HOSMERIT
WGU D099 SALES MANAGEMENT -
STUDY GUIDE LATEST UPDATE (100%
CORRECT ELABORATIONS)
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
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
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
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
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 manufacturing company needs to replace its material requirements planning system and
has sent out Request 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
WGU D099 SALES MANAGEMENT -
STUDY GUIDE LATEST UPDATE (100%
CORRECT ELABORATIONS)
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
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
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
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
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 manufacturing company needs to replace its material requirements planning system and
has sent out Request 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
