D099 Sales Management

D099 Sales Management 10 studiers today Leave the first rating Students also studied Terms in this set (179) Western Governors UniversityIT C182 Save WGU Sales Management D099 Pre-...70 terms gflem22Preview D099 WGU Sales Management 449 terms Brandon_Liberto Preview Sales Management - D099 263 terms marlio4Preview Sales M 70 terms Tiff 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 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 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 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 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 large manufacturer wants to replace its aging machines. The manufacturer determines what the machines must do and then seeks to have suppliers submit bids on the price, quality, and after-sales service.What should the manufacturer use to solicit the suppliers' bids?Requests for proposal 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?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?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?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 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?Joint research and development agreement Why should a company use open-source frameworks? To adapt coding based on needs A company recently conducted a focus group to determine which features and benefits customers are interested in receiving from its brand. The company plans to redesign its offerings based on the customer feedback. Which factor will the company need to consider when developing sales forecasts?Product A company is looking at all marketing data associated with attracting prospects from the last year in order to gain insights into prospective customers. The data contains multimedia and unstructured data. Which big data characteristic does this data represent?Variety A company offering online tax preparation software finds that despite stellar sales numbers, its revenue is lower than expected. Upon further analysis, the company determines that customer satisfaction drops significantly after the first year, and only 25% of customers maintain the service after three years of use. How should this company remedy its problem?Develop retention strategies A company is concerned about a future decrease in sales so the sales manager begins monitoring and tracking historical trends of why customers are discontinuing the purchase of their products. Which type of predictive analytics is being used by this sales manager?Customer attrition What is a primary use of predictive analytics?Customer attrition prediction A company analyst seeks input from the sales department on which business objective it wants to address so the analyst can develop a survey instrument.Which step in the data analysis process is illustrated by this action?Collection 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.

Why is market segmentation critical to effective implementation of a customer relationship management (CRM) system?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 Which action illustrates the use of undifferentiated marketing?A firm is advertising a product on television during a popular program that the majority of the population watches.What is one way in which CRM systems support a customer-centric culture?By implementing a relationship model with risk management and shared rewards How does customer relationship management (CRM) create value for an organization?By recording data about buyers A hiring manager is deciding between two candidates for a technical sales position. One candidate has more sales experience but, if hired, would be the only female salesperson in the organization. The hiring manager decides to hire the female candidate but at a lower exempt salary status than what the other salespeople have received when hired. Which statute is the hiring manager violating?Equal Pay Act of 1963 A sales manager at a diaper factory has been tasked with forecasting potential staff needs for the toddler pull-up diaper division and is analyzing the relevant external factors that will cause an impact. Which factor should the manager analyze?New laws A company wants to hire a technical salesperson and posts the job opening on popular online business networking platforms. Which type of recruiting is this company conducting?Social recruiting Which benefit will a manager who is hiring a new salesperson gain from using resume-parsing software?Save time in the overall hiring process A hiring manager has narrowed the candidate pool of qualified salespeople to two. During a final review, the older of the two candidates is chosen due to a perceived higher level of maturity and the firm's dissatisfaction with previous younger hires. Which form of discrimination is this manager committing?Disparate treatment A firm is using situational interview questions to help select a candidate for a sales management position.Which question aligns with this interview format?How would you construct a sales compensation package?