WGU Sales Management D099 Complete
Course Exam Prep – All Modules | Latest
Update 2026 | Graded A+
The sales team of a reputable appliance retailer reaches out to their current customers
two weeks after a purchase to ensure their products have met their customers'
expectations and to determine if they have any other needs or wants.
How do the actions of the appliance retailer exemplify the primary role of sales in a
business? - correct answerThey are creating a customer base by building a relationship
with their customers.
What is a sustainable competitive advantage? - correct answerIt is a long-term ability
that is not easily duplicated by opponents.
A national restaurant chain is having financial trouble and wants to cut costs by
eliminating underperforming restaurants. Store managers were tasked with reviewing
their sales reports from the last quarter to help the executive team make an informed
decision about which restaurants to close.
What should the executive team use in the decision-making process? - correct
answerBusiness intelligence (BI)
BI is a process that presents an assortment of data to help in the decision-making
process of important business issues.
How has online shopping changed consumer purchasing dynamics? - correct answerIt
has created a more informed buyer due to the information that is now available about
products and services they may wish to buy.
What is the purpose of a professional and organizational code of ethics? - correct
answerTo provide expectations in terms of responsibilities and behavior toward fellow
employees and professionals, customers, and suppliers
What is the relationship between sales and marketing? - correct answerMarketing
attracts prospective customers to the business while sales attempt to convert these
prospects into paying customers.
How does personal selling offer an advantage over other forms of promotion? - correct
answerPersonal selling provides a detailed sales message that is adapted to the
interests of each customer.
,This advantage is especially beneficial for complex goods and services. When
questions or objections arise, the salesperson can provide detailed explanations that
are tailored to each customer.
AIDA - correct answerAttention, Interest, Desire, Action
What is the main limitation of the AIDA model? - correct answerThe model assumes
consumers are passive and marketers are active during most of the buying process.
What is transactional selling? - correct answerA sales strategy that initially identifies
potential customers, offers the product, and attempts to quickly close the deal
What are the requirements for effective relationship selling? - correct answerThe
salesperson must be patient, care about the customer's problems, and believe in the
product.
What is adaptive selling? - correct answerA sales approach that focuses on tailoring the
selling style to the customer's behavior
A car salesperson is presenting to a couple interested in buying a new vehicle. The two
people ask different types of questions. The first asks, "How is this car different from
other makes? How do the features of this car work?" The partner asks, "Why should I
buy this car? Why is this car good for me and my family?"
Which two social styles must the salesperson address? - correct answerAnalytical and
amiable
What is value from a customer's perspective? - correct answerThe apparent benefits the
customer received from a product or service in relation to the costs of the item
A new ice cream shop wants to capitalize on the fact that it makes all of its flavors in
house and sources its products from local suppliers. The owners decide they need to
offer current and potential customers a clear, compelling, and differentiating message.
Which type of communication is this ice cream shop aiming to develop? - correct
answerValue proposition
What is customer lifetime value (CLV)? - correct answerThe present value of all
potential business from the same customer throughout the span of that customer's
relationship with the company
A sales manager is implementing a relationship-building strategy to retain existing
customers. This strategy will incur costs as it requires sales representatives to spend
more time with each customer to understand their needs and develop tailored solutions
that will result in sales.
,Which measure should the sales manager use to calculate the costs of this strategy
relative to the increase in sales generated by the strategy? - correct answerReturn on
investment (ROI)
Jack has been selling cars for a car dealership for many years. A long-time customer
named Omar walks into the dealership. Jack is surprised to see Omar, despite his being
a loyal customer, since his most recent purchase occurred under two years ago. After
the two talk for a while, Omar explains that he does not really need a new car, but he
recently got a nice promotion at work and is thinking about upgrading. Although he is
happy with his SUV, he wishes he had a car that gets better gas mileage.
In which stage in the buyer journey is Omar? - correct answerInterest
Although Omar does not need a new car, his promotion and wish for better mileage has
created an interest in buying a new car.
Which type of selling is Jack engaged in at this moment? - correct answerAdaptive
selling
Because Jack is trying to understand his customer's needs by asking different
questions, he is engaged in adaptive selling.
What is Jack demonstrating when he explains the gas mileage of various models? -
correct answerEthical behavior
Jack's ethics, which defines what is right and wrong, require him to be honest about the
gas mileage of the different models.
