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(WGU D099) BUS 3130 SALES
MANAGEMENT - OA REVIEW D099 OA,
PRE-ASSESSMENT: SALES
MANAGEMENT (NBO1) (PNBO)
WGU D099) BUS 3130 SALES MANAGEMENT - OA REVIEW D099 OA ANSWERED
PRE-ASSESSMENT: SALES MANAGEMENT (NBO1) (PNBO) ANSWERED
A salesperson wants to get to know a prospective customer by establishing ongoing
communication to ensure current as well as future sales. Which sales approach is the
salesperson using?
Relationship
A salesperson prepares for a customer meeting by reviewing the number of products
the customer has purchased since the company started. The salesperson decides to
open the conversation by reviewing how the company has consistently provided a
trusted product since the start of the customer relationship. How does this salesperson's
approach help achieve sales goals?
It emphasizes company value to the customer
pg. 1
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,https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow
A retailer is advertising its new product line and has designed a campaign that includes
social media advertising, print promotional pieces, online promotions, and a special
product launch event. Which concept is the retailer using to promote its new product
line?
Integrated marketing communications
How does empathy contribute to building a good relationship with a customer?
By creating an emotional connection with clients to show understanding that is built on
trust
Why is responsive listening important when participating in verbal communication?
It encourages the salesperson to repeat back to the customer what they believe the
customer needs.
pg. 2
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,https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow
What is a result of a salesperson conducting follow-up on a sale?
Ensures customer satisfaction
Every semester, a nationally known textbook company's salesperson visits each
professor at a college to show what the company offers in the subject that the professor
teaches. The salesperson hopes the professors will adopt the book for use in the next
academic year. Which type of salesperson role does this scenario illustrate?
Missionary
A small company manufactures automobile hood ornaments and sells them in a small
store located at one end of the factory. Which type of sales channel is being used by
this company?
Direct
A school administrator receives a request from a textbook salesperson to meet with the
school principal. The administrator asks for the salesperson's contact information and
pg. 3
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, https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow
indicates that the principal may contact the salesperson if interested in meeting.Which
type of business-to-business (B2B) stakeholder is this school administrator?
Gatekeeper
A large manufacturer wants to replace its aging machines. The manufacturer
determines what the machines must do and then seeks to have suppliers submit bids
on the price, quality, and after-sales service. What should the manufacturer use to
solicit the suppliers' bids?
Requests for proposal
A manufacturing company needs to replace its material requirements planning system
and has sent out Requests for Proposal (RFPs). The company has received several
responses back. A meeting has been called by the company's decision makers to
review the proposals received. Which stage of the organizational buying process has
this company entered?
Supplier selection
pg. 4
https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow
(WGU D099) BUS 3130 SALES
MANAGEMENT - OA REVIEW D099 OA,
PRE-ASSESSMENT: SALES
MANAGEMENT (NBO1) (PNBO)
WGU D099) BUS 3130 SALES MANAGEMENT - OA REVIEW D099 OA ANSWERED
PRE-ASSESSMENT: SALES MANAGEMENT (NBO1) (PNBO) ANSWERED
A salesperson wants to get to know a prospective customer by establishing ongoing
communication to ensure current as well as future sales. Which sales approach is the
salesperson using?
Relationship
A salesperson prepares for a customer meeting by reviewing the number of products
the customer has purchased since the company started. The salesperson decides to
open the conversation by reviewing how the company has consistently provided a
trusted product since the start of the customer relationship. How does this salesperson's
approach help achieve sales goals?
It emphasizes company value to the customer
pg. 1
https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow
,https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow
A retailer is advertising its new product line and has designed a campaign that includes
social media advertising, print promotional pieces, online promotions, and a special
product launch event. Which concept is the retailer using to promote its new product
line?
Integrated marketing communications
How does empathy contribute to building a good relationship with a customer?
By creating an emotional connection with clients to show understanding that is built on
trust
Why is responsive listening important when participating in verbal communication?
It encourages the salesperson to repeat back to the customer what they believe the
customer needs.
pg. 2
https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow
,https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow
What is a result of a salesperson conducting follow-up on a sale?
Ensures customer satisfaction
Every semester, a nationally known textbook company's salesperson visits each
professor at a college to show what the company offers in the subject that the professor
teaches. The salesperson hopes the professors will adopt the book for use in the next
academic year. Which type of salesperson role does this scenario illustrate?
Missionary
A small company manufactures automobile hood ornaments and sells them in a small
store located at one end of the factory. Which type of sales channel is being used by
this company?
Direct
A school administrator receives a request from a textbook salesperson to meet with the
school principal. The administrator asks for the salesperson's contact information and
pg. 3
https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow
, https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow https://www.stuvia.com/user/passnursingnow
indicates that the principal may contact the salesperson if interested in meeting.Which
type of business-to-business (B2B) stakeholder is this school administrator?
Gatekeeper
A large manufacturer wants to replace its aging machines. The manufacturer
determines what the machines must do and then seeks to have suppliers submit bids
on the price, quality, and after-sales service. What should the manufacturer use to
solicit the suppliers' bids?
Requests for proposal
A manufacturing company needs to replace its material requirements planning system
and has sent out Requests for Proposal (RFPs). The company has received several
responses back. A meeting has been called by the company's decision makers to
review the proposals received. Which stage of the organizational buying process has
this company entered?
Supplier selection
pg. 4
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