SALES MANAGEMENT D099 TEST EVALUATION
QUESTIONS AND ANSWERS SET A+
✔✔Developing and maintaining long-term, sustainable and mutually beneficial
relationships with key accounts (customer) - ✔✔Key account management (KAM)
✔✔Clients who have not made a purchase for a specified period of time - ✔✔Inactive
accounts
✔✔Have consistent transactions and engagement with the business - ✔✔Active
accounts
✔✔Clients who have established an ongoing relationship with the company through its
website and may or may not have a recurring order - ✔✔Passive accounts
✔✔Suggests that 20 percent of your activities will account for 80 percent of your results
- ✔✔80/20 rule
✔✔The law of the vital few, or the principle of factor sparsity, states that, for many
events, roughly 80 percent of the effects come from 20 percent of the causes -
✔✔Pareto principle
✔✔Activities to develop and implement growth opportunities within organizations -
✔✔Business development
✔✔The sales goal or figure set for a product line, company division, or sales
representative - ✔✔Sales quotas
✔✔Personal attributes that enable someone to interact effectively and harmoniously
with other people - ✔✔Power skills
,✔✔Teachable abilities or skill sets that are easy to quantify. Typically, you will learn
hard skills in the classroom, through books or other training materials, or on the job -
✔✔Hard skills
✔✔Empsthy, verbal communication, conflict resolution, and analytical decision making -
✔✔Types of power skills
✔✔Product knowledge, proposals and contracts, technology proficiency, and software
skills - ✔✔Types of hard skills
✔✔The individual decision maker or group within the customer organization who
controls the budget and writes the checks for new product purchases - ✔✔Economic
buyer
✔✔Someone who makes sure that purchasing rules defined in corporate governance
procedures are followed - ✔✔Infrastructure buyer
✔✔Someone who influences the buying decision as the person who will actually use the
solution after the purchase decision is made - ✔✔User buyer
✔✔Persons who are responsible for the management, administration, and supervision
of the company's acquisition programs - ✔✔Procurement officers
✔✔A staff member in a retail firm who is responsible for buying goods or products and
displaying them in the store - ✔✔Merchandisers
✔✔Individuals who have experience or expertise that can help improve the buying
decision - ✔✔Influencers
✔✔Individuals who suggest purchasing a product or service for a business -
✔✔Initiators
✔✔Individuals within an organization who actually use the product - ✔✔Users
✔✔Individuals who will decide if and when one gets access to members of the buying
center - ✔✔Gatekeepers
✔✔The person who makes the final purchasing decision - ✔✔Decision makers
✔✔An employee within a company, business or other organization who is responsible
at some level for buying or approving the acquisition of goods and services needed by
the company - ✔✔Purchasing managers
, ✔✔A group of people within an organization who make business purchasing decisions -
✔✔Decision-making unit (DMU)
✔✔Functional representation that supports a sales person to create a team-selling
approach - ✔✔Selling centers
✔✔A group of people within an organization who make business purchasing decisions -
✔✔Buying centers
✔✔Recognize the need, define the need, search for suppliers, bid analysis, supplier
selection, order placement, and performance review - ✔✔Stages of B2B buying process
✔✔Someone recognizes that the organization has a need that can be solved by
purchasing a good or service - ✔✔Recognize the need
✔✔Involves users as well as initiators to put more definition around the type of product
or service that will help meet the need and create the product specifications - ✔✔Define
the need
✔✔People involved in the buying process seek out information about the products they
are looking for and the vendors who can supply them. - ✔✔Search for suppliers
✔✔Qualified suppliers are asked to complete responses to requests for proposals -
✔✔Bid analysis
✔✔The RFPs are reviewed and the vendor or vendors selected - ✔✔Supplier selection
✔✔Stage in which the actual order is put together - ✔✔Order placement
✔✔Just as consumers go through an evaluation period after they purchase goods and
services, so do businesses - ✔✔Performance review
✔✔A company that purchases parts, products, or ingredients to produce other goods
and services to sell to other companies or consumers - ✔✔Producers
✔✔A company that buys finished goods to sell, lease, or rent to other companies or
consumers - ✔✔Resellers
✔✔A reseller that adds features or service to an existing product and sells it - ✔✔Value-
