D099 WGU Sales Management || with 100% Error-free
Answers.
Functional relationships correct answers 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
Modular structure correct answers Divides the business into small, tightly knit strategic business
units (SBUs), which focus on specific elements of the organizational process
Value chain correct answers The process or activities by which a company adds value to a
product, including production, marketing, and the provision of after-sales service
Strategic business units (SBUs) correct answers A profit center that focuses on product offering
and market segment
Sustainable competitive advantage correct answers Company assets, attributes, or abilities that
are difficult to duplicate or exceed and provide a superior or favorable long-term position over
competitors
Factors that can help a business develop a sustainable competitive advantage correct answers
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)
Business intelligence (BI) correct answers The use of data in an enterprise to facilitate decision-
making
Big data analytics correct answers Large, complex data sets that require non-traditional data
processing software to predict trends and forecasts
Four elements that make up ethical behavior within an organization correct answers 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.
Integrated marketing communications (IMC) correct answers 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
Marketing concept correct answers Identifying consumer needs and then producing the goods or
services that will satisfy those needs while making a profit for the organization
Promotional techniques correct answers Advertising, sales promotion, and publicity, or creating
new sales channels or new products
,Promotional mix correct answers The combination of advertising, personal selling, sales
promotion, and public relations used to promote a product
The main limitation of the AIDA model correct answers The model assumes consumers are
passive and marketers are active during most of the buying process.
What is the main difference between the AIDA model of the buyer's journey and the six steps
model of the buying process? correct answers 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.
Transactional selling correct answers Focuses on short-term, often single, transactions.
Relationship selling correct answers Focused on long-term relationship building to keep
customers satisfied and consequently convince them to return and make multiple purchases.
Adaptive selling correct answers Using social styles to customize a sales approach to the specific
customer
Social style matrix correct answers A model that categorizes people according to personality
traits and how they interact with others
Analyticals correct answers 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
Drivers correct answers 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
Amiables correct answers Focus on "why," establish a personal relationship, demonstrate
personal commitment, and work as a team. High responsiveness and low assertiveness
Expressives correct answers 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
Consultative selling correct answers Sales approach where the seller becomes a trusted advisor to
the customer and builds a relationship to truly understand his or her needs
Customer lifetime value (CLV) correct answers A prediction of the net profit attributed to the
entire future relationship with a customer
, Return on customer investment correct answers A metric that measures how much value a
business can create per customer
Value proposition correct answers An innovation, service, or feature intended to make a
company or product attractive to customers
A value proposition should be correct answers Clear (short and direct), compelling (motivates),
and differentiating (sets the offering aprt).
Equation for ROI correct answers ROI = net profit ÷ investment × 100
Return on investment (ROI) correct answers A performance measure used to evaluate the
efficiency of an investment or compare the efficiency of a number of different investments
Equation for CLV correct answers CLV = dollar value of purchases x gross profit percent x
number of purchases
Sales channels correct answers A way of bringing products or services to market so they can be
purchased by consumers
Distribution channels correct answers A chain of businesses or intermediaries through which a
good or service passes until it reaches the final buyer or the end consumer
Agents or brokers correct answers Their main job is to represent the producer to the final user in
selling a product.
Wholesalers correct answers 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.
Distributors correct answers They take ownership of the product, store it, and sell it at a profit to
retailers or other intermediaries. However, the key difference is that distributors ally themselves
to complementary products
Retailers correct answers Whatever their size, retailers purchase products from market
intermediaries and sell them directly to the end user for a profit
Missionary salespeople correct answers A salesperson who provides information to an individual
who will influence the purchase decision
Technical salespeople correct answers Sales people who are experts in a specific product or
service area. They promote and sell the product by demonstrating how it works along with the
benefits it can offer potential customers
