WGU D099 Sales Management OA
ACTUAL EXAM(2026) QUESTIONS
AND (elaborated) WITH COMPLETE
SOLUTIONS||latest exam guide with
well detailed answers ||Verified exam!!
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 - ANSWER-Functional
relationships
Divides the business into small, tightly knit strategic business units (SBUs), which focus
on specific elements of the organizational process - ANSWER-Modular structure
The process or activities by which a company adds value to a product, including
production, marketing, and the provision of after-sales service - ANSWER-Value chain
A profit center that focuses on product offering and market segment - ANSWER-
Strategic business units (SBUs)
Company assets, attributes, or abilities that are difficult to duplicate or exceed and
provide a superior or favorable long-term position over competitors - ANSWER-
Sustainable competitive advantage
Customer loyalty, location, distribution and information systems (Getting products at a
cheap price and selling them at a reasonable price), unique merchandise, vendor
relations, customer service, and multiple source advantage (being widely recognized by
your strengths) - ANSWER-Factors that can help a business develop a sustainable
competitive advantage
The use of data in an enterprise to facilitate decision-making - ANSWER-Business
intelligence (BI)
Large, complex data sets that require non-traditional data processing software to predict
trends and forecasts - ANSWER-Big data analytics
A written code of ethics and standards. Ethics training to executives, managers, and
employees. Availability of advice on ethical situations (advice lines or ethics offices). A
system for confidential reporting. - ANSWER-Four elements that make up ethical
behavior within an organization
,The careful coordination of all promotional activities—media advertising, sales
promotion, personal selling, and public relations, as well as direct marketing, packaging,
and other forms of promotion—to produce a consistent, unified message that is
customer focused - ANSWER-Integrated marketing communications (IMC)
Identifying consumer needs and then producing the goods or services that will satisfy
those needs while making a profit for the organization - ANSWER-Marketing concept
Advertising, sales promotion, and publicity, or creating new sales channels or new
products - ANSWER-Promotional techniques
The combination of advertising, personal selling, sales promotion, and public relations
used to promote a product - ANSWER-Promotional mix
The model assumes consumers are passive and marketers are active during most of
the buying process. - ANSWER-The main limitation of the AIDA model
The AIDA model assumes that the customer experience ends at the purchase while the
six-step process considers the after-purchase relationship with the customer. -
ANSWER-What is the main difference between the AIDA model of the buyer's journey
and the six steps model of the buying process?
Focuses on short-term, often single, transactions. - ANSWER-Transactional selling
Focused on long-term relationship building to keep customers satisfied and
consequently convince them to return and make multiple purchases. - ANSWER-
Relationship selling
Using social styles to customize a sales approach to the specific customer - ANSWER-
Adaptive selling
A model that categorizes people according to personality traits and how they interact
with others - ANSWER-Social style matrix
Focus on "how,"include facts, do not challenge their facts, demonstrate results, mention
guarantees and warranties, give them time to decide, communicate the pros and cons,
and provide history, data, financial details. Low responsiveness and low assertiveness -
ANSWER-Analyticals
Focus on "what," get to the point quickly, provide options, use facts, focus on results,
provide timelines, and make them feel in control. Low responsiveness and high
assertiveness - ANSWER-Drivers
Focus on "why," establish a personal relationship, demonstrate personal commitment,
and work as a team. High responsiveness and low assertiveness - ANSWER-Amiables
,Focus on "who," take extra time to discuss everything, give them recognition and
approval, ask them how they feel about the product or service, focus on the big picture,
and use facts and figures to demonstrate what is possible. High responsiveness and
high assertiveness - ANSWER-Expressives
Sales approach where the seller becomes a trusted advisor to the customer and builds
a relationship to truly understand his or her needs - ANSWER-Consultative selling
A prediction of the net profit attributed to the entire future relationship with a customer -
ANSWER-Customer lifetime value (CLV)
A metric that measures how much value a business can create per customer -
ANSWER-Return on customer investment
An innovation, service, or feature intended to make a company or product attractive to
customers - ANSWER-Value proposition
Clear (short and direct), compelling (motivates), and differentiating (sets the offering
aprt). - ANSWER-A value proposition should be
ROI = net profit ÷ investment × 100 - ANSWER-Equation for ROI
A performance measure used to evaluate the efficiency of an investment or compare
the efficiency of a number of different investments - ANSWER-Return on investment
(ROI)
CLV = dollar value of purchases x gross profit percent x number of purchases -
ANSWER-Equation for CLV
A way of bringing products or services to market so they can be purchased by
consumers - ANSWER-Sales channels
