Sales Management - D099 questions and answers
2024\2025 A+ Grade
relationship selling
- correct answer sales technique that focuses on the interaction between the buyer and the salesperson
rather than the price or details of the product
value creation
- correct answer the performance of actions that increase the worth of goods, services, or even a
business
sales process
- correct answer incorporates actually selling the company's products or service to its customers
personal selling
- correct answer a type of selling that uses person-to-person interaction to sell products and services
customer loyalty
- correct answer having a positive attitude toward a product or brand, which includes supportive
behavior from the customer
brand trust
- correct answer the willingness of the average consumer to rely on the ability of the brand to perform
its stated function
conversion rates
- correct answer the percentage of prospective customers who take a specific action you want
sales forecast
- correct answer the process of estimating future sales
,operational budget
- correct answer a plan for expenditures required to maintain the functioning of a business venture or
public organization
product-market fit
- correct answer degree to which a product satisfies a strong market demand
corporate structure
- correct answer an organization's different departments or business units within a company to achieve
its overall mission and goals
functional structure
- correct answer an organization structure that groups employees according to a specialized or similar
set of roles or tasks
modular structure
- correct answer divides the business into small, tightly knit SBUs, which focus on specific elements of
the organizational process
strategic business unit
- correct answer a profit center that focuses on product offering and market segment
competitive advantage
- correct answer a condition or circumstance that puts a company in a favorable or superior business
position
sustainable competitive advantage
- correct answer company assets, attributes, or abilities that are difficult to duplicate or exceed and
provide a superior or favorable long-term position over competitors
customer relationship management (CRM)
- correct answer processes implemented by a company to handle its contact with customers with the
goal of creating a unified customer experience to maximize retention
, business intelligence (BI)
- correct answer the use of data in an enterprise to facilitate decision-making. It encompasses
understanding the actual operation of the company, as well as the anticipation of future events, with
the aim of providing knowledge to support business decisions
big data analytics
- correct answer large, complex data sets that require non-traditional data processing software to
predict trends and forecasts
organizational ethics
- correct answer the principles and standards by which businesses operate and it is how an organization
responds to an internal or external stimulus
marketing concept
- correct answer identifying customer needs and then producing the goods or services that will satisfy
those needs while making a profit for the organization
"right" principle
- correct answer getting the right goods or services to the right people at the right place, time, and price,
using the right promotional techniques
promotion
- correct answer the attempt by marketers to inform, persuade, or remind consumers and industrial
users to engage in the exchange process
promotional mix
- correct answer the combination of advertising, personal selling, sales promotion, and public relations
used to promote a product
integrated marketing communications (IMC)
- correct answer the careful coordination of all promotional activities to produce a consistent, unified
message that is customer focused
2024\2025 A+ Grade
relationship selling
- correct answer sales technique that focuses on the interaction between the buyer and the salesperson
rather than the price or details of the product
value creation
- correct answer the performance of actions that increase the worth of goods, services, or even a
business
sales process
- correct answer incorporates actually selling the company's products or service to its customers
personal selling
- correct answer a type of selling that uses person-to-person interaction to sell products and services
customer loyalty
- correct answer having a positive attitude toward a product or brand, which includes supportive
behavior from the customer
brand trust
- correct answer the willingness of the average consumer to rely on the ability of the brand to perform
its stated function
conversion rates
- correct answer the percentage of prospective customers who take a specific action you want
sales forecast
- correct answer the process of estimating future sales
,operational budget
- correct answer a plan for expenditures required to maintain the functioning of a business venture or
public organization
product-market fit
- correct answer degree to which a product satisfies a strong market demand
corporate structure
- correct answer an organization's different departments or business units within a company to achieve
its overall mission and goals
functional structure
- correct answer an organization structure that groups employees according to a specialized or similar
set of roles or tasks
modular structure
- correct answer divides the business into small, tightly knit SBUs, which focus on specific elements of
the organizational process
strategic business unit
- correct answer a profit center that focuses on product offering and market segment
competitive advantage
- correct answer a condition or circumstance that puts a company in a favorable or superior business
position
sustainable competitive advantage
- correct answer company assets, attributes, or abilities that are difficult to duplicate or exceed and
provide a superior or favorable long-term position over competitors
customer relationship management (CRM)
- correct answer processes implemented by a company to handle its contact with customers with the
goal of creating a unified customer experience to maximize retention
, business intelligence (BI)
- correct answer the use of data in an enterprise to facilitate decision-making. It encompasses
understanding the actual operation of the company, as well as the anticipation of future events, with
the aim of providing knowledge to support business decisions
big data analytics
- correct answer large, complex data sets that require non-traditional data processing software to
predict trends and forecasts
organizational ethics
- correct answer the principles and standards by which businesses operate and it is how an organization
responds to an internal or external stimulus
marketing concept
- correct answer identifying customer needs and then producing the goods or services that will satisfy
those needs while making a profit for the organization
"right" principle
- correct answer getting the right goods or services to the right people at the right place, time, and price,
using the right promotional techniques
promotion
- correct answer the attempt by marketers to inform, persuade, or remind consumers and industrial
users to engage in the exchange process
promotional mix
- correct answer the combination of advertising, personal selling, sales promotion, and public relations
used to promote a product
integrated marketing communications (IMC)
- correct answer the careful coordination of all promotional activities to produce a consistent, unified
message that is customer focused
