WGU D077 Concepts in Marketing Sales and
Customer Contact Exam 386 Questions with
Verified Answers
A marketing experiment where two variants of a campaign are tested to see which
one is most effective - CORRECT ANSWER A/B testing
Style of handling conflict focused on empathy over self-interest - CORRECT
ANSWER Accommodation
Using social styles to customize a sales approach to the specific customer -
CORRECT ANSWER Adaptive selling
Cooperation between levels of a distribution channel where one member sets the
terms due to its size and influence - CORRECT ANSWER administered vertical
marketing system
Paid form of nonpersonal promotion - CORRECT ANSWER advertising
People with this social style want to know "why" - CORRECT ANSWER amiable
People with this social style want to know "how" - CORRECT ANSWER analytical
Intelligent machines (computers) capable of learning and interacting - CORRECT
ANSWER artificial intelligence
,Positive, negative, or ambivalent evaluation of people, objects, event, activities,
ideas, or anything else in the environment - CORRECT ANSWER attitudes
Characteristics that define a product and will influence the customer's purchase
decision - CORRECT ANSWER attributes
Style of handling conflict with little empathy or self-interest - CORRECT ANSWER
Avoidance
Sales to another company that consumes the product or services as part of
operating the business or uses the product in the assembly of the final product it
sells to consumers - CORRECT ANSWER B2B sales
Fraudulent practice where an advertised product is unavailable so a customer is
guided to a more expensive one - CORRECT ANSWER Bait and switch
One of Porter's Five Forces—the power of customers to drive down prices if
supply exceeds demand - CORRECT ANSWER Bargaining power of buyers
One of Porter's Five Forces—the power of suppliers when there are few
alternative sources for the products' components - CORRECT ANSWER Bargaining
power of suppliers
The fourth phase in the negotiation process, where the parties seek an agreement
- CORRECT ANSWER Bargaining
,Planning tool which uses a quadrant to map the strategic position of a business
brand based on the brand's market share and the market's growth potential -
CORRECT ANSWER BCG Matrix
Primary marketing research technique involving formal or informal observation of
customers and noncustomers - CORRECT ANSWER behavioral observation
Voluntary and intentional refusal to buy products from a certain person, company,
or country for ethical or political reasons - CORRECT ANSWER boycott
One of the drivers of customer equity, based on how the customer assesses the
value of the brand - CORRECT ANSWER brand equity
The faithfulness of customer's to a particular company and its products - CORRECT
ANSWER brand loyalty
The unique identity and associations of a company, often captured in a design,
sign, symbol, or words that identify a product and differentiate it from
competitors - CORRECT ANSWER brand
Grouping related products together and pricing them as a single product. -
CORRECT ANSWER Bundling
Expansions and contractions in the level of economic activities (business
fluctuations) around a long-term growth trend - CORRECT ANSWER business cycle
, Sales to another company that consumes the product or services as part of
operating the business or uses the product in the assembly of the final product it
sells to consumers - CORRECT ANSWER business to business (B2B)
Sales directly to the individuals who consume a finished product - CORRECT
ANSWER business to consumer (B2C)
Sales to another company that consumes the product or services as part of
operating the business or uses the product in the assembly of the final product it
sells to consumers - CORRECT ANSWER business-to-business (B2B)
Sales directly to the individuals who consume a finished product for personal use -
CORRECT ANSWER business-to-consumer (B2C)
Individuals at an organization who are responsible for the purchase contract, often
a purchasing department - CORRECT ANSWER Buyers
Group of decision makers for a purchase by an organization - CORRECT ANSWER
buying center
When a company sells products directly to consumers, in competition with the
company's own channel partners - CORRECT ANSWER Channel conflict
Questions where a researcher provides a set of options from which to choose a
response, also called structured questions - CORRECT ANSWER Closed-ended
questions
Customer Contact Exam 386 Questions with
Verified Answers
A marketing experiment where two variants of a campaign are tested to see which
one is most effective - CORRECT ANSWER A/B testing
Style of handling conflict focused on empathy over self-interest - CORRECT
ANSWER Accommodation
Using social styles to customize a sales approach to the specific customer -
CORRECT ANSWER Adaptive selling
Cooperation between levels of a distribution channel where one member sets the
terms due to its size and influence - CORRECT ANSWER administered vertical
marketing system
Paid form of nonpersonal promotion - CORRECT ANSWER advertising
People with this social style want to know "why" - CORRECT ANSWER amiable
People with this social style want to know "how" - CORRECT ANSWER analytical
Intelligent machines (computers) capable of learning and interacting - CORRECT
ANSWER artificial intelligence
,Positive, negative, or ambivalent evaluation of people, objects, event, activities,
ideas, or anything else in the environment - CORRECT ANSWER attitudes
Characteristics that define a product and will influence the customer's purchase
decision - CORRECT ANSWER attributes
Style of handling conflict with little empathy or self-interest - CORRECT ANSWER
Avoidance
Sales to another company that consumes the product or services as part of
operating the business or uses the product in the assembly of the final product it
sells to consumers - CORRECT ANSWER B2B sales
Fraudulent practice where an advertised product is unavailable so a customer is
guided to a more expensive one - CORRECT ANSWER Bait and switch
One of Porter's Five Forces—the power of customers to drive down prices if
supply exceeds demand - CORRECT ANSWER Bargaining power of buyers
One of Porter's Five Forces—the power of suppliers when there are few
alternative sources for the products' components - CORRECT ANSWER Bargaining
power of suppliers
The fourth phase in the negotiation process, where the parties seek an agreement
- CORRECT ANSWER Bargaining
,Planning tool which uses a quadrant to map the strategic position of a business
brand based on the brand's market share and the market's growth potential -
CORRECT ANSWER BCG Matrix
Primary marketing research technique involving formal or informal observation of
customers and noncustomers - CORRECT ANSWER behavioral observation
Voluntary and intentional refusal to buy products from a certain person, company,
or country for ethical or political reasons - CORRECT ANSWER boycott
One of the drivers of customer equity, based on how the customer assesses the
value of the brand - CORRECT ANSWER brand equity
The faithfulness of customer's to a particular company and its products - CORRECT
ANSWER brand loyalty
The unique identity and associations of a company, often captured in a design,
sign, symbol, or words that identify a product and differentiate it from
competitors - CORRECT ANSWER brand
Grouping related products together and pricing them as a single product. -
CORRECT ANSWER Bundling
Expansions and contractions in the level of economic activities (business
fluctuations) around a long-term growth trend - CORRECT ANSWER business cycle
, Sales to another company that consumes the product or services as part of
operating the business or uses the product in the assembly of the final product it
sells to consumers - CORRECT ANSWER business to business (B2B)
Sales directly to the individuals who consume a finished product - CORRECT
ANSWER business to consumer (B2C)
Sales to another company that consumes the product or services as part of
operating the business or uses the product in the assembly of the final product it
sells to consumers - CORRECT ANSWER business-to-business (B2B)
Sales directly to the individuals who consume a finished product for personal use -
CORRECT ANSWER business-to-consumer (B2C)
Individuals at an organization who are responsible for the purchase contract, often
a purchasing department - CORRECT ANSWER Buyers
Group of decision makers for a purchase by an organization - CORRECT ANSWER
buying center
When a company sells products directly to consumers, in competition with the
company's own channel partners - CORRECT ANSWER Channel conflict
Questions where a researcher provides a set of options from which to choose a
response, also called structured questions - CORRECT ANSWER Closed-ended
questions
