WGU D099 Sales Management LATEST
TEST QUESTIONS AND ANSWERS
2025
Functional relationships - ANSWER-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
Modular structure - ANSWER-Divides the business into small, tightly knit strategic business units
(SBUs), which focus on specific elements of the organizational process
Value chain - ANSWER-The process or activities by which a company adds value to a product,
including production, marketing, and the provision of after-sales service
Strategic business units (SBUs) - ANSWER-A profit center that focuses on product offering and
market segment
Sustainable competitive advantage - ANSWER-Company assets, attributes, or abilities that are
difficult to duplicate or exceed and provide a superior or favorable long-term position over
competitors
Factors that can help a business develop a sustainable competitive advantage - ANSWER-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)
Business intelligence (BI) - ANSWER-The use of data in an enterprise to facilitate decision-making
Big data analytics - ANSWER-Large, complex data sets that require non-traditional data processing
software to predict trends and forecasts
Four elements that make up ethical behavior within an organization - ANSWER-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.
Integrated marketing communications (IMC) - ANSWER-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
Marketing concept - ANSWER-Identifying consumer needs and then producing the goods or
services that will satisfy those needs while making a profit for the organization
Promotional techniques - ANSWER-Advertising, sales promotion, and publicity, or creating new
sales channels or new products
Promotional mix - ANSWER-The combination of advertising, personal selling, sales promotion, and
public relations used to promote a product
The main limitation of the AIDA model - ANSWER-The model assumes consumers are passive and
marketers are active during most of the buying process.
What is the main difference between the AIDA model of the buyer's journey and the six steps
model of the buying process? - ANSWER-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.
Transactional selling - ANSWER-Focuses on short-term, often single, transactions.
Relationship selling - ANSWER-Focused on long-term relationship building to keep customers
satisfied and consequently convince them to return and make multiple purchases.
Adaptive selling - ANSWER-Using social styles to customize a sales approach to the specific
customer
Social style matrix - ANSWER-A model that categorizes people according to personality traits and
how they interact with others
Analyticals - ANSWER-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
,Drivers - ANSWER-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
Amiables - ANSWER-Focus on "why," establish a personal relationship, demonstrate personal
commitment, and work as a team. High responsiveness and low assertiveness
Expressives - 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, and use facts and figures to demonstrate what is possible. High responsiveness and high
assertiveness
Consultative selling - ANSWER-Sales approach where the seller becomes a trusted advisor to the
customer and builds a relationship to truly understand his or her needs
Customer lifetime value (CLV) - ANSWER-A prediction of the net profit attributed to the entire
future relationship with a customer
Return on customer investment - ANSWER-A metric that measures how much value a business can
create per customer
Value proposition - ANSWER-An innovation, service, or feature intended to make a company or
product attractive to customers
A value proposition should be - ANSWER-Clear (short and direct), compelling (motivates), and
differentiating (sets the offering aprt).
Equation for ROI - ANSWER-ROI = net profit ÷ investment × 100
Return on investment (ROI) - ANSWER-A performance measure used to evaluate the efficiency of
an investment or compare the efficiency of a number of different investments
Equation for CLV - ANSWER-CLV = dollar value of purchases x gross profit percent x number of
purchases
, Sales channels - ANSWER-A way of bringing products or services to market so they can be
purchased by consumers
Distribution channels - ANSWER-A chain of businesses or intermediaries through which a good or
service passes until it reaches the final buyer or the end consumer
Agents or brokers - ANSWER-Their main job is to represent the producer to the final user in selling
a product.
Wholesalers - ANSWER-They sell the products to other intermediaries, such as retailers, for a
higher price than they paid. They buy in bulk and store the products in their own warehouses and
storage places until it is time to resell them. They are independently owned, and they own the
products that they sell.
Distributors - ANSWER-They take ownership of the product, store it, and sell it at a profit to
retailers or other intermediaries. However, the key difference is that distributors ally themselves to
complementary products
Retailers - ANSWER-Whatever their size, retailers purchase products from market intermediaries
and sell them directly to the end user for a profit
Missionary salespeople - ANSWER-A salesperson who provides information to an individual who
will influence the purchase decision
Technical salespeople - ANSWER-Sales people who are experts in a specific product or service area.
