WGU D077 CONCEPTS IN MARKETING,
SALES, AND CUSTOMER CONTACT STUDY
GUIDE WITH QUESTIONS AND CORRECT
VERIFIED ANSWERS GRADED A+ || 100%
GUARANTEED PASS NEWEST VERSION
Market segmentation is the process of separating, identifying, and evaluating the
layers of a market. - Answer What is market segmentation?
Place: What place does the offering occupy in its market?
Rank: How does the product or service fare against its competitors in the areas
evaluated by customers deciding what to buy?
Attitude: How does the company want customers to think about this offering and
the benefits it offers them?
Outcomes: What must it do to ensure the product or service delivers on the
positioning selected? - Answer What questions do you answer when you
position a product or service?
The target market
The brand name
The key points of differentiation
The product and service category or frame of reference in which you are
establishing this market position
The reasons why customers should believe the positioning claims
*Positioning statements should also be statements of truth. - Answer What
should a positioning statement include?
,Positioning strategies can be based on product attributes, price, quality,
competition, application, user groups, or category. - Answer What are the main
positioning strategies?
Marketers can use a positioning map as a tool to understand where their product
fits in the market with respect to the competition. This helps marketers select the
most effective positioning strategy. - Answer What is a positioning map used
for?
Society - Answer Which interpersonal influence affects consumer behavior
through reference groups, which may be formal or informal, through friendship,
face-to-face interaction, and even indirect contact?
Concentrated - Answer A company which leases RV camp sites in the
southern-most parts of the United States, places advertisements in a retiree-based
organization's magazine to attract retiree campers during winter. The company
only caters to retiree campers.
searching - Answer Determining which movie to watch by visiting a movie
critic's website describes which stage of the consumer decision-making process?
Customer support assistance is integrated across channels. - Answer What is a
benefit of customer relationship management (CRM)?
The target market and what customers should think about the brand - Answer
What elements are identified by a positioning statement?
,Perception - Answer Which personal influence is described as a process by
which a consumer identifies, organizes, and interprets information to create
meaning?
Team selling should be used when there is a chance of high sales and profit. -
Answer When should team selling be used?
analytical, driver, amiable, and expressive. - Answer What are the four social
styles in the social style matrix?
As defined in the social styles matrix map, expressives are defined by high
responsiveness and high assertiveness. (Want to know "who") - Answer What
behavior characteristics are expressives identified by in adaptive selling?
As defined in the social styles matrix map, drivers are defined by low
responsiveness and high assertiveness. (Want to know "what") - Answer What
behavior characteristics are drivers identified by in adaptive selling?
As defined in the social styles matrix map, amiables are defined by low
assertiveness and high responsiveness. (Want to know "why") - Answer What
behavior characteristics are amiables identified by in adaptive selling?
As defined in the social styles matrix map, analyticals are defined by low
assertiveness and low responsiveness. (Want to know "how") - Answer What
behavior characteristics are analyticals identified by in adaptive selling?
Despite the term close, which implies the end, closing the sale starts with the first
step in the selling process—qualifying. The close builds on everything that has
already taken place throughout the selling process—rapport, trust, and information
, sharing. Not only does closing start at the first point in the selling process, but it
also is far from the end of the selling process. - Answer When does closing the
sale begin?
interpersonal, organizational, and environmental - Answer What are the types
of factors that contribute to B2B purchase decisions?
- The economic buyer—This individual is responsible for buying products that
enable the company to achieve a business advantage. can range from the business
unit manager level to as high as the CEO. This buyer type is sometimes referred to
as the decider or decision maker.
- The infrastructure buyer—Also known as influencers, this role influences the
buying decision at the execution level. typically someone in the IT department.
- The user buyer—This position often initiates the purchase process and influences
the buying decision at the user level. - Answer What roles make up the
decision-making unit in the hi-tech sector?
Investigation: information gathering
Determining Your Desired Outcome: thinking through your desired outcome or
best alternative to a negotiated agreement
Presentation: assemble the information you have gathered in a way that supports
your position
Bargaining: parties discuss their goals and seek an agreement
Closure: you and the other party have either come to an agreement on the terms or
one party has decided that the final offer is unacceptable, therefore that party walks
away - Answer What are the five phases of negotiation?
