WGU D099 Sales Management OA | Objective
Assessment |All 200 Quizes with Correct Answers
|Complete Guide 2025 |100% Verified.
QUIZ. Functional relationships -Correct Ans . Limited, ongoing relationships that develop when
a buyer continues to purchase a product from a seller out of habit, as long as its needs are met
QUIZ. Modular structure -Correct Ans . Divides the business into small, tightly knit strategic
business units (SBUs), which focus on specific elements of the organizational process
QUIZ. Value chain -Correct Ans . The process or activities by which a company adds value to a
product, including production, marketing, and the provision of after-sales service
QUIZ. Strategic business units (SBUs) -Correct Ans . A profit center that focuses on product
offering and market segment
QUIZ. Sustainable competitive advantage -Correct Ans . Company assets, attributes, or
abilities that are difficult to duplicate or exceed and provide a superior or favorable long-term position
over competitors
QUIZ. Factors that can help a business develop a sustainable competitive advantage -Correct
Ans . Customer loyalty, location, distribution and information systems (Getting products at a
cheap price and selling them at a reasonable price), unique merchandise, vendor relations, customer
service, and multiple source advantage (being widely recognized by your strengths)
QUIZ. Business intelligence (BI) -Correct Ans . The use of data in an enterprise to facilitate
decision-making
QUIZ. Big data analytics -Correct Ans . Large, complex data sets that require non-traditional
data processing software to predict trends and forecasts
1|Page
,QUIZ. Four elements that make up ethical behavior within an organization -Correct Ans . A
written code of ethics and standards. Ethics training to executives, managers, and employees.
Availability of advice on ethical situations (advice lines or ethics offices). A system for confidential
reporting.
QUIZ. Integrated marketing communications (IMC) -Correct Ans . The careful coordination of
all promotional activities—media advertising, sales promotion, personal selling, and public relations,
as well as direct marketing, packaging, and other forms of promotion—to produce a consistent,
unified message that is customer focused
QUIZ. Marketing concept -Correct Ans . Identifying consumer needs and then producing the
goods or services that will satisfy those needs while making a profit for the organization
QUIZ. Promotional techniques -Correct Ans . Advertising, sales promotion, and publicity, or
creating new sales channels or new products
QUIZ. Promotional mix -Correct Ans . The combination of advertising, personal selling, sales
promotion, and public relations used to promote a product
QUIZ. The main limitation of the AIDA model -Correct Ans . The model assumes consumers
are passive and marketers are active during most of the buying process.
QUIZ. What is the main difference between the AIDA model of the buyer's journey and the six steps
model of the buying process? -Correct Ans . The AIDA model assumes that the customer
experience ends at the purchase while the six-step process considers the after-purchase relationship
with the customer.
QUIZ. Transactional selling -Correct Ans . Focuses on short-term, often single, transactions.
2|Page
,QUIZ. Relationship selling -Correct Ans . Focused on long-term relationship building to keep
customers satisfied and consequently convince them to return and make multiple purchases.
QUIZ. Adaptive selling -Correct Ans . Using social styles to customize a sales approach to the
specific customer
QUIZ. Social style matrix -Correct Ans . A model that categorizes people according to
personality traits and how they interact with others
QUIZ. Analyticals -Correct Ans . Focus on "how,"include facts, do not challenge their facts,
demonstrate results, mention guarantees and warranties, give them time to decide, communicate the
pros and cons, and provide history, data, financial details. Low responsiveness and low assertiveness
QUIZ. Drivers -Correct Ans . Focus on "what," get to the point quickly, provide options, use
facts, focus on results, provide timelines, and make them feel in control. Low responsiveness and
high assertiveness
QUIZ. Amiables -Correct Ans . Focus on "why," establish a personal relationship, demonstrate
personal commitment, and work as a team. High responsiveness and low assertiveness
QUIZ. Expressives -Correct Ans . Focus on "who," take extra time to discuss everything, give
them recognition and approval, ask them how they feel about the product or service, focus on the big
picture, and use facts and figures to demonstrate what is possible. High responsiveness and high
assertiveness
QUIZ. Consultative selling -Correct Ans . Sales approach where the seller becomes a trusted
advisor to the customer and builds a relationship to truly understand his or her needs
QUIZ. Customer lifetime value (CLV) -Correct Ans . A prediction of the net profit attributed to
the entire future relationship with a customer
3|Page
, QUIZ. Return on customer investment -Correct Ans . A metric that measures how much value a
business can create per customer
QUIZ. Value proposition -Correct Ans . An innovation, service, or feature intended to make a
company or product attractive to customers
QUIZ. A value proposition should be -Correct Ans . Clear (short and direct), compelling
(motivates), and differentiating (sets the offering aprt).
QUIZ. Equation for ROI -Correct Ans . ROI = net profit ÷ investment × 100
QUIZ. Return on investment (ROI) -Correct Ans . A performance measure used to evaluate the
efficiency of an investment or compare the efficiency of a number of different investments
QUIZ. Equation for CLV -Correct Ans . CLV = dollar value of purchases x gross profit percent x
number of purchases
QUIZ. Sales channels -Correct Ans . A way of bringing products or services to market so they
can be purchased by consumers
QUIZ. Distribution channels -Correct Ans . A chain of businesses or intermediaries through
which a good or service passes until it reaches the final buyer or the end consumer
QUIZ. Agents or brokers -Correct Ans . Their main job is to represent the producer to the final
user in selling a product.
QUIZ. Wholesalers -Correct Ans . They sell the products to other intermediaries, such as
retailers, for a higher price than they paid. They buy in bulk and store the products in their own
warehouses and storage places until it is time to resell them. They are independently owned, and they
own the products that they sell.
