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WGU D099 Sales Management Objective
Assessment Practice Exam – Complete 170
Questions and Correct Verified Answers/ D099 Pre
assessment Test
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
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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
It analyzes return on customer investment
It evaluates the cost of customer investment
It calculates net customer profit - ...ANSWER...✓✓ It
emphasizes company value to the customer
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?
Trade
Prospector
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Missionary
Technical - ...ANSWER...✓✓ 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
Distributor
Agent
Wholesale - ...ANSWER...✓✓ Direct
How does empathy contribute to building a good
relationship with a customer?
By sharing beliefs with clients to build interactions based
on mutual interests
By displaying vulnerability to clients to make them feel
like they have the upper hand
By creating distance from the company to show high
customer awareness
By creating an emotional connection with clients to show
understanding that is built on trust - ...ANSWER...✓✓ By
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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 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
WGU D099 Sales Management Objective
Assessment Practice Exam – Complete 170
Questions and Correct Verified Answers/ D099 Pre
assessment Test
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
,2|Page
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
It analyzes return on customer investment
It evaluates the cost of customer investment
It calculates net customer profit - ...ANSWER...✓✓ It
emphasizes company value to the customer
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?
Trade
Prospector
,3|Page
Missionary
Technical - ...ANSWER...✓✓ 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
Distributor
Agent
Wholesale - ...ANSWER...✓✓ Direct
How does empathy contribute to building a good
relationship with a customer?
By sharing beliefs with clients to build interactions based
on mutual interests
By displaying vulnerability to clients to make them feel
like they have the upper hand
By creating distance from the company to show high
customer awareness
By creating an emotional connection with clients to show
understanding that is built on trust - ...ANSWER...✓✓ By
, 4|Page
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 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
