D099 COMPREHENSIVE EXAMINATION
TEST COMPLETE QUESTIONS WITH
ACCURATE SOLUTIONS
●● 360-Degree Customer View
Answer: Looking at all the information a company has about a customer
from every interaction.
Simple version: Seeing the complete picture of a customer so you can
serve them better.
Example: A company can see a customer's purchases, emails, website
visits, and customer service calls all in one place.
●● 401(k) Plan
Answer: A retirement savings plan offered through an employer.
Simple version: A way to save money for retirement directly from your
paycheck, often with help from your employer.
●● 80/20 Rule (Pareto Principle)
Answer: 20% of activities produce 80% of results. Simple version: A
small number of actions usually create most of your success.
Example: 20% of a salesperson's customers may generate 80% of their
sales.
,●● Absolute Error Percentage
Answer: A measure of how far a forecast was from the actual result.
Simple version: It tells you how wrong a prediction was.
Example:
Predicted sales: 100 units
Actual sales: 120 units
Error: 20 units
The percentage shows the size of that mistake compared to what actually
happened.
●● Absorption Costing
Answer: All manufacturing costs are included in the cost of making a
product.
Simple version: Everything it takes to make a product counts as part of
the product's cost.
Example: If you make a chair, the wood, worker wages, factory rent, and
electricity are all included in the chair's cost.
●● Account Management
Answer: Maintaining long-term relationships with existing customers.
,Simple version: Taking care of customers after they buy so they keep
coming back.
Example: A salesperson regularly checks in with a customer to make
sure they are happy and to help with future purchases.
●● Account-Based Marketing (ABM)
Answer: Creating personalized marketing for specific target companies
or customers.
Simple version: Instead of advertising to everyone, focus on a few
important customers and tailor messages just for them.
Example: A software company creates a custom presentation specifically
for Walmart instead of sending a generic advertisement.
Memory Tip: ABM = Personalized marketing for specific accounts.
●● Accounts
Answer: Records of a company's transactions with customers.
Simple version: Information about a customer's purchases, payments,
and business history.
Example: A company's account for a customer might show every order
they have made over the last year.
●● Achievement Test
Answer: A test that measures what someone currently knows.
Simple version: A test to see how much you've learned so far.
, Example: Your Sales Management OA is an achievement test because it
measures what you've learned in the course.
●● Active Accounts
Answer: Customers who regularly do business with a company.
Simple version: Customers who are still buying and interacting with the
business.
Example: A company that orders supplies every month is an active
account.
●● Activity Center
Answer: A part of a company that performs a specific task.
Simple version: A department or area where work gets done.
Example: The shipping department is an activity center because it
handles shipping products.
●● Activity Goals
Answer: Targets for sales activities that should be completed in a certain
time period.
Simple version: Goals for what a salesperson needs to do.
Example: Make 20 sales calls and 5 customer visits this week.
Memory Tip: Activity goals focus on actions, not sales results.
TEST COMPLETE QUESTIONS WITH
ACCURATE SOLUTIONS
●● 360-Degree Customer View
Answer: Looking at all the information a company has about a customer
from every interaction.
Simple version: Seeing the complete picture of a customer so you can
serve them better.
Example: A company can see a customer's purchases, emails, website
visits, and customer service calls all in one place.
●● 401(k) Plan
Answer: A retirement savings plan offered through an employer.
Simple version: A way to save money for retirement directly from your
paycheck, often with help from your employer.
●● 80/20 Rule (Pareto Principle)
Answer: 20% of activities produce 80% of results. Simple version: A
small number of actions usually create most of your success.
Example: 20% of a salesperson's customers may generate 80% of their
sales.
,●● Absolute Error Percentage
Answer: A measure of how far a forecast was from the actual result.
Simple version: It tells you how wrong a prediction was.
Example:
Predicted sales: 100 units
Actual sales: 120 units
Error: 20 units
The percentage shows the size of that mistake compared to what actually
happened.
●● Absorption Costing
Answer: All manufacturing costs are included in the cost of making a
product.
Simple version: Everything it takes to make a product counts as part of
the product's cost.
Example: If you make a chair, the wood, worker wages, factory rent, and
electricity are all included in the chair's cost.
●● Account Management
Answer: Maintaining long-term relationships with existing customers.
,Simple version: Taking care of customers after they buy so they keep
coming back.
Example: A salesperson regularly checks in with a customer to make
sure they are happy and to help with future purchases.
●● Account-Based Marketing (ABM)
Answer: Creating personalized marketing for specific target companies
or customers.
Simple version: Instead of advertising to everyone, focus on a few
important customers and tailor messages just for them.
Example: A software company creates a custom presentation specifically
for Walmart instead of sending a generic advertisement.
Memory Tip: ABM = Personalized marketing for specific accounts.
●● Accounts
Answer: Records of a company's transactions with customers.
Simple version: Information about a customer's purchases, payments,
and business history.
Example: A company's account for a customer might show every order
they have made over the last year.
●● Achievement Test
Answer: A test that measures what someone currently knows.
Simple version: A test to see how much you've learned so far.
, Example: Your Sales Management OA is an achievement test because it
measures what you've learned in the course.
●● Active Accounts
Answer: Customers who regularly do business with a company.
Simple version: Customers who are still buying and interacting with the
business.
Example: A company that orders supplies every month is an active
account.
●● Activity Center
Answer: A part of a company that performs a specific task.
Simple version: A department or area where work gets done.
Example: The shipping department is an activity center because it
handles shipping products.
●● Activity Goals
Answer: Targets for sales activities that should be completed in a certain
time period.
Simple version: Goals for what a salesperson needs to do.
Example: Make 20 sales calls and 5 customer visits this week.
Memory Tip: Activity goals focus on actions, not sales results.
