WGU D099 Sales Management
Study online at https://quizlet.com/_f87xlo
1. Initiators Individuals who suggest purchasing a product or service for a business
2. Users Individuals within an organization who will use the product being purchased
3. Gatekeepers Individuals who will decide if and when one gets access to members of the buying
center
4. Co-marketing An agreement where companies share resources to market their products togeth-
Agreements er
5. Affiliative Rela- A situation where the buyer needs extensive expertise from the seller to make a
tionships decision
6. 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
7. Stages of B2B 1. Recognize the need
Buying Process 2. Define the need
3. Search for suppliers
4. Bid analysis
5. Supplier selection
6. Order placement
7. Performance review
8. CRM Process Cy- 1. Knowledge discovery
cle 2. Market planning
3. Customer interaction
4. Analysis and refinement
9. Request for Pro- An invitation to submit a bid to supply a good or service
posals (RFP)
10. Organizational
Buying Types
, WGU D099 Sales Management
Study online at https://quizlet.com/_f87xlo
1. Producer
2. Reseller
3. Organization
11. Producer (Orga- A B2B company that purchases parts, products, or ingredients to produce other
nizational Buying goods and services to sell to other companies or consumers.
Type)
12. Reseller (Organi- A B2B company that buys finished goods to sell, lease, or rent to other companies
zational Buying or consumers.
Type)
13. Organization (Or- A government agency or nonprofit group that purchases products or services to
ganizational Buy- serve or sell to its constituents.
ing Type)
14. Strategic Part- A partnership in which the buyer and seller commit resources to generate growth
nership for both parties
15. Fit Data Includes attributes about a customer, such as age, income levels, education, and
race
16. 3 V's of Big Data Volume, Velocity, Variety
17. Sales Analytics 1. Collection - Set goals, Collect data
2. Processing - Sort & Organize
3. Analysis - Visualization & Analysis, more?
4. Interpretation - Answer the question, Decision-making
18. Descriptive Ana- The use of data to understand past and current business performance and make
lytics informed decisions. (What happened?)
19. Diagnostic Ana-
lytics
, WGU D099 Sales Management
Study online at https://quizlet.com/_f87xlo
Procedures that explore the current data to determine why something has hap-
pened the way it has, typically comparing the data to a benchmark. (Why did it
happen?)
20. Predictive Analyt- Extracts information from data and uses it to predict future trends and identify
ics behavioral patterns. (What will happen?)
1. Predictive Lead Scoring
2. Predictive Forecasting
3. Predictive Customer Attrition
4. Sales Performance Monitoring
21. Prescriptive Ana- Techniques that create models indicating the best decision to make or course of
lytics action to take. (How can we make it happen?)
22. Open-sourced A software in which the source code is available to the general public for use
Frameworks and/or modification from its original design free of charge
23. Conversion Ratio A measurement of how many customers move from one stage of the sales funnel
to the next
24. Predictive Lead This is one of the primary uses of predictive sales analytics. It recognizes trends in
Scoring the customer journey and uses them to predict where the customer is in the sales
pipeline.
25. Behavioral Data Tracks how a consumer has interacted with a company, which includes website
visits, social media engagement, and email opt-ins
26. Activity Goal The number of sales calls a sales representative needs to make over a defined
amount of time
27. Data Warehouse A large store of data accumulated from a wide range of sources within a company
and used to guide management decisions
Study online at https://quizlet.com/_f87xlo
1. Initiators Individuals who suggest purchasing a product or service for a business
2. Users Individuals within an organization who will use the product being purchased
3. Gatekeepers Individuals who will decide if and when one gets access to members of the buying
center
4. Co-marketing An agreement where companies share resources to market their products togeth-
Agreements er
5. Affiliative Rela- A situation where the buyer needs extensive expertise from the seller to make a
tionships decision
6. 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
7. Stages of B2B 1. Recognize the need
Buying Process 2. Define the need
3. Search for suppliers
4. Bid analysis
5. Supplier selection
6. Order placement
7. Performance review
8. CRM Process Cy- 1. Knowledge discovery
cle 2. Market planning
3. Customer interaction
4. Analysis and refinement
9. Request for Pro- An invitation to submit a bid to supply a good or service
posals (RFP)
10. Organizational
Buying Types
, WGU D099 Sales Management
Study online at https://quizlet.com/_f87xlo
1. Producer
2. Reseller
3. Organization
11. Producer (Orga- A B2B company that purchases parts, products, or ingredients to produce other
nizational Buying goods and services to sell to other companies or consumers.
Type)
12. Reseller (Organi- A B2B company that buys finished goods to sell, lease, or rent to other companies
zational Buying or consumers.
Type)
13. Organization (Or- A government agency or nonprofit group that purchases products or services to
ganizational Buy- serve or sell to its constituents.
ing Type)
14. Strategic Part- A partnership in which the buyer and seller commit resources to generate growth
nership for both parties
15. Fit Data Includes attributes about a customer, such as age, income levels, education, and
race
16. 3 V's of Big Data Volume, Velocity, Variety
17. Sales Analytics 1. Collection - Set goals, Collect data
2. Processing - Sort & Organize
3. Analysis - Visualization & Analysis, more?
4. Interpretation - Answer the question, Decision-making
18. Descriptive Ana- The use of data to understand past and current business performance and make
lytics informed decisions. (What happened?)
19. Diagnostic Ana-
lytics
, WGU D099 Sales Management
Study online at https://quizlet.com/_f87xlo
Procedures that explore the current data to determine why something has hap-
pened the way it has, typically comparing the data to a benchmark. (Why did it
happen?)
20. Predictive Analyt- Extracts information from data and uses it to predict future trends and identify
ics behavioral patterns. (What will happen?)
1. Predictive Lead Scoring
2. Predictive Forecasting
3. Predictive Customer Attrition
4. Sales Performance Monitoring
21. Prescriptive Ana- Techniques that create models indicating the best decision to make or course of
lytics action to take. (How can we make it happen?)
22. Open-sourced A software in which the source code is available to the general public for use
Frameworks and/or modification from its original design free of charge
23. Conversion Ratio A measurement of how many customers move from one stage of the sales funnel
to the next
24. Predictive Lead This is one of the primary uses of predictive sales analytics. It recognizes trends in
Scoring the customer journey and uses them to predict where the customer is in the sales
pipeline.
25. Behavioral Data Tracks how a consumer has interacted with a company, which includes website
visits, social media engagement, and email opt-ins
26. Activity Goal The number of sales calls a sales representative needs to make over a defined
amount of time
27. Data Warehouse A large store of data accumulated from a wide range of sources within a company
and used to guide management decisions
