WGU D099 SALES MANAGEMENT PRE-
ASSESSMENT WITH A COMBINED STUDY GUIDE
EXAM QUESTIONS WITH CORRECT ANSWERS
2025/2026 NEW UPDATE
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. --ANSWER--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
Establishes contract terms
Determines customer needs
Handles customer objections --ANSWER--Ensures customer satisfaction
Page 1 of 90
,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
Buyer
User
Initiator --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
Performance review
Need recognition
Supplier selection --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?
Page 2 of 90
,Reseller
Producer
Organization
Consultant --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 --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 --ANSWER--New task purchase
Page 3 of 90
, 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 --ANSWER--Integrated marketing communications
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?
Transactional
Relationship
Adaptive
Direct --ANSWER--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
Page 4 of 90
ASSESSMENT WITH A COMBINED STUDY GUIDE
EXAM QUESTIONS WITH CORRECT ANSWERS
2025/2026 NEW UPDATE
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. --ANSWER--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
Establishes contract terms
Determines customer needs
Handles customer objections --ANSWER--Ensures customer satisfaction
Page 1 of 90
,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
Buyer
User
Initiator --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
Performance review
Need recognition
Supplier selection --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?
Page 2 of 90
,Reseller
Producer
Organization
Consultant --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 --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 --ANSWER--New task purchase
Page 3 of 90
, 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 --ANSWER--Integrated marketing communications
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?
Transactional
Relationship
Adaptive
Direct --ANSWER--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
Page 4 of 90
