D099 PRE-ASSESMENT | 2025 ACTUAL STUDY | QUESTIONS
AND VERIFIED CORRECT ANSWERS
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?
Relationship
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?
It emphasizes company value to the customer
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?
Integrated marketing communications
How does empathy contribute to building a good relationship with a customer?
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 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
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?
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 company?
Direct
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
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?
, Requests for proposal
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?
Supplier selection
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?
Producer
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?
Contracting by negotiation
A company seeks to expand internationally through foreign direct investment and needs to purchase
factory equipment that is customized to the facility to begin producing goods in the new market. The
company seeks quotes from suppliers in the new market. Which buying situation is occurring?
New task purchase
A business owner and a manufacturer have decided to partner to create a new product for an industry
they both serve. Which strategic relationship is being sought by these two companies?
Joint research and development agreement
A company wants to map the customer experience at specific interactions. How can customer
relationship management (CRM) support this goal?
It can reveal insights into touchpoints and post-purchase sentiment.
Why is market segmentation critical to effective implementation of a customer relationship
management (CRM) system?
It identifies data to use in customizing buyer messaging.
How should a company use customer relationship management (CRM) to provide quality customer
service?
To assess interactions using key performance indicators
Which action illustrates the use of undifferentiated marketing?
A firm is advertising a product on television during a popular program that the majority of the
population watches.
What is one way in which CRM systems support a customer-centric culture?
By implementing a relationship model with risk management and shared rewards
How does customer relationship management (CRM) create value for an organization?
By recording data about buyers
Why should a company use open-source frameworks?
To adapt coding based on needs
AND VERIFIED CORRECT ANSWERS
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?
Relationship
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?
It emphasizes company value to the customer
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?
Integrated marketing communications
How does empathy contribute to building a good relationship with a customer?
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 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
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?
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 company?
Direct
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
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?
, Requests for proposal
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?
Supplier selection
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?
Producer
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?
Contracting by negotiation
A company seeks to expand internationally through foreign direct investment and needs to purchase
factory equipment that is customized to the facility to begin producing goods in the new market. The
company seeks quotes from suppliers in the new market. Which buying situation is occurring?
New task purchase
A business owner and a manufacturer have decided to partner to create a new product for an industry
they both serve. Which strategic relationship is being sought by these two companies?
Joint research and development agreement
A company wants to map the customer experience at specific interactions. How can customer
relationship management (CRM) support this goal?
It can reveal insights into touchpoints and post-purchase sentiment.
Why is market segmentation critical to effective implementation of a customer relationship
management (CRM) system?
It identifies data to use in customizing buyer messaging.
How should a company use customer relationship management (CRM) to provide quality customer
service?
To assess interactions using key performance indicators
Which action illustrates the use of undifferentiated marketing?
A firm is advertising a product on television during a popular program that the majority of the
population watches.
What is one way in which CRM systems support a customer-centric culture?
By implementing a relationship model with risk management and shared rewards
How does customer relationship management (CRM) create value for an organization?
By recording data about buyers
Why should a company use open-source frameworks?
To adapt coding based on needs
