WGU D099 Sales Management

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10 terms Kat What is one of the four essential skills needed for any salesperson to do the job well?❖ Ability to build rapport- It is essential to find a way to relate to the customer and show genuine concern for the customer's needs during each interaction. Building strong relationships leads to increased trust between the customer and salesperson and creates more opportunities for increased sales and referrals.The sales team of a reputable appliance retailer reaches out to their current customers two weeks after a purchase to ensure their products have met their customers' expectations and to determine if they have any other needs or wants.How do the actions of the appliance retailer exemplify the primary role of sales in a business?A - They are generating new leads for the organization.B- They are creating a customer base by building a relationship with their customers.C-They are managing the production and release of new products to market.D- They are generating brand awareness and customer interest.B - They are creating a customer base by building a relationship with their customers.

What is a sustainable competitive advantage?A - It is a short-term ability that provides a long-term profit boost to the business.B - It is an overall strategy that is utilized to build vendor relations.C - It is a long-term ability that is not easily duplicated by opponents.D - It is a term used to describe what a company must do to compete.C - It is a long-term ability that is not easily duplicated by opponents.A national restaurant chain is having financial trouble and wants to cut costs by eliminating underperforming restaurants. Store managers were tasked with reviewing their sales reports from the last quarter to help the executive team make an informed decision about which restaurants to close.What should the executive team use in the decision- making process?A - Business intelligence (BI) B - Outbound prospecting C - Research and development D - Big data analytics A - Business intelligence (BI) How has online shopping changed consumer purchasing dynamics?A - It has created a less empowered buyer due to the information that is now available about products and services they may wish to buy.B - It has created a more complacent buyer due to the information that is now available about products and services they may wish to buy.C - It has created a more informed buyer due to the information that is now available about products and services they may wish to buy.D - It has created an apprehensive buyer due to the information that is now available about products and services they may wish to buy.C - It has created a more informed buyer due to the information that is now available about products and services they may wish to buy.

What is the purpose of a professional and organizational code of ethics?A - To provide a set of standards that outline conflicts of interest that may occur when the potential for personal gain may influence the decisions of employees or government officials B - To illustrate examples of poor business behavior that can create a very negative image for a company, increase its expenses, and result in bankruptcy and jail time for the offenders C - To provide expectations in terms of responsibilities and behavior toward fellow employees and professionals, customers, and suppliers D - To justify the enactment of consumer protection laws due to the unfair advantage businesses have over customers who are unable to distinguish the nuances of complex contracts C - To provide expectations in terms of responsibilities and behavior toward fellow employees and professionals, customers, and suppliers What is the relationship between sales and marketing?A - Sales and marketing work together to create a campaign that brings consumers to the business.B - Sales attracts customers' attention, thereby giving the marketing department a better chance of promoting the product.C - Marketing brings the product to the salesperson and provides directives on how to sell the product.D - Marketing attracts prospective customers to the business while sales attempt to convert these prospects into paying customers.D - Marketing attracts prospective customers to the business while sales attempt to convert these prospects into paying customers.How does personal selling offer an advantage over other forms of promotion?A - Personal selling helps coordinate and monitor the results of using a promotional mix.B - Personal selling provides a detailed sales message that is adapted to the interests of each customer.C - Personal selling is cheaper than advertising as it provides a general message targeted at multiple customers.D -Personal selling conveys only a message that is consistent with the promotional mix.B - Personal selling provides a detailed sales message that is adapted to the interests of each customer.

What is the main limitation of the AIDA model?A- The model assumes that both consumers and marketers are passive during the entire buying process.B- The model assumes marketers are passive and consumers are active during most of the buying process.C - The model assumes consumers are passive and marketers are active during most of the buying process.D- The model assumes both consumers and marketers are active during the entire buying process.C - The model assumes consumers are passive and marketers are active during most of the buying process.What is transactional selling?A - A sales strategy that initially identifies potential customers, offers the product, and attempts to quickly close the deal B- A sales approach that focuses on building relationships in order to encourage repeat purchases C- A sales strategy that focuses on customizing the selling style to cater to the situation and the customer's behavior D- A sales approach in which the salesperson is used to selling the product only after meeting with the customer multiple times A - A sales strategy that initially identifies potential customers, offers the product, and attempts to quickly close the deal What is adaptive selling?A- A sales approach in which the salesperson quickly sells the product after meeting face-to-face with the customer B- A sales approach in which selling is centered on the company's presenting their products or services to make a quick sale C- A sales approach that focuses on using a traditional method of communicating to a person or situation D- A sales approach that focuses on tailoring the selling style to the customer's behavior D- A sales approach that focuses on tailoring the selling style to the customer's behavior