A chain of businesses or intermediaries through which a good or service passes until it
reaches the final buyer or the end consumer - ANSWER-Distribution channels
Their main job is to represent the producer to the final user in selling a product. -
ANSWER-Agents or brokers
They sell the products to other intermediaries, such as retailers, for a higher price than
they paid. They buy in bulk and store the products in their own warehouses and storage
places until it is time to resell them. They are independently owned, and they own the
products that they sell. - ANSWER-Wholesalers
, They take ownership of the product, store it, and sell it at a profit to retailers or other
intermediaries. However, the key difference is that distributors ally themselves to
complementary products - ANSWER-Distributors
Whatever their size, retailers purchase products from market intermediaries and sell
them directly to the end user for a profit - ANSWER-Retailers
A salesperson who provides information to an individual who will influence the purchase
decision - ANSWER-Missionary salespeople
Sales people who are experts in a specific product or service area. They promote and
sell the product by demonstrating how it works along with the benefits it can offer
potential customers - ANSWER-Technical salespeople
A salesperson who calls on retailers and helps them display, advertise, and sell
products to consumers - ANSWER-Trade salespeople
People who routinely work inside the business taking orders and handling transactions -
ANSWER-Inside salespeople
Sales personnel who go out into the field to meet with customers - ANSWER-Outside
salespeople
Maintaining a long-term relationship with customers who purchased from the firm in the
past - ANSWER-Account management
Concentrates sales and marketing resources on a clearly defined set of target accounts
within a market and employs personalized campaigns designed to resonate with each
account - ANSWER-Account-based marketing (ABM)
Developing and maintaining long-term, sustainable and mutually beneficial relationships
with key accounts (customer) - ANSWER-Key account management (KAM)
Clients who have not made a purchase for a specified period of time - ANSWER-
Inactive accounts
Have consistent transactions and engagement with the business - ANSWER-Active
accounts
Clients who have established an ongoing relationship with the company through its
website and may or may not have a recurring order - ANSWER-Passive accounts
Suggests that 20 percent of your activities will account for 80 percent of your results -
ANSWER-80/20 rule
ACTUAL EXAM(2026) QUESTIONS
AND (elaborated) WITH COMPLETE
SOLUTIONS||latest exam guide with
well detailed answers ||Verified exam!!
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 - ANSWER-Functional
relationships
Divides the business into small, tightly knit strategic business units (SBUs), which focus
on specific elements of the organizational process - ANSWER-Modular structure
The process or activities by which a company adds value to a product, including
production, marketing, and the provision of after-sales service - ANSWER-Value chain
A profit center that focuses on product offering and market segment - ANSWER-
Strategic business units (SBUs)
Company assets, attributes, or abilities that are difficult to duplicate or exceed and
provide a superior or favorable long-term position over competitors - ANSWER-
Sustainable competitive advantage
Customer loyalty, location, distribution and information systems (Getting products at a
cheap price and selling them at a reasonable price), unique merchandise, vendor
relations, customer service, and multiple source advantage (being widely recognized by
your strengths) - ANSWER-Factors that can help a business develop a sustainable
competitive advantage
The use of data in an enterprise to facilitate decision-making - ANSWER-Business
intelligence (BI)
Large, complex data sets that require non-traditional data processing software to predict
trends and forecasts - ANSWER-Big data analytics
A written code of ethics and standards. Ethics training to executives, managers, and
employees. Availability of advice on ethical situations (advice lines or ethics offices). A
system for confidential reporting. - ANSWER-Four elements that make up ethical
behavior within an organization
,The careful coordination of all promotional activities—media advertising, sales
promotion, personal selling, and public relations, as well as direct marketing, packaging,
and other forms of promotion—to produce a consistent, unified message that is
customer focused - ANSWER-Integrated marketing communications (IMC)
Identifying consumer needs and then producing the goods or services that will satisfy
those needs while making a profit for the organization - ANSWER-Marketing concept
Advertising, sales promotion, and publicity, or creating new sales channels or new
products - ANSWER-Promotional techniques
The combination of advertising, personal selling, sales promotion, and public relations
used to promote a product - ANSWER-Promotional mix
The model assumes consumers are passive and marketers are active during most of
the buying process. - ANSWER-The main limitation of the AIDA model
The AIDA model assumes that the customer experience ends at the purchase while the
six-step process considers the after-purchase relationship with the customer. -
ANSWER-What is the main difference between the AIDA model of the buyer's journey
and the six steps model of the buying process?
