1|Page
D099 WGU Sales Management 2025/2026
D099 WGU SALES MANAGEMENT TEST
EXAM GUIDE WITH ACCURATE
QUESTIONS & REVISED ANSWERS
GRADED A+ UPDATED
Account-based marketing (ABM)
,,,,Answer,,,,,Concentrates sales and marketing resources on a clearly
defined set of target accounts within a market and employs
personalized campaigns designed to resonate with each account
Key account management (KAM)
,,,,Answer,,,,,Developing and maintaining long-term, sustainable and
mutually beneficial relationships with key accounts (customer)
Inactive accounts
,,,,Answer,,,,,Clients who have not made a purchase for a specified
period of time
Active accounts
,,,,Answer,,,,,Have consistent transactions and engagement with the
business
Passive accounts
,,,,Answer,,,,,Clients who have established an ongoing relationship
with the company through its website and may or may not have a
recurring order
80/20 rule ,,,,Answer
,,,,,Suggests that 20 percent of your activities will account for 80
percent of your results
,2|Page
Pareto principle
,,,,Answer,,,,,The law of the vital few, or the principle of factor
sparsity, states that, for many events, roughly 80 percent of the effects
come from 20 percent of the causes
Business development
,,,,Answer,,,,,Activities to develop and implement growth opportunities
within organizations
Sales quotas
,,,,Answer,,,,,The sales goal or figure set for a product line, company
division, or sales representative
Power skills
,,,,Answer,,,,,Personal attributes that enable someone to interact
effectively and harmoniously with other people
Hard skills
,,,,Answer,,,,,Teachable abilities or skill sets that are easy to quantify.
Typically, you will learn hard skills in the classroom, through books or
other training materials, or on the job
Types of power skills
,,,,Answer,,,,,Empsthy, verbal communication, conflict resolution, and
analytical decision making
Types of hard skills
,,,,Answer,,,,,Product knowledge, proposals and contracts, technology
proficiency, and software skills
Economic buyer ,,,,Answer,,,,,The individual decision maker or group
within the customer organization who controls the budget and writes
the checks for new product purchases
,3|Page
Infrastructure buyer ,,,,Answer,,,,,Someone who makes sure that
purchasing rules defined in corporate governance procedures are
followed
User buyer ,
,,,Answer,,,,,Someone who influences the buying decision as the
person who will actually use the solution after the purchase decision is
made
Procurement officers
,,,,Answer,,,,,Persons who are responsible for the management,
administration, and supervision of the company's acquisition
programs
Merchandisers
,,,,Answer,,,,,A staff member in a retail firm who is responsible for
buying goods or products and displaying them in the store
Influencers
,,,,Answer,,,,,Individuals who have experience or expertise that can
help improve the buying decision
Initiators
,,,,Answer,,,,,Individuals who suggest purchasing a product or service
for a business
Users ,,,,Answer,,,,,Individuals within an organization who actually
use the product
Gatekeepers ,,,,Answer,,,,,Individuals who will decide if and when one
gets access to members of the buying center
Decision makers ,,,,Answer,,,,,The person who makes the final
purchasing decision
, 4|Page
Purchasing managers ,,,,Answer,,,,,An employee within a company,
business or other organization who is responsible at some level for
buying or approving the acquisition of goods and services needed by the
company
Decision-making unit (DMU) ,,,,Answer,,,,,A group of people within an
organization who make business purchasing decisions
Selling centers ,,,,Answer,,,,,Functional representation that supports a
sales person to create a team-selling approach
Buying centers ,,,,Answer,,,,,A group of people within an organization
who make business purchasing decisions
Stages of B2B buying process ,,,,Answer,,,,,Recognize the need, define
the need, search for suppliers, bid analysis, supplier selection, order
placement, and performance review
Recognize the need ,,,,Answer,,,,,Someone recognizes that the
organization has a need that can be solved by purchasing a good or
service
Define the need ,,,,Answer,,,,,Involves users as well as initiators to put
more definition around the type of product or service that will help meet
the need and create the product specifications
Search for suppliers ,,,,Answer,,,,,People involved in the buying process
seek out information about the products they are looking for and the
vendors who can supply them.
