D0GG Sales Management Study Guide 2025
D099 Sales Management Study Guide
Contents
Module 1 Sales Role....................................................................................... 2
Module 2: Sales Practice .............................................................................. 12
Module 3 Organizational Buying process .................................................... 25
Module 4 Customer Relationship Management ........................................... 31
Module 5 Sales Analytics ............................................................................40
Module 6 Sales Roles................................................................................... 50
Module 7 Recruitment Process .................................................................... 61
Module 8 Sales Training.............................................................................. 83
Module 9 Sales Compensation .................................................................... 98
Module 10 Salesperson Evaluation ............................................................ 109
Module 11 Budgeting C Planning ................................................................. 118
Module 12 Forecasting C Ǫuota Development ............................................. 131
Selling and Buying-11% (Unit 2, pgs. 5-22)
• Sales Practices (Module 1)
• Sales Role (Module 2)
Organizational Buying-10% (Unit 3, pgs. 23-
32)
• Organizational Buying
Process (Module 3)
Customer Relationship
Management-19% (Unit 4, pgs. 33-
48)
• Customer Relationship
Management (Module
4)
• Sales Analytics (Module 5)
Organizing a Sales Force-20%
(Unit 5, pgs. 49-63)
• Sales Role Perceptions (Module 6)
• Recruitment Process
(Module 7) Organizational
Relationships-20%, Sales (Unit
6, pgs. 64-83)
, D0GG Sales Management Study Guide 2025
• Sales Training (Module 8)
• Sales Compensation (Module 9)
• Salesperson Evaluation
(Module 10) Sales Planning
Process-20% (Unit 7, pgs. 84-98)
• Budgeting and Planning (Module 11)
• Forecasting and Quota Development (Module 12)
, D0GG Sales Management Study Guide 2025
*most glossary terms will be underlined and bold. i.e. account management: definition.
Module 1 Sales Role
Marketing: business function that identifies, satisfies, and retains customers through a
set of activities related to creating, communicating, delivering and exchanging offerings
that have value for the customer.
Relationship selling: sales technique that focuses on the interaction between the buyer and
the salesperson rather than the price or details of the product.
Value creation: the performance of actions that increase the worth of goods, services, or
even a business.
Sales: incorporates actually selling the company’s products or service to its customers.
Process: a systematic approach involving a series of steps that enables a sales force to
close more deals, increase margins and make more sales through referrals.
Customer Loyalty: Having a positive attitude toward a product or brand, which induces
supportive behavior from the customer.
Brand trust: the willingness of the average consumer to rely on the ability of the brand to
perform its stated function.
Personal selling: a type of selling that uses person-to-person interaction to sell products and
services.
Conversion rates: the percentage of prospective customers who take a specific action you want.
Sales forecast: the process of estimating future sales.
, D0GG Sales Management Study Guide 2025
Operational budget: a plan for expenditures required to maintain the functioning of a
business venture or public organization.
Profitability: the ability of a company to use its resources to generate revenues in excess of it
expenses.
D099 Sales Management Study Guide
Contents
Module 1 Sales Role....................................................................................... 2
Module 2: Sales Practice .............................................................................. 12
Module 3 Organizational Buying process .................................................... 25
Module 4 Customer Relationship Management ........................................... 31
Module 5 Sales Analytics ............................................................................40
Module 6 Sales Roles................................................................................... 50
Module 7 Recruitment Process .................................................................... 61
Module 8 Sales Training.............................................................................. 83
Module 9 Sales Compensation .................................................................... 98
Module 10 Salesperson Evaluation ............................................................ 109
Module 11 Budgeting C Planning ................................................................. 118
Module 12 Forecasting C Ǫuota Development ............................................. 131
Selling and Buying-11% (Unit 2, pgs. 5-22)
• Sales Practices (Module 1)
• Sales Role (Module 2)
Organizational Buying-10% (Unit 3, pgs. 23-
32)
• Organizational Buying
Process (Module 3)
Customer Relationship
Management-19% (Unit 4, pgs. 33-
48)
• Customer Relationship
Management (Module
4)
• Sales Analytics (Module 5)
Organizing a Sales Force-20%
(Unit 5, pgs. 49-63)
• Sales Role Perceptions (Module 6)
• Recruitment Process
(Module 7) Organizational
Relationships-20%, Sales (Unit
6, pgs. 64-83)
, D0GG Sales Management Study Guide 2025
• Sales Training (Module 8)
• Sales Compensation (Module 9)
• Salesperson Evaluation
(Module 10) Sales Planning
Process-20% (Unit 7, pgs. 84-98)
• Budgeting and Planning (Module 11)
• Forecasting and Quota Development (Module 12)
, D0GG Sales Management Study Guide 2025
*most glossary terms will be underlined and bold. i.e. account management: definition.
Module 1 Sales Role
Marketing: business function that identifies, satisfies, and retains customers through a
set of activities related to creating, communicating, delivering and exchanging offerings
that have value for the customer.
Relationship selling: sales technique that focuses on the interaction between the buyer and
the salesperson rather than the price or details of the product.
Value creation: the performance of actions that increase the worth of goods, services, or
even a business.
Sales: incorporates actually selling the company’s products or service to its customers.
Process: a systematic approach involving a series of steps that enables a sales force to
close more deals, increase margins and make more sales through referrals.
Customer Loyalty: Having a positive attitude toward a product or brand, which induces
supportive behavior from the customer.
Brand trust: the willingness of the average consumer to rely on the ability of the brand to
perform its stated function.
Personal selling: a type of selling that uses person-to-person interaction to sell products and
services.
Conversion rates: the percentage of prospective customers who take a specific action you want.
Sales forecast: the process of estimating future sales.
, D0GG Sales Management Study Guide 2025
Operational budget: a plan for expenditures required to maintain the functioning of a
business venture or public organization.
Profitability: the ability of a company to use its resources to generate revenues in excess of it
expenses.
