WGU D099 SALES MANAGEMENT PA EXAM COMPLETE
— 300+ Questions & Detailed Solutions
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
- ANSWERA 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
— 300+ Questions & Detailed Solutions
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
- ANSWERA 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
