D099 WGU - SALES
MANAGEMENT QUIZZES
QUESTIONS & ANSWERS
,1. A sales manager analyzes past sales of Long Last - Determining sales fore-
Christmas lights. Based on past sales, the sales man- cast
ager responds to his manager that the company is
expected to sell 100,000 units of Long Last Christmas
lights between Nov. 1 and Dec. 31. What is the sales
manager doing?
- Developing an operational budget
- Determining profitability
- Determining conversion rates
- Determining sales forecast
2. CSS Corp., a heavy machinery manufacturing compa- - Functional structure
ny, has seen a growth of 35% in sales. The company
executives realized that because of this growth, they
would have to re-organize their company. They decid-
ed to re-organize their company into areas based on
expertise such as Sales, Marketing, R&D, Supply chain.
The organizational structure used by CSS Corp is:
- Module structure
- Distribution structure
- Geographic structure
- Functional structure
3. To succeed and achieve its goals, a firm has to outper- - Competitive Advantage
form its competitors by constantly striving to improve
its offerings to customers and be better than the
competitors' alternatives. When customers perceive
the distinction as being valuable, they will prefer to
purchase the business's product over a competitor's
product. This is called:
, - Point of Differentiation
- Point of Parity
- Competitive Advantage
- Product perception
4. provides employees with the knowledge of - Code of Ethics
what the company expects in terms of employees' re-
sponsibilities and behavior toward fellow employees,
customers, and suppliers.
- Code of Ethics
- Organizational ethics
- Compliance-based ethics
- Ethics based on moral principles
5. A company is in the business of selling a complex - Personal selling
computer system to big companies. What form of
promotional strategy is best suited for this company?
- Personal selling
- Sales promotion
- Advertising
- Direct marketing
6. AIDA describes in sales management? - Buyers journey from the
marketer's perspective
- Buyers journey from the marketer's perspective
- Personal seller's journey
- Business buying behavior
- Consumer buying process
7. In relationship selling, the customer is seen as:
, -A person to be served - A person to build trust
-A point in the funnel and partnerships with
-A person to build trust and partnerships with
-A person to sell the product
8. Jamie works for a local bank as a personal banker. His - Consultative selling
role is to meet with his clients and offer them solu-
tions to their needs. During the process, Jamie needs
to understand the specific needs of his clients and
therefore has to make sure to ask the right questions.
This process of sales is called:
- Consultative selling
- Team selling
- Network marketing
- Missionary selling
9. Which is sales technique that focuses on the interac- - Relationship selling
tion between the buyer and the salesperson rather
than the price or details of the product?
- Transactional selling
- Relationship selling
- Adaptive selling
- Prospecting
10. Brett needs to adapt his selling style based on how - Social Style Matrix
customers behave. Brett should use what model to
categorize people according to personality traits and
how they interact with others?
- Social Style Matrix
- BCG Matrix
MANAGEMENT QUIZZES
QUESTIONS & ANSWERS
,1. A sales manager analyzes past sales of Long Last - Determining sales fore-
Christmas lights. Based on past sales, the sales man- cast
ager responds to his manager that the company is
expected to sell 100,000 units of Long Last Christmas
lights between Nov. 1 and Dec. 31. What is the sales
manager doing?
- Developing an operational budget
- Determining profitability
- Determining conversion rates
- Determining sales forecast
2. CSS Corp., a heavy machinery manufacturing compa- - Functional structure
ny, has seen a growth of 35% in sales. The company
executives realized that because of this growth, they
would have to re-organize their company. They decid-
ed to re-organize their company into areas based on
expertise such as Sales, Marketing, R&D, Supply chain.
The organizational structure used by CSS Corp is:
- Module structure
- Distribution structure
- Geographic structure
- Functional structure
3. To succeed and achieve its goals, a firm has to outper- - Competitive Advantage
form its competitors by constantly striving to improve
its offerings to customers and be better than the
competitors' alternatives. When customers perceive
the distinction as being valuable, they will prefer to
purchase the business's product over a competitor's
product. This is called:
, - Point of Differentiation
- Point of Parity
- Competitive Advantage
- Product perception
4. provides employees with the knowledge of - Code of Ethics
what the company expects in terms of employees' re-
sponsibilities and behavior toward fellow employees,
customers, and suppliers.
- Code of Ethics
- Organizational ethics
- Compliance-based ethics
- Ethics based on moral principles
5. A company is in the business of selling a complex - Personal selling
computer system to big companies. What form of
promotional strategy is best suited for this company?
- Personal selling
- Sales promotion
- Advertising
- Direct marketing
6. AIDA describes in sales management? - Buyers journey from the
marketer's perspective
- Buyers journey from the marketer's perspective
- Personal seller's journey
- Business buying behavior
- Consumer buying process
7. In relationship selling, the customer is seen as:
, -A person to be served - A person to build trust
-A point in the funnel and partnerships with
-A person to build trust and partnerships with
-A person to sell the product
8. Jamie works for a local bank as a personal banker. His - Consultative selling
role is to meet with his clients and offer them solu-
tions to their needs. During the process, Jamie needs
to understand the specific needs of his clients and
therefore has to make sure to ask the right questions.
This process of sales is called:
- Consultative selling
- Team selling
- Network marketing
- Missionary selling
9. Which is sales technique that focuses on the interac- - Relationship selling
tion between the buyer and the salesperson rather
than the price or details of the product?
- Transactional selling
- Relationship selling
- Adaptive selling
- Prospecting
10. Brett needs to adapt his selling style based on how - Social Style Matrix
customers behave. Brett should use what model to
categorize people according to personality traits and
how they interact with others?
- Social Style Matrix
- BCG Matrix
