WGU D099 SALES MANAGEMENT: MODULE 1-12
PRACTICE EXAM QUESTIONS AND ANSWERS
Jack has been selling cars for a car dealership for many
1.
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 suggests one model in
particular. In which stage in the buyer journey is Omar?
Desire
Action
Attentio
n
Interest: Interest
2. What is Jack demonstrating when he explains the gas
mileage of various models?
Customer loyalty
Ethical behavior
Psychological reciprocity
Business intelligence (BI): Ethical behavior
3. Which type of selling is Jack engaged in at
this moment? Transactional selling
Relationship
selling Adaptive
selling
Team selling: Adaptive selling
4. What is Omar's dominant
social style? Expressive
Amiable
,Analytical
Driver:
Analytical
What should Jack do to help Omar understand why a
5.
particular car is the best option?
Explain the customer lifetime
value (CLV) Provide account
management support Conduct
consultative selling
Explain the value proposition: Explain the value proposition
6. 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
Prospect
or
Missionary: Missionary
7. Which type of account is the community college
where Maya works? Pareto
Passive
Inactive
Active:
Passive
What has William used to maintain a good relationship
8.
with this account? TOFU
Pareto principle
PRACTICE EXAM QUESTIONS AND ANSWERS
Jack has been selling cars for a car dealership for many
1.
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 suggests one model in
particular. In which stage in the buyer journey is Omar?
Desire
Action
Attentio
n
Interest: Interest
2. What is Jack demonstrating when he explains the gas
mileage of various models?
Customer loyalty
Ethical behavior
Psychological reciprocity
Business intelligence (BI): Ethical behavior
3. Which type of selling is Jack engaged in at
this moment? Transactional selling
Relationship
selling Adaptive
selling
Team selling: Adaptive selling
4. What is Omar's dominant
social style? Expressive
Amiable
,Analytical
Driver:
Analytical
What should Jack do to help Omar understand why a
5.
particular car is the best option?
Explain the customer lifetime
value (CLV) Provide account
management support Conduct
consultative selling
Explain the value proposition: Explain the value proposition
6. 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
Prospect
or
Missionary: Missionary
7. Which type of account is the community college
where Maya works? Pareto
Passive
Inactive
Active:
Passive
What has William used to maintain a good relationship
8.
with this account? TOFU
Pareto principle
