Sales Management – D099 Exam

Which purpose is the focus of this company?

A. Developing a new product mix

B. Closing sales for short-term profits

C. Creating value and satisfaction  <– Correct Answer

D. Identifying competitive offerings

What distinguishes transactional selling from other types of selling?

A. It identifies the seller as a trusted advisor.

B. It aims to quickly make sales.  <– Correct Answer

C. It aims to customize sales.

D. It focuses on fostering connections with people.

What is their primary goal?

A. Produce accurate forecasts

B. Develop operational budgets

C. Generate profitable sales  <– Correct Answer

D. Conduct competitive analyses

What is one of the four groups of intermediaries?

A. Developers

B. Consumers

C. Manufacturers

D. Wholesalers  <– Correct Answer

Which action should the sales manager take to maintain these client relationships?

A. Allocate resources to deliver customized services  <– Correct Answer

B. Focus on building relationships with new clients

C. Build new clients in specific geographic areas

D. Identify new sources for client referrals

Which action is appropriate once Pareto analysis is completed?

A. Spend 20% of the budget on the middle 80% accounts

B. Dedicate resources to the top 20% of accounts  <– Correct Answer

C. Put 20% more effort into the top 80% of accounts

D. Engage the lowest 20% of accounts

Which elements of verbal communication are used to achieve sales goals?

A. Formal communication, public speaking, and multi-platform delivery

B. Probing communication for wants, feelings, and ideas

C. Informal communication, projecting, and strategizing

D. Spoken communication, written communication, and listening  <– Correct Answer

Which level of the sales funnel is customers?

A. The first level

B. The second level

C. The third level

D. The fourth level  <– Correct Answer

What is one of the four types of business relationships?

A. Transactional  <– Correct Answer

B. Contractual

C. Licensed

D. Competitive

Which stage of buying process is being experienced?

A. Adopt the rational method

B. Recognize the need  <– Correct Answer

C. Understand the complexity

D. Search for suppliers

Which stakeholder first sees the need for a product?

A. Gatekeeper

B. Initiator  <– Correct Answer

C. Decision-maker

D. Influencer

Which level of complexity is being addressed?

A. Timing

B. Technical  <– Correct Answer

C. Organizational

D. Environment

What is the behavior of a producer as a B2B customer?

A. Buys finished goods for end-user consumption

B. Buys products to make other goods and services to sell  <– Correct Answer

C. Buys products to serve constituents

D. Buys finished goods to rent or sell

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