WGU D099 Sales Management Exam Questions and
Answers
"right" principle - ANSWER>>Getting the right goods or services to the right
people at the right place, time, and price, using the right promotional techniques
360-degree customer view - ANSWER>>A process of collecting aggregated data
from various customer touchpoints for complete understanding of the customer
and to guide interactions with the customer
401(k) plans - ANSWER>>A qualified retirement plan that allows eligible
employees of a company to save and invest for their own retirement on a tax-
deferred basis
80/20 rule - ANSWER>>Suggests that 20 percent of your activities will account for
80 percent of your results
absolute error percentage - ANSWER>>A measure of error that can be calculated
by subtracting the absolute value of the difference between the actual sales and
the forecasted sales divided by the actual sales
absorption costing - ANSWER>>Companies treat all manufacturing costs,
including both fixed and variable manufacturing costs, as product costs
account management - ANSWER>>Maintaining a long-term relationship with
customers who purchased from the firm in the past
account-based marketing (ABM) - ANSWER>>Concentrates sales and marketing
resources on a clearly defined set of target accounts within a market and employs
personalized campaigns designed to resonate with each account
,accounts - ANSWER>>Current business clients' records of transactions
achievement test - ANSWER>>A type of test that measures someone's current
knowledge
Active accounts - ANSWER>>Have consistent transactions and engagement with
the business
activity center - ANSWER>>An activity center is a unit of the organization that
performs some activity
activity goals - ANSWER>>A metric that measures how many sales calls of each
type a representative has to make in a certain period of time
Activity-based costing - ANSWER>>A costing method that first assigns costs to
activities, then assigns costs to products based on their consumption of activities
adaptive selling - ANSWER>>Using social styles to customize a sales approach to
the specific customer
Affective job satisfaction - ANSWER>>A person's emotional feeling about the job
as a whole
Affiliative selling relationships - ANSWER>>A situation where the buyer needs
extensive expertise from the seller to make a decision
algorithm - ANSWER>>A process or set of rules to be followed in calculations or
other problem-solving operations, especially by a computer
Alliance agreements - ANSWER>>A formal agreement among companies who
want to share resources to create a competitive advantage
,American Marketing Association Code of Conduct/Ethics (AMA) -
ANSWER>>American Marketing Association's standard of professional ethical
norms and values for its members (practitioners, academics and students)
Analytical decision-making - ANSWER>>An approach where a leader or manager
only makes important business decisions with solid data or information in hand
applicant pool - ANSWER>>The total number of people who have applied for an
open position
approach - ANSWER>>The salesperson meets the buyer and introduces the
company
aptitude test - ANSWER>>A type of test that measures a person's ability to learn
new skills
artificial intelligence - ANSWER>>An area of computer science that emphasizes
the creation of intelligent machines that work and react like humans
assumptions - ANSWER>>Anything that is accepted as true or certain to happen,
without any proof
Asynchronous learning - ANSWER>>Self-directed learning with no instructor
balance sheet - ANSWER>>A balance sheet is a statement of assets, liabilities, and
capital for an organization at a particular point in time
Behavioral data - ANSWER>>Data based on a customer's action or behavior
big data - ANSWER>>Large, complex data sets that require nontraditional data
processing software
, big data analytics - ANSWER>>Large, complex data sets that require non-
traditional data processing software to predict trends and forecasts
Biographical information blanks (BIBs) - ANSWER>>A series of questions about a
person's history that may have shaped his or her behavior
BOFU - ANSWER>>Marketing acronym for the bottom of the sales/buyer journey
funnel
boundary spanners - ANSWER>>An individual who has the role of connecting an
organization's internal network with external sources of information
brag book - ANSWER>>A list of recommendation letters, awards, and
achievements that the candidate shares with the interviewer
brand trust - ANSWER>>The willingness of the average consumer to rely on the
ability of the brand to perform its stated function.
