Sales Management - D099 Study Guide
Question 1.
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?
ANSWER
Integrated marketing communications
Question 2.
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?
ANSWER
Relationship
Question 3.
A salesperson prepares for a customer meeting by re-viewing 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?
ANSWER
It emphasizes company value to the customer
Question 4.
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?
ANSWER
Missionary
Question 5.
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?
ANSWER
Direct
Question 6.
How does empathy contribute to building a good relationship with a customer?
ANSWER
By creating an emotional connection with clients to show understanding that is built on trust.
, Question 7.
Why is responsive listening important when participating in verbal communication?
ANSWER
It encourages the salesperson to repeat back to the customer what they believe the customer needs.
Question 8.
What is a result of a salesperson conducting follow-up on a sale?
ANSWER
Ensures customer satisfaction
Question 9.
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 indicates that the principal may contact the salesperson if interested in meeting. Which
type of business-to-business (B2B) stakeholder is this school administrator?
ANSWER
Gatekeeper
Question 10.
A manufacturing company needs to replace its material requirements planning system and has sent out Re-quest 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?
ANSWER
Supplier selection
Question 11.
A private company purchases raw materials required to manufacture its tire air pressure sensors. The company sells its sensors to
major automobile companies. Which role does the company play in the business -to-business (B2B) buying process?
ANSWER
Producer
Question 12.
A government agency issues a request for proposal (RFP) for development of military software. The agency believes the cost will
exceed one million dollars, and the agency will need to collaborate with the developers on specific technical requirements. Which
type of government purchase is occurring?
ANSWER
Contracting by negotiation
Question 13.
A company seeks to expand internationally through foreign direct investment and needs to purchase factory equipment that is
customized to the facility to begin producing goods in the new market. The company seeks quotes from suppliers in the new market.
Which buying situation is occurring?
ANSWER
New task purchase
Question 1.
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?
ANSWER
Integrated marketing communications
Question 2.
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?
ANSWER
Relationship
Question 3.
A salesperson prepares for a customer meeting by re-viewing 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?
ANSWER
It emphasizes company value to the customer
Question 4.
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?
ANSWER
Missionary
Question 5.
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?
ANSWER
Direct
Question 6.
How does empathy contribute to building a good relationship with a customer?
ANSWER
By creating an emotional connection with clients to show understanding that is built on trust.
, Question 7.
Why is responsive listening important when participating in verbal communication?
ANSWER
It encourages the salesperson to repeat back to the customer what they believe the customer needs.
Question 8.
What is a result of a salesperson conducting follow-up on a sale?
ANSWER
Ensures customer satisfaction
Question 9.
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 indicates that the principal may contact the salesperson if interested in meeting. Which
type of business-to-business (B2B) stakeholder is this school administrator?
ANSWER
Gatekeeper
Question 10.
A manufacturing company needs to replace its material requirements planning system and has sent out Re-quest 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?
ANSWER
Supplier selection
Question 11.
A private company purchases raw materials required to manufacture its tire air pressure sensors. The company sells its sensors to
major automobile companies. Which role does the company play in the business -to-business (B2B) buying process?
ANSWER
Producer
Question 12.
A government agency issues a request for proposal (RFP) for development of military software. The agency believes the cost will
exceed one million dollars, and the agency will need to collaborate with the developers on specific technical requirements. Which
type of government purchase is occurring?
ANSWER
Contracting by negotiation
Question 13.
A company seeks to expand internationally through foreign direct investment and needs to purchase factory equipment that is
customized to the facility to begin producing goods in the new market. The company seeks quotes from suppliers in the new market.
Which buying situation is occurring?
ANSWER
New task purchase
