1
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Sales Management - D099 Questions and
Answers (100% Correct Answers) Already
Graded A+
relationship selling—Ans: sales technique that focuses on the
interaction between the buyer and the salesperson rather than
the price or details of the product
value creation—Ans: the performance of actions that increase
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the worth of goods, services, or even a business
sales process—Ans: incorporates actually selling the company's
products or service to its customers
Guru01 - Stuvia
personal selling—Ans: a type of selling that uses person-to-person
interaction to sell products and services
customer loyalty—Ans: having a positive attitude toward a
product or brand, which includes supportive behavior from the
customer
brand trust—Ans: the willingness of the average consumer to rely
on the ability of the brand to perform its stated function
conversion rates—Ans: the percentage of prospective customers
who take a specific action you want
sales forecast—Ans: the process of estimating future sales
operational budget—Ans: a plan for expenditures required to
maintain the functioning of a business venture or public
organization
product-market fit—Ans: degree to which a product satisfies a
strong market demand
corporate structure—Ans: an organization's different departments
or business units within a company to achieve its overall mission
and goals
, 2
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functional structure—Ans: an organization structure that groups
employees according to a specialized or similar set of roles or
tasks
modular structure—Ans: divides the business into small, tightly knit
SBUs, which focus on specific elements of the organizational
process
strategic business unit—Ans: a profit center that focuses on
product offering and market segment
competitive advantage—Ans: a condition or circumstance that
puts a company in a favorable or superior business position
sustainable competitive advantage—Ans: company assets,
© 2025 Assignment Expert
attributes, or abilities that are difficult to duplicate or exceed and
provide a superior or favorable long-term position over
competitors
Guru01 - Stuvia
customer relationship management (CRM)—Ans: processes
implemented by a company to handle its contact with customers
with the goal of creating a unified customer experience to
maximize retention
business intelligence (BI)—Ans: 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
big data analytics—Ans: large, complex data sets that require
non-traditional data processing software to predict trends and
forecasts
organizational ethics—Ans: the principles and standards by which
businesses operate and it is how an organization responds to an
internal or external stimulus
marketing concept—Ans: identifying customer needs and then
producing the goods or services that will satisfy those needs while
making a profit for the organization
, 3
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"right" principle—Ans: getting the right goods or services to the
right people at the right place, time, and price, using the right
promotional techniques
promotion—Ans: the attempt by marketers to inform, persuade,
or remind consumers and industrial users to engage in the
exchange process
promotional mix—Ans: the combination of advertising, personal
selling, sales promotion, and public relations used to promote a
product
integrated marketing communications (IMC)—Ans: the careful
coordination of all promotional activities to produce a consistent,
© 2025 Assignment Expert
unified message that is customer focused
customer journey—Ans: a framework that acknowledges a
buyer's progression through a research and decision process
ultimately culminating in a purchase
Guru01 - Stuvia
AIDA—Ans: attention, interest, desire, action
transactional selling—Ans: sales strategy that involves focusing on
achieving quick sales without a significant attempt to form a long-
term customer relationship
adaptive selling—Ans: using social styles to customize a sales
approach to the specific customer
social style matrix—Ans: a model that categorizes people
according to personality traits and how they interact with others
analyticals—Ans: want to know "how"
drivers—Ans: wants to know "what"
amiables—Ans: want to know "why"
expressives—Ans: want to know "who"
law of psychological reciprocity—Ans: people tend to treat us the
same way we treat them
consultative selling—Ans: sales approach where the seller
becomes a trusted advisor to the customer and builds a
relationship to truly understand his or her needs
For Expert help and assignment solutions, +254707240657
Sales Management - D099 Questions and
Answers (100% Correct Answers) Already
Graded A+
relationship selling—Ans: sales technique that focuses on the
interaction between the buyer and the salesperson rather than
the price or details of the product
value creation—Ans: the performance of actions that increase
© 2025 Assignment Expert
the worth of goods, services, or even a business
sales process—Ans: incorporates actually selling the company's
products or service to its customers
Guru01 - Stuvia
personal selling—Ans: a type of selling that uses person-to-person
interaction to sell products and services
customer loyalty—Ans: having a positive attitude toward a
product or brand, which includes supportive behavior from the
customer
brand trust—Ans: the willingness of the average consumer to rely
on the ability of the brand to perform its stated function
conversion rates—Ans: the percentage of prospective customers
who take a specific action you want
sales forecast—Ans: the process of estimating future sales
operational budget—Ans: a plan for expenditures required to
maintain the functioning of a business venture or public
organization
product-market fit—Ans: degree to which a product satisfies a
strong market demand
corporate structure—Ans: an organization's different departments
or business units within a company to achieve its overall mission
and goals
, 2
For Expert help and assignment solutions, +254707240657
functional structure—Ans: an organization structure that groups
employees according to a specialized or similar set of roles or
tasks
modular structure—Ans: divides the business into small, tightly knit
SBUs, which focus on specific elements of the organizational
process
strategic business unit—Ans: a profit center that focuses on
product offering and market segment
competitive advantage—Ans: a condition or circumstance that
puts a company in a favorable or superior business position
sustainable competitive advantage—Ans: company assets,
© 2025 Assignment Expert
attributes, or abilities that are difficult to duplicate or exceed and
provide a superior or favorable long-term position over
competitors
Guru01 - Stuvia
customer relationship management (CRM)—Ans: processes
implemented by a company to handle its contact with customers
with the goal of creating a unified customer experience to
maximize retention
business intelligence (BI)—Ans: 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
big data analytics—Ans: large, complex data sets that require
non-traditional data processing software to predict trends and
forecasts
organizational ethics—Ans: the principles and standards by which
businesses operate and it is how an organization responds to an
internal or external stimulus
marketing concept—Ans: identifying customer needs and then
producing the goods or services that will satisfy those needs while
making a profit for the organization
, 3
For Expert help and assignment solutions, +254707240657
"right" principle—Ans: getting the right goods or services to the
right people at the right place, time, and price, using the right
promotional techniques
promotion—Ans: the attempt by marketers to inform, persuade,
or remind consumers and industrial users to engage in the
exchange process
promotional mix—Ans: the combination of advertising, personal
selling, sales promotion, and public relations used to promote a
product
integrated marketing communications (IMC)—Ans: the careful
coordination of all promotional activities to produce a consistent,
© 2025 Assignment Expert
unified message that is customer focused
customer journey—Ans: a framework that acknowledges a
buyer's progression through a research and decision process
ultimately culminating in a purchase
Guru01 - Stuvia
AIDA—Ans: attention, interest, desire, action
transactional selling—Ans: sales strategy that involves focusing on
achieving quick sales without a significant attempt to form a long-
term customer relationship
adaptive selling—Ans: using social styles to customize a sales
approach to the specific customer
social style matrix—Ans: a model that categorizes people
according to personality traits and how they interact with others
analyticals—Ans: want to know "how"
drivers—Ans: wants to know "what"
amiables—Ans: want to know "why"
expressives—Ans: want to know "who"
law of psychological reciprocity—Ans: people tend to treat us the
same way we treat them
consultative selling—Ans: sales approach where the seller
becomes a trusted advisor to the customer and builds a
relationship to truly understand his or her needs
