WGU D077 LEARNING OBJECTIVES EXAM LATEST VERSION 1 &
2 ACTUAL EXAM COMPLETE 270 QUESTIONS AND CORRECT
VERIFIED SOLUTIONS
WGU D077 LEARNING OBJECTIVES EXAM 1
Which scenario represents personal selling?
- The marketing department uses the four Ps to determine the brand message.
- A customer orders a product online using a website.
- A customer goes to a pet store and discusses the best type of turtle food with a salesperson.
- The marketing team collaborates with the sales organization to develop appropriate tools for
advertising. - ANSWER-A customer goes to a pet store and discusses the best type of turtle food
with the sales person
Q: Business-to-business (B2B) - ANSWER-Sales to another company that consumes the product
or services as apart of the operating the business or uses the product in the assembly of the
final product it sells to consumers
Q: Personal Selling - ANSWER-uses in-person interaction to sell products and services
Q: What is the underlying purpose for personal selling?
- To assist marketing in determining the correct product and price
- To obtain customer feedback to improve the product
- To provide interaction between the buyer and the seller
- To identify good prospects - ANSWER-To provide interaction between the buyer and the seller
Q: What is at the core of personal selling?
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- Provide quality information to potential buyers
- The human exchange between buyer and seller
- Avoid unethical behavior
- Identify the right marketing mix of product and price - ANSWER-The human exchange
between buyer and seller
Q: What is effective personal selling?
- Identifying good prospects that are predisposed and well-suited to the product or service
being offered
- Building mutual trust and respect between buyer and seller where benefit comes to both
parties
- Giving honest responses to any questions the buyer has and showing that the salesperson
cares
- Addressing customers' needs and preferences without making them feel pressured - ANSWER-
Addressing customers' needs and preferences without making them feel pressured
Q: Consultative Selling - ANSWER-Sales approach where the seller becomes a trusted advisor
and builds a relationship to truly understand her needs
Q: Which type of selling involves partnering with customers to solve problems?
- Team
- Solution
- Direct
- Consultative - ANSWER-Consultative
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Q: Solution selling - ANSWER-Sales approach where the seller diagnoses the customer's
problem then recommends a mix of products and services (a solution) to solve it
Q: Team Selling - ANSWER-Sales approach that involves multiple people from an organization
joining forces to advance a customer opportunity
Q: Telemarketing - ANSWER-Method of direct marketing by a salesperson over the phone
Q: Which type of selling shows customers that a company has more than one person with
strong selling capabilities, giving the customer a higher comfort level with the company?
Q: A potential buyer wants to purchase a complete hardware, software, and network package
for a new office building. Which type of selling approach should be used with this customer?
- Telemarketing
- Solution
- Team
- Normal - ANSWER-Solution
Q: Which type of sales approach occurs with a recorded sales pitch, programmed to be played
over the phone via automatic dialing?
- Customer-empowered selling
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- Team selling
- Telemarketing
- Solution selling - ANSWER-Telemarketing
Q: Adaptive Selling - ANSWER-a trend in personal selling that uses the idea of social styles to
adapt and customize your selling style based on the behavior of the customer.
Q: What are the four social styles of selling? - ANSWER-Analytical
Driver
Amiable
Expressive
Q: Analytical Selling - ANSWER-People with this social style want to know how, Low Response,
Low assertiveness
Q: Driver Style - ANSWER-People with this social style want to know what, Low Responsiveness,
High Assertiveness
Q: Amiable Style - ANSWER-People with this social style want to know why; Low Assertiveness
High Responsiveness
Q: Expressive Style - ANSWER-People with this social style want to know who; High
assertiveness, High responiveness
Q: Integrated Marketing Communications (IMC) - ANSWER-Immersive and targeted
communication with customers to help move them through the various stages of the buying
process
Q: What is a characteristic of integrated marketing communications (IMC)?
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