wgu D077 oa concepts in marketing, sales and customer
contact exam 2024 latest version questions and correct
detailed answers|100% correct answers graded A+
Name the 6 steps in the sales process - ans -Prospecting and Qualifying
Approaching customers
Presenting and demonstrating the product
Handling objections
Closing
Following up
Product Life Cycle Introductory: - ans -Low sales, Little or no profit, Often little to no
competition
Initiators - ans -Individuals at an organization who suggest purchasing a product or
service
Buyers - ans -who are responsible for the contract
organizational buying participants. - ans -Initiators
Deciders
Buyers
End users
Gatekeepers
Deciders - ans -Individual(s) at an organization making the final purchase decision,
often the person who owns the budget
Five Phases of Negotiation - ans --Investigation information gathering
-Determine-thinking through your desired outcome
-Presentation-assemble the information
-Bargaining-parties discuss their goals
-Closure-come to an agreement
Influencers - ans -Individuals at an organization who affect a purchase decision,
sometimes brought into the buying process to provide technical expertise
Gatekeepers - ans -Individuals at an organization who control the flow of information to
and among others within the buying center; often administrative professionals
End users - ans -Individuals at an organization who will use the product or service to be
purchased
, The role of marketing in a firm's business strategy. - ans -The role of the company's
marketing department is to ensure that the company and its products provide value to
the customers it wants to attract.
Negotiation Strategies - ans -Distributive: Divide the pie (win-lose)
Integrative: Collaborate to expand the pie (win-win)
Inductive: Start with details
Deductive: Start with the big picture
Mixed: Focus on key details and big picture items
Define Marketing - ans -Marketing includes the way companies put together product
offerings, price them, communicate with customers, and get products from producers to
the customer.
Tactical marketing - ans -includes specific actions, such as advertising, to execute a
marketing strategy.
Influences on Consumer Decision Making - ans --Personal influences
-Interpersonal influences
Personal influences - ans -are unique to each consumer in the way they affect decision-
making. These influences include needs and motivation, perceptions, learning, and
attitude
Price Positioning Strategy - ans -Positioning the product as the lowest cost or best value
Economy brands
Product attributes - ans -quality, features, style and design
2-in-1 shampoo and conditioner
Product category Positioning strategy - ans -Positioning a product where there is strong
recognition for the category and brand
Tesla, the elite car brand for the environmentally conscious
Product User Positioning Strategy - ans -Positioning a product for a specific user group
Johnson & Johnson baby products
Product application positioning strategy - ans -Positioning a product based off of how it
is used as the best option for that specific task and use
Specific brand of greeting card for a special occasion (such as Hallmark)
competition positioning strategy - ans -Positioning the product against a competitor
Cell phone operating systems (Android versus iOS)
Quality Positioning Strategy - ans -Positioning the product as the highest quality
Top-tier hotel brand, such as Ritz-Carlton
contact exam 2024 latest version questions and correct
detailed answers|100% correct answers graded A+
Name the 6 steps in the sales process - ans -Prospecting and Qualifying
Approaching customers
Presenting and demonstrating the product
Handling objections
Closing
Following up
Product Life Cycle Introductory: - ans -Low sales, Little or no profit, Often little to no
competition
Initiators - ans -Individuals at an organization who suggest purchasing a product or
service
Buyers - ans -who are responsible for the contract
organizational buying participants. - ans -Initiators
Deciders
Buyers
End users
Gatekeepers
Deciders - ans -Individual(s) at an organization making the final purchase decision,
often the person who owns the budget
Five Phases of Negotiation - ans --Investigation information gathering
-Determine-thinking through your desired outcome
-Presentation-assemble the information
-Bargaining-parties discuss their goals
-Closure-come to an agreement
Influencers - ans -Individuals at an organization who affect a purchase decision,
sometimes brought into the buying process to provide technical expertise
Gatekeepers - ans -Individuals at an organization who control the flow of information to
and among others within the buying center; often administrative professionals
End users - ans -Individuals at an organization who will use the product or service to be
purchased
, The role of marketing in a firm's business strategy. - ans -The role of the company's
marketing department is to ensure that the company and its products provide value to
the customers it wants to attract.
Negotiation Strategies - ans -Distributive: Divide the pie (win-lose)
Integrative: Collaborate to expand the pie (win-win)
Inductive: Start with details
Deductive: Start with the big picture
Mixed: Focus on key details and big picture items
Define Marketing - ans -Marketing includes the way companies put together product
offerings, price them, communicate with customers, and get products from producers to
the customer.
Tactical marketing - ans -includes specific actions, such as advertising, to execute a
marketing strategy.
Influences on Consumer Decision Making - ans --Personal influences
-Interpersonal influences
Personal influences - ans -are unique to each consumer in the way they affect decision-
making. These influences include needs and motivation, perceptions, learning, and
attitude
Price Positioning Strategy - ans -Positioning the product as the lowest cost or best value
Economy brands
Product attributes - ans -quality, features, style and design
2-in-1 shampoo and conditioner
Product category Positioning strategy - ans -Positioning a product where there is strong
recognition for the category and brand
Tesla, the elite car brand for the environmentally conscious
Product User Positioning Strategy - ans -Positioning a product for a specific user group
Johnson & Johnson baby products
Product application positioning strategy - ans -Positioning a product based off of how it
is used as the best option for that specific task and use
Specific brand of greeting card for a special occasion (such as Hallmark)
competition positioning strategy - ans -Positioning the product against a competitor
Cell phone operating systems (Android versus iOS)
Quality Positioning Strategy - ans -Positioning the product as the highest quality
Top-tier hotel brand, such as Ritz-Carlton
