D099 WGU Sales Management
Study online at https://quizlet.com/_9n40kf
1. Functional rela- Limited, ongoing relationships that develop when a buyer continues to purchase
tionships a product from a seller out of habit, as long as its needs are met
2. Modular struc- Divides the business into small, tightly knit strategic business units (SBUs), which
ture focus on specific elements of the organizational process
3. 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
4. Strategic busi- A profit center that focuses on product offering and market segment
ness units (SBUs)
5. Sustainable com- Company assets, attributes, or abilities that are difficult to duplicate or exceed and
petitive advan- provide a superior or favorable long-term position over competitors
tage
6. Factors that can Customer loyalty, location, distribution and information systems (Getting products
help a business at a cheap price and selling them at a reasonable price), unique merchandise,
develop a sus- vendor relations, customer service, and multiple source advantage (being widely
tainable competi- recognized by your strengths)
tive advantage
7. Business intelli- The use of data in an enterprise to facilitate decision-making
gence (BI)
8. Big data analytics Large, complex data sets that require non-traditional data processing software to
predict trends and forecasts
9. Four elements A written code of ethics and standards. Ethics training to executives, managers,
that make up and employees. Availability of advice on ethical situations (advice lines or ethics
ethical behavior offices). A system for confidential reporting.
within an organi-
zation
, D099 WGU Sales Management
Study online at https://quizlet.com/_9n40kf
10. Integrated mar- The careful coordination of all promotional activities—media advertising, sales
keting communi- promotion, personal selling, and public relations, as well as direct marketing,
cations (IMC) packaging, and other forms of promotion—to produce a consistent, unified
message that is customer focused
11. Marketing con- Identifying consumer needs and then producing the goods or services that will
cept satisfy those needs while making a profit for the organization
12. Promotional Advertising, sales promotion, and publicity, or creating new sales channels or new
techniques products
13. Promotional mix The combination of advertising, personal selling, sales promotion, and public
relations used to promote a product
14. The main limita- The model assumes consumers are passive and marketers are active during most
tion of the AIDA of the buying process.
model
15. What is the main The AIDA model assumes that the customer experience ends at the purchase while
difference be- the six-step process considers the after-purchase relationship with the customer.
tween the AIDA
model of the
buyer's journey
and the six steps
model of the buy-
ing process?
16. Transactional Focuses on short-term, often single, transactions.
selling
17. Relationship sell- Focused on long-term relationship building to keep customers satisfied and
ing consequently convince them to return and make multiple purchases.
18. Adaptive selling Using social styles to customize a sales approach to the specific customer
, D099 WGU Sales Management
Study online at https://quizlet.com/_9n40kf
19. Social style ma- A model that categorizes people according to personality traits and how they
trix interact with others
20. Analyticals 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
21. Drivers 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
22. Amiables Focus on "why," establish a personal relationship, demonstrate personal commit-
ment, and work as a team. High responsiveness and low assertiveness
23. Expressives 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
24. Consultative sell- Sales approach where the seller becomes a trusted advisor to the customer and
ing builds a relationship to truly understand his or her needs
25. Customer life- A prediction of the net profit attributed to the entire future relationship with a
time value (CLV) customer
26. Return on cus- A metric that measures how much value a business can create per customer
tomer invest-
ment
27. Value proposi- An innovation, service, or feature intended to make a company or product attrac-
tion tive to customers
, D099 WGU Sales Management
Study online at https://quizlet.com/_9n40kf
28. A value proposi- Clear (short and direct), compelling (motivates), and differentiating (sets the
tion should be offering aprt).
29. Equation for ROI ROI = net profit ÷ investment × 100
30. Return on invest- A performance measure used to evaluate the efficiency of an investment or
ment (ROI) compare the efficiency of a number of different investments
31. Equation for CLV CLV = dollar value of purchases x gross profit percent x number of purchases
32. Sales channels A way of bringing products or services to market so they can be purchased by
consumers
33. Distribution A chain of businesses or intermediaries through which a good or service passes
channels until it reaches the final buyer or the end consumer
34. Agents or bro- Their main job is to represent the producer to the final user in selling a product.
kers
35. Wholesalers They sell the products to other intermediaries, such as retailers, for a higher price
than they paid. They buy in bulk and store the products in their own warehouses
and storage places until it is time to resell them. They are independently owned,
and they own the products that they sell.
