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WGU D099 SALES MANAGEMENT OBJECTIVE-ASSESSMENT
EXAM AND STUDY GUIDE 500 QUESTIONS AND ANSWERS
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WGU D099 SALES MANAGEMENT OA EXAM
Jamie works for a local bank as a personal banker. His role is to meet with his clients and offer them solutions to their needs. During the process, Jamie needs to understand the specific needs of his clients and therefore has to make sure to ask the right questions. This
process of sales is called:
- Consultative selling
- Team selling
- Network marketing
- Missionary selling
- Consultative selling
- Transactional selling
- Relationship selling
- Adaptive selling 1 / 4
Which is sales technique that focuses on the interaction between the buyer and the salesperson rather than the price or details of the product?
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- Prospecting
- Relationship selling
- Social Style Matrix
- BCG Matrix
- SWOT Analysis
- Porter's Analysis
- Social Style Matrix
- Amiable
- Driver
- Expressive
- Analytical
- Expressive 2 / 4
Brett needs to adapt his selling style based on how customers behave. Brett should use what model to categorize people according to personality traits and how they interact with others?
Janice stops in Bob's Electronics for a new TV. She is very focused on the big picture of buying a new TV. She wants to discuss every TV in the store and wants the salesperson to ask her how she feels about each TV after each TV is discussed. Janice's behaviors represent which quadrant of the Social Style Matrix?
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3 Lindsay wants to buy a new iPhone. She visits an Apple store and asks a salesperson to help her understand which model of iPhone is the best option. The salesperson should do what to help Lindsay?
- Explain the value proposition
- Explain the customer lifetime value (CLV)
- Conduct consultative selling
- Provide account management support
- Explain the value proposition
- Attention
- Interest
- Desire
- Action
- Interest
- Return on investment
- Customer lifetime value 3 / 4
Griffin sees an ad on TV for Next Gen Abs and decides to do some research to learn more about the product. Which stage of the buyer's journey is illustrated by this action?
The difference between the price the customer pays for a new tablet and the increase in efficiency the customer experiences when completing tasks represents?
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- Customer needs
- Product cost
- Return on investment
- Developing an operational budget
- Determining profitability
- Determining conversion rates
- Determining sales forecast
- Determining sales forecast
- Module structure
- Distribution structure
- Geographic structure
- Functional structure
- / 4
A sales manager analyzes past sales of Long Last Christmas lights. Based on past sales, the sales manager responds to his manager that the company is expected to sell 100,000 units of Long Last Christmas lights between Nov. 1 and Dec. 31. What is the sales manager doing?
CSS Corp., a heavy machinery manufacturing company, has seen a growth of 35% in sales. The company executives realized that because of this growth, they would have to re-organize their company. They decided to re-organize their company into areas based on expertise such as Sales, Marketing, R&D, and Supply Chain. The organizational structure used by CSS Corp is: