WGU D099 PA EXAM QUESTIONS AND ANSWERS
1. How does empathy contribute to building a good relationship
with a cus-tomer?: By creating an emotional connection with clients to show
understanding that is built on trust
2. Why is responsive listening important when participating in
verbal commu-nication?: It encourages the salesperson to repeat back to the
customer what they believe the customer needs.
3. What is a result of a salesperson conducting follow-up on a
sale?: Ensures customer satisfaction
4. 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?:
Missionary
,5. 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?:
Direct
6. 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?: Relationship
7. 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?:
It emphasizes company value to the customer
8. A retailer is advertising its new product line and has designed
a campaign that includes social media advertising, print
promotional pieces, online pro-motions, and a special product
launch event.
, Which concept is the retailer using to promote its new product line?:
Integrated marketing communications
9. 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 salesper-son if
interested in meeting.
Which type of business-to-business (B2B) stakeholder is this
school adminis-trator?: Gatekeeper
10. A large manufacturer wants to replace its aging machines. The
manufactur-er 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?:
Requests for proposal
11. A manufacturing company needs to replace its material
requirements plan-ning 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?-
: Supplier selection
12. A private company purchases raw materials required to
1. How does empathy contribute to building a good relationship
with a cus-tomer?: By creating an emotional connection with clients to show
understanding that is built on trust
2. Why is responsive listening important when participating in
verbal commu-nication?: It encourages the salesperson to repeat back to the
customer what they believe the customer needs.
3. What is a result of a salesperson conducting follow-up on a
sale?: Ensures customer satisfaction
4. 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?:
Missionary
,5. 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?:
Direct
6. 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?: Relationship
7. 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?:
It emphasizes company value to the customer
8. A retailer is advertising its new product line and has designed
a campaign that includes social media advertising, print
promotional pieces, online pro-motions, and a special product
launch event.
, Which concept is the retailer using to promote its new product line?:
Integrated marketing communications
9. 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 salesper-son if
interested in meeting.
Which type of business-to-business (B2B) stakeholder is this
school adminis-trator?: Gatekeeper
10. A large manufacturer wants to replace its aging machines. The
manufactur-er 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?:
Requests for proposal
11. A manufacturing company needs to replace its material
requirements plan-ning 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?-
: Supplier selection
12. A private company purchases raw materials required to