They promote and sell the product by demonstrating how it works along with the benefits it can
offer potential customers
Trade salespeople - ANSWER-A salesperson who calls on retailers and helps them display,
advertise, and sell products to consumers
Inside salespeople - ANSWER-People who routinely work inside the business taking orders and
handling transactions
Outside salespeople - ANSWER-Sales personnel who go out into the field to meet with customers
TEST QUESTIONS AND ANSWERS
2025
Functional relationships - ANSWER-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
Modular structure - ANSWER-Divides the business into small, tightly knit strategic business units
(SBUs), which focus on specific elements of the organizational process
Value chain - ANSWER-The process or activities by which a company adds value to a product,
including production, marketing, and the provision of after-sales service
Strategic business units (SBUs) - ANSWER-A profit center that focuses on product offering and
market segment
Sustainable competitive advantage - ANSWER-Company assets, attributes, or abilities that are
difficult to duplicate or exceed and provide a superior or favorable long-term position over
competitors
Factors that can help a business develop a sustainable competitive advantage - ANSWER-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)
Business intelligence (BI) - ANSWER-The use of data in an enterprise to facilitate decision-making
Big data analytics - ANSWER-Large, complex data sets that require non-traditional data processing
software to predict trends and forecasts
Four elements that make up ethical behavior within an organization - ANSWER-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.
Integrated marketing communications (IMC) - ANSWER-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
Marketing concept - ANSWER-Identifying consumer needs and then producing the goods or
services that will satisfy those needs while making a profit for the organization
Promotional techniques - ANSWER-Advertising, sales promotion, and publicity, or creating new
sales channels or new products
Promotional mix - ANSWER-The combination of advertising, personal selling, sales promotion, and
public relations used to promote a product
The main limitation of the AIDA model - ANSWER-The model assumes consumers are passive and
marketers are active during most of the buying process.
What is the main difference between the AIDA model of the buyer's journey and the six steps
model of the buying process? - ANSWER-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.
Transactional selling - ANSWER-Focuses on short-term, often single, transactions.
Relationship selling - ANSWER-Focused on long-term relationship building to keep customers
satisfied and consequently convince them to return and make multiple purchases.
Adaptive selling - ANSWER-Using social styles to customize a sales approach to the specific
customer
Social style matrix - ANSWER-A model that categorizes people according to personality traits and
how they interact with others
Analyticals - ANSWER-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
,Drivers - ANSWER-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
Amiables - ANSWER-Focus on "why," establish a personal relationship, demonstrate personal
commitment, and work as a team. High responsiveness and low assertiveness
Expressives - 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, and use facts and figures to demonstrate what is possible. High responsiveness and high
assertiveness
Consultative selling - ANSWER-Sales approach where the seller becomes a trusted advisor to the
customer and builds a relationship to truly understand his or her needs
Customer lifetime value (CLV) - ANSWER-A prediction of the net profit attributed to the entire
future relationship with a customer
Return on customer investment - ANSWER-A metric that measures how much value a business can
create per customer
Value proposition - ANSWER-An innovation, service, or feature intended to make a company or
product attractive to customers
A value proposition should be - ANSWER-Clear (short and direct), compelling (motivates), and
differentiating (sets the offering aprt).
Equation for ROI - ANSWER-ROI = net profit ÷ investment × 100
Return on investment (ROI) - ANSWER-A performance measure used to evaluate the efficiency of
an investment or compare the efficiency of a number of different investments
Equation for CLV - ANSWER-CLV = dollar value of purchases x gross profit percent x number of
purchases
, Sales channels - ANSWER-A way of bringing products or services to market so they can be
purchased by consumers
Distribution channels - ANSWER-A chain of businesses or intermediaries through which a good or
service passes until it reaches the final buyer or the end consumer
Agents or brokers - ANSWER-Their main job is to represent the producer to the final user in selling
a product.
Wholesalers - ANSWER-They sell the products to other intermediaries, such as retailers, for a
higher price than they paid. They buy in bulk and store the products in their own warehouses and
storage places until it is time to resell them. They are independently owned, and they own the
products that they sell.
Distributors - ANSWER-They take ownership of the product, store it, and sell it at a profit to
retailers or other intermediaries. However, the key difference is that distributors ally themselves to
complementary products
Retailers - ANSWER-Whatever their size, retailers purchase products from market intermediaries
and sell them directly to the end user for a profit
Missionary salespeople - ANSWER-A salesperson who provides information to an individual who
will influence the purchase decision
Technical salespeople - ANSWER-Sales people who are experts in a specific product or service area.
They promote and sell the product by demonstrating how it works along with the benefits it can
offer potential customers
Trade salespeople - ANSWER-A salesperson who calls on retailers and helps them display,
advertise, and sell products to consumers
Inside salespeople - ANSWER-People who routinely work inside the business taking orders and
handling transactions
Outside salespeople - ANSWER-Sales personnel who go out into the field to meet with customers
