D099- Sales Management Exam
Questions with Correct Answers Graded
A Download for A Perfect Score
"right" principle - Answer -getting the right goods or services to the right people at the right place,
time, and price, using the right promotional techniques
3 buying types - Answer -straight rebuy, new task purchase, and modified rebuy
3 different B2B customers - Answer -producers, resellers, and organizations
3 V's of big data - Answer -volume, velocity, and variety
360-degree customer view - Answer -a process of collecting aggregated data from various
customer touchpoints for complete understanding of the customer and to guide interactions with the
customer
401(k) plans - Answer -a qualified retirement plan that allows eligible employees of a company to
save and invest for their own retirement on a tax-deferred basis
80/20 Rule (Pareto Principle) - Answer -suggests that 20% of your activities will account for 80% of
your results
account management - Answer -maintaining a long-term relationship with customers who
purchased from the firm in the past
account-based marketing (ABM) - Answer -concentrates sales and marketing resources on a clearly
defined set of target accounts within a market and employs personalized campaigns designed to
resonate with each account
accounts - Answer -current business clients' records of transactions
achievement test - Answer -a type of test that measures someone's current knowledge
active accounts - Answer -have consistent transactions and engagement with the business
activity goals - Answer -a metric that measures how many sales calls each type of representative
has to make in a certain period of time
adaptive selling - Answer -using social styles to customize a sales approach to the specific
customer
affective job satisfaction - Answer -a person's emotional feelings about the job as a whole
,affiliative selling relationships - Answer -a situation where the buyer needs extensive expertise
from the seller to make a decision
AIDA - Answer -attention, interest, desire, action
alliance agrements - Answer -a formal agreement among companies who want to share resources
to create a competitive advantage
amiables - Answer -want to know "why"
analyticals - Answer -want to know "how"
aptitude test - Answer -a type of test that measures a person's ability to learn new skills
balance sheet - Answer -a statement of assets, liabilities, and capital for an organization at a
particular point in time
behavioral data - Answer -data based on a customer's action or behavior
big data - Answer -large, complex data sets that require nontraditional data processing software
big data analytics - Answer -large, complex data sets that require non-traditional data processing
software to predict trends and forecasts
biographical information blanks (BIBs) - Answer -a series of questions about a person's history that
may have shaped their behavior
BOFU - Answer -bottom of sales funnel (customer/action)
boundary spanners - Answer -individuals who have the role of connecting an organization's
internal network with external sources of information
brag book - Answer -a list of recommendation letters, awards, and achievements that the
candidate shares with the interviewer
brand trust - Answer -the willingness of the average consumer to rely on the ability of the brand to
perform its stated function
brown bag lunch training delivery - Answer -training delivery meant to create an informal
atmosphere in which the training occurs during lunchtime, employees bring their food, and someone
presents training information to them
business development - Answer -activities to develop and implement growth opportunities within
organizations
business intelligence (BI) - Answer -the use of data in an enterprise to facilitate decision-making. It
encompasses understanding the actual operation of the company, as well as the anticipation of future
events, with the aim of providing knowledge to support business decisions
, business-to-government market (B2G) - Answer -when companies sell to local, state, or federal
governments
buying centers - Answer -a group of people within an organization who make business purchasing
decisions
capital budgeting - Answer -the budgeting process to evaluate potential major projects or
investments
central tendency error - Answer -tendency of managers and interviewers to rate all or most of the
employees or interviewees as average
centralization - Answer -the concentration of control of an activity or organization under a single
authority
clinical selection approach - Answer -selection approach where decision makers review the data
and, based on what they learn from the candidate and the information available to them, decide who
should be hired for the job
close rate - Answer -the number of deals closed vs. the number of opportunities in the pipeline
CLV = - Answer -dollar value of purchases x gross profit% x number of purchases
co-marketing agreements - Answer -an agreement where companies share resources to market
their products together
cognitive ability test - Answer -a type of test that measures reasoning skills, math skills, and verbal
skills
cognitive job satisfaction - Answer -how satisfied employees feel concerning some aspect of their
job, such as pay, hours, or benefits
commission - Answer -a form of variable on that is contingent on discretion, performance, or
results achieved
compensatory model - Answer -a type of statistical approach that permits a high score in an
important area to make up for a lower score in another area
competitive advantage - Answer -a condition or circumstance that puts a company in a favorable
or superior business position
confirmatory bias - Answer -the tendency to search for or interpret new info in a way that confirms
a person's pre-existing beliefs
consultative selling - Answer -sales approach where the seller becomes a trusted advisor to the
customer and builds a relationship to truly understand his or her needs
conversion rates - Answer -the percentage of prospective customers who take a specific action you
