D099 SALES MANAGEMENT EXAM WITH ALL
NEEDED TO PASS
1. What uis ua usustainable ucompetitive uadvantage?: uIt uis ua ulong-term uability
uthat uis unot ueasily uduplicated uby uopponents.
2. A u national u restaurant u chain u is u having u financial u trouble u and
u wants u to u cut u costs uby u eliminating u underperforming u restaurants.
u Store u managers u were u tasked u with u reviewing utheir usales
ureports ufrom uthe ulast uquarter uto uhelp uthe uexecutive uteam
umake uan uinformed udecision uabout uwhich urestaurants uto uclose.
What u should u the u executive u team u use u in u the u decision-making
u process?: u Business
intelligence u(BI)
3. How u has u online u shopping u changed u consumer u purchasing
u dynamics?: u It uhas ucreated ua umore uinformed ubuyer udue uto uthe uinformation uthat uis unow
uavailable uabout uproducts uand uservices uthey umay uwish uto ubuy.
1 u/
u17
,4. What u is u the u purpose u of u a u professional u and u organizational u code
u of u ethics?: u To uprovide uexpectations uin uterms uof uresponsibilities uand ubehavior utoward
ufellow uemployees uand uprofessionals, ucustomers, uand usuppliers.
5. What uis uthe urelationship ubetween usales uand umarketing?: uMarketing
uattracts uprospective ucustomers uto uthe ubusiness uwhile usales uattempt uto uconvert uthese
uprospects uinto upaying ucustomers.
6. How u does u personal u selling u offer u an u advantage u over u other
u forms u of u promo- u tion?: u Personal uselling uprovides ua udetailed usales umessage uthat
uis uadapted uto uthe uinterests uof ueach ucustomer.
7. What uis uthe umain ulimitation uof uthe uAIDA umodel?: uThe umodel uassumes
uconsumers uare upassive uand umarketers uare uactive uduring umost uof uthe ubuying uprocess.
8. What uis utransactional uselling?: uA usales ustrategy uthat uinitially uidentifies upotential
ucustomers, uotters uthe uproduct, uand uattempts uto uquickly uclose uthe udeal
9. What uare uthe urequirements ufor ueffective urelationship uselling?: uThe
usalesperson umust ube upatient, ucare uabout uthe ucustomer's uproblems, uand ubelieve uin uthe
uproduct.
10. What uis uadaptive uselling?: uA usales uapproach uthat ufocuses uon utailoring uthe
uselling ustyle uto uthe ucustomer's ubehavior
11. A ucar usalesperson uis upresenting uto ua ucouple uinterested uin
ubuying ua unew uvehicle. uThe utwo upeople uask udifferent utypes uof
uquestions. uThe ufirst uasks, u"How uis uthis ucar udifferent ufrom uother
umakes? uHow udo uthe ufeatures uof uthis ucar uwork?" uThe upartner
uasks, u"Why ushould uI ubuy uthis ucar? uWhy uis uthis ucar ugood ufor ume
uand umy ufamily?"
Which utwo usocial ustyles umust uthe usalesperson uaddress?: uAnalytical uand
uamiable
2 u/
u17
, 12. What uis uvalue ufrom ua ucustomer's uperspective?: u The uapparent ubenefits
uthe ucustomer ureceived ufrom ua uproduct uor uservice uin urelation uto uthe ucosts uof uthe uitem
13. A u new u ice u cream u shop u wants u to u capitalize u on u the u fact u tha
u it u makes u all u of
its u flavors u in u house u and u sources u its u products u from u local u supplier
u The u owners udecide u they u need u to u offer u current u and u potential
u customers u a u clear, u compelling, uand udifferentiating umessage.
Which u type u of u communication u is u this u ice u cream u shop u aiming u to
u develop?: u Value
proposition
14. What uis ucustomer ulifetime uvalue u(CLV)?: uThe upresent uvalue uof uall upotential
ubusiness ufrom uthe usame ucustomer uthroughout uthe uspan uof uthat ucustomer's urelationship uwith
uthe ucompany
15. A usales umanager uis uimplementing ua urelationship-building
ustrategy uto uretain uexisting ucustomers. uThis ustrategy uwill uincur
ucosts uas uit urequires usales urepresen- utatives uto uspend umore utime
uwith ueach ucustomer uto uunderstand utheir uneeds uand udevelop
utailored usolutions uthat uwill uresult uin usales.
Which umeasure ushould uthe usales umanager uuse uto ucalculate uthe
ucosts uof uthis ustrategy urelative uto uthe uincrease uin usales ugenerated
uby uthe ustrategy?: uReturn uon uinvestment u(ROI)
16. What uare usome uof uthe umain ucharacteristics uof ubusiness-to-
business u(B2B) uselling?: uB2B uselling uconsists uof ufew ucustomers uand ua ulong uselling
ucycle.
17. What uis uan uintermediary?: uPeople uor ubusinesses uthat uconnect ubuyers uand
usellers utogether uas ua uconduit ufor ugoods uor uservices uin uthe usupply uchain
18. What uis uan uexample uof uan uorder ugetter?: uSoftware usalesperson
19. A udepartment ustore uis ulaunching ua unew uclothing ubrand. uThe
ubrand usends ua urepresentative uto uhelp uthe ustore uset uup uan
uarea uto udisplay uthe ulatest uapparel. uWhich u type u of u salesperson
u is u the u representative u from u the u brand?: u Trade
20. What uis uthe upurpose uof ukey uaccount umanagement u(KAM)?: uTo
ufocus uettorts uon ubuilding uand usustaining ulong-term, ujointly ubeneficial urelationships uwith
3 u/
u17
NEEDED TO PASS
1. What uis ua usustainable ucompetitive uadvantage?: uIt uis ua ulong-term uability
uthat uis unot ueasily uduplicated uby uopponents.