4|Page
Assessment |All 200 Quizes with Correct Answers
|Complete Guide 2025 |100% Verified.
QUIZ. Functional relationships -Correct Ans . Limited, ongoing relationships that develop when
a buyer continues to purchase a product from a seller out of habit, as long as its needs are met
QUIZ. Modular structure -Correct Ans . Divides the business into small, tightly knit strategic
business units (SBUs), which focus on specific elements of the organizational process
QUIZ. Value chain -Correct Ans . The process or activities by which a company adds value to a
product, including production, marketing, and the provision of after-sales service
QUIZ. Strategic business units (SBUs) -Correct Ans . A profit center that focuses on product
offering and market segment
QUIZ. Sustainable competitive advantage -Correct Ans . Company assets, attributes, or
abilities that are difficult to duplicate or exceed and provide a superior or favorable long-term position
over competitors
QUIZ. Factors that can help a business develop a sustainable competitive advantage -Correct
Ans . Customer loyalty, location, distribution and information systems (Getting products at a
cheap price and selling them at a reasonable price), unique merchandise, vendor relations, customer
service, and multiple source advantage (being widely recognized by your strengths)
QUIZ. Business intelligence (BI) -Correct Ans . The use of data in an enterprise to facilitate
decision-making
QUIZ. Big data analytics -Correct Ans . Large, complex data sets that require non-traditional
data processing software to predict trends and forecasts
1|Page
,QUIZ. Four elements that make up ethical behavior within an organization -Correct Ans . A
written code of ethics and standards. Ethics training to executives, managers, and employees.
Availability of advice on ethical situations (advice lines or ethics offices). A system for confidential
reporting.
QUIZ. Integrated marketing communications (IMC) -Correct Ans . The careful coordination of
all promotional activities—media advertising, sales promotion, personal selling, and public relations,
as well as direct marketing, packaging, and other forms of promotion—to produce a consistent,
unified message that is customer focused
QUIZ. Marketing concept -Correct Ans . Identifying consumer needs and then producing the
goods or services that will satisfy those needs while making a profit for the organization
QUIZ. Promotional techniques -Correct Ans . Advertising, sales promotion, and publicity, or
creating new sales channels or new products
QUIZ. Promotional mix -Correct Ans . The combination of advertising, personal selling, sales
promotion, and public relations used to promote a product
QUIZ. The main limitation of the AIDA model -Correct Ans . The model assumes consumers
are passive and marketers are active during most of the buying process.
QUIZ. What is the main difference between the AIDA model of the buyer's journey and the six steps
model of the buying process? -Correct Ans . The AIDA model assumes that the customer
experience ends at the purchase while the six-step process considers the after-purchase relationship
with the customer.
QUIZ. Transactional selling -Correct Ans . Focuses on short-term, often single, transactions.
2|Page
,QUIZ. Relationship selling -Correct Ans . Focused on long-term relationship building to keep
customers satisfied and consequently convince them to return and make multiple purchases.
QUIZ. Adaptive selling -Correct Ans . Using social styles to customize a sales approach to the
specific customer
QUIZ. Social style matrix -Correct Ans . A model that categorizes people according to
personality traits and how they interact with others
QUIZ. Analyticals -Correct Ans . Focus on "how,"include facts, do not challenge their facts,
demonstrate results, mention guarantees and warranties, give them time to decide, communicate the
pros and cons, and provide history, data, financial details. Low responsiveness and low assertiveness
QUIZ. Drivers -Correct Ans . Focus on "what," get to the point quickly, provide options, use
facts, focus on results, provide timelines, and make them feel in control. Low responsiveness and
high assertiveness
QUIZ. Amiables -Correct Ans . Focus on "why," establish a personal relationship, demonstrate
personal commitment, and work as a team. High responsiveness and low assertiveness
QUIZ. Expressives -Correct Ans . Focus on "who," take extra time to discuss everything, give
them recognition and approval, ask them how they feel about the product or service, focus on the big
picture, and use facts and figures to demonstrate what is possible. High responsiveness and high
assertiveness
QUIZ. Consultative selling -Correct Ans . Sales approach where the seller becomes a trusted
advisor to the customer and builds a relationship to truly understand his or her needs
QUIZ. Customer lifetime value (CLV) -Correct Ans . A prediction of the net profit attributed to
the entire future relationship with a customer
3|Page
, QUIZ. Return on customer investment -Correct Ans . A metric that measures how much value a
business can create per customer
QUIZ. Value proposition -Correct Ans . An innovation, service, or feature intended to make a
company or product attractive to customers
QUIZ. A value proposition should be -Correct Ans . Clear (short and direct), compelling
(motivates), and differentiating (sets the offering aprt).
QUIZ. Equation for ROI -Correct Ans . ROI = net profit ÷ investment × 100
QUIZ. Return on investment (ROI) -Correct Ans . A performance measure used to evaluate the
efficiency of an investment or compare the efficiency of a number of different investments
QUIZ. Equation for CLV -Correct Ans . CLV = dollar value of purchases x gross profit percent x
number of purchases
QUIZ. Sales channels -Correct Ans . A way of bringing products or services to market so they
can be purchased by consumers
QUIZ. Distribution channels -Correct Ans . A chain of businesses or intermediaries through
which a good or service passes until it reaches the final buyer or the end consumer
QUIZ. Agents or brokers -Correct Ans . Their main job is to represent the producer to the final
user in selling a product.
QUIZ. Wholesalers -Correct Ans . They sell the products to other intermediaries, such as
retailers, for a higher price than they paid. They buy in bulk and store the products in their own
warehouses and storage places until it is time to resell them. They are independently owned, and they
own the products that they sell.
4|Page
