WGU D099 SALES MANAGEMENT QUESTIONS
Conversion Rates
Percentage of potential customers approached who make a purchase. If 5/10
approaches result in sales- 50%
Sales Forecast
Determination of how much product can be sold within a time period and at what price.
Used to develop operational budgets and determine profitability
Operational Budget
A short-term financial plan used to coordinate the activities needed to achieve the short-
term goals of the company.
Product-Market Fit
an offering that meets the needs of customers. A fit for a determined sector of the
population
Sustainable Competitive Advantage
A positive trait that a business possesses with can not be easily overcome by others.
ex. Walmart's low prices
Business Intelligence
A technology-driven process for analyzing data and presenting useful information to
assist in business decisions. Process management, decision-making, planning and
collaboration
"Right" Principle
Getting the correct goods or services to the right people at the correct place, time, and
price, using best promotional techniques
Inbound Marketing
Marketing activities that draw the attention of customers through blogs, Twitter,
LinkedIn, and other online sources, rather than using more traditional activities that
require having to go out to get customers' attention, such as making a sales call.
, IMC
The coordination of all promotional activities (traditional advertising, sales promotion,
personal selling, public relations, social media and digital advertising to produce a
unified message.
Personal Selling
A detailed sales method which involves varying a detailed message to suit prospective
customers. Effective strategy with high customer satisfaction.
Buyer Journey
Attention, Interest, Desire and Action. Inaccurately frames customers as passive without
drives of their own.
Transactional
Selling with a focus on short-term, single transactions.
Relationship
Selling focused on long-term building of connections with clients in order to keep them
satisfied and returning. Involves liking and caring about the problems of customers.
Needs strong belief in product, patience and a plan to work.
Adaptive
Selling where approach is customized to the needs of the customer to improve the
experience
Prospecting
First step in transactional selling where potential customers are identified
Social Style Matrix
Classification of customers based on patterns of communication. Sorts by low to high
assertiveness (want to control) and responsiveness (outward emotions).
Analyticals
SSM. Want to know "HOW". Both low A & R. Want facts, pros and cons, data,
demonstrate results, give time, mention guarantees. Cannot be pressured.
Drivers
Conversion Rates
Percentage of potential customers approached who make a purchase. If 5/10
approaches result in sales- 50%
Sales Forecast
Determination of how much product can be sold within a time period and at what price.
Used to develop operational budgets and determine profitability
Operational Budget
A short-term financial plan used to coordinate the activities needed to achieve the short-
term goals of the company.
Product-Market Fit
an offering that meets the needs of customers. A fit for a determined sector of the
population
Sustainable Competitive Advantage
A positive trait that a business possesses with can not be easily overcome by others.
ex. Walmart's low prices
Business Intelligence
A technology-driven process for analyzing data and presenting useful information to
assist in business decisions. Process management, decision-making, planning and
collaboration
"Right" Principle
Getting the correct goods or services to the right people at the correct place, time, and
price, using best promotional techniques
Inbound Marketing
Marketing activities that draw the attention of customers through blogs, Twitter,
LinkedIn, and other online sources, rather than using more traditional activities that
require having to go out to get customers' attention, such as making a sales call.
, IMC
The coordination of all promotional activities (traditional advertising, sales promotion,
personal selling, public relations, social media and digital advertising to produce a
unified message.
Personal Selling
A detailed sales method which involves varying a detailed message to suit prospective
customers. Effective strategy with high customer satisfaction.
Buyer Journey
Attention, Interest, Desire and Action. Inaccurately frames customers as passive without
drives of their own.
Transactional
Selling with a focus on short-term, single transactions.
Relationship
Selling focused on long-term building of connections with clients in order to keep them
satisfied and returning. Involves liking and caring about the problems of customers.
Needs strong belief in product, patience and a plan to work.
Adaptive
Selling where approach is customized to the needs of the customer to improve the
experience
Prospecting
First step in transactional selling where potential customers are identified
Social Style Matrix
Classification of customers based on patterns of communication. Sorts by low to high
assertiveness (want to control) and responsiveness (outward emotions).
Analyticals
SSM. Want to know "HOW". Both low A & R. Want facts, pros and cons, data,
demonstrate results, give time, mention guarantees. Cannot be pressured.
Drivers
