WGU D099 Unit Test Questions

D099 Unit Test Questions Leave the first rating Students also studied Terms in this set (58) Western Governors UniversityD 099 Save

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70 terms meghanmager Preview Unit 6: Module 10: ORGANIZATION...18 terms rthor74Preview D099 - Sales Management Units 2-7 ...60 terms axel0715Preview

Unit 7: S

16 terms rtho A business-to-business (B2B) firm designs, develops, and sells a variety of technology goods that require specialized knowledge for each solution. The sales force is divided into groups based on the type of technology solution the clients need. Which organizational structure is this company utilizing?Product A company operates in many different countries and has organized the sales teams based on the defined areas that will cover customers. Which organizational structure is this company utilizing?Geographical An individual who lives in a town that is primarily supported by a large automotive factory is shopping for a new car and debating whether to buy a foreign or locally made vehicle. The individual considers the neighbors' reactions to the purchase before buying the car. Which factor of product perception is influencing this consumer's buying process?Social An individual wants to furnish his residence in the traditional style of his culture. The individual does not feel qualified to create an authentic design on his own, so he decides to consult a number of professional designers with the intention that one will be hired to assist with the process. Which factor of product perception is influencing this consumer's buying process?Personal

A company is creating a strategic recruitment plan for its sales staff. The company is currently working on the forecast for its staffing needs. Which internal factor does the company need to consider?Limitations to the budget An engineering firm is looking to hire a technical business-to-business (B2B) salesperson to build a manufacturer client base. The sales manager sends the job description out to all employees of the firm to apply for the position. Which approach to recruiting is this sales manager using?Internal recruitment A company has decided to use internal recruiting to fill a position. What is a benefit of using this hiring approach?Familiarity with the product A company would like to advertise a job, and the goal is to obtain the best candidate possible, regardless of the amount of time it takes. Which action must occur first during this process?Identify the sales tasks A company needs to fill a sales position and has many qualified candidates, both internal and external. The company is strongly considering hiring the internal candidate. Which negative impact to the firm may occur if this candidate is chosen?Reduced diversity in sales techniques A sales manager wants to hire a business-to-business (B2B) salesperson who will contact prospective clients, meet with them to learn about their business needs, and propose which of the company's technology products would provide an optimal solution. Which element of a task-based job analysis should be assessed for this sales position?Giving product presentations to clients Which structure is ideal for a company in which the products or services require heavy specialization for clients?Customer structure What is true of a sale in which the customer has an extended problem-solving mindset?The customer is concerned with both quantitative and qualitative assessments of the product.A business-to-business (B2B) salesperson regularly meets with customers to understand what their expectations are for the sales relationship. Which group is this salesperson focusing on?External stakeholders A salesperson has worked for a manufacturing firm for five years. Recently, the company has increased pressure on salespeople to make sales and has changed the pay structure from salary plus commission to just commission.What will be a result of the increased pressure on salespeople to make sales?Turnover

A sales manager wants to recruit and hire a sales candidate who fits in with the department culture.Currently the sales force is composed of males, ages 30- 40, with a college education. The sales manager plans to screen out candidates who do not meet this profile.Which statute is this sales manager violating?Title VII of the Civil Rights Act of 1964 A company is creating a strategic recruitment plan for its sales staff. The company is currently working on the forecast for its staffing needs. Which internal factor will this company need to consider?Employee turnover rate A company has hired an outside agent to recruit and screen qualified candidates for a consumer products sales position. The recruiter is contracted to provide the company with a list of candidates who meet specific task and competency requirements. Which approach is this firm using to find candidates?External recruiting A sales manager wants to hire a new salesperson and begins by researching the job responsibilities and activities that an individual in that role should perform.Then, the sales manager lists all of the activities that the top salesperson in the company currently performs.Which type of analysis is this sales manager developing?Task-based An engineering company wants to hire a salesperson who has collaborated with staff in product development, research, and marketing to customize solutions for clients. Which skill should be assessed in sales candidates as part of a competency-based job analysis for this position?Working within teams A company wants to hire a new technical salesperson for business-to-business (B2B) sales because the current salesperson is planning to transfer to another location.How should this company develop a description of the job responsibilities?Collect data on the existing performance tasks Which element of the Kirkpatrick Model measures how participants feel about what they observed, how they engaged with each other, and what they learned at a sales training session?Reaction A company is training its new sales force on the geographic market each member will represent, consumer buying behavior, and economic conditions that impact the market.Which type of training is being provided by this company?Industry

When a new employee is hired, the human resources manager reviews the attributes of successful sales representatives with the new hire, such as extroversion, curiosity, proactiveness, and openness.Which component of the organizational socialization model is the new hire experiencing?New employee characteristics A training manager is awarded a one-time bonus of $1,000 at the end of the year for ensuring that every employee in the company receives annual training on time.Which type of incentive is being provided to the manager?Reward An employee meets with the human resources (HR) manager to discuss salary. The HR manager tells the employee that senior leadership is providing 5% salary increases based on performance and cost-of-living inflation to all employees this year.Which type of incentive is being provided by the manager?Merit pay What is a specific incentive fund (SPIF) in the context of the sales compensation process?A repository of money that may be paid out for a particular sales behavior What is an advantage of a company having a salary compensation method?It provides stability and security for employees.Why is customer feedback important to measuring a salesperson's performance?Relates to buyer sentiment A company is using a point system that assesses the qualities and undertakings of their sales staff in order to determine their productivity over time.Which performance-evaluation method is being used by this company?Graphic rating scale A sales manager wants to evaluate a salesperson's combination of inputs and outputs related to client sales meetings.Which measure should the sales manager use for this purpose?Call activity ratio A new salesperson observes a seasoned salesperson in order to improve client relationship-building skills. The new salesperson travels with the seasoned salesperson for one month.Which type of training is being used to prepare this new salesperson?Job-shadowing A sales manager is developing a training session to improve a salesperson's ability to understand the concept of account development. The sales manager needs to know how much experience the salesperson has had with account development.Which type of training needs assessment should the sales manager conduct?Individual