D099 WGU SALES
MANAGEMENT: MODULE 1-
12 PRACTICE QUIZZES
,1. Jack has been selling cars for a car dealership for many Interest
years. A long-time customer named Omar walks into
the dealership. Jack is surprised to see Omar, despite
his being a loyal customer, since his most recent pur-
chase occurred under two years ago. After the two
talk for a while, Omar explains that he does not really
need a new car, but he recently got a nice promotion
at work and is thinking about upgrading. Although he
is happy with his SUV, he wishes he had a car that gets
better gas mileage. Jack explains that the dealership
offers several cars that get better mileage than the
SUV. He asks a variety of questions to gain a good
understanding of Omar's exact needs. Having come to
know Omar over the years, Jack understands Omar's
social style well. He explains to Omar the pros and
cons of various car models, delineates the facts, and
clearly describes how the different options will serve
him. At the end, Jack suggests one model in particular.
In which stage in the buyer journey is Omar?
Desire
Action
Attention
Interest
2. What is Jack demonstrating when he explains the gas Ethical behavior
mileage of various models?
Customer loyalty
Ethical behavior
Psychological reciprocity
Business intelligence (BI)
3. Adaptive selling
, Which type of selling is Jack engaged in at this mo-
ment?
Transactional selling
Relationship selling
Adaptive selling
Team selling
4. What is Omar's dominant social style? Analytical
Expressive
Amiable
Analytical
Driver
5. What should Jack do to help Omar understand why a Explain the value proposi-
particular car is the best option? tion
Explain the customer lifetime value (CLV)
Provide account management support
Conduct consultative selling
Explain the value proposition
6. A publisher is developing a brand new biology text- Missionary
book, and the sales team has begun to sell it. William,
a salesperson who has worked for the publisher for
nearly two decades, uses a CRM to look up his list of
contacts. He calls Maya, a professor at a local com-
munity college. Every semester, she makes decisions
on textbooks and looks at various options. She is the
only person at the school who has adopted books from
William and the publisher in the past. She and he start
the call with a friendly chat and then begin discussing
the details of the new book. He answers all of her
questions. At the end of the call, she agrees to use the
MANAGEMENT: MODULE 1-
12 PRACTICE QUIZZES
,1. Jack has been selling cars for a car dealership for many Interest
years. A long-time customer named Omar walks into
the dealership. Jack is surprised to see Omar, despite
his being a loyal customer, since his most recent pur-
chase occurred under two years ago. After the two
talk for a while, Omar explains that he does not really
need a new car, but he recently got a nice promotion
at work and is thinking about upgrading. Although he
is happy with his SUV, he wishes he had a car that gets
better gas mileage. Jack explains that the dealership
offers several cars that get better mileage than the
SUV. He asks a variety of questions to gain a good
understanding of Omar's exact needs. Having come to
know Omar over the years, Jack understands Omar's
social style well. He explains to Omar the pros and
cons of various car models, delineates the facts, and
clearly describes how the different options will serve
him. At the end, Jack suggests one model in particular.
In which stage in the buyer journey is Omar?
Desire
Action
Attention
Interest
2. What is Jack demonstrating when he explains the gas Ethical behavior
mileage of various models?
Customer loyalty
Ethical behavior
Psychological reciprocity
Business intelligence (BI)
3. Adaptive selling
, Which type of selling is Jack engaged in at this mo-
ment?
Transactional selling
Relationship selling
Adaptive selling
Team selling
4. What is Omar's dominant social style? Analytical
Expressive
Amiable
Analytical
Driver
5. What should Jack do to help Omar understand why a Explain the value proposi-
particular car is the best option? tion
Explain the customer lifetime value (CLV)
Provide account management support
Conduct consultative selling
Explain the value proposition
6. A publisher is developing a brand new biology text- Missionary
book, and the sales team has begun to sell it. William,
a salesperson who has worked for the publisher for
nearly two decades, uses a CRM to look up his list of
contacts. He calls Maya, a professor at a local com-
munity college. Every semester, she makes decisions
on textbooks and looks at various options. She is the
only person at the school who has adopted books from
William and the publisher in the past. She and he start
the call with a friendly chat and then begin discussing
the details of the new book. He answers all of her
questions. At the end of the call, she agrees to use the
