D099 EXAM SCRIPT TESTED QUESTIONS
FULL SOLUTION PREMIUM STUDY
MATERIAL
●● Modular structure
Answer: Divides the business into small, tightly knit strategic business
units (SBUs), which focus on specific elements of the organizational
process
●● Value chain
Answer: The process or activities by which a company adds value to a
product, including production, marketing, and the provision of after-
sales service
●● Strategic business units (SBUs)
Answer: A profit center that focuses on product offering and market
segment
●● Sustainable competitive advantage
Answer: Company assets, attributes, or abilities that are difficult to
duplicate or exceed and provide a superior or favorable long-term
position over competitors
,●● Factors that can help a business develop a sustainable competitive
advantage
Answer: 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)
●● Business intelligence (BI)
Answer: The use of data in an enterprise to facilitate decision-making
●● Big data analytics
Answer: Large, complex data sets that require non-traditional data
processing software to predict trends and forecasts
●● Four elements that make up ethical behavior within an organization
Answer: 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.
●● Integrated marketing communications (IMC)
Answer: 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
●● Marketing concept
Answer: Identifying consumer needs and then producing the goods or
services that will satisfy those needs while making a profit for the
organization
●● Promotional techniques
Answer: Advertising, sales promotion, and publicity, or creating new
sales channels or new products
●● Promotional mix
Answer: The combination of advertising, personal selling, sales
promotion, and public relations used to promote a product
●● The main limitation of the AIDA model
Answer: The model assumes consumers are passive and marketers are
active during most of the buying process.
●● What is the main difference between the AIDA model of the buyer's
journey and the six steps model of the buying process?
, Answer: 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.
●● Transactional selling
Answer: Focuses on short-term, often single, transactions.
●● Relationship selling
Answer: Focused on long-term relationship building to keep customers
satisfied and consequently convince them to return and make multiple
purchases.
●● Adaptive selling
Answer: Using social styles to customize a sales approach to the specific
customer
●● Social style matrix
Answer: A model that categorizes people according to personality traits
and how they interact with others
●● Analyticals
Answer: Focus on "how,"include facts, do not challenge their facts,
demonstrate results, mention guarantees and warranties, give them time
FULL SOLUTION PREMIUM STUDY
MATERIAL
●● Modular structure
Answer: Divides the business into small, tightly knit strategic business
units (SBUs), which focus on specific elements of the organizational
process
●● Value chain
Answer: The process or activities by which a company adds value to a
product, including production, marketing, and the provision of after-
sales service
●● Strategic business units (SBUs)
Answer: A profit center that focuses on product offering and market
segment
●● Sustainable competitive advantage
Answer: Company assets, attributes, or abilities that are difficult to
duplicate or exceed and provide a superior or favorable long-term
position over competitors
,●● Factors that can help a business develop a sustainable competitive
advantage
Answer: 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)
●● Business intelligence (BI)
Answer: The use of data in an enterprise to facilitate decision-making
●● Big data analytics
Answer: Large, complex data sets that require non-traditional data
processing software to predict trends and forecasts
●● Four elements that make up ethical behavior within an organization
Answer: 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.
●● Integrated marketing communications (IMC)
Answer: 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
●● Marketing concept
Answer: Identifying consumer needs and then producing the goods or
services that will satisfy those needs while making a profit for the
organization
●● Promotional techniques
Answer: Advertising, sales promotion, and publicity, or creating new
sales channels or new products
●● Promotional mix
Answer: The combination of advertising, personal selling, sales
promotion, and public relations used to promote a product
●● The main limitation of the AIDA model
Answer: The model assumes consumers are passive and marketers are
active during most of the buying process.
●● What is the main difference between the AIDA model of the buyer's
journey and the six steps model of the buying process?
, Answer: 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.
●● Transactional selling
Answer: Focuses on short-term, often single, transactions.
●● Relationship selling
Answer: Focused on long-term relationship building to keep customers
satisfied and consequently convince them to return and make multiple
purchases.
●● Adaptive selling
Answer: Using social styles to customize a sales approach to the specific
customer
●● Social style matrix
Answer: A model that categorizes people according to personality traits
and how they interact with others
●● Analyticals
Answer: Focus on "how,"include facts, do not challenge their facts,
demonstrate results, mention guarantees and warranties, give them time
