WGU D099 Sales Management Exam Questions and
Answers
Initiators - ANSWER>>Individuals who suggest purchasing a product or service for
a business
Users - ANSWER>>Individuals within an organization who will use the product
being purchased
Gatekeepers - ANSWER>>Individuals who will decide if and when one gets access
to members of the buying center
Co-marketing Agreements - ANSWER>>An agreement where companies share
resources to market their products together
Affiliative Relationships - ANSWER>>A situation where the buyer needs extensive
expertise from the seller to make a decision
Functional Relationships - ANSWER>>Limited, ongoing relationships that develop
when a buyer continues to purchase a product from a seller out of habit, as long
as its needs are met
Stages of B2B Buying Process - ANSWER>>1. Recognize the need
2. Define the need
3. Search for suppliers
4. Bid analysis
5. Supplier selection
6. Order placement
7. Performance review
,CRM Process Cycle - ANSWER>>1. Knowledge discovery
2. Market planning
3. Customer interaction
4. Analysis and refinement
Request for Proposals (RFP) - ANSWER>>An invitation to submit a bid to supply a
good or service
Organizational Buying Types - ANSWER>>1. Producer
2. Reseller
3. Organization
Producer (Organizational Buying Type) - ANSWER>>A B2B company that
purchases parts, products, or ingredients to produce other goods and services to
sell to other companies or consumers.
Reseller (Organizational Buying Type) - ANSWER>>A B2B company that buys
finished goods to sell, lease, or rent to other companies or consumers.
Organization (Organizational Buying Type) - ANSWER>>A government agency or
nonprofit group that purchases products or services to serve or sell to its
constituents.
Strategic Partnership - ANSWER>>A partnership in which the buyer and seller
commit resources to generate growth for both parties
Fit Data - ANSWER>>Includes attributes about a customer, such as age, income
levels, education, and race
3 V's of Big Data - ANSWER>>Volume, Velocity, Variety
Sales Analytics - ANSWER>>1. Collection - Set goals, Collect data
, 2. Processing - Sort & Organize
3. Analysis - Visualization & Analysis, more?
4. Interpretation - ANSWER the question, Decision-making
Descriptive Analytics - ANSWER>>The use of data to understand past and current
business performance and make informed decisions. (What happened?)
Diagnostic Analytics - ANSWER>>Procedures that explore the current data to
determine why something has happened the way it has, typically comparing the
data to a benchmark. (Why did it happen?)
Predictive Analytics - ANSWER>>Extracts information from data and uses it to
predict future trends and identify behavioral patterns. (What will happen?)
1. Predictive Lead Scoring
2. Predictive Forecasting
3. Predictive Customer Attrition
4. Sales Performance Monitoring
Prescriptive Analytics - ANSWER>>Techniques that create models indicating the
best decision to make or course of action to take. (How can we make it happen?)
Open-sourced Frameworks - ANSWER>>A software in which the source code is
available to the general public for use and/or modification from its original design
free of charge
Conversion Ratio - ANSWER>>A measurement of how many customers move
from one stage of the sales funnel to the next
Predictive Lead Scoring - ANSWER>>This is one of the primary uses of predictive
sales analytics. It recognizes trends in the customer journey and uses them to
predict where the customer is in the sales pipeline.
Answers
Initiators - ANSWER>>Individuals who suggest purchasing a product or service for
a business
Users - ANSWER>>Individuals within an organization who will use the product
being purchased
Gatekeepers - ANSWER>>Individuals who will decide if and when one gets access
to members of the buying center
Co-marketing Agreements - ANSWER>>An agreement where companies share
resources to market their products together
Affiliative Relationships - ANSWER>>A situation where the buyer needs extensive
expertise from the seller to make a decision
Functional Relationships - ANSWER>>Limited, ongoing relationships that develop
when a buyer continues to purchase a product from a seller out of habit, as long
as its needs are met
Stages of B2B Buying Process - ANSWER>>1. Recognize the need
2. Define the need
3. Search for suppliers
4. Bid analysis
5. Supplier selection
6. Order placement
7. Performance review
,CRM Process Cycle - ANSWER>>1. Knowledge discovery
2. Market planning
3. Customer interaction
4. Analysis and refinement
Request for Proposals (RFP) - ANSWER>>An invitation to submit a bid to supply a
good or service
Organizational Buying Types - ANSWER>>1. Producer
2. Reseller
3. Organization
Producer (Organizational Buying Type) - ANSWER>>A B2B company that
purchases parts, products, or ingredients to produce other goods and services to
sell to other companies or consumers.
Reseller (Organizational Buying Type) - ANSWER>>A B2B company that buys
finished goods to sell, lease, or rent to other companies or consumers.
Organization (Organizational Buying Type) - ANSWER>>A government agency or
nonprofit group that purchases products or services to serve or sell to its
constituents.
Strategic Partnership - ANSWER>>A partnership in which the buyer and seller
commit resources to generate growth for both parties
Fit Data - ANSWER>>Includes attributes about a customer, such as age, income
levels, education, and race
3 V's of Big Data - ANSWER>>Volume, Velocity, Variety
Sales Analytics - ANSWER>>1. Collection - Set goals, Collect data
, 2. Processing - Sort & Organize
3. Analysis - Visualization & Analysis, more?
4. Interpretation - ANSWER the question, Decision-making
Descriptive Analytics - ANSWER>>The use of data to understand past and current
business performance and make informed decisions. (What happened?)
Diagnostic Analytics - ANSWER>>Procedures that explore the current data to
determine why something has happened the way it has, typically comparing the
data to a benchmark. (Why did it happen?)
Predictive Analytics - ANSWER>>Extracts information from data and uses it to
predict future trends and identify behavioral patterns. (What will happen?)
1. Predictive Lead Scoring
2. Predictive Forecasting
3. Predictive Customer Attrition
4. Sales Performance Monitoring
Prescriptive Analytics - ANSWER>>Techniques that create models indicating the
best decision to make or course of action to take. (How can we make it happen?)
Open-sourced Frameworks - ANSWER>>A software in which the source code is
available to the general public for use and/or modification from its original design
free of charge
Conversion Ratio - ANSWER>>A measurement of how many customers move
from one stage of the sales funnel to the next
Predictive Lead Scoring - ANSWER>>This is one of the primary uses of predictive
sales analytics. It recognizes trends in the customer journey and uses them to
predict where the customer is in the sales pipeline.
