D099 Sales Management module 1-12 practice quizzes with accurate solutions

D099 SALES MANAGEMENT: MODULE 1-12 PRACTICE
QUIZZES WITH ACCURATE SOLUTIONS




1. Jack rhas rbeen rselling rcars rfor ra rcar rdealership rfor rmany ryears. rA
rlong-time rcustomer rnamed rOmar rwalks rinto rthe rdealership. rJack ris

rsurprised rto rsee rOmar, rdespite rhis rbeing ra rloyal rcustomer, rsince

rhis rmost rrecent rpurchase roccurred runder rtwo ryears rago. rAfter rthe

rtwo rtalk rfor ra rwhile, rOmar rexplains rthat rhe rdoes rnot rreally rneed ra

rnew rcar, rbut rhe rrecently rgot ra rnice rpromotion rat rwork rand

is r thinking r about r upgrading. r Although r he r is r happy r with r his r SUV,
r he r wishes r he rhad r a r car r that r gets r better r gas r mileage. r Jack

r explains r that r the r dealership r offers rseveral rcars rthat rget rbetter

rmileage rthan rthe rSUV. rHe rasks ra rvariety rof rquestions rto rgain ra rgood

runderstanding rof rOmar's rexact rneeds. rHaving rcome rto rknow


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,rOmar r over r the r years, r Jack r understands r Omar's r social r style r well.
r He r explains r to rOmar r the r pros r and r cons r of r various r car r models,

r delineates r the r facts, r and r clearly rdescribes rhow rthe rdifferent

roptions rwill rserve rhim. rAt rthe rend, rJack rsuggests rone rmodel rin

rparticular. rIn rwhich rstage rin rthe rbuyer rjourney ris rOmar?

Desire
rAction

rAttention

Interest: r Interest
2. What ris rJack rdemonstrating rwhen rhe rexplains rthe rgas
rmileage rof rvarious rmodels?

Customer rloyalty
rEthical rbehavior

Psychological r reciprocity
Business rintelligence r(BI): rEthical rbehavior
3. Which rtype rof rselling ris rJack rengaged rin rat rthis
rmoment? rTransactional rselling

Relationship rselling
rAdaptive rselling

Team r selling: r Adaptive rselling
4. What ris rOmar's rdominant rsocial
rstyle? rExpressive

Amiable




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,Analytical
rDriver:

rAnalytical

5. What r should r Jack r do r to r help r Omar r understand r why r a r particular
r car r is r the r best roption?

Explain rthe rcustomer rlifetime rvalue
r(CLV) rProvide raccount rmanagement

rsupport rConduct rconsultative rselling

Explain r the r value r proposition: r Explain rthe rvalue rproposition
6. A rpublisher ris rdeveloping ra rbrand rnew rbiology rtextbook, rand rthe
rsales rteam rhas rbegun rto rsell rit. rWilliam, ra rsalesperson rwho rhas

rworked rfor rthe rpublisher rfor rnearly rtwo rdecades, ruses ra rCRM rto

rlook rup rhis rlist rof rcontacts. rHe rcalls rMaya, ra rprofessor rat ra rlocal

rcommunity rcollege. rEvery rsemester, rshe rmakes rdecisions ron

rtextbooks rand rlooks rat rvarious roptions. rShe ris rthe ronly rperson rat

rthe rschool rwho rhas radopted rbooks rfrom rWilliam rand rthe rpublisher

rin rthe rpast. rShe rand rhe rstart rthe rcall rwith ra rfriendly rchat rand rthen

rbegin rdiscussing rthe rdetails rof rthe rnew rbook. rHe ranswers rall rof rher

rquestions. rAt rthe rend rof rthe rcall, rshe ragrees rto ruse r the r book. r At

r this r point, r she r will r instruct r her r students r to r purchase r it. rWhich

rtype rof rsalesperson ris rWilliam?

Technical
rTrade

rProspecto

r
Missionary: r Missionary
7. Which r type r of r account r is r the r community r college r where
r Maya r works? rPareto

Passive
rInactive

rActive:

rPassive

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, 8. What rhas rWilliam rused rto rmaintain ra rgood rrelationship rwith
rthis raccount? rTOFU

Pareto rprinciple
rDistribution

rchannel

KAM: rKAM- rKey rAccount rManagement




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