WGU D099 Sales Management Exam Questions
with 100% Correct Answers | Verified | Latest
Update
Functional..relationships..-..Correct..Answer-
Limited,..ongoing..relationships..that..develop..when..a..buyer..continues..to..purch
ase..a..product..from..a..seller..out..of..habit,..as..long..as..its..needs..are..met
Modular..structure..-..Correct..Answer-
Divides..the..business..into..small,..tightly..knit..strategic..business..units..(SBUs),..
which..focus..on..specific..elements..of..the..organizational..process
Value..chain..-..Correct..Answer-
The..process..or..activities..by..which..a..company..adds..value..to..a..product,..includi
ng..production,..marketing,..and..the..provision..of..after-sales..service
Strategic..business..units..(SBUs)..-..Correct..Answer-
A..profit..center..that..focuses..on..product..offering..and..market..segment
Sustainable..competitive..advantage..-..Correct..Answer-
Company..assets,..attributes,..or..abilities..that..are..difficult..to..duplicate..or..excee
d..and..provide..a..superior..or..favorable..long-term..position..over..competitors
Factors..that..can..help..a..business..develop..a..sustainable..competitive..advantage..
-..Correct..Answer-
Customer..loyalty,..location,..distribution..and..information..systems..(Getting..pro
ducts..at..a..cheap..price..and..selling..them..at..a..reasonable..price),..unique..mercha
,ndise,..vendor..relations,..customer..service,..and..multiple..source..advantage..(bei
ng..widely..recognized..by..your..strengths)
Business..intelligence..(BI)..-..Correct..Answer-
The..use..of..data..in..an..enterprise..to..facilitate..decision-making
Big..data..analytics..-..Correct..Answer-
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..-
..Correct..Answer-
A..written..code..of..ethics..and..standards...Ethics..training..to..executives,..manage
rs,..and..employees...Availability..of..advice..on..ethical..situations..(advice..lines..or..
ethics..offices)...A..system..for..confidential..reporting.
Integrated..marketing..communications..(IMC)..-..Correct..Answer-
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..-..Correct..Answer-
Identifying..consumer..needs..and..then..producing..the..goods..or..services..that..wil
l..satisfy..those..needs..while..making..a..profit..for..the..organization
Promotional..techniques..-..Correct..Answer-
Advertising,..sales..promotion,..and..publicity,..or..creating..new..sales..channels..or..
new..products
,Promotional..mix..-..Correct..Answer-
The..combination..of..advertising,..personal..selling,..sales..promotion,..and..public.
.relations..used..to..promote..a..product
The..main..limitation..of..the..AIDA..model..-..Correct..Answer-
The..model..assumes..consumers..are..passive..and..marketers..are..active..during..m
ost..of..the..buying..process.
What..is..the..main..difference..between..the..AIDA..model..of..the..buyer's..journey..a
nd..the..six..steps..model..of..the..buying..process?..-..Correct..Answer-
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..-..Correct..Answer-Focuses..on..short-
term,..often..single,..transactions.
Relationship..selling..-..Correct..Answer-Focused..on..long-
term..relationship..building..to..keep..customers..satisfied..and..consequently..convi
nce..them..to..return..and..make..multiple..purchases.
Adaptive..selling..-..Correct..Answer-
Using..social..styles..to..customize..a..sales..approach..to..the..specific..customer
Social..style..matrix..-..Correct..Answer-
A..model..that..categorizes..people..according..to..personality..traits..and..how..they..i
nteract..with..others
, Analyticals..-..Correct..Answer-
Focus..on.."how,"include..facts,..do..not..challenge..their..facts,..demonstrate..resul
ts,..mention..guarantees..and..warranties,..give..them..time..to..decide,..communicat
e..the..pros..and..cons,..and..provide..history,..data,..financial..details...Low..responsi
veness..and..low..assertiveness
Drivers..-..Correct..Answer-
Focus..on.."what,"..get..to..the..point..quickly,..provide..options,..use..facts,..focus..o
n..results,..provide..timelines,..and..make..them..feel..in..control...Low..responsivene
ss..and..high..assertiveness
Amiables..-..Correct..Answer-
Focus..on.."why,"..establish..a..personal..relationship,..demonstrate..personal..com
mitment,..and..work..as..a..team...High..responsiveness..and..low..assertiveness
Expressives..-..Correct..Answer-
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..t
he..big..picture,..and..use..facts..and..figures..to..demonstrate..what..is..possible...Hig
h..responsiveness..and..high..assertiveness
Consultative..selling..-..Correct..Answer-
Sales..approach..where..the..seller..becomes..a..trusted..advisor..to..the..customer..an
d..builds..a..relationship..to..truly..understand..his..or..her..needs
Customer..lifetime..value..(CLV)..-..Correct..Answer-
A..prediction..of..the..net..profit..attributed..to..the..entire..future..relationship..with..a
..customer
with 100% Correct Answers | Verified | Latest
Update
Functional..relationships..-..Correct..Answer-
Limited,..ongoing..relationships..that..develop..when..a..buyer..continues..to..purch
ase..a..product..from..a..seller..out..of..habit,..as..long..as..its..needs..are..met
Modular..structure..-..Correct..Answer-
Divides..the..business..into..small,..tightly..knit..strategic..business..units..(SBUs),..
