D099 Sales Management Unit 2 Test

D099 Sales Management Unit 2 Test Leave the first rating Students also studied Terms in this set (10) Western Governors UniversityD 077 Save Unit 3: Module 3: Organizational Bu...25 terms rthor74Preview

Unit 4: Customer Relationships and ...

27 terms rthor74Preview D099 WGU Sales Management 449 terms Brandon_Liberto Preview WGU S 70 terms gfle A consumer in a department store goes to the perfume counter to purchase a gift and is assisted by a salesperson. The consumer chooses a perfume, purchases it, and leaves the store. Which type of selling is being used by this salesperson?

• Promotional
• Referral
• Transactional
• Relationship
• Transactional

A salesperson meets with a potential customer to explain how a product creates an innovative solution that competitive products cannot offer. Which concept is the salesperson discussing with the customer?

• Value Proposition
• Return on Investment
• Customer Lifetime Value
• Net Customer Profit
• Value Proposition

A salesperson is developing a plan to improve product demonstrations. The plan will have the customers evaluate the importance of product demonstrations in order to create long-term trust and recurring sales.Which factor is the focus of the salesperson during the development of this plan?

• Customer Budget
• Customer return on investment.
• Customer Lifetime Value
• Customer Needs
• Customer Lifetime Value

A consumer receives an email with an ad for a product they have never seen before and the customer then moves on without opening the ad. Which stage of the buyer's journey is illustrated by this action?

• Desire
• Interest
• Attention
• Action
• Attention

A sales manager is categorizing existing clients by recency, frequency, and monetary value. Which process is the sales manager using?

• Account Management
• Pareto Principle
• Marketing Logistics
• Business Development
• Account Management

What is an impact of the internet on the sales process?

• Greater collaboration between salespeople and

customers

• Decreased competition between competing

companies

• Decreased knowledge of customer needs by

salespeople

• Greater collaboration between competing companies
• Greater collaboration between salespeople and customers

A salesperson would like to demonstrate knowledge of clients' goals in order to build sustainable relationships that generate recurring opportunities. Which activity should be used by the salesperson to achieve this result?

• Require clients to disclose budgets
• Focus on customer needs to generate sales
• Delay sales to meet future quotas
• Try to close deals immediately to meet targets
• Focus on customer needs to generate sales

A group of marketing and sales professionals are meeting to discuss the customer experience at each stage of the purchase process. Which component is being discussed during this meeting?

• Buyer's journey
• Company strategy
• Supplier bargaining power
• Competitive position
• Buyer's journey

A company makes high-end knives for hunting. In order to contain costs, the company has representatives sell the knives at hunting shows. The representatives demonstrate the knives but do not take ownership of them. Which type of intermediary in the distribution process is being used by this company?

• Distributors
• Customers
• Wholesalers
• Agents
• Agents

Which scenario illustrates an accurate use of the Pareto principle?

• An account manager uses CRM to focus on the middle

80% of the accounts.

• An account manager segments 80% of the client list

into three categories.

• The company realizes that the bottom 20% of a

company's accounts bring in 80% of the revenue.

• The company realizes that the top 20% of a company's

accounts bring in 80% of the revenue.

• The company realizes that the top 20% of a company's accounts bring in 80% of

the revenue.