D099 SALES MANAGEMENT ACTUAL EXAM QUESTIONS AND COMPLETE
ANSWERS LATEST STUDY GUIDE 2025/2026 BEST FOR REVISION TO HELP
YOU PASS!!!
,
,Discuss the 4 key objectives of a sales department, giving an example for each. (Page 8)
❖ Generating customers and converting sales- better conversion rates translate into spending less money on
customer conversion, which in turn results in higher profits for a company. Therefore, efficient sales
departments are always looking to improve their conversion rates.
❖ Retaining current customers- customer loyalty is imperative for business longevity, and the sales team should
strive to retain customers.
❖ Developing a sales forecast- how much product can be sold during a specific time period and at what price.
Sales forecasting helps companies determine how to manage their workforce, production, and financial
resources to operate efficiently.
❖ Ensuring product-market fit- the sales function needs to work closely with marketing to ensure the
product is meeting a need for the target market and that the product is being promoted correctly
Define Customer Relationship Management (CRM)? Identify a few goals of CRM. (Page 8)
Processes implemented by a company to handle its contact with customers with the goal of creating a unified customer
experience to maximize retention.
❖ Capture new leads and move them through the sales process
❖ Support and manage relationships with current customers to maximize the lifetime value of those
relationships to the company
❖ Boost productivity and lower the overall costs of marketing, sales, and account management
What are the four elements that make up ethical behavior within an organization? (Page 9)
❖ 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
What is the relationship between sales and marketing? (Page 10)
Sales incorporates actually selling the company's products or service to its customers. Marketing is the process of
communicating the value of a product or service to customers so the product or service sells.
, Describe the journey? (Page 10)
AIDA describes the "buyer's journey" largely from the marketer's perspective:
❖ A Attention
❖ I Interest
❖ D Desire
ANSWERS LATEST STUDY GUIDE 2025/2026 BEST FOR REVISION TO HELP
YOU PASS!!!
,
,Discuss the 4 key objectives of a sales department, giving an example for each. (Page 8)
❖ Generating customers and converting sales- better conversion rates translate into spending less money on
customer conversion, which in turn results in higher profits for a company. Therefore, efficient sales
departments are always looking to improve their conversion rates.
❖ Retaining current customers- customer loyalty is imperative for business longevity, and the sales team should
strive to retain customers.
❖ Developing a sales forecast- how much product can be sold during a specific time period and at what price.
Sales forecasting helps companies determine how to manage their workforce, production, and financial
resources to operate efficiently.
❖ Ensuring product-market fit- the sales function needs to work closely with marketing to ensure the
product is meeting a need for the target market and that the product is being promoted correctly
Define Customer Relationship Management (CRM)? Identify a few goals of CRM. (Page 8)
Processes implemented by a company to handle its contact with customers with the goal of creating a unified customer
experience to maximize retention.
❖ Capture new leads and move them through the sales process
❖ Support and manage relationships with current customers to maximize the lifetime value of those
relationships to the company
❖ Boost productivity and lower the overall costs of marketing, sales, and account management
What are the four elements that make up ethical behavior within an organization? (Page 9)
❖ 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
What is the relationship between sales and marketing? (Page 10)
Sales incorporates actually selling the company's products or service to its customers. Marketing is the process of
communicating the value of a product or service to customers so the product or service sells.
, Describe the journey? (Page 10)
AIDA describes the "buyer's journey" largely from the marketer's perspective:
❖ A Attention
❖ I Interest
❖ D Desire
