Sales Management D099 - All
Module learning checks,
quizzes, tests
EXAM QUESTIONS AND
VERIFIED CORRECT
ANSWERS GRADED A+
[LATEST 2026-2027] 100%
GUARANTEED PASS
What is the difference between power skills and hard skills? - CORRECT ANSWER-Power skills
are personal attributes that help people effectively interact with others. Hard skills are abilities
that are easily measurable.
Soft skills (power skills) are non-quantifiable, personal habits that are developed over time and
affect interactions with others. Hard skills are quantifiable abilities that can usually be learned
through training materials such as product knowledge.
A salesperson was just given a new account to service. She decides that before going to meet
the client, she will research the client's website, find out information about the company
contact on social media, and look at CRM data to see what the client activity has been in the
last few months.
What essential skill is this salesperson utilizing? - CORRECT ANSWER-Research
A sales manager for a national insurance company is faced with unexpected changes in the
market and must manage his team in meeting sales goals as these changes arise. To do this, he
sets up ongoing training sessions to improve the sales team's knowledge of the market.
,What type of managing skill is this sales manager utilizing? - CORRECT ANSWER-Coaching
Coaching involves providing professional development to advance the sales team's skill set and
engaging with the sales team to mentor and support them in accomplishing sales objectives.
A sales manager for a clothing distributor notices that one sales region is not doing as well as
the others. She develops a roadmap to better distribute the sales team and direct the sales
efforts in the underperforming region.
What process is the sales manager using? - CORRECT ANSWER-Strategic plan development
A software salesperson is meeting with a client to demonstrate new features of their application
and answer questions as to why it brings value to the client's company. The salesperson also
takes the opportunity to discuss with the client why this software is better than the
competitor's version and how it provides the solutions the client needs.
What two sequential steps of the sales process is this salesperson applying? - CORRECT
ANSWER-Presenting and handling objections
How has the use of the internet and social media changed the selling process? - CORRECT
ANSWER-The internet and social media ensure that each step now includes increased
collaboration between buyers and sellers.
At which stage of the sales funnel does the sales team focus on converting prospects into paying
customers? - CORRECT ANSWER-BOFU
At the bottom of the sales funnel (BOFU), the sales team works to provide detailed information
about the product so the buyer can see it as a solution to their needs and make the purchase.
,A consumer is looking to buy a new house. He has chosen the neighborhood, price point, and
type of house he is looking for. He has even been pre-approved for the loan. He contacts a real
estate agent and asks to see houses that match his requirements.
At which stage is this consumer on the buyer's journey - CORRECT ANSWER-Desire
The consumer has already passed the first two stages of the buyer's journey (attention and
interest) and has moved into desire. At this stage, the salesperson should focus on helping him
narrow down their options.
A publisher is developing a brand new biology textbook, and the sales team has begun to sell it.
William, a salesperson who has worked for the publisher for nearly two decades, uses a CRM to
look up his list of contacts. He calls Maya, a professor at a local community college. Every
semester, she makes decisions on textbooks and looks at various options. She is the only person
at the school who has adopted books from William and the publisher in the past. She and he
start the call with a friendly chat and then begin discussing the details of the new book. He
answers all of her questions. At the end of the call, she agrees to use the book. At this point, she
will instruct her students to purchase it.
Which type of salesperson is William? - CORRECT ANSWER-Missionary
William is a missionary salesperson because he has asked Maya to make a decision about a
product that she will not purchase herself.
Which type of account is the community college where Maya works? - CORRECT ANSWER-
Passive
The community college is a passive account because Maya has an ongoing relationship with the
publisher but does not make recurring orders.
, What has William used to maintain a good relationship with this account? - CORRECT ANSWER-
KAM
William used KAM, or key account management, to develop the long-term, sustainable, and
mutually beneficial relationship with Maya.
Which step in the sales process occurred when William called Maya and began a friendly chat? -
CORRECT ANSWER-Approaching
William was making an approach because he had already identified Maya as a prospect and
wanted to reestablish rapport before presenting the product for sale.
Which soft and hard skills does William use while on this phone call? - CORRECT ANSWER-
Verbal communication and product knowledge
William uses his verbal communication skills to listen to and answer Maya's questions and his
product knowledge to inform her of the book's benefits.
A consumer in a department store goes to the perfume counter to purchase a gift and is
assisted by a salesperson. The consumer chooses a perfume, purchases it, and leaves the store.
Which type of selling is being used by this salesperson? - CORRECT ANSWER-Transactional
Transactional selling involves a salesperson assisting the consumer in selecting a product,
testing the product, and purchasing the product.
A salesperson meets with a potential customer to explain how a product creates an innovative
solution that competitive products cannot offer.
