SALES MANAGEMENT D099: MODULE 1-12
PRACTICE QUIZZES EXAM Q&A LATEST
UPDATE
Which soft and hard skills does William use while on this phone call?
Analytical decision-making and proposals and contracts
Conflict resolution and technology proficiency
Verbal communication and product knowledge
Empathy and software skills
--ANSWER--Verbal communication and product knowledge
Mei Nora is the chief operating officer of a 10-person startup content marketing
company called Sparkit. As the company has grown and produced more
material, Mei Nora has noticed that the content creation process has become
increasingly disorganized. She suggests to her colleagues that Sparkit purchase
a content management system (CMS) to help with workflow. Li and Jack, who
are most involved with managing the flow of content, are consulted, agree a
CMS should be purchased, and offer input on what features it should have. Mei
Nora reaches out to a software company that specializes in CMS solutions,
explains the situation, and sends a request for proposal (RFP).
Which type of organizational buyer is Mei Nora?
User
Page | 1
,Initiator
Influencer
Gatekeeper
--ANSWER--Initiator
Which type of organizational buyer do Li and Jack represent?
Procurement buyer
User buyer
Infrastructure buyer
Economic buyer
--ANSWER--User buyer
Which stage of the organizational buying process is occurring when Li and Jack
offer their input?
Reviewing performance
Defining the need
Recognizing the need
Searching for suppliers
--ANSWER--Defining the need
Page | 2
, Jack has been selling cars for a car dealership for many years. A long-time
customer named Omar walks into the dealership. Jack is surprised to see Omar,
despite his being a loyal customer, since his most recent purchase occurred
under two years ago. After the two talk for a while, Omar explains that he does
not really need a new car, but he recently got a nice promotion at work and is
thinking about upgrading. Although he is happy with his SUV, he wishes he had
a car that gets better gas mileage. Jack explains that the dealership offers several
cars that get better mileage than the SUV. He asks a variety of questions to gain
a good understanding of Omar's exact needs. Having come to know Omar over
the years, Jack understands Omar's social style well. He explains to Omar the
pros and cons of various car models, delineates the facts, and clearly describes
how the different options will serve him. At the end, Jack suggests one model in
particular. In which stage in the buyer journey is Omar?
Desire
Action
Attention
Interest
--ANSWER--Interest
What is Jack demonstrating when he explains the gas mileage of various
models?
Customer loyalty
Page | 3
PRACTICE QUIZZES EXAM Q&A LATEST
UPDATE
Which soft and hard skills does William use while on this phone call?
Analytical decision-making and proposals and contracts
Conflict resolution and technology proficiency
Verbal communication and product knowledge
Empathy and software skills
--ANSWER--Verbal communication and product knowledge
Mei Nora is the chief operating officer of a 10-person startup content marketing
company called Sparkit. As the company has grown and produced more
material, Mei Nora has noticed that the content creation process has become
increasingly disorganized. She suggests to her colleagues that Sparkit purchase
a content management system (CMS) to help with workflow. Li and Jack, who
are most involved with managing the flow of content, are consulted, agree a
CMS should be purchased, and offer input on what features it should have. Mei
Nora reaches out to a software company that specializes in CMS solutions,
explains the situation, and sends a request for proposal (RFP).
Which type of organizational buyer is Mei Nora?
User
Page | 1
,Initiator
Influencer
Gatekeeper
--ANSWER--Initiator
Which type of organizational buyer do Li and Jack represent?
Procurement buyer
User buyer
Infrastructure buyer
Economic buyer
--ANSWER--User buyer
Which stage of the organizational buying process is occurring when Li and Jack
offer their input?
Reviewing performance
Defining the need
Recognizing the need
Searching for suppliers
--ANSWER--Defining the need
Page | 2
, Jack has been selling cars for a car dealership for many years. A long-time
customer named Omar walks into the dealership. Jack is surprised to see Omar,
despite his being a loyal customer, since his most recent purchase occurred
under two years ago. After the two talk for a while, Omar explains that he does
not really need a new car, but he recently got a nice promotion at work and is
thinking about upgrading. Although he is happy with his SUV, he wishes he had
a car that gets better gas mileage. Jack explains that the dealership offers several
cars that get better mileage than the SUV. He asks a variety of questions to gain
a good understanding of Omar's exact needs. Having come to know Omar over
the years, Jack understands Omar's social style well. He explains to Omar the
pros and cons of various car models, delineates the facts, and clearly describes
how the different options will serve him. At the end, Jack suggests one model in
particular. In which stage in the buyer journey is Omar?
Desire
Action
Attention
Interest
--ANSWER--Interest
What is Jack demonstrating when he explains the gas mileage of various
models?
Customer loyalty
Page | 3