What is Omar's dominant social style? - correct answerAnalytical
Omar's personality traits are consistent with someone who has an analytical social style.
What should Jack do to help Omar understand why a particular car is the best option? -
correct answerExplain the value proposition
Jack needs to explain a value proposition, which is an innovation, service, or feature
that the car manufacturer developed to make the product attractive to customers.
What are some of the main characteristics of business-to-business (B2B) selling? -
correct answerB2B selling consists of few customers and a long selling cycle.
What is an intermediary? - correct answerPeople or businesses that connect buyers
and sellers together as a conduit for goods or services in the supply chain
What is an example of an order getter? - correct answerSoftware salesperson
, A department store is launching a new clothing brand. The brand sends a
representative to help the store set up an area to display the latest apparel.
Which type of salesperson is the representative from the brand? - correct answerTrade
Trade salespersons visit retail shops to help them display, advertise, and sell the
products.
A food distributor is analyzing data from their CRM to understand the status of their
accounts. They are specifically looking for those customers who consistently make
purchases with the company so they can offer promotional items to retain those clients.
Which type of accounts is the food distributor specifically trying to identify? - correct
answerActive accounts
Active accounts engage with the business consistently and have either frequent orders,
large orders, or both.
What is the purpose of key account management (KAM)? - correct answerTo focus
efforts on building and sustaining long-term, jointly beneficial relationships with major
accounts
A sales manager for a major packaging distributor works with the sales team to
generate company growth and increase revenue by looking for opportunities with
current clients and seeking out potential clients.
Which type of activity is this sales manager performing? - correct answerBusiness
development
Business development is a key part of a sales manager's role and entails seeking
strategic opportunities with current and potential customers to help achieve business
growth and increase revenue.
A global cell phone producer sets a target to sell one million new phone models by the
end of the second quarter. They send this figure to regional sales managers who in turn
guide the sales teams in meeting this target.
What is this target set by the company called? - correct answerSales quota
The sales quota is a specific figure or target that is set for a line of products, for a
company division, or for sales representatives to achieve in a specific amount of time.
What is the difference between power skills and hard skills? - correct answerPower
skills are personal attributes that help people effectively interact with others. Hard skills
are abilities that are easily measurable.
Course Exam Prep – All Modules | Latest
Update 2026 | Graded A+
The sales team of a reputable appliance retailer reaches out to their current customers
two weeks after a purchase to ensure their products have met their customers'
expectations and to determine if they have any other needs or wants.
How do the actions of the appliance retailer exemplify the primary role of sales in a
business? - correct answerThey are creating a customer base by building a relationship
with their customers.
What is a sustainable competitive advantage? - correct answerIt is a long-term ability
that is not easily duplicated by opponents.
A national restaurant chain is having financial trouble and wants to cut costs by
eliminating underperforming restaurants. Store managers were tasked with reviewing
their sales reports from the last quarter to help the executive team make an informed
decision about which restaurants to close.
What should the executive team use in the decision-making process? - correct
answerBusiness intelligence (BI)
BI is a process that presents an assortment of data to help in the decision-making
process of important business issues.
How has online shopping changed consumer purchasing dynamics? - correct answerIt
has created a more informed buyer due to the information that is now available about
products and services they may wish to buy.
What is the purpose of a professional and organizational code of ethics? - correct
answerTo provide expectations in terms of responsibilities and behavior toward fellow
employees and professionals, customers, and suppliers
What is the relationship between sales and marketing? - correct answerMarketing
attracts prospective customers to the business while sales attempt to convert these
prospects into paying customers.
How does personal selling offer an advantage over other forms of promotion? - correct
answerPersonal selling provides a detailed sales message that is adapted to the
interests of each customer.
,This advantage is especially beneficial for complex goods and services. When
questions or objections arise, the salesperson can provide detailed explanations that
are tailored to each customer.
AIDA - correct answerAttention, Interest, Desire, Action
What is the main limitation of the AIDA model? - correct answerThe model assumes
consumers are passive and marketers are active during most of the buying process.
What is transactional selling? - correct answerA sales strategy that initially identifies
potential customers, offers the product, and attempts to quickly close the deal
What are the requirements for effective relationship selling? - correct answerThe
salesperson must be patient, care about the customer's problems, and believe in the
product.