breakdown model - ANSWER>>Determining the size of a sales force by dividing
the sales expected from each representative
Brown bag lunch training delivery - ANSWER>>A training delivery meant to create
an informal atmosphere in which the training occurs during lunchtime, employees
bring their food, and someone presents training information to them
business-to-business (B2B) - ANSWER>>Sales to another company that consumes
the product or services as part of operating the business or uses the product in
the assembly of the final product it sells to consumers
business development - ANSWER>>Activities to develop and implement growth
opportunities within organizations
Answers
"right" principle - ANSWER>>Getting the right goods or services to the right
people at the right place, time, and price, using the right promotional techniques
360-degree customer view - ANSWER>>A process of collecting aggregated data
from various customer touchpoints for complete understanding of the customer
and to guide interactions with the customer
401(k) plans - ANSWER>>A qualified retirement plan that allows eligible
employees of a company to save and invest for their own retirement on a tax-
deferred basis
80/20 rule - ANSWER>>Suggests that 20 percent of your activities will account for
80 percent of your results
absolute error percentage - ANSWER>>A measure of error that can be calculated
by subtracting the absolute value of the difference between the actual sales and
the forecasted sales divided by the actual sales
absorption costing - ANSWER>>Companies treat all manufacturing costs,
including both fixed and variable manufacturing costs, as product costs
account management - ANSWER>>Maintaining a long-term relationship with
customers who purchased from the firm in the past
account-based marketing (ABM) - ANSWER>>Concentrates sales and marketing
resources on a clearly defined set of target accounts within a market and employs
personalized campaigns designed to resonate with each account
,accounts - ANSWER>>Current business clients' records of transactions
achievement test - ANSWER>>A type of test that measures someone's current
knowledge
Active accounts - ANSWER>>Have consistent transactions and engagement with
the business
activity center - ANSWER>>An activity center is a unit of the organization that
performs some activity
activity goals - ANSWER>>A metric that measures how many sales calls of each
type a representative has to make in a certain period of time
Activity-based costing - ANSWER>>A costing method that first assigns costs to
activities, then assigns costs to products based on their consumption of activities
adaptive selling - ANSWER>>Using social styles to customize a sales approach to
the specific customer
Affective job satisfaction - ANSWER>>A person's emotional feeling about the job
as a whole
Affiliative selling relationships - ANSWER>>A situation where the buyer needs
extensive expertise from the seller to make a decision
algorithm - ANSWER>>A process or set of rules to be followed in calculations or
other problem-solving operations, especially by a computer
Alliance agreements - ANSWER>>A formal agreement among companies who
want to share resources to create a competitive advantage
,American Marketing Association Code of Conduct/Ethics (AMA) -
ANSWER>>American Marketing Association's standard of professional ethical
norms and values for its members (practitioners, academics and students)
Analytical decision-making - ANSWER>>An approach where a leader or manager
only makes important business decisions with solid data or information in hand
applicant pool - ANSWER>>The total number of people who have applied for an
open position
approach - ANSWER>>The salesperson meets the buyer and introduces the
company
aptitude test - ANSWER>>A type of test that measures a person's ability to learn
new skills
artificial intelligence - ANSWER>>An area of computer science that emphasizes
the creation of intelligent machines that work and react like humans
assumptions - ANSWER>>Anything that is accepted as true or certain to happen,
without any proof
Asynchronous learning - ANSWER>>Self-directed learning with no instructor
balance sheet - ANSWER>>A balance sheet is a statement of assets, liabilities, and
capital for an organization at a particular point in time
Behavioral data - ANSWER>>Data based on a customer's action or behavior
big data - ANSWER>>Large, complex data sets that require nontraditional data
processing software
, big data analytics - ANSWER>>Large, complex data sets that require non-
traditional data processing software to predict trends and forecasts
Biographical information blanks (BIBs) - ANSWER>>A series of questions about a
person's history that may have shaped his or her behavior
BOFU - ANSWER>>Marketing acronym for the bottom of the sales/buyer journey
funnel
boundary spanners - ANSWER>>An individual who has the role of connecting an
organization's internal network with external sources of information
brag book - ANSWER>>A list of recommendation letters, awards, and
achievements that the candidate shares with the interviewer
brand trust - ANSWER>>The willingness of the average consumer to rely on the
ability of the brand to perform its stated function.
breakdown model - ANSWER>>Determining the size of a sales force by dividing
the sales expected from each representative
Brown bag lunch training delivery - ANSWER>>A training delivery meant to create
an informal atmosphere in which the training occurs during lunchtime, employees
bring their food, and someone presents training information to them
business-to-business (B2B) - ANSWER>>Sales to another company that consumes
the product or services as part of operating the business or uses the product in
the assembly of the final product it sells to consumers
business development - ANSWER>>Activities to develop and implement growth
opportunities within organizations
