D099 OA Practice Questions With
Complete Solutions
A sales manager analyzes past sales of Long Last Christmas lights. Based on
past sales, the sales manager responds to his manager that the company is
expected to sell 100,000 units of Long Last Christmas lights between Nov. 1 and
Dec. 31. What is the sales manager doing?
A. Developing an operational budget
B. Determining profitability
C. Determining conversion rates
D. Determining sales forecast
CSS Corp., a heavy machinery manufacturing company, has seen a growth of
35% in sales. The company executives realized that because of this growth, they
would have to re-organize their company. They decided to re-organize their
company into areas based on expertise such as Sales, Marketing, R&D, and
Supply Chain. The organizational structure used by CSS Corp is:
A. Module structure
B. Distribution structure
C. Geographic structure
D. Functional structure
To succeed and achieve its goals, a firm has to outperform its competitors by
constantly striving to improve its offerings to customers and be better than the
competitors' alternatives. When customers perceive the distinction as being
valuable, they will prefer to purchase the business's product over a competitor's
product. This is called
A. Point of Differentiation
B. Point of Parity
C. Competitive Advantage
D. Product perception
__________ provides employees with the knowledge of what the company
expects in terms of employees' responsibilities and behavior toward fellow
employees, customers, and suppliers.
A. Code of Ethics
B. Organizational ethics
C. Compliance-based ethics
D. Ethics based on moral principles
A company is in the business of selling a complex computer system to big
companies. What form of promotional strategy is best suited for this company?
,A. Personal selling
B. Sales promotion
C. Advertising
D. Direct marketing
AIDA describes ______ in sales management?
A. Buyers journey from the marketer’s perspective
B. Personal seller’s journey
C. Business buying behavior
D. Consumer buying process
In relationship selling, the customer is seen as:
A. A person to be served
B. A point in the funnel
C. A person to build trust and partnerships with
D. A person to sell the product
Jamie works for a local bank as a personal banker. His role is to meet with his
clients and offer them solutions to their needs. During the process, Jamie needs
to understand the specific needs of his clients and therefore has to make sure to
ask the right questions. This process of sales is called:
A. Consultative selling
B. Team selling
C. Network marketing
D. Missionary selling
Which is sales technique that focuses on the interaction between the buyer and
the salesperson rather than the price or details of the product?
A. Transactional selling
B. Relationship selling
C. Adaptive selling
D. Prospecting
Brett needs to adapt his selling style based on how customers behave. Brett
should use what model to categorize people according to personality traits and
how they interact with others?
A. Social Style Matrix
B. BCG Matrix
C. SWOT Analysis
D. Porter's Analysis
Janice stops in Bob's Electronics for a new TV. She is very focused on the big
picture of buying a new TV. She wants to discuss every TV in the store and wants
the salesperson to ask her how she feels about each TV after each TV is
discussed. Janice's behaviors represent which quadrant of the Social Style
Matrix?
, A. Amiable
B. Driver
C. Expressive
D. Analytical
Lindsay wants to buy a new iPhone. She visits an Apple store and asks a
salesperson to help her understand which model of iPhone is the best option.
The salesperson should do what to help Lindsay?
A. Explain the value proposition
B. Explain the customer lifetime value (CLV)
C. Conduct consultative selling
D. Provide account management support
Griffin sees an ad on TV for Next Gen Abs and decides to do some research to
learn more about the product. Which stage of the buyer's journey is illustrated by
this action?
A. Attention
B. Interest
C. Desire
D. Action
The difference between the price the customer pays for a new tablet and the
increase in efficiency the customer experiences when completing tasks
represents?
A. Return on investment
B. Customer lifetime value
C. Customer needs
D. Product cost
Cole, the chief financial officer (CFO) for a radio station, requests company data
for the past five years. He uses business intelligence to develop a number of
reports to determine areas where the radio station can cut costs and to determine
departmental budget allocations for the coming year. Which aspect of business
intelligence is being used during this process?
A. Decision-making
B. Business process management
C. Collaboration
D. External business research
A company uses wholesalers and retailers in their distribution channel. What type
of sales channel is the company using?
