D099 Sales Management: module 1-12 practice quizzes

D099 Sales Management: module 1-12 practice quizzes

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Unit 7: S

16 terms rtho Jack has been selling cars for a car dealership for many years. A long-time customer named Omar walks into the dealership. Jack is surprised to see Omar, despite his being a loyal customer, since his most recent purchase occurred under two years ago. After the two talk for a while, Omar explains that he does not really need a new car, but he recently got a nice promotion at work and is thinking about upgrading. Although he is happy with his SUV, he wishes he had a car that gets better gas mileage.Jack explains that the dealership offers several cars that get better mileage than the SUV. He asks a variety of questions to gain a good understanding of Omar's exact needs. Having come to know Omar over the years, Jack understands Omar's social style well. He explains to Omar the pros and cons of various car models, delineates the facts, and clearly describes how the different options will serve him. At the end, Jack suggests one model in particular. In which stage in the buyer journey is Omar?Desire Action Attention Interest Interest What is Jack demonstrating when he explains the gas mileage of various models?Customer loyalty Ethical behavior Psychological reciprocity Business intelligence (BI) Ethical behavior

Which type of selling is Jack engaged in at this moment?Transactional selling Relationship selling Adaptive selling Team selling Adaptive selling What is Omar's dominant social style?Expressive Amiable Analytical Driver Analytical What should Jack do to help Omar understand why a particular car is the best option?Explain the customer lifetime value (CLV) Provide account management support Conduct consultative selling Explain the value proposition Explain the value proposition A publisher is developing a brand new biology textbook, and the sales team has begun to sell it. William, a salesperson who has worked for the publisher for nearly two decades, uses a CRM to look up his list of contacts.He calls Maya, a professor at a local community college.Every semester, she makes decisions on textbooks and looks at various options. She is the only person at the school who has adopted books from William and the publisher in the past. She and he start the call with a friendly chat and then begin discussing the details of the new book. He answers all of her questions. At the end of the call, she agrees to use the book. At this point, she will instruct her students to purchase it.Which type of salesperson is William?Technical Trade Prospector Missionary Missionary Which type of account is the community college where Maya works?Pareto Passive Inactive Active Passive What has William used to maintain a good relationship with this account?

TOFU Pareto principle Distribution channel KAM KAM- Key Account Management

Which step in the sales process occurred when William called Maya and began a friendly chat?Prospecting Presenting Approaching Following up Approaching Which soft and hard skills does William use while on this phone call?Analytical decision-making and proposals and contracts Conflict resolution and technology proficiency Verbal communication and product knowledge Empathy and software skills Verbal communication and product knowledge Mei Nora is the chief operating officer of a 10-person startup content marketing company called Sparkit. As the company has grown and produced more material, Mei Nora has noticed that the content creation process has become increasingly disorganized. She suggests to her colleagues that Sparkit purchase a content management system (CMS) to help with workflow. Li and Jack, who are most involved with managing the flow of content, are consulted, agree a CMS should be purchased, and offer input on what features it should have. Mei Nora reaches out to a software company that specializes in CMS solutions, explains the situation, and sends a request for proposal (RFP).Which type of organizational buyer is Mei Nora?User Initiator Influencer Gatekeeper Initiator Which type of organizational buyer do Li and Jack represent?Procurement buyer User buyer Infrastructure buyer Economic buyer User buyer Which stage of the organizational buying process is occurring when Li and Jack offer their input?Reviewing performance Defining the need Recognizing the need Searching for suppliers Defining the need Which type of buying situation is Sparkit engaging in?Straight rebuy Modified rebuy New task purchase One-time purchase New task purchase

Which type of sales relationship is Sparkit looking to establish?Co-marketing agreement Affiliative selling relationship Functional relationship Strategic partnership Affiliative selling relationship Daniel recently moved to a new city and receives a brochure in the mail from Freedom Rock Bicycles that says "welcome to your new home" and offers a discount on his first tune-up. He finds their offer to be attractive and brings his bike to the shop. A week after he brings his bike home, Freedom Rock emails Daniel a survey asking about his experience, which he answers. A year later, he is sent an automated email reminder for an upcoming tune- up. However, unlike other customers, Daniel does not receive an email about a sale on new bikes, because he indicated in the survey that his bike is only one year old.How is Freedom Rock Bicycles demonstrating customer relationship management (CRM) when it sends Daniel a welcome brochure in the mail?Customer acquisition Customer retention Customer profitability Customer preference Customer acquisition Which benefit of the customer relationship management (CRM) process is illustrated by the automated nature of the email that Freedom Rock Bicycles sends to Daniel?Enhanced accountability Data accessibility Improved efficiency Knowledge discovery Improved efficiency Where should Freedom Rock Bicycles place the information from Daniel's survey?Company website Intranet Dashboard Data warehouse Data warehouse How many total touchpoints occur between Freedom Rock Bicycles and Daniel?Six Five Four Three Four