WGU Sales Management D099 Pre -
Assessment 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 produ ct line? Relationship selling Integrated marketing communications Buyer journey Marketing research - ✔ ✔ Integrated marketing communications 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 - ✔ ✔ Relationship A salesperson prepares for a customer meeting by reviewing the number of products the customer has purchased since the co mpany 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 emphasi zes company value to the customer It analyzes return on customer investment It evaluates the cost of customer investment It calculates net customer profit - ✔ ✔ It emphasizes company value to the customer Every semester, a nationally known textbook compa ny'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 - ✔ ✔ Missionary 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 co mpany? Direct Distributor Agent Wholesale - ✔ ✔ Direct 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 - ✔ ✔ By creating an emotional connection with clients to show understanding that is built on trust Why is responsive listening important when participating in verbal communication? It allows a salesperson to be prepared to counter any arguments made by a pot ential 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 ha ve specific requirements. - ✔ ✔ It encourages the salesperson to repeat back to the customer what they believe the customer needs. 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 - ✔ ✔ Ensures customer satisfaction A school administrator receives a request from a textbook salesperson to meet with the school principal. The administrator asks for the salesperson's contact inform ation 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 - ✔ ✔ Gatekeeper A manufacturing company needs to replace its material requirements planning 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? Order placement Performance review Need recognition Supplier selection - ✔ ✔ Supplier selection
Assessment 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 produ ct line? Relationship selling Integrated marketing communications Buyer journey Marketing research - ✔ ✔ Integrated marketing communications 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 - ✔ ✔ Relationship A salesperson prepares for a customer meeting by reviewing the number of products the customer has purchased since the co mpany 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 emphasi zes company value to the customer It analyzes return on customer investment It evaluates the cost of customer investment It calculates net customer profit - ✔ ✔ It emphasizes company value to the customer Every semester, a nationally known textbook compa ny'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 - ✔ ✔ Missionary 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 co mpany? Direct Distributor Agent Wholesale - ✔ ✔ Direct 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 - ✔ ✔ By creating an emotional connection with clients to show understanding that is built on trust Why is responsive listening important when participating in verbal communication? It allows a salesperson to be prepared to counter any arguments made by a pot ential 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 ha ve specific requirements. - ✔ ✔ It encourages the salesperson to repeat back to the customer what they believe the customer needs. 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 - ✔ ✔ Ensures customer satisfaction A school administrator receives a request from a textbook salesperson to meet with the school principal. The administrator asks for the salesperson's contact inform ation 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 - ✔ ✔ Gatekeeper A manufacturing company needs to replace its material requirements planning 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? Order placement Performance review Need recognition Supplier selection - ✔ ✔ Supplier selection