What is adaptive selling? - correct answerA sales approach that focuses on tailoring the
selling style to the customer's behavior
A car salesperson is presenting to a couple interested in buying a new vehicle. The two
people ask different types of questions. The first asks, "How is this car different from
other makes? How do the features of this car work?" The partner asks, "Why should I
buy this car? Why is this car good for me and my family?"
Which two social styles must the salesperson address? - correct answerAnalytical and
amiable
What is value from a customer's perspective? - correct answerThe apparent benefits the
customer received from a product or service in relation to the costs of the item
A new ice cream shop wants to capitalize on the fact that it makes all of its flavors in
house and sources its products from local suppliers. The owners decide they need to
offer current and potential customers a clear, compelling, and differentiating message.
Which type of communication is this ice cream shop aiming to develop? - correct
answerValue proposition
What is customer lifetime value (CLV)? - correct answerThe present value of all
potential business from the same customer throughout the span of that customer's
relationship with the company
A sales manager is implementing a relationship-building strategy to retain existing
customers. This strategy will incur costs as it requires sales representatives to spend
more time with each customer to understand their needs and develop tailored solutions
that will result in sales.
,Which measure should the sales manager use to calculate the costs of this strategy
relative to the increase in sales generated by the strategy? - correct answerReturn on
investment (ROI)
Jack has been selling cars for a car dealership for many years. A long-time customer
named Omar walks into the dealership. Jack is surprised to see Omar, despite his being
a loyal customer, since his most recent purchase occurred under two years ago. After
the two talk for a while, Omar explains that he does not really need a new car, but he
recently got a nice promotion at work and is thinking about upgrading. Although he is
happy with his SUV, he wishes he had a car that gets better gas mileage.
In which stage in the buyer journey is Omar? - correct answerInterest
Although Omar does not need a new car, his promotion and wish for better mileage has
created an interest in buying a new car.
Which type of selling is Jack engaged in at this moment? - correct answerAdaptive
selling
Because Jack is trying to understand his customer's needs by asking different
questions, he is engaged in adaptive selling.
What is Jack demonstrating when he explains the gas mileage of various models? -
correct answerEthical behavior
Jack's ethics, which defines what is right and wrong, require him to be honest about the
gas mileage of the different models.
What is Omar's dominant social style? - correct answerAnalytical
Omar's personality traits are consistent with someone who has an analytical social style.
What should Jack do to help Omar understand why a particular car is the best option? -
correct answerExplain the value proposition
Jack needs to explain a value proposition, which is an innovation, service, or feature
that the car manufacturer developed to make the product attractive to customers.
What are some of the main characteristics of business-to-business (B2B) selling? -
correct answerB2B selling consists of few customers and a long selling cycle.
What is an intermediary? - correct answerPeople or businesses that connect buyers
and sellers together as a conduit for goods or services in the supply chain
What is an example of an order getter? - correct answerSoftware salesperson
, A department store is launching a new clothing brand. The brand sends a
representative to help the store set up an area to display the latest apparel.
Which type of salesperson is the representative from the brand? - correct answerTrade
Trade salespersons visit retail shops to help them display, advertise, and sell the
products.
A food distributor is analyzing data from their CRM to understand the status of their
accounts. They are specifically looking for those customers who consistently make
purchases with the company so they can offer promotional items to retain those clients.
Which type of accounts is the food distributor specifically trying to identify? - correct
answerActive accounts
Active accounts engage with the business consistently and have either frequent orders,
large orders, or both.
What is the purpose of key account management (KAM)? - correct answerTo focus
efforts on building and sustaining long-term, jointly beneficial relationships with major
accounts
A sales manager for a major packaging distributor works with the sales team to
generate company growth and increase revenue by looking for opportunities with
current clients and seeking out potential clients.
Which type of activity is this sales manager performing? - correct answerBusiness
development
Business development is a key part of a sales manager's role and entails seeking
strategic opportunities with current and potential customers to help achieve business
growth and increase revenue.
A global cell phone producer sets a target to sell one million new phone models by the
end of the second quarter. They send this figure to regional sales managers who in turn
guide the sales teams in meeting this target.
What is this target set by the company called? - correct answerSales quota
The sales quota is a specific figure or target that is set for a line of products, for a
company division, or for sales representatives to achieve in a specific amount of time.
What is the difference between power skills and hard skills? - correct answerPower
skills are personal attributes that help people effectively interact with others. Hard skills
are abilities that are easily measurable.
