WGU D099 SALES MANAGEMENT EXAM
ACTUAL TEST QUESTIONS AND SOLVED
ANSWERS
◉ 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
ACTUAL TEST QUESTIONS AND SOLVED
ANSWERS
◉ 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
