WGU D099 SALES MANAGEMENT EXAM QUESTIONS AND
08/21/2026
ANSWER
WGU D099 Sales Management Exam Questions
and Answer latest 2026
Functional relationships
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
Modular structure
Divides the business into small, tightly knit strategic business units (SBUs), which focus on specific
elements of the organizational process
Value chain
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)
A profit center that focuses on product offering and market segment
Sustainable competitive advantage
Company assets, attributes, or abilities that are difficult to duplicate or exceed and provide a superior
or favorable long-term position over competitors
8/21/2026
1
, WGU D099 SALES MANAGEMENT EXAM QUESTIONS AND
08/21/2026
ANSWER
Factors that can help a business develop a 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)
Business intelligence (BI)
The use of data in an enterprise to facilitate decision-making
Big data analytics
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
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)
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
8/21/2026
Identifying consumer needs and then producing the goods or services that will satisfy those needs
while making a profit for the organization
2
, WGU D099 SALES MANAGEMENT EXAM QUESTIONS AND
08/21/2026
ANSWER
Promotional techniques
Advertising, sales promotion, and publicity, or creating new sales channels or new products
Promotional mix
The combination of advertising, personal selling, sales promotion, and public relations used to
promote a product
The main limitation of the AIDA model
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?
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
Focuses on short-term, often single, transactions.
Relationship selling
8/21/2026
Focused on long-term relationship building to keep customers satisfied and consequently convince
them to return and make multiple purchases.
3
, WGU D099 SALES MANAGEMENT EXAM QUESTIONS AND
08/21/2026
ANSWER
Adaptive selling
Using social styles to customize a sales approach to the specific customer
Social style matrix
A model that categorizes people according to personality traits and how they interact with others
Analyticals
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
Drivers
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
Amiables
Focus on "why," establish a personal relationship, demonstrate personal commitment, and work as a
team. High responsiveness and low assertiveness
Expressives
8/21/2026
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
4
08/21/2026
ANSWER
WGU D099 Sales Management Exam Questions
and Answer latest 2026
Functional relationships
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
Modular structure
Divides the business into small, tightly knit strategic business units (SBUs), which focus on specific
elements of the organizational process
Value chain
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)
A profit center that focuses on product offering and market segment
Sustainable competitive advantage
Company assets, attributes, or abilities that are difficult to duplicate or exceed and provide a superior
or favorable long-term position over competitors
8/21/2026
1
, WGU D099 SALES MANAGEMENT EXAM QUESTIONS AND
08/21/2026
ANSWER
Factors that can help a business develop a 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)
Business intelligence (BI)
The use of data in an enterprise to facilitate decision-making
Big data analytics
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
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)
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
8/21/2026
Identifying consumer needs and then producing the goods or services that will satisfy those needs
while making a profit for the organization
2
, WGU D099 SALES MANAGEMENT EXAM QUESTIONS AND
08/21/2026
ANSWER
Promotional techniques
Advertising, sales promotion, and publicity, or creating new sales channels or new products
Promotional mix
The combination of advertising, personal selling, sales promotion, and public relations used to
promote a product
The main limitation of the AIDA model
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?
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
Focuses on short-term, often single, transactions.
Relationship selling
8/21/2026
Focused on long-term relationship building to keep customers satisfied and consequently convince
them to return and make multiple purchases.
3
, WGU D099 SALES MANAGEMENT EXAM QUESTIONS AND
08/21/2026
ANSWER
Adaptive selling
Using social styles to customize a sales approach to the specific customer
Social style matrix
A model that categorizes people according to personality traits and how they interact with others
Analyticals
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
Drivers
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
Amiables
Focus on "why," establish a personal relationship, demonstrate personal commitment, and work as a
team. High responsiveness and low assertiveness
Expressives
8/21/2026
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
4
