WGU D099 PA Exam 70 Questions with Verified
Answers
By creating an emotional connection with clients to show understanding that is
built on trust - CORRECT ANSWER How does empathy contribute to building a
good relationship with a customer?
It encourages the salesperson to repeat back to the customer what they believe
the customer needs. - CORRECT ANSWER Why is responsive listening important
when participating in verbal communication?
Ensures customer satisfaction - CORRECT ANSWER What is a result of a
salesperson conducting follow-up on a sale?
Missionary - CORRECT ANSWER 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?
Direct - CORRECT ANSWER 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?
,Relationship - CORRECT ANSWER 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?
It emphasizes company value to the customer - CORRECT ANSWER 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?
Integrated marketing communications - CORRECT ANSWER 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?
Gatekeeper - CORRECT ANSWER 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?
, Requests for proposal - CORRECT ANSWER A large manufacturer wants to replace
its aging machines. The manufacturer 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?
Supplier selection - CORRECT ANSWER 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?
Producer - CORRECT ANSWER 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?
Contracting by negotiation - CORRECT ANSWER 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.
Answers
By creating an emotional connection with clients to show understanding that is
built on trust - CORRECT ANSWER How does empathy contribute to building a
good relationship with a customer?
It encourages the salesperson to repeat back to the customer what they believe
the customer needs. - CORRECT ANSWER Why is responsive listening important
when participating in verbal communication?
Ensures customer satisfaction - CORRECT ANSWER What is a result of a
salesperson conducting follow-up on a sale?
Missionary - CORRECT ANSWER 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?
Direct - CORRECT ANSWER 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?
,Relationship - CORRECT ANSWER 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?
It emphasizes company value to the customer - CORRECT ANSWER 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?
Integrated marketing communications - CORRECT ANSWER 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?
Gatekeeper - CORRECT ANSWER 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?
, Requests for proposal - CORRECT ANSWER A large manufacturer wants to replace
its aging machines. The manufacturer 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?
Supplier selection - CORRECT ANSWER 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?
Producer - CORRECT ANSWER 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?
Contracting by negotiation - CORRECT ANSWER 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.