Some people are taught to feel that negotiation is a conflict situation, and these
individuals may tend to avoid negotiations to avoid conflict. Other common
mistakes include letting ego get in the way of creating a fair deal for both parties,
SALES, AND CUSTOMER CONTACT STUDY
GUIDE WITH QUESTIONS AND CORRECT
VERIFIED ANSWERS GRADED A+ || 100%
GUARANTEED PASS NEWEST VERSION
Market segmentation is the process of separating, identifying, and evaluating the
layers of a market. - Answer What is market segmentation?
Place: What place does the offering occupy in its market?
Rank: How does the product or service fare against its competitors in the areas
evaluated by customers deciding what to buy?
Attitude: How does the company want customers to think about this offering and
the benefits it offers them?
Outcomes: What must it do to ensure the product or service delivers on the
positioning selected? - Answer What questions do you answer when you
position a product or service?
The target market
The brand name
The key points of differentiation
The product and service category or frame of reference in which you are
establishing this market position
The reasons why customers should believe the positioning claims
*Positioning statements should also be statements of truth. - Answer What
should a positioning statement include?
,Positioning strategies can be based on product attributes, price, quality,
competition, application, user groups, or category. - Answer What are the main
positioning strategies?
Marketers can use a positioning map as a tool to understand where their product
fits in the market with respect to the competition. This helps marketers select the
most effective positioning strategy. - Answer What is a positioning map used
for?
Society - Answer Which interpersonal influence affects consumer behavior
through reference groups, which may be formal or informal, through friendship,
face-to-face interaction, and even indirect contact?
Concentrated - Answer A company which leases RV camp sites in the
southern-most parts of the United States, places advertisements in a retiree-based
organization's magazine to attract retiree campers during winter. The company
only caters to retiree campers.
searching - Answer Determining which movie to watch by visiting a movie
critic's website describes which stage of the consumer decision-making process?
Customer support assistance is integrated across channels. - Answer What is a
benefit of customer relationship management (CRM)?
The target market and what customers should think about the brand - Answer
What elements are identified by a positioning statement?
,Perception - Answer Which personal influence is described as a process by
which a consumer identifies, organizes, and interprets information to create
meaning?
Team selling should be used when there is a chance of high sales and profit. -
Answer When should team selling be used?
analytical, driver, amiable, and expressive. - Answer What are the four social
styles in the social style matrix?
As defined in the social styles matrix map, expressives are defined by high
responsiveness and high assertiveness. (Want to know "who") - Answer What
behavior characteristics are expressives identified by in adaptive selling?
As defined in the social styles matrix map, drivers are defined by low
responsiveness and high assertiveness. (Want to know "what") - Answer What
behavior characteristics are drivers identified by in adaptive selling?
As defined in the social styles matrix map, amiables are defined by low
assertiveness and high responsiveness. (Want to know "why") - Answer What
behavior characteristics are amiables identified by in adaptive selling?
As defined in the social styles matrix map, analyticals are defined by low
assertiveness and low responsiveness. (Want to know "how") - Answer What
behavior characteristics are analyticals identified by in adaptive selling?
Despite the term close, which implies the end, closing the sale starts with the first
step in the selling process—qualifying. The close builds on everything that has
already taken place throughout the selling process—rapport, trust, and information
, sharing. Not only does closing start at the first point in the selling process, but it
also is far from the end of the selling process. - Answer When does closing the
sale begin?
interpersonal, organizational, and environmental - Answer What are the types
of factors that contribute to B2B purchase decisions?
- The economic buyer—This individual is responsible for buying products that
enable the company to achieve a business advantage. can range from the business
unit manager level to as high as the CEO. This buyer type is sometimes referred to
as the decider or decision maker.
- The infrastructure buyer—Also known as influencers, this role influences the
buying decision at the execution level. typically someone in the IT department.
- The user buyer—This position often initiates the purchase process and influences
the buying decision at the user level. - Answer What roles make up the
decision-making unit in the hi-tech sector?
Investigation: information gathering
Determining Your Desired Outcome: thinking through your desired outcome or
best alternative to a negotiated agreement
Presentation: assemble the information you have gathered in a way that supports
your position
Bargaining: parties discuss their goals and seek an agreement
Closure: you and the other party have either come to an agreement on the terms or
one party has decided that the final offer is unacceptable, therefore that party walks
away - Answer What are the five phases of negotiation?
Some people are taught to feel that negotiation is a conflict situation, and these
individuals may tend to avoid negotiations to avoid conflict. Other common
mistakes include letting ego get in the way of creating a fair deal for both parties,