which..focus..on..specific..elements..of..the..organizational..process
Value..chain..-..Correct..Answer-
The..process..or..activities..by..which..a..company..adds..value..to..a..product,..includi
ng..production,..marketing,..and..the..provision..of..after-sales..service
Strategic..business..units..(SBUs)..-..Correct..Answer-
A..profit..center..that..focuses..on..product..offering..and..market..segment
Sustainable..competitive..advantage..-..Correct..Answer-
Company..assets,..attributes,..or..abilities..that..are..difficult..to..duplicate..or..excee
d..and..provide..a..superior..or..favorable..long-term..position..over..competitors
Factors..that..can..help..a..business..develop..a..sustainable..competitive..advantage..
-..Correct..Answer-
Customer..loyalty,..location,..distribution..and..information..systems..(Getting..pro
ducts..at..a..cheap..price..and..selling..them..at..a..reasonable..price),..unique..mercha
,ndise,..vendor..relations,..customer..service,..and..multiple..source..advantage..(bei
ng..widely..recognized..by..your..strengths)
Business..intelligence..(BI)..-..Correct..Answer-
The..use..of..data..in..an..enterprise..to..facilitate..decision-making
Big..data..analytics..-..Correct..Answer-
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..-
..Correct..Answer-
A..written..code..of..ethics..and..standards...Ethics..training..to..executives,..manage
rs,..and..employees...Availability..of..advice..on..ethical..situations..(advice..lines..or..
ethics..offices)...A..system..for..confidential..reporting.
Integrated..marketing..communications..(IMC)..-..Correct..Answer-
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..-..Correct..Answer-
Identifying..consumer..needs..and..then..producing..the..goods..or..services..that..wil
l..satisfy..those..needs..while..making..a..profit..for..the..organization
Promotional..techniques..-..Correct..Answer-
Advertising,..sales..promotion,..and..publicity,..or..creating..new..sales..channels..or..
new..products
,Promotional..mix..-..Correct..Answer-
The..combination..of..advertising,..personal..selling,..sales..promotion,..and..public.
.relations..used..to..promote..a..product
The..main..limitation..of..the..AIDA..model..-..Correct..Answer-
The..model..assumes..consumers..are..passive..and..marketers..are..active..during..m
ost..of..the..buying..process.
What..is..the..main..difference..between..the..AIDA..model..of..the..buyer's..journey..a
nd..the..six..steps..model..of..the..buying..process?..-..Correct..Answer-
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..-..Correct..Answer-Focuses..on..short-
term,..often..single,..transactions.
Relationship..selling..-..Correct..Answer-Focused..on..long-
term..relationship..building..to..keep..customers..satisfied..and..consequently..convi
nce..them..to..return..and..make..multiple..purchases.
Adaptive..selling..-..Correct..Answer-
Using..social..styles..to..customize..a..sales..approach..to..the..specific..customer
Social..style..matrix..-..Correct..Answer-
A..model..that..categorizes..people..according..to..personality..traits..and..how..they..i
nteract..with..others
, Analyticals..-..Correct..Answer-
Focus..on.."how,"include..facts,..do..not..challenge..their..facts,..demonstrate..resul
ts,..mention..guarantees..and..warranties,..give..them..time..to..decide,..communicat
e..the..pros..and..cons,..and..provide..history,..data,..financial..details...Low..responsi
veness..and..low..assertiveness
Drivers..-..Correct..Answer-
Focus..on.."what,"..get..to..the..point..quickly,..provide..options,..use..facts,..focus..o
n..results,..provide..timelines,..and..make..them..feel..in..control...Low..responsivene
ss..and..high..assertiveness
Amiables..-..Correct..Answer-
Focus..on.."why,"..establish..a..personal..relationship,..demonstrate..personal..com
mitment,..and..work..as..a..team...High..responsiveness..and..low..assertiveness
Expressives..-..Correct..Answer-
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..t
he..big..picture,..and..use..facts..and..figures..to..demonstrate..what..is..possible...Hig
h..responsiveness..and..high..assertiveness
Consultative..selling..-..Correct..Answer-
Sales..approach..where..the..seller..becomes..a..trusted..advisor..to..the..customer..an
d..builds..a..relationship..to..truly..understand..his..or..her..needs
Customer..lifetime..value..(CLV)..-..Correct..Answer-
A..prediction..of..the..net..profit..attributed..to..the..entire..future..relationship..with..a
..customer
