WGU D099 Sales Management Module 6 & 7/ (Top 2024/2025 EXAM REVIEW PAPERS / GRADED A+/ 100% Accurate)

WGU D099 Sales Management Module 6 & 7 A department store recently acquired a nearby shoe store and opened a new shoe department that incorporates the products and sales staff from the former store. The department store has a storewide discount offering a sizable reduction in prices. However, the shoe department also has a sales promotion that was already in place. As a result, the sales staff is having difficulty determining how to focus its efforts. What role perception issue is contributing to the sales staff's poor performance? a. role ambiguity b. role conflict c. role behavior d. role inaccuracy -a. role ambiguity Which situation would lead to role conflict? a. A sales manager is unsure of the quality standards in his department. b. A salesperson reports to two teams with very different demands. c. A sales manager fails to communicate revenue expectations to her team. d. A salesperson is unaware of a promotion in his department and fails to mention it to customers. - b. A salesperson reports to two teams with very different demands. A sales manager has been hired for a sporting goods store that recently opened in a shopping mall. The store sells a mix of sporting equipment that would be useful for any customer along with high-end, specialty sporting goods. What are two tasks the sales manager should perform to develop the best sales force for the store? a. Encourage salespeople to work independently from the marketing staff. b. Give salespeople leeway to define their role perceptions. c. Provide incentives and information support for all team members. d. Design a reporting structure that helps coordinate sales activities. -c. Provide incentives and information support for all team members. d. Design a reporting structure that helps coordinate sales activities. A company that sells office equipment to businesses is expanding its operations to sell desks and other goods to school districts. As a result, it has reorganized its sales force to incorporate a matrix structure that focuses on both products and customers. What are three advantages of this company adopting a matrix structure? Choose three answers. a. Simplified, streamlined day-to-day operations b. Increased opportunity for professional development c. Ability to avoid a traditional structure d. Ability to avoid confusion or lack of cohesion e. Greater flexibility to adapt to changes f. Ability to balance conflicting goals -b. Increased opportunity for professional development e. Greater flexibility to adapt to changes f. Ability to balance conflicting goals What is one of the benefits of establishing a centralized sales force? a. This structure is the most efficient method for responding to customer concerns. b. This structure helps to develop the leadership skills of employees on all levels of an organization. c. This structure provides greater autonomy to lower level personnel. d. This structure helps to eliminate redundancy in an organization. -d. This structure helps to eliminate redundancy in an organization. A customer's gender, age, or other demographic information a. social b. object c. personal d. situational -c. personal The amount of knowledge a customer has