1|Page
WGU D099 Sales Management Objective Assessment
Final Exam Preparation for 2025/2026 Complete 250
Questions And Correct Answers |Already Graded
A+||Brand New!!
Mike has been given a new account to service. Before meeting the
client, he decides to visit the client's website to learn more about the
company and look at CRM data to see what the client activity has been
in the last few months. What essential skill is this salesperson utilizing?
- Critical thinking
- Time management
- Building rapport
- Research
- Research
Managers must possess three essential skills when managing a sales
team including:
- Building rapport, time management, and critical thinking
- Coaching, performance management, and leadership
- Product knowledge, technology proficiency, and software skills
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- Verbal communication, conflict resolution, and analytical decision
making
- Coaching, performance management, and leadership
Jeff has been asked by his sales manager to identify businesses in the
area that might benefit from radio advertising. Which step does this
represent in the sales process?
- Approach
- Presenting and demonstrating
- Prospecting and Qualifying
- Closing the sale
- Prospecting and Qualifying
At which stage of the sales funnel does the sales team focus on
prospective customers by providing high-level product information and
addressing objections?
- Top of funnel
- Middle of funnel
- Bottom of funnel
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- Buyer's journey
- Middle of funnel
What is the function of selling centers? Check all that apply.
- To provide diverse, functional knowledge to make informed decision
- To provide specific points of contact to members of the buying center.
- Coordination of efforts to provide consistent communication with the
customer
- To provide technical expertise.
- To provide specific points of contact to members of the buying center.
- Coordination of efforts to provide consistent communication with the
customer
In B2B, key purchasing decisions are made by multiple stakeholders
who play various roles in the decision-making process. A stakeholder
that has certain specifications in mind for the product and how would
they like to use it is called a:
- Influencer
- User
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- Initiator
- Gatekeeper
- User
In which of the following stage in organizational buying process does a
buyer send out Request for Proposals to multiple vendors?
- Search for suppliers
- Define the need
- Bid analysis
- Order placement
- Bid analysis
Usually, evaluation and selling process for B2C are longer and more
complex because individuals are making a purchase decision.
- True
- False
- False
WGU D099 Sales Management Objective Assessment
Final Exam Preparation for 2025/2026 Complete 250
Questions And Correct Answers |Already Graded
A+||Brand New!!
Mike has been given a new account to service. Before meeting the
client, he decides to visit the client's website to learn more about the
company and look at CRM data to see what the client activity has been
in the last few months. What essential skill is this salesperson utilizing?
- Critical thinking
- Time management
- Building rapport
- Research
- Research
Managers must possess three essential skills when managing a sales
team including:
- Building rapport, time management, and critical thinking
- Coaching, performance management, and leadership
- Product knowledge, technology proficiency, and software skills
,2|Page
- Verbal communication, conflict resolution, and analytical decision
making
- Coaching, performance management, and leadership
Jeff has been asked by his sales manager to identify businesses in the
area that might benefit from radio advertising. Which step does this
represent in the sales process?
- Approach
- Presenting and demonstrating
- Prospecting and Qualifying
- Closing the sale
- Prospecting and Qualifying
At which stage of the sales funnel does the sales team focus on
prospective customers by providing high-level product information and
addressing objections?
- Top of funnel
- Middle of funnel
- Bottom of funnel
,3|Page
- Buyer's journey
- Middle of funnel
What is the function of selling centers? Check all that apply.
- To provide diverse, functional knowledge to make informed decision
- To provide specific points of contact to members of the buying center.
- Coordination of efforts to provide consistent communication with the
customer
- To provide technical expertise.
- To provide specific points of contact to members of the buying center.
- Coordination of efforts to provide consistent communication with the
customer
In B2B, key purchasing decisions are made by multiple stakeholders
who play various roles in the decision-making process. A stakeholder
that has certain specifications in mind for the product and how would
they like to use it is called a:
- Influencer
- User
, 4|Page
- Initiator
- Gatekeeper
- User
In which of the following stage in organizational buying process does a
buyer send out Request for Proposals to multiple vendors?
- Search for suppliers
- Define the need
- Bid analysis
- Order placement
- Bid analysis
Usually, evaluation and selling process for B2C are longer and more
complex because individuals are making a purchase decision.
- True
- False
- False
