Sales Management D099 – Exam Questions & Answers |
Latest Update 2026 | Exam Prep PDF | Graded A+
relationship selling - correct answersales technique that focuses on the interaction
between the buyer and the salesperson rather than the price or details of the product
value creation - correct answerthe performance of actions that increase the worth of
goods, services, or even a business
sales process - correct answerincorporates actually selling the company's products or
service to its customers
personal selling - correct answera type of selling that uses person-to-person interaction
to sell products and services
customer loyalty - correct answerhaving a positive attitude toward a product or brand,
which includes supportive behavior from the customer
brand trust - correct answerthe willingness of the average consumer to rely on the ability
of the brand to perform its stated function
conversion rates - correct answerthe percentage of prospective customers who take a
specific action you want
sales forecast - correct answerthe process of estimating future sales
operational budget - correct answera plan for expenditures required to maintain the
functioning of a business venture or public organization
product-market fit - correct answerdegree to which a product satisfies a strong market
demand
corporate structure - correct answeran organization's different departments or business
units within a company to achieve its overall mission and goals
functional structure - correct answeran organization structure that groups employees
according to a specialized or similar set of roles or tasks
modular structure - correct answerdivides the business into small, tightly knit SBUs,
which focus on specific elements of the organizational process
strategic business unit - correct answera profit center that focuses on product offering
and market segment
,competitive advantage - correct answera condition or circumstance that puts a company
in a favorable or superior business position
sustainable competitive advantage - correct answercompany assets, attributes, or
abilities that are difficult to duplicate or exceed and provide a superior or favorable long-
term position over competitors
customer relationship management (CRM) - correct answerprocesses implemented by
a company to handle its contact with customers with the goal of creating a unified
customer experience to maximize retention
business intelligence (BI) - correct answerthe use of data in an enterprise to facilitate
decision-making. It encompasses understanding the actual operation of the company,
as well as the anticipation of future events, with the aim of providing knowledge to
support business decisions
big data analytics - correct answerlarge, complex data sets that require non-traditional
data processing software to predict trends and forecasts
organizational ethics - correct answerthe principles and standards by which businesses
operate and it is how an organization responds to an internal or external stimulus
marketing concept - correct answeridentifying customer needs and then producing the
goods or services that will satisfy those needs while making a profit for the organization
"right" principle - correct answergetting the right goods or services to the right people at
the right place, time, and price, using the right promotional techniques
promotion - correct answerthe attempt by marketers to inform, persuade, or remind
consumers and industrial users to engage in the exchange process
promotional mix - correct answerthe combination of advertising, personal selling, sales
promotion, and public relations used to promote a product
integrated marketing communications (IMC) - correct answerthe careful coordination of
all promotional activities to produce a consistent, unified message that is customer
focused
customer journey - correct answera framework that acknowledges a buyer's progression
through a research and decision process ultimately culminating in a purchase
AIDA - correct answerattention, interest, desire, action
transactional selling - correct answersales strategy that involves focusing on achieving
quick sales without a significant attempt to form a long-term customer relationship
, adaptive selling - correct answerusing social styles to customize a sales approach to the
specific customer
social style matrix - correct answera model that categorizes people according to
personality traits and how they interact with others
analyticals - correct answerwant to know "how"
drivers - correct answerwants to know "what"
amiables - correct answerwant to know "why"
expressives - correct answerwant to know "who"
law of psychological reciprocity - correct answerpeople tend to treat us the same way
we treat them
consultative selling - correct answersales approach where the seller becomes a trusted
advisor to the customer and builds a relationship to truly understand his or her needs
value exchange - correct answerthe quantified worth of one good or service expressed
in terms of worth of another
customer lifetime value (CLV) - correct answera prediction of the net profit attributed to
the entire future relationship with a customer
return on customer investment - correct answera metric that measures how much value
a business can create per customer
value - correct answerthe measure of the benefit gained from a product or service
relative to the full cost of the item
value proposition - correct answeran innovation, service, or feature intended to make a
company or product attractive to customers
return on investment (ROI) - correct answera performance measure used to evaluate
the efficiency of an investment or compare the efficiency of a number of different
investments
CLV = - correct answerdollar value of purchases x gross profit% x number of purchases
ROI = - correct answernet profit / investment x 100
sales funnel - correct answerthe buying process that companies lead customers through
