D099 WGU Notes-Only Study Guide
D099 SALES MANAGEMENT
WGU Notes-Only Interactive Study Guide
Built only from the course notes and screenshots supplied by Courtney Tate
Source Rule What This Version Does
Included Only concepts, wording, examples, figures,
laws, and answers supplied in the
notes/screenshots
Excluded Outside definitions, extra examples,
unsupported claims, and external study material
Practice Recall prompts and questions are derived only
from the supplied notes
Study Method
Read one module.
Close the guide and answer the recall prompts aloud.
Highlight missed terms.
Repeat only the missed terms until answers are immediate.
Source-limited to notes and screenshots supplied in this conversation
, D099 WGU Notes-Only Study Guide
MODULE 3
ORGANIZATIONAL BUYING
Buying Centers vs. Selling Centers
Buying center (decision-making unit): all members of an organization involved in buying a
particular product or service. Roles are not necessarily separate people.
High-tech buying center roles: economic buyer focuses on price point; infrastructure buyer/IT
evaluates fit with existing structure; user buyer is the voice of the people who use it.
Selling center: functional representation supporting a salesperson through a team-selling
approach. It provides functional support, specific contacts, common language, limited
coordination, and expertise/persuasion. It is coordinated by the salesperson/KAM.
Organizational Buyers
People who shop for businesses for a living.
May be called buyers, purchasing agents, purchasing managers, procurement officers, or
merchandisers.
Highly trained, shrewd, capable, not spending their own money, and their jobs depend on the
decision.
Buying Roles
Role Course Note Definition/Example
Initiator First person who identifies the need. Office
manager says the 20-year-old copier must be
replaced.
User Person who uses the product or service.
Influencer Influences features or brand, such as
recommending a reliable Canon printer.
Gatekeeper Controls whether information or people move to
the next step.
Decision maker Chooses which solution will be purchased.
Buyer Carries out the buying step and obtains the
item.
B2B Buying Process
1. Recognize the need
2. Define the need
3. Search for suppliers
4. Bid analysis
5. Supplier selection
6. Order placement
7. Performance review
Consumer Buying Process
8. Problem/need recognition
9. Information research
10. Evaluation of alternatives
Source-limited to notes and screenshots supplied in this conversation
, D099 WGU Notes-Only Study Guide
11. Purchase decision
12. Post-purchase behavior
B2B Customer Types
Type Course Note
Producer Makes things; buys raw materials and
manufactures goods.
Reseller Buys finished goods and sells them to
consumers.
Value-added reseller (VAR) Adds something to finished goods to increase
value, then resells. May install equipment, train
employees, or become the IT support.
Organizations/nonprofits Buy and sell from other businesses. A nonprofit
may also produce, such as a soup kitchen, or
resell, such as Livestrong wristbands.
Government Buying (B2G)
Opportunities exist for small businesses.
No centralized marketplace.
Government registration is required.
GSA is a clearinghouse that helps agencies buy products and repair services. It puts information
together; it does not negotiate contracts or make prices.
Rules and procedures vary by agency and jurisdiction.
Purchasing Category Course Note
Micro-purchases Up to $10,000; credit cards; no bids; about 70%
of government purchases.
Simplified acquisition procedures Under $250,000; simple purchases over
$10,000; less paperwork and fewer approvals.
Sealed bids Very specific requirements; Invitation for Bid
(IFB); reviewed by contracting officers.
Contracting by negotiation RFP; highly technical products/services; over
$150,000; proposals and negotiations; product
may be pitched before RFP.
Consolidated purchase vehicles Everyday purchasing needs; centralized
consolidated purchasing; GWACs; negotiated
ahead of time.
B2G Myths
Size means quick sales.
Small businesses cannot compete.
It is difficult and prewired/rigged.
There are too many regulations.
Buying Types
Type Meaning
Straight rebuy Same order as before with no changes.
Modified rebuy Rebuy with something changed.
