WGU D099 Sales Management Study Guide
Questions with Verified Correct Answers
sales 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
Percentage of prospective customers who take a specific action you want
sales forecast
The process of estimating future sales
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 its expenses
product-market fit
the degree to which a product or service satisfies the demands of the market
Corporate Structure
An organizations different departments or business units within a company to achieve it's
overall mission and goals
Functional structure
An organization structure that groups employees according to the specialized or similar set of
rules or tasks
Modular structure
Divides the business into small, tightly knit strategic business units (SBUs),which focus on
specific elements of the organizational process
Strategic Business Unit (SBU)
profit center which focuses on product offering and market segment
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.
Stages of the Value Chain
Operations, research and development and marketing and sales
Competitors
Firms that provide similar products or services and try to attract the same customers
Questions with Verified Correct Answers
sales 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
Percentage of prospective customers who take a specific action you want
sales forecast
The process of estimating future sales
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 its expenses
product-market fit
the degree to which a product or service satisfies the demands of the market
Corporate Structure
An organizations different departments or business units within a company to achieve it's
overall mission and goals
Functional structure
An organization structure that groups employees according to the specialized or similar set of
rules or tasks
Modular structure
Divides the business into small, tightly knit strategic business units (SBUs),which focus on
specific elements of the organizational process
Strategic Business Unit (SBU)
profit center which focuses on product offering and market segment
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.
Stages of the Value Chain
Operations, research and development and marketing and sales
Competitors
Firms that provide similar products or services and try to attract the same customers