36. Distributors They take ownership of the product, store it, and sell it at a profit to retailers or
other intermediaries. However, the key difference is that distributors ally them-
selves to complementary products
37. Retailers Whatever their size, retailers purchase products from market intermediaries and
sell them directly to the end user for a profit
38. Missionary sales- A salesperson who provides information to an individual who will influence the
people purchase decision
Study online at https://quizlet.com/_9n40kf
1. Functional rela- Limited, ongoing relationships that develop when a buyer continues to purchase
tionships a product from a seller out of habit, as long as its needs are met
2. Modular struc- Divides the business into small, tightly knit strategic business units (SBUs), which
ture focus on specific elements of the organizational process
3. 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
4. Strategic busi- A profit center that focuses on product offering and market segment
ness units (SBUs)
5. Sustainable com- Company assets, attributes, or abilities that are difficult to duplicate or exceed and
petitive advan- provide a superior or favorable long-term position over competitors
tage
6. Factors that can Customer loyalty, location, distribution and information systems (Getting products
help a business at a cheap price and selling them at a reasonable price), unique merchandise,
develop a sus- vendor relations, customer service, and multiple source advantage (being widely
tainable competi- recognized by your strengths)
tive advantage
7. Business intelli- The use of data in an enterprise to facilitate decision-making
gence (BI)
8. Big data analytics Large, complex data sets that require non-traditional data processing software to
predict trends and forecasts
9. Four elements A written code of ethics and standards. Ethics training to executives, managers,
that make up and employees. Availability of advice on ethical situations (advice lines or ethics
ethical behavior offices). A system for confidential reporting.
within an organi-
zation
, D099 WGU Sales Management
Study online at https://quizlet.com/_9n40kf
10. Integrated mar- The careful coordination of all promotional activities—media advertising, sales
keting communi- promotion, personal selling, and public relations, as well as direct marketing,
cations (IMC) packaging, and other forms of promotion—to produce a consistent, unified
message that is customer focused
11. Marketing con- Identifying consumer needs and then producing the goods or services that will
cept satisfy those needs while making a profit for the organization
12. Promotional Advertising, sales promotion, and publicity, or creating new sales channels or new
techniques products
13. Promotional mix The combination of advertising, personal selling, sales promotion, and public
relations used to promote a product
14. The main limita- The model assumes consumers are passive and marketers are active during most
tion of the AIDA of the buying process.
model
15. What is the main The AIDA model assumes that the customer experience ends at the purchase while
difference be- the six-step process considers the after-purchase relationship with the customer.
tween the AIDA
model of the
buyer's journey
and the six steps
model of the buy-
ing process?
16. Transactional Focuses on short-term, often single, transactions.
selling
17. Relationship sell- Focused on long-term relationship building to keep customers satisfied and
ing consequently convince them to return and make multiple purchases.
18. Adaptive selling Using social styles to customize a sales approach to the specific customer
, D099 WGU Sales Management
Study online at https://quizlet.com/_9n40kf
19. Social style ma- A model that categorizes people according to personality traits and how they
trix interact with others
20. Analyticals 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
21. Drivers 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
22. Amiables Focus on "why," establish a personal relationship, demonstrate personal commit-
ment, and work as a team. High responsiveness and low assertiveness
23. Expressives 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
24. Consultative sell- Sales approach where the seller becomes a trusted advisor to the customer and
ing builds a relationship to truly understand his or her needs
25. Customer life- A prediction of the net profit attributed to the entire future relationship with a
time value (CLV) customer
26. Return on cus- A metric that measures how much value a business can create per customer
tomer invest-
ment
27. Value proposi- An innovation, service, or feature intended to make a company or product attrac-
tion tive to customers
, D099 WGU Sales Management
Study online at https://quizlet.com/_9n40kf
28. A value proposi- Clear (short and direct), compelling (motivates), and differentiating (sets the
tion should be offering aprt).
29. Equation for ROI ROI = net profit ÷ investment × 100
30. Return on invest- A performance measure used to evaluate the efficiency of an investment or
ment (ROI) compare the efficiency of a number of different investments
31. Equation for CLV CLV = dollar value of purchases x gross profit percent x number of purchases
32. Sales channels A way of bringing products or services to market so they can be purchased by
consumers
33. Distribution A chain of businesses or intermediaries through which a good or service passes
channels until it reaches the final buyer or the end consumer
34. Agents or bro- Their main job is to represent the producer to the final user in selling a product.
kers
35. Wholesalers They sell the products to other intermediaries, such as retailers, for a higher price
than they paid. They buy in bulk and store the products in their own warehouses
and storage places until it is time to resell them. They are independently owned,
and they own the products that they sell.
36. Distributors They take ownership of the product, store it, and sell it at a profit to retailers or
other intermediaries. However, the key difference is that distributors ally them-
selves to complementary products
37. Retailers Whatever their size, retailers purchase products from market intermediaries and
sell them directly to the end user for a profit
38. Missionary sales- A salesperson who provides information to an individual who will influence the
people purchase decision