New task purchase Product never bought before or vendor never
Source-limited to notes and screenshots supplied in this conversation
D099 SALES MANAGEMENT
WGU Notes-Only Interactive Study Guide
Built only from the course notes and screenshots supplied by Courtney Tate
Source Rule What This Version Does
Included Only concepts, wording, examples, figures,
laws, and answers supplied in the
notes/screenshots
Excluded Outside definitions, extra examples,
unsupported claims, and external study material
Practice Recall prompts and questions are derived only
from the supplied notes
Study Method
Read one module.
Close the guide and answer the recall prompts aloud.
Highlight missed terms.
Repeat only the missed terms until answers are immediate.
Source-limited to notes and screenshots supplied in this conversation
, D099 WGU Notes-Only Study Guide
MODULE 3
ORGANIZATIONAL BUYING
Buying Centers vs. Selling Centers
Buying center (decision-making unit): all members of an organization involved in buying a
particular product or service. Roles are not necessarily separate people.
High-tech buying center roles: economic buyer focuses on price point; infrastructure buyer/IT
evaluates fit with existing structure; user buyer is the voice of the people who use it.
Selling center: functional representation supporting a salesperson through a team-selling
approach. It provides functional support, specific contacts, common language, limited
coordination, and expertise/persuasion. It is coordinated by the salesperson/KAM.
Organizational Buyers
People who shop for businesses for a living.
May be called buyers, purchasing agents, purchasing managers, procurement officers, or
merchandisers.
Highly trained, shrewd, capable, not spending their own money, and their jobs depend on the
decision.
Buying Roles
Role Course Note Definition/Example
Initiator First person who identifies the need. Office
manager says the 20-year-old copier must be
replaced.
User Person who uses the product or service.
Influencer Influences features or brand, such as
recommending a reliable Canon printer.
Gatekeeper Controls whether information or people move to
the next step.
Decision maker Chooses which solution will be purchased.
Buyer Carries out the buying step and obtains the
item.
B2B Buying Process
1. Recognize the need
2. Define the need
3. Search for suppliers
4. Bid analysis
5. Supplier selection
6. Order placement
7. Performance review
Consumer Buying Process
8. Problem/need recognition
9. Information research
10. Evaluation of alternatives
Source-limited to notes and screenshots supplied in this conversation
, D099 WGU Notes-Only Study Guide
11. Purchase decision
12. Post-purchase behavior
B2B Customer Types
Type Course Note
Producer Makes things; buys raw materials and
manufactures goods.
Reseller Buys finished goods and sells them to
consumers.
Value-added reseller (VAR) Adds something to finished goods to increase
value, then resells. May install equipment, train
employees, or become the IT support.
Organizations/nonprofits Buy and sell from other businesses. A nonprofit
may also produce, such as a soup kitchen, or
resell, such as Livestrong wristbands.
Government Buying (B2G)
Opportunities exist for small businesses.
No centralized marketplace.
Government registration is required.
GSA is a clearinghouse that helps agencies buy products and repair services. It puts information
together; it does not negotiate contracts or make prices.
Rules and procedures vary by agency and jurisdiction.
Purchasing Category Course Note
Micro-purchases Up to $10,000; credit cards; no bids; about 70%
of government purchases.
Simplified acquisition procedures Under $250,000; simple purchases over
$10,000; less paperwork and fewer approvals.
Sealed bids Very specific requirements; Invitation for Bid
(IFB); reviewed by contracting officers.
Contracting by negotiation RFP; highly technical products/services; over
$150,000; proposals and negotiations; product
may be pitched before RFP.
Consolidated purchase vehicles Everyday purchasing needs; centralized
consolidated purchasing; GWACs; negotiated
ahead of time.
B2G Myths
Size means quick sales.
Small businesses cannot compete.
It is difficult and prewired/rigged.
There are too many regulations.
Buying Types
Type Meaning
Straight rebuy Same order as before with no changes.
Modified rebuy Rebuy with something changed.
New task purchase Product never bought before or vendor never
Source-limited to notes and screenshots supplied in this conversation