Module learning checks,
quizzes, tests
EXAM QUESTIONS AND
VERIFIED CORRECT
ANSWERS GRADED A+
[LATEST 2026-2027] 100%
GUARANTEED PASS
What is the difference between power skills and hard skills? - CORRECT ANSWER-Power skills
are personal attributes that help people effectively interact with others. Hard skills are abilities
that are easily measurable.
Soft skills (power skills) are non-quantifiable, personal habits that are developed over time and
affect interactions with others. Hard skills are quantifiable abilities that can usually be learned
through training materials such as product knowledge.
A salesperson was just given a new account to service. She decides that before going to meet
the client, she will research the client's website, find out information about the company
contact on social media, and look at CRM data to see what the client activity has been in the
last few months.
What essential skill is this salesperson utilizing? - CORRECT ANSWER-Research
A sales manager for a national insurance company is faced with unexpected changes in the
market and must manage his team in meeting sales goals as these changes arise. To do this, he
sets up ongoing training sessions to improve the sales team's knowledge of the market.
,What type of managing skill is this sales manager utilizing? - CORRECT ANSWER-Coaching
Coaching involves providing professional development to advance the sales team's skill set and
engaging with the sales team to mentor and support them in accomplishing sales objectives.
A sales manager for a clothing distributor notices that one sales region is not doing as well as
the others. She develops a roadmap to better distribute the sales team and direct the sales
efforts in the underperforming region.
What process is the sales manager using? - CORRECT ANSWER-Strategic plan development
A software salesperson is meeting with a client to demonstrate new features of their application
and answer questions as to why it brings value to the client's company. The salesperson also
takes the opportunity to discuss with the client why this software is better than the
competitor's version and how it provides the solutions the client needs.
What two sequential steps of the sales process is this salesperson applying? - CORRECT
ANSWER-Presenting and handling objections
How has the use of the internet and social media changed the selling process? - CORRECT
ANSWER-The internet and social media ensure that each step now includes increased
collaboration between buyers and sellers.
At which stage of the sales funnel does the sales team focus on converting prospects into paying
customers? - CORRECT ANSWER-BOFU
At the bottom of the sales funnel (BOFU), the sales team works to provide detailed information
about the product so the buyer can see it as a solution to their needs and make the purchase.
,A consumer is looking to buy a new house. He has chosen the neighborhood, price point, and
type of house he is looking for. He has even been pre-approved for the loan. He contacts a real
estate agent and asks to see houses that match his requirements.
At which stage is this consumer on the buyer's journey - CORRECT ANSWER-Desire
The consumer has already passed the first two stages of the buyer's journey (attention and
interest) and has moved into desire. At this stage, the salesperson should focus on helping him
narrow down their options.
A publisher is developing a brand new biology textbook, and the sales team has begun to sell it.
William, a salesperson who has worked for the publisher for nearly two decades, uses a CRM to
look up his list of contacts. He calls Maya, a professor at a local community college. Every
semester, she makes decisions on textbooks and looks at various options. She is the only person
at the school who has adopted books from William and the publisher in the past. She and he
start the call with a friendly chat and then begin discussing the details of the new book. He
answers all of her questions. At the end of the call, she agrees to use the book. At this point, she
will instruct her students to purchase it.
Which type of salesperson is William? - CORRECT ANSWER-Missionary
William is a missionary salesperson because he has asked Maya to make a decision about a
product that she will not purchase herself.
Which type of account is the community college where Maya works? - CORRECT ANSWER-
Passive
The community college is a passive account because Maya has an ongoing relationship with the
publisher but does not make recurring orders.
, What has William used to maintain a good relationship with this account? - CORRECT ANSWER-
KAM
William used KAM, or key account management, to develop the long-term, sustainable, and
mutually beneficial relationship with Maya.
Which step in the sales process occurred when William called Maya and began a friendly chat? -
CORRECT ANSWER-Approaching
William was making an approach because he had already identified Maya as a prospect and
wanted to reestablish rapport before presenting the product for sale.
Which soft and hard skills does William use while on this phone call? - CORRECT ANSWER-
Verbal communication and product knowledge
William uses his verbal communication skills to listen to and answer Maya's questions and his
product knowledge to inform her of the book's benefits.
A consumer in a department store goes to the perfume counter to purchase a gift and is
assisted by a salesperson. The consumer chooses a perfume, purchases it, and leaves the store.
Which type of selling is being used by this salesperson? - CORRECT ANSWER-Transactional
Transactional selling involves a salesperson assisting the consumer in selecting a product,
testing the product, and purchasing the product.
A salesperson meets with a potential customer to explain how a product creates an innovative
solution that competitive products cannot offer.