added resellers (VARs)
QUESTIONS AND ANSWERS SET A+
✔✔Developing and maintaining long-term, sustainable and mutually beneficial
relationships with key accounts (customer) - ✔✔Key account management (KAM)
✔✔Clients who have not made a purchase for a specified period of time - ✔✔Inactive
accounts
✔✔Have consistent transactions and engagement with the business - ✔✔Active
accounts
✔✔Clients who have established an ongoing relationship with the company through its
website and may or may not have a recurring order - ✔✔Passive accounts
✔✔Suggests that 20 percent of your activities will account for 80 percent of your results
- ✔✔80/20 rule
✔✔The law of the vital few, or the principle of factor sparsity, states that, for many
events, roughly 80 percent of the effects come from 20 percent of the causes -
✔✔Pareto principle
✔✔Activities to develop and implement growth opportunities within organizations -
✔✔Business development
✔✔The sales goal or figure set for a product line, company division, or sales
representative - ✔✔Sales quotas
✔✔Personal attributes that enable someone to interact effectively and harmoniously
with other people - ✔✔Power skills
,✔✔Teachable abilities or skill sets that are easy to quantify. Typically, you will learn
hard skills in the classroom, through books or other training materials, or on the job -
✔✔Hard skills
✔✔Empsthy, verbal communication, conflict resolution, and analytical decision making -
✔✔Types of power skills
✔✔Product knowledge, proposals and contracts, technology proficiency, and software
skills - ✔✔Types of hard skills
✔✔The individual decision maker or group within the customer organization who
controls the budget and writes the checks for new product purchases - ✔✔Economic
buyer
✔✔Someone who makes sure that purchasing rules defined in corporate governance
procedures are followed - ✔✔Infrastructure buyer
✔✔Someone who influences the buying decision as the person who will actually use the
solution after the purchase decision is made - ✔✔User buyer
✔✔Persons who are responsible for the management, administration, and supervision
of the company's acquisition programs - ✔✔Procurement officers
✔✔A staff member in a retail firm who is responsible for buying goods or products and
displaying them in the store - ✔✔Merchandisers
✔✔Individuals who have experience or expertise that can help improve the buying
decision - ✔✔Influencers
✔✔Individuals who suggest purchasing a product or service for a business -
✔✔Initiators
✔✔Individuals within an organization who actually use the product - ✔✔Users
✔✔Individuals who will decide if and when one gets access to members of the buying
center - ✔✔Gatekeepers
✔✔The person who makes the final purchasing decision - ✔✔Decision makers
✔✔An employee within a company, business or other organization who is responsible
at some level for buying or approving the acquisition of goods and services needed by
the company - ✔✔Purchasing managers
, ✔✔A group of people within an organization who make business purchasing decisions -
✔✔Decision-making unit (DMU)
✔✔Functional representation that supports a sales person to create a team-selling
approach - ✔✔Selling centers
✔✔A group of people within an organization who make business purchasing decisions -
✔✔Buying centers
✔✔Recognize the need, define the need, search for suppliers, bid analysis, supplier
selection, order placement, and performance review - ✔✔Stages of B2B buying process
✔✔Someone recognizes that the organization has a need that can be solved by
purchasing a good or service - ✔✔Recognize the need
✔✔Involves users as well as initiators to put more definition around the type of product
or service that will help meet the need and create the product specifications - ✔✔Define
the need
✔✔People involved in the buying process seek out information about the products they
are looking for and the vendors who can supply them. - ✔✔Search for suppliers
✔✔Qualified suppliers are asked to complete responses to requests for proposals -
✔✔Bid analysis
✔✔The RFPs are reviewed and the vendor or vendors selected - ✔✔Supplier selection
✔✔Stage in which the actual order is put together - ✔✔Order placement
✔✔Just as consumers go through an evaluation period after they purchase goods and
services, so do businesses - ✔✔Performance review
✔✔A company that purchases parts, products, or ingredients to produce other goods
and services to sell to other companies or consumers - ✔✔Producers
✔✔A company that buys finished goods to sell, lease, or rent to other companies or
consumers - ✔✔Resellers
✔✔A reseller that adds features or service to an existing product and sells it - ✔✔Value-
added resellers (VARs)
