WGU Sales Management D099 Pre-Assessment
Study online at https://quizlet.com/_aouqc0
1. A retailer is advertising its new product line and has Integrated marketing
designed a campaign that includes social media ad- communications
vertising, 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
2. A salesperson wants to get to know a prospective Relationship
customer by establishing ongoing communication to
ensure current as well as future sales. Which sales
approach is the salesperson using?
Transactional
Relationship
Adaptive
Direct
3. A salesperson prepares for a customer meeting by re- It emphasizes company
viewing the number of products the customer has pur- value to the customer
chased 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
4. Missionary
, WGU Sales Management D099 Pre-Assessment
Study online at https://quizlet.com/_aouqc0
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 profes-
sors will adopt the book for use in the next academic
year. Which type of salesperson role does this scenario
illustrate?
Trade
Prospector
Missionary
Technical
5. A small company manufactures automobile hood or- Direct
naments 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
6. How does empathy contribute to building a good rela- By creating an emotional
tionship with a customer? connection with clients to
By sharing beliefs with clients to build interactions show understanding that
based on mutual interests is built on trust
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
, WGU Sales Management D099 Pre-Assessment
Study online at https://quizlet.com/_aouqc0
7. Why is responsive listening important when participat- It encourages the sales-
ing in verbal communication? person to repeat back
It allows a salesperson to be prepared to counter any to the customer what
arguments made by a potential client. they believe the customer
It ensures that a salesperson is responding quickly to needs.
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.
8. What is a result of a salesperson conducting follow-up Ensures customer satisfac-
on a sale? tion
Ensures customer satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections
9. A school administrator receives a request from a text- Gatekeeper
book salesperson to meet with the school principal.
The administrator asks for the salesperson's contact
information and indicates that the principal may con-
tact the salesperson if interested in meeting. Which
type of business-to-business (B2B) stakeholder is this
school administrator?
Gatekeeper
Buyer
User
Initiator
10. A manufacturing company needs to replace its mate- Supplier selection
rial requirements planning system and has sent out
Study online at https://quizlet.com/_aouqc0
1. A retailer is advertising its new product line and has Integrated marketing
designed a campaign that includes social media ad- communications
vertising, 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
2. A salesperson wants to get to know a prospective Relationship
customer by establishing ongoing communication to
ensure current as well as future sales. Which sales
approach is the salesperson using?
Transactional
Relationship
Adaptive
Direct
3. A salesperson prepares for a customer meeting by re- It emphasizes company
viewing the number of products the customer has pur- value to the customer
chased 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
4. Missionary
, WGU Sales Management D099 Pre-Assessment
Study online at https://quizlet.com/_aouqc0
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 profes-
sors will adopt the book for use in the next academic
year. Which type of salesperson role does this scenario
illustrate?
Trade
Prospector
Missionary
Technical
5. A small company manufactures automobile hood or- Direct
naments 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
6. How does empathy contribute to building a good rela- By creating an emotional
tionship with a customer? connection with clients to
By sharing beliefs with clients to build interactions show understanding that
based on mutual interests is built on trust
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
, WGU Sales Management D099 Pre-Assessment
Study online at https://quizlet.com/_aouqc0
7. Why is responsive listening important when participat- It encourages the sales-
ing in verbal communication? person to repeat back
It allows a salesperson to be prepared to counter any to the customer what
arguments made by a potential client. they believe the customer
It ensures that a salesperson is responding quickly to needs.
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.
8. What is a result of a salesperson conducting follow-up Ensures customer satisfac-
on a sale? tion
Ensures customer satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections
9. A school administrator receives a request from a text- Gatekeeper
book salesperson to meet with the school principal.
The administrator asks for the salesperson's contact
information and indicates that the principal may con-
tact the salesperson if interested in meeting. Which
type of business-to-business (B2B) stakeholder is this
school administrator?
Gatekeeper
Buyer
User
Initiator
10. A manufacturing company needs to replace its mate- Supplier selection
rial requirements planning system and has sent out
