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WGU SALES MANAGEMENT D099
PREASSESSMENT PRACTICE
QUESTIONS
& VERIFIED ANSWERS | WESTERN
GOVERNORS
UNIVERSITY BUSINESS COURSE
REVIEW
Why is responsive listening important when participating in verbal
communication?
It allows a salesperson to be prepared to counter any arguments made by
a potential client.
It ensures that a salesperson is responding quickly to the customer's
needs.
It encourages the salesperson to repeat back to the customer what they
believe the customer needs.
It promotes rotating salespeople when dealing with clients who have
specific requirements. - CORRECT ANSWER✅✅.....It encourages
the salesperson to repeat back to the customer what they believe the
customer needs.
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What is a result of a salesperson conducting follow-up on a sale?
Ensures customer satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections - CORRECT ANSWER✅✅.....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
businessto-business (B2B) stakeholder is this school administrator?
Gatekeeper
Buyer
User
Initiator - CORRECT ANSWER✅✅.....Gatekeeper
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? Order placement
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Performance review
Need recognition
Supplier selection - CORRECT ANSWER✅✅.....Supplier selection
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?
Reseller
Producer
Organization
Consultant - CORRECT ANSWER✅✅.....Producer
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?
Consolidated purchasing
Simplified acquisition
Micro-purchase
Contracting by negotiation - CORRECT
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ANSWER✅✅.....Contracting by negotiation
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? New task purchase
Modified rebuy
Straight rebuy
Retail purchase - CORRECT ANSWER✅✅.....New task purchase
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?
Relationship selling
Integrated marketing communications
Buyer journey
Marketing research - CORRECT ANSWER✅✅.....Integrated
marketing communications
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WGU SALES MANAGEMENT D099
PREASSESSMENT PRACTICE
QUESTIONS
& VERIFIED ANSWERS | WESTERN
GOVERNORS
UNIVERSITY BUSINESS COURSE
REVIEW
Why is responsive listening important when participating in verbal
communication?
It allows a salesperson to be prepared to counter any arguments made by
a potential client.
It ensures that a salesperson is responding quickly to the customer's
needs.
It encourages the salesperson to repeat back to the customer what they
believe the customer needs.
It promotes rotating salespeople when dealing with clients who have
specific requirements. - CORRECT ANSWER✅✅.....It encourages
the salesperson to repeat back to the customer what they believe the
customer needs.
Page 1 of 31
,2 | Page
What is a result of a salesperson conducting follow-up on a sale?
Ensures customer satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections - CORRECT ANSWER✅✅.....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
businessto-business (B2B) stakeholder is this school administrator?
Gatekeeper
Buyer
User
Initiator - CORRECT ANSWER✅✅.....Gatekeeper
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? Order placement
Page 2 of 31
,3 | Page
Performance review
Need recognition
Supplier selection - CORRECT ANSWER✅✅.....Supplier selection
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?
Reseller
Producer
Organization
Consultant - CORRECT ANSWER✅✅.....Producer
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?
Consolidated purchasing
Simplified acquisition
Micro-purchase
Contracting by negotiation - CORRECT
Page 3 of 31
, 4 | Page
ANSWER✅✅.....Contracting by negotiation
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? New task purchase
Modified rebuy
Straight rebuy
Retail purchase - CORRECT ANSWER✅✅.....New task purchase
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?
Relationship selling
Integrated marketing communications
Buyer journey
Marketing research - CORRECT ANSWER✅✅.....Integrated
marketing communications
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