A. Direct
B. Indirect
C. Omni-Channel
D. Traditional channel
Complete Solutions
A sales manager analyzes past sales of Long Last Christmas lights. Based on
past sales, the sales manager responds to his manager that the company is
expected to sell 100,000 units of Long Last Christmas lights between Nov. 1 and
Dec. 31. What is the sales manager doing?
A. Developing an operational budget
B. Determining profitability
C. Determining conversion rates
D. Determining sales forecast
CSS Corp., a heavy machinery manufacturing company, has seen a growth of
35% in sales. The company executives realized that because of this growth, they
would have to re-organize their company. They decided to re-organize their
company into areas based on expertise such as Sales, Marketing, R&D, and
Supply Chain. The organizational structure used by CSS Corp is:
A. Module structure
B. Distribution structure
C. Geographic structure
D. Functional structure
To succeed and achieve its goals, a firm has to outperform its competitors by
constantly striving to improve its offerings to customers and be better than the
competitors' alternatives. When customers perceive the distinction as being
valuable, they will prefer to purchase the business's product over a competitor's
product. This is called
A. Point of Differentiation
B. Point of Parity
C. Competitive Advantage
D. Product perception
__________ provides employees with the knowledge of what the company
expects in terms of employees' responsibilities and behavior toward fellow
employees, customers, and suppliers.
A. Code of Ethics
B. Organizational ethics
C. Compliance-based ethics
D. Ethics based on moral principles
A company is in the business of selling a complex computer system to big
companies. What form of promotional strategy is best suited for this company?
,A. Personal selling
B. Sales promotion
C. Advertising
D. Direct marketing
AIDA describes ______ in sales management?
A. Buyers journey from the marketer’s perspective
B. Personal seller’s journey
C. Business buying behavior
D. Consumer buying process
In relationship selling, the customer is seen as:
A. A person to be served
B. A point in the funnel
C. A person to build trust and partnerships with
D. A person to sell the product
Jamie works for a local bank as a personal banker. His role is to meet with his
clients and offer them solutions to their needs. During the process, Jamie needs
to understand the specific needs of his clients and therefore has to make sure to
ask the right questions. This process of sales is called:
A. Consultative selling
B. Team selling
C. Network marketing
D. Missionary selling
Which is sales technique that focuses on the interaction between the buyer and
the salesperson rather than the price or details of the product?
A. Transactional selling
B. Relationship selling
C. Adaptive selling
D. Prospecting
Brett needs to adapt his selling style based on how customers behave. Brett
should use what model to categorize people according to personality traits and
how they interact with others?
A. Social Style Matrix
B. BCG Matrix
C. SWOT Analysis
D. Porter's Analysis
Janice stops in Bob's Electronics for a new TV. She is very focused on the big
picture of buying a new TV. She wants to discuss every TV in the store and wants
the salesperson to ask her how she feels about each TV after each TV is
discussed. Janice's behaviors represent which quadrant of the Social Style
Matrix?
, A. Amiable
B. Driver
C. Expressive
D. Analytical
Lindsay wants to buy a new iPhone. She visits an Apple store and asks a
salesperson to help her understand which model of iPhone is the best option.
The salesperson should do what to help Lindsay?
A. Explain the value proposition
B. Explain the customer lifetime value (CLV)
C. Conduct consultative selling
D. Provide account management support
Griffin sees an ad on TV for Next Gen Abs and decides to do some research to
learn more about the product. Which stage of the buyer's journey is illustrated by
this action?
A. Attention
B. Interest
C. Desire
D. Action
The difference between the price the customer pays for a new tablet and the
increase in efficiency the customer experiences when completing tasks
represents?
A. Return on investment
B. Customer lifetime value
C. Customer needs
D. Product cost
Cole, the chief financial officer (CFO) for a radio station, requests company data
for the past five years. He uses business intelligence to develop a number of
reports to determine areas where the radio station can cut costs and to determine
departmental budget allocations for the coming year. Which aspect of business
intelligence is being used during this process?
A. Decision-making
B. Business process management
C. Collaboration
D. External business research
A company uses wholesalers and retailers in their distribution channel. What type
of sales channel is the company using?
A. Direct
B. Indirect
C. Omni-Channel
D. Traditional channel
