11/8/24, 5:28 PM
WGU Sales Management D099 Pre-Assessment WITH COMPLETE SOLUTIONS GRADED
A+
Practice questions for this set
Learn 1 /7 Study with Learn
Distribution management
Choose matching term
A vendor sells hot dogs and lemonade to people in their seats at a stadium and is compensated per
unit sold. Which form of compensation does this represent?
Profit sharing
1
Standard salary
Deferred compensation
Piece-rate
An e-commerce company is contracting with a third party to fulfill delivery of its products while
reducing costs and increasing efficiency. Which process is being used by this company?
Distribution management
2
Just-in-time manufacturing
Value-added reselling
Sales management
A director of sales has been asked to create a sales forecast for the upcoming fiscal year for a
company that manufactures various snack foods. The director of sales is considering using a
quantitative forecasting approach. Which approach should be used to meet this goal?
3 Delphi method
Time series technique
Sales force composite
Jury of executive opinion
1/17
,11/8/24, 5:28 PM
A government agency issues a request for proposal (RFP) for development of military software. The
agency believes the cost will exceed one million dollars, and the agency will need to collaborate
with the developers on specific technical requirements. Which type of government purchase is
occurring?
4
Consolidated purchasing
Simplified acquisition
Micro-purchase
Contracting by negotiation
Don't know?
Terms in this set (70)
A retailer is advertising its new product line Integrated marketing communications
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
A salesperson wants to get to know a Relationship
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
A salesperson prepares for a customer It emphasizes company value to the 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
It analyzes return on customer investment
It evaluates the cost of customer
investment
It calculates net customer profit
2/17
, 11/8/24, 5:28 PM
Every semester, a nationally known Missionary
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
A small company manufactures automobile Direct
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
How does empathy contribute to building a By creating an emotional connection with clients to show understanding that is built
good relationship with a customer? on trust
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
Why is responsive listening important when It encourages the salesperson to repeat back to the customer what they believe the
participating in verbal communication? customer needs.
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.
What is a result of a salesperson Ensures customer satisfaction
conducting follow-up on a sale?
Ensures customer satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections
3/17
WGU Sales Management D099 Pre-Assessment WITH COMPLETE SOLUTIONS GRADED
A+
Practice questions for this set
Learn 1 /7 Study with Learn
Distribution management
Choose matching term
A vendor sells hot dogs and lemonade to people in their seats at a stadium and is compensated per
unit sold. Which form of compensation does this represent?
Profit sharing
1
Standard salary
Deferred compensation
Piece-rate
An e-commerce company is contracting with a third party to fulfill delivery of its products while
reducing costs and increasing efficiency. Which process is being used by this company?
Distribution management
2
Just-in-time manufacturing
Value-added reselling
Sales management
A director of sales has been asked to create a sales forecast for the upcoming fiscal year for a
company that manufactures various snack foods. The director of sales is considering using a
quantitative forecasting approach. Which approach should be used to meet this goal?
3 Delphi method
Time series technique
Sales force composite
Jury of executive opinion
1/17
,11/8/24, 5:28 PM
A government agency issues a request for proposal (RFP) for development of military software. The
agency believes the cost will exceed one million dollars, and the agency will need to collaborate
with the developers on specific technical requirements. Which type of government purchase is
occurring?
4
Consolidated purchasing
Simplified acquisition
Micro-purchase
Contracting by negotiation
Don't know?
Terms in this set (70)
A retailer is advertising its new product line Integrated marketing communications
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
A salesperson wants to get to know a Relationship
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
A salesperson prepares for a customer It emphasizes company value to the 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
It analyzes return on customer investment
It evaluates the cost of customer
investment
It calculates net customer profit
2/17
, 11/8/24, 5:28 PM
Every semester, a nationally known Missionary
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
A small company manufactures automobile Direct
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
How does empathy contribute to building a By creating an emotional connection with clients to show understanding that is built
good relationship with a customer? on trust
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
Why is responsive listening important when It encourages the salesperson to repeat back to the customer what they believe the
participating in verbal communication? customer needs.
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.
What is a result of a salesperson Ensures customer satisfaction
conducting follow-up on a sale?
Ensures customer satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections
3/17