Bid analysis ,,,,Answer,,,,,Qualified suppliers are asked to complete
responses to requests for proposals
Supplier selection ,,,,Answer,,,,,The RFPs are reviewed and the vendor
or vendors selected
D099 WGU Sales Management 2025/2026
D099 WGU SALES MANAGEMENT TEST
EXAM GUIDE WITH ACCURATE
QUESTIONS & REVISED ANSWERS
GRADED A+ UPDATED
Account-based marketing (ABM)
,,,,Answer,,,,,Concentrates sales and marketing resources on a clearly
defined set of target accounts within a market and employs
personalized campaigns designed to resonate with each account
Key account management (KAM)
,,,,Answer,,,,,Developing and maintaining long-term, sustainable and
mutually beneficial relationships with key accounts (customer)
Inactive accounts
,,,,Answer,,,,,Clients who have not made a purchase for a specified
period of time
Active accounts
,,,,Answer,,,,,Have consistent transactions and engagement with the
business
Passive accounts
,,,,Answer,,,,,Clients who have established an ongoing relationship
with the company through its website and may or may not have a
recurring order
80/20 rule ,,,,Answer
,,,,,Suggests that 20 percent of your activities will account for 80
percent of your results
,2|Page
Pareto principle
,,,,Answer,,,,,The law of the vital few, or the principle of factor
sparsity, states that, for many events, roughly 80 percent of the effects
come from 20 percent of the causes
Business development
,,,,Answer,,,,,Activities to develop and implement growth opportunities
within organizations
Sales quotas
,,,,Answer,,,,,The sales goal or figure set for a product line, company
division, or sales representative
Power skills
,,,,Answer,,,,,Personal attributes that enable someone to interact
effectively and harmoniously with other people
Hard skills
,,,,Answer,,,,,Teachable abilities or skill sets that are easy to quantify.
Typically, you will learn hard skills in the classroom, through books or
other training materials, or on the job
Types of power skills
,,,,Answer,,,,,Empsthy, verbal communication, conflict resolution, and
analytical decision making
Types of hard skills
,,,,Answer,,,,,Product knowledge, proposals and contracts, technology
proficiency, and software skills
Economic buyer ,,,,Answer,,,,,The individual decision maker or group
within the customer organization who controls the budget and writes
the checks for new product purchases
,3|Page
Infrastructure buyer ,,,,Answer,,,,,Someone who makes sure that
purchasing rules defined in corporate governance procedures are
followed
User buyer ,
,,,Answer,,,,,Someone who influences the buying decision as the
person who will actually use the solution after the purchase decision is
made
Procurement officers
,,,,Answer,,,,,Persons who are responsible for the management,
administration, and supervision of the company's acquisition
programs
Merchandisers
,,,,Answer,,,,,A staff member in a retail firm who is responsible for
buying goods or products and displaying them in the store
Influencers
,,,,Answer,,,,,Individuals who have experience or expertise that can
help improve the buying decision
Initiators
,,,,Answer,,,,,Individuals who suggest purchasing a product or service
for a business
Users ,,,,Answer,,,,,Individuals within an organization who actually
use the product
Gatekeepers ,,,,Answer,,,,,Individuals who will decide if and when one
gets access to members of the buying center
Decision makers ,,,,Answer,,,,,The person who makes the final
purchasing decision
, 4|Page
Purchasing managers ,,,,Answer,,,,,An employee within a company,
business or other organization who is responsible at some level for
buying or approving the acquisition of goods and services needed by the
company
Decision-making unit (DMU) ,,,,Answer,,,,,A group of people within an
organization who make business purchasing decisions
Selling centers ,,,,Answer,,,,,Functional representation that supports a
sales person to create a team-selling approach
Buying centers ,,,,Answer,,,,,A group of people within an organization
who make business purchasing decisions
Stages of B2B buying process ,,,,Answer,,,,,Recognize the need, define
the need, search for suppliers, bid analysis, supplier selection, order
placement, and performance review
Recognize the need ,,,,Answer,,,,,Someone recognizes that the
organization has a need that can be solved by purchasing a good or
service
Define the need ,,,,Answer,,,,,Involves users as well as initiators to put
more definition around the type of product or service that will help meet
the need and create the product specifications
Search for suppliers ,,,,Answer,,,,,People involved in the buying process
seek out information about the products they are looking for and the
vendors who can supply them.
Bid analysis ,,,,Answer,,,,,Qualified suppliers are asked to complete
responses to requests for proposals
Supplier selection ,,,,Answer,,,,,The RFPs are reviewed and the vendor
or vendors selected
