WGU D099 Sales Management OA | Objective
Assessment | Questions and Answers | Latest
Update
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
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
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
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
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 large manufacturer wants to replace its aging machines. The manufacturer
determines what the machines must do and then seeks to have suppliers submit
bids on the price, quality, and after-sales service. What should the manufacturer
use to solicit the suppliers' bids?
Requests for proposal
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?
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?
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?
Contracting by negotiation
Assessment | Questions and Answers | Latest
Update
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
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
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
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
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 large manufacturer wants to replace its aging machines. The manufacturer
determines what the machines must do and then seeks to have suppliers submit
bids on the price, quality, and after-sales service. What should the manufacturer
use to solicit the suppliers' bids?
Requests for proposal
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?
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?
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?
Contracting by negotiation