2. A u national u restaurant u chain u is u having u financial u trouble u and
u wants u to u cut u costs uby u eliminating u underperforming u restaurants.
u Store u managers u were u tasked u with u reviewing utheir usales
ureports ufrom uthe ulast uquarter uto uhelp uthe uexecutive uteam
umake uan uinformed udecision uabout uwhich urestaurants uto uclose.
What u should u the u executive u team u use u in u the u decision-making
u process?: u Business
intelligence u(BI)
3. How u has u online u shopping u changed u consumer u purchasing
u dynamics?: u It uhas ucreated ua umore uinformed ubuyer udue uto uthe uinformation uthat uis unow
uavailable uabout uproducts uand uservices uthey umay uwish uto ubuy.
1 u/
u17
,4. What u is u the u purpose u of u a u professional u and u organizational u code
u of u ethics?: u To uprovide uexpectations uin uterms uof uresponsibilities uand ubehavior utoward
ufellow uemployees uand uprofessionals, ucustomers, uand usuppliers.
5. What uis uthe urelationship ubetween usales uand umarketing?: uMarketing
uattracts uprospective ucustomers uto uthe ubusiness uwhile usales uattempt uto uconvert uthese
uprospects uinto upaying ucustomers.
6. How u does u personal u selling u offer u an u advantage u over u other
u forms u of u promo- u tion?: u Personal uselling uprovides ua udetailed usales umessage uthat
uis uadapted uto uthe uinterests uof ueach ucustomer.
7. What uis uthe umain ulimitation uof uthe uAIDA umodel?: uThe umodel uassumes
uconsumers uare upassive uand umarketers uare uactive uduring umost uof uthe ubuying uprocess.
8. What uis utransactional uselling?: uA usales ustrategy uthat uinitially uidentifies upotential
ucustomers, uotters uthe uproduct, uand uattempts uto uquickly uclose uthe udeal
9. What uare uthe urequirements ufor ueffective urelationship uselling?: uThe
usalesperson umust ube upatient, ucare uabout uthe ucustomer's uproblems, uand ubelieve uin uthe
uproduct.
10. What uis uadaptive uselling?: uA usales uapproach uthat ufocuses uon utailoring uthe
uselling ustyle uto uthe ucustomer's ubehavior
11. A ucar usalesperson uis upresenting uto ua ucouple uinterested uin
ubuying ua unew uvehicle. uThe utwo upeople uask udifferent utypes uof
uquestions. uThe ufirst uasks, u"How uis uthis ucar udifferent ufrom uother
umakes? uHow udo uthe ufeatures uof uthis ucar uwork?" uThe upartner
uasks, u"Why ushould uI ubuy uthis ucar? uWhy uis uthis ucar ugood ufor ume
uand umy ufamily?"
Which utwo usocial ustyles umust uthe usalesperson uaddress?: uAnalytical uand
uamiable
2 u/
u17
, 12. What uis uvalue ufrom ua ucustomer's uperspective?: u The uapparent ubenefits
uthe ucustomer ureceived ufrom ua uproduct uor uservice uin urelation uto uthe ucosts uof uthe uitem
13. A u new u ice u cream u shop u wants u to u capitalize u on u the u fact u tha
u it u makes u all u of
its u flavors u in u house u and u sources u its u products u from u local u supplier
u The u owners udecide u they u need u to u offer u current u and u potential
u customers u a u clear, u compelling, uand udifferentiating umessage.
Which u type u of u communication u is u this u ice u cream u shop u aiming u to
u develop?: u Value
proposition
14. What uis ucustomer ulifetime uvalue u(CLV)?: uThe upresent uvalue uof uall upotential
ubusiness ufrom uthe usame ucustomer uthroughout uthe uspan uof uthat ucustomer's urelationship uwith
uthe ucompany
15. A usales umanager uis uimplementing ua urelationship-building
ustrategy uto uretain uexisting ucustomers. uThis ustrategy uwill uincur
ucosts uas uit urequires usales urepresen- utatives uto uspend umore utime
uwith ueach ucustomer uto uunderstand utheir uneeds uand udevelop
utailored usolutions uthat uwill uresult uin usales.
Which umeasure ushould uthe usales umanager uuse uto ucalculate uthe
ucosts uof uthis ustrategy urelative uto uthe uincrease uin usales ugenerated
uby uthe ustrategy?: uReturn uon uinvestment u(ROI)
16. What uare usome uof uthe umain ucharacteristics uof ubusiness-to-
business u(B2B) uselling?: uB2B uselling uconsists uof ufew ucustomers uand ua ulong uselling
ucycle.
17. What uis uan uintermediary?: uPeople uor ubusinesses uthat uconnect ubuyers uand
usellers utogether uas ua uconduit ufor ugoods uor uservices uin uthe usupply uchain
18. What uis uan uexample uof uan uorder ugetter?: uSoftware usalesperson
19. A udepartment ustore uis ulaunching ua unew uclothing ubrand. uThe
ubrand usends ua urepresentative uto uhelp uthe ustore uset uup uan
uarea uto udisplay uthe ulatest uapparel. uWhich u type u of u salesperson
u is u the u representative u from u the u brand?: u Trade
20. What uis uthe upurpose uof ukey uaccount umanagement u(KAM)?: uTo
ufocus uettorts uon ubuilding uand usustaining ulong-term, ujointly ubeneficial urelationships uwith
3 u/
u17
