WGU Sales Management D099 Pre-Assessment Questions With Complete Solutions.

WGU Sales Management D099 Pre-Assessment Questions With Complete Solutions. 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 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 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 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 Missionary Technical 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 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 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 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. 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 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 Buyer User Initiator 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 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? Reseller Producer Organization Consultant 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 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 New task purchase An e-commerce company is contracting with a third party to fulfill delivery of its products while reducing costs and increasing efficiency. Which process is being used by this company? Distribution management Just-in-time manufacturing Value-added reselling Sales management Distribution management A beverage producer and a snack food company decide to enter into an agreement to brand their products together during the summer season. Which agreement is being created by these companies? Co-marketing Transactional Supply chain Distribution Co-marketing How does customer relationship management (CRM) create value for an organization? By identifying supply chain metrics By tracking new product development By reporting production processes By recording data about buyers By recording data about buyers A company wants to map the customer experience at specific interactions .How can customer relationship management (CRM) support this goal? It can reveal insights into touchpoints and post-purchase sentiment. It can create email marketing campaigns to promote new product. It can generate sales forecast for the upcoming production cycle. It can evaluate competitive advertising and promotion offerings. It can reveal insights into touchpoints and post-purchase sentiment. A business owner and a manufacturer have decided to partner to create a new product for an industry they both serve. Which strategic relationship is being sought by these two companies? Transactional relationship Joint research and development agreement Co-marketing agreement Functional relationship Joint research and development agreement Why is market segmentation critical to effective implementation of a customer relationship management (CRM) system? It increases opportunity for cost leadership in market. It develops a comprehensive strategic industry analysis. It identifies data to use in customizing buyer messaging. It reduces product differentiation between target groups. It identifies data to use in customizing buyer messaging. How should a company use customer relationship management (CRM) to provide quality customer service? To assess interactions using key performance indicators To survey competitors for sales management approaches To determine competitive social media conversion rates To evaluate website traffic from keyword searches To assess interactions using key performance indicators Which action illustrates the use of undifferentiated marketing? A company is segmenting its buying audience to create a different marketing message for each buying group. Multiple companies are working together to target different kinds of customers for similar types of products. The heads of an industry are endorsing a particular company and its respective products for a fee. A firm is advertising a product on television during a popular program that the majority of the population watches. A firm is advertising a product on television during a popular program that the majority of the population watches.