WGU Sales Management D099 Pre-Assessment
Question 1.
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?
Relationship selling Integrated marketing communications Buyer journey Marketing research
ANSWER
Integrated marketing communications
Question 2.
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? Transactional Relationship Adaptive Direct
ANSWER
Relationship
Question 3.
A salesperson prepares for a customer meeting by re-viewing 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 It analyzes return on customer investment It evaluates the cost of customer investment It
calculates net customer profit
ANSWER
It emphasizes company value to the customer
Question 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? Trade Prospector Missionary Technical
ANSWER
Missionary
Question 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 Distributor Agent Wholesale
ANSWER
Direct
, Question 6.
How does empathy contribute to building a good relationship with a customer? By sharing beliefs with clients to build interactions
based on mutual interests By displaying vulnerability to clients to make them feel like they have the upper hand By creating distance
from the company to show high customer awareness By creating an emotional connection with clients to show understanding that is
built on trust
ANSWER
By creating an emotional connection with clients to show understanding that is built on trust
Question 7.
Why is responsive listening important when participating in verbal communication? It allows a salesperson to be prepared to counter
any arguments made by a potential client. It ensures that a salesperson is responding quickly to the customer's needs. It encourages
the salesperson to repeat back to the customer what they believe the customer needs. It promotes rotating salespeople when dealing
with clients who have specific requirements.
ANSWER
It encourages the salesperson to repeat back to the customer what they believe the customer needs.
Question 8.
What is a result of a salesperson conducting follow-up on a sale? Ensures customer satisfaction Establishes contract terms
Determines customer needs Handles customer objections
ANSWER
Ensures customer satisfaction
Question 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 salesperson if interested in meeting. Which
type of business-to-business (B2B) stakeholder is this school administrator? Gatekeeper Buyer User Initiator
ANSWER
Gatekeeper
Question 10.
A manufacturing company needs to replace its material requirements planning system and has sent out Requests for Proposal
(RFPs). The company has re-ceived 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? Order placement Performance
review Need recognition Supplier selection
ANSWER
Supplier selection
Question 11.
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? Reseller
Producer Organization Consultant
ANSWER
Producer
Question 1.
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?
Relationship selling Integrated marketing communications Buyer journey Marketing research
ANSWER
Integrated marketing communications
Question 2.
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? Transactional Relationship Adaptive Direct
ANSWER
Relationship
Question 3.
A salesperson prepares for a customer meeting by re-viewing 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 It analyzes return on customer investment It evaluates the cost of customer investment It
calculates net customer profit
ANSWER
It emphasizes company value to the customer
Question 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? Trade Prospector Missionary Technical
ANSWER
Missionary
Question 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 Distributor Agent Wholesale
ANSWER
Direct
, Question 6.
How does empathy contribute to building a good relationship with a customer? By sharing beliefs with clients to build interactions
based on mutual interests By displaying vulnerability to clients to make them feel like they have the upper hand By creating distance
from the company to show high customer awareness By creating an emotional connection with clients to show understanding that is
built on trust
ANSWER
By creating an emotional connection with clients to show understanding that is built on trust
Question 7.
Why is responsive listening important when participating in verbal communication? It allows a salesperson to be prepared to counter
any arguments made by a potential client. It ensures that a salesperson is responding quickly to the customer's needs. It encourages
the salesperson to repeat back to the customer what they believe the customer needs. It promotes rotating salespeople when dealing
with clients who have specific requirements.
ANSWER
It encourages the salesperson to repeat back to the customer what they believe the customer needs.
Question 8.
What is a result of a salesperson conducting follow-up on a sale? Ensures customer satisfaction Establishes contract terms
Determines customer needs Handles customer objections
ANSWER
Ensures customer satisfaction
Question 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 salesperson if interested in meeting. Which
type of business-to-business (B2B) stakeholder is this school administrator? Gatekeeper Buyer User Initiator
ANSWER
Gatekeeper
Question 10.
A manufacturing company needs to replace its material requirements planning system and has sent out Requests for Proposal
(RFPs). The company has re-ceived 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? Order placement Performance
review Need recognition Supplier selection
ANSWER
Supplier selection
Question 11.
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? Reseller
Producer Organization Consultant
ANSWER
Producer