when purchasing products
Latest Update 2026 | Exam Prep PDF | Graded A+
relationship selling - correct answersales technique that focuses on the interaction
between the buyer and the salesperson rather than the price or details of the product
value creation - correct answerthe performance of actions that increase the worth of
goods, services, or even a business
sales process - correct answerincorporates actually selling the company's products or
service to its customers
personal selling - correct answera type of selling that uses person-to-person interaction
to sell products and services
customer loyalty - correct answerhaving a positive attitude toward a product or brand,
which includes supportive behavior from the customer
brand trust - correct answerthe willingness of the average consumer to rely on the ability
of the brand to perform its stated function
conversion rates - correct answerthe percentage of prospective customers who take a
specific action you want
sales forecast - correct answerthe process of estimating future sales
operational budget - correct answera plan for expenditures required to maintain the
functioning of a business venture or public organization
product-market fit - correct answerdegree to which a product satisfies a strong market
demand
corporate structure - correct answeran organization's different departments or business
units within a company to achieve its overall mission and goals
functional structure - correct answeran organization structure that groups employees
according to a specialized or similar set of roles or tasks
modular structure - correct answerdivides the business into small, tightly knit SBUs,
which focus on specific elements of the organizational process
strategic business unit - correct answera profit center that focuses on product offering
and market segment
,competitive advantage - correct answera condition or circumstance that puts a company
in a favorable or superior business position
sustainable competitive advantage - correct answercompany assets, attributes, or
abilities that are difficult to duplicate or exceed and provide a superior or favorable long-
term position over competitors
customer relationship management (CRM) - correct answerprocesses implemented by
a company to handle its contact with customers with the goal of creating a unified
customer experience to maximize retention
business intelligence (BI) - correct answerthe use of data in an enterprise to facilitate
decision-making. It encompasses understanding the actual operation of the company,
as well as the anticipation of future events, with the aim of providing knowledge to
support business decisions
big data analytics - correct answerlarge, complex data sets that require non-traditional
data processing software to predict trends and forecasts
organizational ethics - correct answerthe principles and standards by which businesses
operate and it is how an organization responds to an internal or external stimulus
marketing concept - correct answeridentifying customer needs and then producing the
goods or services that will satisfy those needs while making a profit for the organization
"right" principle - correct answergetting the right goods or services to the right people at
the right place, time, and price, using the right promotional techniques
promotion - correct answerthe attempt by marketers to inform, persuade, or remind
consumers and industrial users to engage in the exchange process
promotional mix - correct answerthe combination of advertising, personal selling, sales
promotion, and public relations used to promote a product
integrated marketing communications (IMC) - correct answerthe careful coordination of
all promotional activities to produce a consistent, unified message that is customer
focused
customer journey - correct answera framework that acknowledges a buyer's progression
through a research and decision process ultimately culminating in a purchase
AIDA - correct answerattention, interest, desire, action
transactional selling - correct answersales strategy that involves focusing on achieving
quick sales without a significant attempt to form a long-term customer relationship
, adaptive selling - correct answerusing social styles to customize a sales approach to the
specific customer
social style matrix - correct answera model that categorizes people according to
personality traits and how they interact with others
analyticals - correct answerwant to know "how"
drivers - correct answerwants to know "what"
amiables - correct answerwant to know "why"
expressives - correct answerwant to know "who"
law of psychological reciprocity - correct answerpeople tend to treat us the same way
we treat them
consultative selling - correct answersales approach where the seller becomes a trusted
advisor to the customer and builds a relationship to truly understand his or her needs
value exchange - correct answerthe quantified worth of one good or service expressed
in terms of worth of another
customer lifetime value (CLV) - correct answera prediction of the net profit attributed to
the entire future relationship with a customer
return on customer investment - correct answera metric that measures how much value
a business can create per customer
value - correct answerthe measure of the benefit gained from a product or service
relative to the full cost of the item
value proposition - correct answeran innovation, service, or feature intended to make a
company or product attractive to customers
return on investment (ROI) - correct answera performance measure used to evaluate
the efficiency of an investment or compare the efficiency of a number of different
investments
CLV = - correct answerdollar value of purchases x gross profit% x number of purchases
ROI = - correct answernet profit / investment x 100
sales funnel - correct answerthe buying process that companies lead customers through
when purchasing products
