WGU D099 CERTIFICATION SCRIPT 2026
QUESTIONS WITH SOLUTIONS GRADED A+
◍ Trade Salespeople.
Answer: Salesperson who calls on retailers and helps them display,
advertise, and sell products to consumers.
◍ Adaptive Selling.
Answer: A need-satisfaction presentation format that involves adjusting the
presentation to fit the selling situation, such as knowing when to offer
solutions and when to ask for more information
◍ Sales Potential.
Answer: The maximum or total sales from all perspective buyers of a
product for a single firm, generally a percentage of total market potential
◍ Operational (CRM Primary Functions).
Answer: Relates to integrating sales, marketing, and customer support to
ensure that customer satisfaction is as high as possible
◍ Distributed Data.
Answer: location
◍ Individual Assessment.
Answer: A type of needs assessment that looks at the performance of an
individual employee and determines what training should be accomplished
for that individual.
◍ Sales Force Composite.
Answer: A forecast generated from estimates of sales over a period of time
and gathered from a company's sales representatives
◍ Expressives (Social Style Matrix).
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 the big picture-Use facts and figures to demonstrate what
is possible
◍ Prospectors.
Answer: Salesperson whose primary function is to find prospects, or
potential customers. Often do a lot of cold calling.
◍ Social Product Perception.
Answer: influence from others
◍ Sales Budget.
Answer: Considers numbers sold, expected budgeted price, and values of
sales
◍ Predictive Lead Scoring.
Answer: This is one of the primary uses of predictive sales analytics. It
recognizes trends in the customer journey and uses them to predict where
the customer is in the sales pipeline.
◍ CRM Process Cycle.
Answer: 1. Knowledge discovery2. Market planning3. Customer
interaction4. Analysis and refinement
◍ Full Costing.
Answer: costs
◍ Overlay Quotas.
Answer: Assigned to people who supervise the sales representatives
◍ Delphi Technique.
Answer: experts give forecast
◍ Object Product Perception.
Answer: product characteristics
◍ Disparate Impact.
Answer: Unintentional discrimination
, ◍ Sales Performance Incentive Fund (SPIF).
Answer: A financial incentive that encourages sales for a specific item or
group of items
◍ Trade Salesman.
Answer: sells to retailers
◍ Code of Ethics.
Answer: A guideline to help marketing managers and other employees make
better decisions
◍ Passive Accounts.
Answer: Bring in revenue without active sales engagement
◍ Business Inteligence.
Answer: Data that managers can use to make more effective strategic
decision-making
◍ Relationship Selling.
Answer: The practice of building ties to customers based on a salesperson's
attention and commitment to customer needs over time
◍ Qualified Lead.
Answer: A lead which has expressed interest in a product or service and
meets general buying criteria.
◍ Intrinsic Bonus.
Answer: non cash reward
◍ Customer (Buyer) Journey.
Answer: A framework that acknowledges a buyer's progression through a
research and decision process ultimately culminating in a purchase
◍ Behaviorally Anchored Rating Scale.
Answer: Uses specific descriptions of actual behaviors to rate various levels
of performance
◍ Role Ambiguity.
Answer: The result of a salesperson's roles and responsibilities being unclear
QUESTIONS WITH SOLUTIONS GRADED A+
◍ Trade Salespeople.
Answer: Salesperson who calls on retailers and helps them display,
advertise, and sell products to consumers.
◍ Adaptive Selling.
Answer: A need-satisfaction presentation format that involves adjusting the
presentation to fit the selling situation, such as knowing when to offer
solutions and when to ask for more information
◍ Sales Potential.
Answer: The maximum or total sales from all perspective buyers of a
product for a single firm, generally a percentage of total market potential
◍ Operational (CRM Primary Functions).
Answer: Relates to integrating sales, marketing, and customer support to
ensure that customer satisfaction is as high as possible
◍ Distributed Data.
Answer: location
◍ Individual Assessment.
Answer: A type of needs assessment that looks at the performance of an
individual employee and determines what training should be accomplished
for that individual.
◍ Sales Force Composite.
Answer: A forecast generated from estimates of sales over a period of time
and gathered from a company's sales representatives
◍ Expressives (Social Style Matrix).
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 the big picture-Use facts and figures to demonstrate what
is possible
◍ Prospectors.
Answer: Salesperson whose primary function is to find prospects, or
potential customers. Often do a lot of cold calling.
◍ Social Product Perception.
Answer: influence from others
◍ Sales Budget.
Answer: Considers numbers sold, expected budgeted price, and values of
sales
◍ Predictive Lead Scoring.
Answer: This is one of the primary uses of predictive sales analytics. It
recognizes trends in the customer journey and uses them to predict where
the customer is in the sales pipeline.
◍ CRM Process Cycle.
Answer: 1. Knowledge discovery2. Market planning3. Customer
interaction4. Analysis and refinement
◍ Full Costing.
Answer: costs
◍ Overlay Quotas.
Answer: Assigned to people who supervise the sales representatives
◍ Delphi Technique.
Answer: experts give forecast
◍ Object Product Perception.
Answer: product characteristics
◍ Disparate Impact.
Answer: Unintentional discrimination
, ◍ Sales Performance Incentive Fund (SPIF).
Answer: A financial incentive that encourages sales for a specific item or
group of items
◍ Trade Salesman.
Answer: sells to retailers
◍ Code of Ethics.
Answer: A guideline to help marketing managers and other employees make
better decisions
◍ Passive Accounts.
Answer: Bring in revenue without active sales engagement
◍ Business Inteligence.
Answer: Data that managers can use to make more effective strategic
decision-making
◍ Relationship Selling.
Answer: The practice of building ties to customers based on a salesperson's
attention and commitment to customer needs over time
◍ Qualified Lead.
Answer: A lead which has expressed interest in a product or service and
meets general buying criteria.
◍ Intrinsic Bonus.
Answer: non cash reward
◍ Customer (Buyer) Journey.
Answer: A framework that acknowledges a buyer's progression through a
research and decision process ultimately culminating in a purchase
◍ Behaviorally Anchored Rating Scale.
Answer: Uses specific descriptions of actual behaviors to rate various levels
of performance
◍ Role Ambiguity.
Answer: The result of a salesperson's roles and responsibilities being unclear
