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D099
D099 WGU Sales Management (Latest Update
) | Questions with Verified
Answers | 100% Correct | Grade A.
1. Integrated marketing communications (IMC): 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
2. Marketing concept: Identifying consumer needs and then
producing the goods or services that will satisfy those needs
while making a profit for the organization
D099
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D099
3. Promotional techniques: Advertising, sales promotion, and
publicity, or creating new sales channels or new products
4. Promotional mix: The combination of advertising, personal
selling, sales promotion, and public relations used to promote a
product
5. The main limitation of the AIDA model: The model assumes
consumers are passive and marketers are active during most of
the buying process.
6. What is the main difference between the AIDA model of the
buyer's journey and the six steps model of the buying
process?: 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.
7. Transactional selling: Focuses on short-term, often single,
transactions.
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8. Relationship selling: Focused on long-term relationship
building to keep customers satisfied and consequently convince
them to return and make multiple purchases.
9. Adaptive selling: Using social styles to customize a sales
approach to the specific customer
10. Social style matrix: A model that categorizes people
according to personality traits and how they interact with others
11. Analyticals: 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
12. Drivers: 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
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13. Amiables: Focus on "why," establish a personal
relationship, demonstrate personal commitment, and work as a
team. High responsiveness and low assertiveness
14. Expressives: 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
15. Consultative selling: Sales approach where the seller
becomes a trusted advisor to the customer and builds a
relationship to truly understand his or her needs
16. Customer lifetime value (CLV): A prediction of the net
profit attributed to the entire future relationship with a customer
17. Return on customer investment: A metric that measures
how much value a business can create per customer
D099
D099
D099 WGU Sales Management (Latest Update
) | Questions with Verified
Answers | 100% Correct | Grade A.
1. Integrated marketing communications (IMC): 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
2. Marketing concept: Identifying consumer needs and then
producing the goods or services that will satisfy those needs
while making a profit for the organization
D099
, 2
D099
3. Promotional techniques: Advertising, sales promotion, and
publicity, or creating new sales channels or new products
4. Promotional mix: The combination of advertising, personal
selling, sales promotion, and public relations used to promote a
product
5. The main limitation of the AIDA model: The model assumes
consumers are passive and marketers are active during most of
the buying process.
6. What is the main difference between the AIDA model of the
buyer's journey and the six steps model of the buying
process?: 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.
7. Transactional selling: Focuses on short-term, often single,
transactions.
D099
, 3
D099
8. Relationship selling: Focused on long-term relationship
building to keep customers satisfied and consequently convince
them to return and make multiple purchases.
9. Adaptive selling: Using social styles to customize a sales
approach to the specific customer
10. Social style matrix: A model that categorizes people
according to personality traits and how they interact with others
11. Analyticals: 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
12. Drivers: 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
, 4
D099
13. Amiables: Focus on "why," establish a personal
relationship, demonstrate personal commitment, and work as a
team. High responsiveness and low assertiveness
14. Expressives: 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
15. Consultative selling: Sales approach where the seller
becomes a trusted advisor to the customer and builds a
relationship to truly understand his or her needs
16. Customer lifetime value (CLV): A prediction of the net
profit attributed to the entire future relationship with a customer
17. Return on customer investment: A metric that measures
how much value a business can create per customer
D099