Focuses on short-term, often single, transactions. - ANSWER-Transactional selling
Focused on long-term relationship building to keep customers satisfied and
consequently convince them to return and make multiple purchases. - ANSWER-
Relationship selling
Using social styles to customize a sales approach to the specific customer - ANSWER-
Adaptive selling
A model that categorizes people according to personality traits and how they interact
with others - ANSWER-Social style matrix
Focus on "how,"include facts, do not challenge their facts, demonstrate results, mention
guarantees and warranties, give them time to decide, communicate the pros and cons,
and provide history, data, financial details. Low responsiveness and low assertiveness -
ANSWER-Analyticals
Focus on "what," get to the point quickly, provide options, use facts, focus on results,
provide timelines, and make them feel in control. Low responsiveness and high
assertiveness - ANSWER-Drivers
Focus on "why," establish a personal relationship, demonstrate personal commitment,
and work as a team. High responsiveness and low assertiveness - ANSWER-Amiables
,Focus on "who," take extra time to discuss everything, give them recognition and
approval, ask them how they feel about the product or service, focus on the big picture,
and use facts and figures to demonstrate what is possible. High responsiveness and
high assertiveness - ANSWER-Expressives
Sales approach where the seller becomes a trusted advisor to the customer and builds
a relationship to truly understand his or her needs - ANSWER-Consultative selling
A prediction of the net profit attributed to the entire future relationship with a customer -
ANSWER-Customer lifetime value (CLV)
A metric that measures how much value a business can create per customer -
ANSWER-Return on customer investment
An innovation, service, or feature intended to make a company or product attractive to
customers - ANSWER-Value proposition
Clear (short and direct), compelling (motivates), and differentiating (sets the offering
aprt). - ANSWER-A value proposition should be
ROI = net profit ÷ investment × 100 - ANSWER-Equation for ROI
A performance measure used to evaluate the efficiency of an investment or compare
the efficiency of a number of different investments - ANSWER-Return on investment
(ROI)
CLV = dollar value of purchases x gross profit percent x number of purchases -
ANSWER-Equation for CLV
A way of bringing products or services to market so they can be purchased by
consumers - ANSWER-Sales channels
A chain of businesses or intermediaries through which a good or service passes until it
reaches the final buyer or the end consumer - ANSWER-Distribution channels
Their main job is to represent the producer to the final user in selling a product. -
ANSWER-Agents or brokers
They sell the products to other intermediaries, such as retailers, for a higher price than
they paid. They buy in bulk and store the products in their own warehouses and storage
places until it is time to resell them. They are independently owned, and they own the
products that they sell. - ANSWER-Wholesalers
, They take ownership of the product, store it, and sell it at a profit to retailers or other
intermediaries. However, the key difference is that distributors ally themselves to
complementary products - ANSWER-Distributors
Whatever their size, retailers purchase products from market intermediaries and sell
them directly to the end user for a profit - ANSWER-Retailers
A salesperson who provides information to an individual who will influence the purchase
decision - ANSWER-Missionary salespeople
Sales people who are experts in a specific product or service area. They promote and
sell the product by demonstrating how it works along with the benefits it can offer
potential customers - ANSWER-Technical salespeople
A salesperson who calls on retailers and helps them display, advertise, and sell
products to consumers - ANSWER-Trade salespeople
People who routinely work inside the business taking orders and handling transactions -
ANSWER-Inside salespeople
Sales personnel who go out into the field to meet with customers - ANSWER-Outside
salespeople
Maintaining a long-term relationship with customers who purchased from the firm in the
past - ANSWER-Account management
Concentrates sales and marketing resources on a clearly defined set of target accounts
within a market and employs personalized campaigns designed to resonate with each
account - ANSWER-Account-based marketing (ABM)
Developing and maintaining long-term, sustainable and mutually beneficial relationships
with key accounts (customer) - ANSWER-Key account management (KAM)
Clients who have not made a purchase for a specified period of time - ANSWER-
Inactive accounts
Have consistent transactions and engagement with the business - ANSWER-Active
accounts
Clients who have established an ongoing relationship with the company through its
website and may or may not have a recurring order - ANSWER-Passive accounts
Suggests that 20 percent of your activities will account for 80 percent of your results -
ANSWER-80/20 rule
