Sales Management - D099 Study Guide
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QUESTIONS WITH ANSWERS |\ |\
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 |\ |\
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
|\ |\ |\ |\ |\ |\
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
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.
|\ |\ |\ |\ |\
What is a result of a salesperson conducting follow-up on a sale?
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
Ensures customer satisfaction |\ |\
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?
|\ |\ |\
Gatekeeper
A manufacturing company needs to replace its material
|\ |\ |\ |\ |\ |\ |\ |\
requirements planning system and has sent out Request 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 |\
|\ |\ |\ |\ |\ |\
QUESTIONS WITH ANSWERS |\ |\
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 |\ |\
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
|\ |\ |\ |\ |\ |\
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
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.
|\ |\ |\ |\ |\
What is a result of a salesperson conducting follow-up on a sale?
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\ |\
Ensures customer satisfaction |\ |\
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?
|\ |\ |\
Gatekeeper
A manufacturing company needs to replace its material
|\ |\ |\ |\ |\ |\ |\ |\
requirements planning system and has sent out Request 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 |\