want
Questions with Correct Answers Graded
A Download for A Perfect Score
"right" principle - Answer -getting the right goods or services to the right people at the right place,
time, and price, using the right promotional techniques
3 buying types - Answer -straight rebuy, new task purchase, and modified rebuy
3 different B2B customers - Answer -producers, resellers, and organizations
3 V's of big data - Answer -volume, velocity, and variety
360-degree customer view - Answer -a process of collecting aggregated data from various
customer touchpoints for complete understanding of the customer and to guide interactions with the
customer
401(k) plans - Answer -a qualified retirement plan that allows eligible employees of a company to
save and invest for their own retirement on a tax-deferred basis
80/20 Rule (Pareto Principle) - Answer -suggests that 20% of your activities will account for 80% of
your results
account management - Answer -maintaining a long-term relationship with customers who
purchased from the firm in the past
account-based marketing (ABM) - Answer -concentrates sales and marketing resources on a clearly
defined set of target accounts within a market and employs personalized campaigns designed to
resonate with each account
accounts - Answer -current business clients' records of transactions
achievement test - Answer -a type of test that measures someone's current knowledge
active accounts - Answer -have consistent transactions and engagement with the business
activity goals - Answer -a metric that measures how many sales calls each type of representative
has to make in a certain period of time
adaptive selling - Answer -using social styles to customize a sales approach to the specific
customer
affective job satisfaction - Answer -a person's emotional feelings about the job as a whole
,affiliative selling relationships - Answer -a situation where the buyer needs extensive expertise
from the seller to make a decision
AIDA - Answer -attention, interest, desire, action
alliance agrements - Answer -a formal agreement among companies who want to share resources
to create a competitive advantage
amiables - Answer -want to know "why"
analyticals - Answer -want to know "how"
aptitude test - Answer -a type of test that measures a person's ability to learn new skills
balance sheet - Answer -a statement of assets, liabilities, and capital for an organization at a
particular point in time
behavioral data - Answer -data based on a customer's action or behavior
big data - Answer -large, complex data sets that require nontraditional data processing software
big data analytics - Answer -large, complex data sets that require non-traditional data processing
software to predict trends and forecasts
biographical information blanks (BIBs) - Answer -a series of questions about a person's history that
may have shaped their behavior
BOFU - Answer -bottom of sales funnel (customer/action)
boundary spanners - Answer -individuals who have the role of connecting an organization's
internal network with external sources of information
brag book - Answer -a list of recommendation letters, awards, and achievements that the
candidate shares with the interviewer
brand trust - Answer -the willingness of the average consumer to rely on the ability of the brand to
perform its stated function
brown bag lunch training delivery - Answer -training delivery meant to create an informal
atmosphere in which the training occurs during lunchtime, employees bring their food, and someone
presents training information to them
business development - Answer -activities to develop and implement growth opportunities within
organizations
business intelligence (BI) - Answer -the use of data in an enterprise to facilitate decision-making. It
encompasses understanding the actual operation of the company, as well as the anticipation of future
events, with the aim of providing knowledge to support business decisions
, business-to-government market (B2G) - Answer -when companies sell to local, state, or federal
governments
buying centers - Answer -a group of people within an organization who make business purchasing
decisions
capital budgeting - Answer -the budgeting process to evaluate potential major projects or
investments
central tendency error - Answer -tendency of managers and interviewers to rate all or most of the
employees or interviewees as average
centralization - Answer -the concentration of control of an activity or organization under a single
authority
clinical selection approach - Answer -selection approach where decision makers review the data
and, based on what they learn from the candidate and the information available to them, decide who
should be hired for the job
close rate - Answer -the number of deals closed vs. the number of opportunities in the pipeline
CLV = - Answer -dollar value of purchases x gross profit% x number of purchases
co-marketing agreements - Answer -an agreement where companies share resources to market
their products together
cognitive ability test - Answer -a type of test that measures reasoning skills, math skills, and verbal
skills
cognitive job satisfaction - Answer -how satisfied employees feel concerning some aspect of their
job, such as pay, hours, or benefits
commission - Answer -a form of variable on that is contingent on discretion, performance, or
results achieved
compensatory model - Answer -a type of statistical approach that permits a high score in an
important area to make up for a lower score in another area
competitive advantage - Answer -a condition or circumstance that puts a company in a favorable
or superior business position
confirmatory bias - Answer -the tendency to search for or interpret new info in a way that confirms
a person's pre-existing beliefs
consultative selling - Answer -sales approach where the seller becomes a trusted advisor to the
customer and builds a relationship to truly understand his or her needs
conversion rates - Answer -the percentage of prospective customers who take a specific action you
want
