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Sales Management - D099 Study Guide (Questions & Answers) Already Passed_.pdf
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9/1/24, 8:21 PMSales Management - D099 Study Guide
Jeremiah
Terms in this set (70)
A retailer is advertising its new product line Integrated marketing communications
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?
A salesperson wants to get to know a Relationship
prospective customer by establishing
ongoing communication to ensure current
as well as future sales. Which sales
approach is the salesperson using?
A salesperson prepares for a customer It emphasizes company value to the 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?
Every semester, a nationally known textbook Missionary
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?
A small company manufactures automobile Direct
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?
How does empathy contribute to building a By creating an emotional connection with clients to show understanding that is built on
good relationship with a customer? trust.
Why is responsive listening important when It encourages the salesperson to repeat back to the customer what they believe the
participating in verbal communication? customer needs.
What is a result of a salesperson conducting Ensures customer satisfaction
follow-up on a sale?
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, 9/1/24, 8:21 PM
A school administrator receives a request Gatekeeper
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?
A manufacturing company needs to replace Supplier selection
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?
A private company purchases raw materials Producer
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?
A government agency issues a request for Contracting by negotiation
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?
A company seeks to expand internationally New task purchase
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?
An e-commerce company is contracting with Distribution management
a third party to fulfill delivery of its products
while reducing costs and increasing
efficiency. Which process is being used by
this company?
A beverage producer and a snack food Co-marketing
company decide to enter into an agreement
to brand their products together during the
summer season. Which agreement is being
created by these companies?
How does customer relationship By recording data about buyers
management (CRM) create value for an
organization?
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