WGU D099 Sales Management OA
ACTUAL EXAM (LATEST UPDATE 2026)
COMPLETE QUESTIONS WITH CORRECT
DETAILED ANSWERS || 100%
GUARANTEED PASS BRAND NEW
VERSION
Limited, ongoing relationships that develop when a buyer continues to purchase a
product from a seller out of habit, as long as its needs are met -CORRECTANSWER
Functional relationships
Divides the business into small, tightly knit strategic business units (SBUs), which focus
on specific elements of the organizational process -CORRECTANSWER Modular
structure
The process or activities by which a company adds value to a product, including
production, marketing, and the provision of after-sales service -CORRECTANSWER
Value chain
A profit center that focuses on product offering and market segment -
CORRECTANSWER Strategic business units (SBUs)
,Company assets, attributes, or abilities that are difficult to duplicate or exceed and
provide a superior or favorable long-term position over competitors -
CORRECTANSWER Sustainable competitive advantage
Customer loyalty, location, distribution and information systems (Getting products at a
cheap price and selling them at a reasonable price), unique merchandise, vendor
relations, customer service, and multiple source advantage (being widely recognized by
your strengths) -CORRECTANSWER Factors that can help a business develop a
sustainable competitive advantage
The use of data in an enterprise to facilitate decision-making -CORRECTANSWER
Business intelligence (BI)
Large, complex data sets that require non-traditional data processing software to predict
trends and forecasts -CORRECTANSWER Big data analytics
A written code of ethics and standards. Ethics training to executives, managers, and
employees. Availability of advice on ethical situations (advice lines or ethics offices). A
system for confidential reporting. -CORRECTANSWER Four elements that make up
ethical behavior within an organization
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 -CORRECTANSWER Integrated marketing communications (IMC)
Identifying consumer needs and then producing the goods or services that will satisfy
those needs while making a profit for the organization -CORRECTANSWER Marketing
concept
Advertising, sales promotion, and publicity, or creating new sales channels or new
products -CORRECTANSWER Promotional techniques
The combination of advertising, personal selling, sales promotion, and public relations
used to promote a product -CORRECTANSWER Promotional mix
The model assumes consumers are passive and marketers are active during most of
the buying process. -CORRECTANSWER The main limitation of the AIDA model
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. -
CORRECTANSWER What is the main difference between the AIDA model of the
buyer's journey and the six steps model of the buying process?
Focuses on short-term, often single, transactions. -CORRECTANSWER Transactional
selling
, Focused on long-term relationship building to keep customers satisfied and
consequently convince them to return and make multiple purchases. -
CORRECTANSWER Relationship selling
Using social styles to customize a sales approach to the specific customer -
CORRECTANSWER Adaptive selling
A model that categorizes people according to personality traits and how they interact
with others -CORRECTANSWER Social style matrix
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 -
CORRECTANSWER Analyticals
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 -CORRECTANSWER Drivers
Focus on "why," establish a personal relationship, demonstrate personal commitment,
and work as a team. High responsiveness and low assertiveness -CORRECTANSWER
Amiables
ACTUAL EXAM (LATEST UPDATE 2026)
COMPLETE QUESTIONS WITH CORRECT
DETAILED ANSWERS || 100%
GUARANTEED PASS BRAND NEW
VERSION
Limited, ongoing relationships that develop when a buyer continues to purchase a
product from a seller out of habit, as long as its needs are met -CORRECTANSWER
Functional relationships
Divides the business into small, tightly knit strategic business units (SBUs), which focus
on specific elements of the organizational process -CORRECTANSWER Modular
structure
The process or activities by which a company adds value to a product, including
production, marketing, and the provision of after-sales service -CORRECTANSWER
Value chain
A profit center that focuses on product offering and market segment -
CORRECTANSWER Strategic business units (SBUs)
,Company assets, attributes, or abilities that are difficult to duplicate or exceed and
provide a superior or favorable long-term position over competitors -
CORRECTANSWER Sustainable competitive advantage
Customer loyalty, location, distribution and information systems (Getting products at a
cheap price and selling them at a reasonable price), unique merchandise, vendor
relations, customer service, and multiple source advantage (being widely recognized by
your strengths) -CORRECTANSWER Factors that can help a business develop a
sustainable competitive advantage
The use of data in an enterprise to facilitate decision-making -CORRECTANSWER
Business intelligence (BI)
Large, complex data sets that require non-traditional data processing software to predict
trends and forecasts -CORRECTANSWER Big data analytics
A written code of ethics and standards. Ethics training to executives, managers, and
employees. Availability of advice on ethical situations (advice lines or ethics offices). A
system for confidential reporting. -CORRECTANSWER Four elements that make up
ethical behavior within an organization
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 -CORRECTANSWER Integrated marketing communications (IMC)
Identifying consumer needs and then producing the goods or services that will satisfy
those needs while making a profit for the organization -CORRECTANSWER Marketing
concept
Advertising, sales promotion, and publicity, or creating new sales channels or new
products -CORRECTANSWER Promotional techniques
The combination of advertising, personal selling, sales promotion, and public relations
used to promote a product -CORRECTANSWER Promotional mix
The model assumes consumers are passive and marketers are active during most of
the buying process. -CORRECTANSWER The main limitation of the AIDA model
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. -
CORRECTANSWER What is the main difference between the AIDA model of the
buyer's journey and the six steps model of the buying process?
Focuses on short-term, often single, transactions. -CORRECTANSWER Transactional
selling
, Focused on long-term relationship building to keep customers satisfied and
consequently convince them to return and make multiple purchases. -
CORRECTANSWER Relationship selling
Using social styles to customize a sales approach to the specific customer -
CORRECTANSWER Adaptive selling
A model that categorizes people according to personality traits and how they interact
with others -CORRECTANSWER Social style matrix
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 -
CORRECTANSWER Analyticals
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 -CORRECTANSWER Drivers
Focus on "why," establish a personal relationship, demonstrate personal commitment,
and work as a team. High responsiveness and low assertiveness -CORRECTANSWER
Amiables
