D 099 COMPREHENSIVE EXAM SCRIPT COMPLETE QUESTIONS VERIFIED SOLUTIONS
Question:
● Divides the business into small, tightly knit strategic business units (SBUs), which focus on
specific elements of the organizational process.
Answer:
Modular structure
Question:
● The process or activities by which a company adds value to a product, including production,
marketing, and the provision of after- sales service.
Answer:
Value chain
Question:
● A profit center that focuses on product offering and market segment.
Answer:
Strategic business units (SBUs)
Question:
● Company assets, attributes, or abilities that are difficult to duplicate or exceed and provide a
superior or favorable long-term position over competitors.
Answer:
Sustainable competitive advantage
Question:
,● 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).
Answer:
Factors that can help a business develop a sustainable competitive advantage
Question:
● The use of data in an enterprise to facilitate decision-making.
Answer:
Business intelligence (BI)
Question:
● Large, complex data sets that require non-traditional data processing software to predict trends
and forecasts.
Answer:
Big data analytics
Question:
● 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.
Answer:
Four elements that make up ethical behavior within an organization
Question:
● 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.
Answer:
,Integrated marketing communications (IMC)
Question:
● Identifying consumer needs and then producing the goods or services that will satisfy those needs
while making a profit for the organization.
Answer:
Marketing concept
Question:
● Advertising, sales promotion, and publicity, or creating new sales channels or new products.
Answer:
Promotional techniques
Question:
● The combination of advertising, personal selling, sales promotion, and public relations used to
promote a product.
Answer:
Promotional mix
Question:
● The model assumes consumers are passive and marketers are active during most of the buying
process.
Answer:
The main limitation of the AIDA model
Question:
● 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.
, Answer:
What is the main difference between the AIDA model of the buyer's journey and the six steps model
of the buying process?
Question:
● Focuses on short-term, often single, transactions.
Answer:
Transactional selling
Question:
● Focused on long-term relationship building to keep customers satisfied and consequently
convince them to return and make multiple purchases.
Answer:
Relationship selling
Question:
● Using social styles to customize a sales approach to the specific customer.
Answer:
Adaptive selling
Question:
● A model that categorizes people according to personality traits and how they interact with others.
Answer:
Social style matrix
Question:
Question:
● Divides the business into small, tightly knit strategic business units (SBUs), which focus on
specific elements of the organizational process.
Answer:
Modular structure
Question:
● The process or activities by which a company adds value to a product, including production,
marketing, and the provision of after- sales service.
Answer:
Value chain
Question:
● A profit center that focuses on product offering and market segment.
Answer:
Strategic business units (SBUs)
Question:
● Company assets, attributes, or abilities that are difficult to duplicate or exceed and provide a
superior or favorable long-term position over competitors.
Answer:
Sustainable competitive advantage
Question:
,● 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).
Answer:
Factors that can help a business develop a sustainable competitive advantage
Question:
● The use of data in an enterprise to facilitate decision-making.
Answer:
Business intelligence (BI)
Question:
● Large, complex data sets that require non-traditional data processing software to predict trends
and forecasts.
Answer:
Big data analytics
Question:
● 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.
Answer:
Four elements that make up ethical behavior within an organization
Question:
● 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.
Answer:
,Integrated marketing communications (IMC)
Question:
● Identifying consumer needs and then producing the goods or services that will satisfy those needs
while making a profit for the organization.
Answer:
Marketing concept
Question:
● Advertising, sales promotion, and publicity, or creating new sales channels or new products.
Answer:
Promotional techniques
Question:
● The combination of advertising, personal selling, sales promotion, and public relations used to
promote a product.
Answer:
Promotional mix
Question:
● The model assumes consumers are passive and marketers are active during most of the buying
process.
Answer:
The main limitation of the AIDA model
Question:
● 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.
, Answer:
What is the main difference between the AIDA model of the buyer's journey and the six steps model
of the buying process?
Question:
● Focuses on short-term, often single, transactions.
Answer:
Transactional selling
Question:
● Focused on long-term relationship building to keep customers satisfied and consequently
convince them to return and make multiple purchases.
Answer:
Relationship selling
Question:
● Using social styles to customize a sales approach to the specific customer.
Answer:
Adaptive selling
Question:
● A model that categorizes people according to personality traits and how they interact with others.
Answer:
Social style matrix
Question:
