and amiable
What is value from a customer's perspective? - correct answer 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 answer Value proposition
What is customer lifetime value (CLV)? - correct answer 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.
