WGUl D099l Objectivel Assessmentl (NEWl
2025/l 2026l Update)l Salesl Managementl
Guide|l Q/Al |l Gradel A|l 100%l Correctl
(Verifiedl Answers)
QUESTION
concentratesl salesl andl marketingl resourcesl onl al clearlyl definedl setl ofl targetl accountsl
withinl al marketl andl employsl personalizedl campaignsl designedl tol resonatel withl eachl
account
Answer:
account-basedl marketingl (ABM)
QUESTION
developingl andl maintainingl long-term,l sustainablel andl mutuallyl beneficiall relationshipsl
withl keyl accounts
Answer:
keyl accountl managementl (KAM)
QUESTION
clientsl whol havel notl madel al purchasel forl al specifiedl periodl ofl time
Answer:
inactivel accounts
QUESTION
bringl inl revenuel withoutl activel salesl engagements
,Answer:
passivel accounts
QUESTION
havel consistentl transactionsl andl engagementl withl thel business
Answer:
activel accounts
QUESTION
suggestsl thatl 20%l ofl yourl activitiesl willl accountl forl 80%l ofl yourl results
Answer:
80/20l Rulel (Paretol Principle)
QUESTION
activitiesl tol developl andl implementl growthl opportunitiesl withinl organizations
Answer:
businessl development
QUESTION
thel salesl goall orl figurel setl forl al productl line,l companyl division,l orl salesl representative
Answer:
salesl quota
QUESTION
personall attributesl thatl enablel someonel tol interactl effectivelyl andl harmoniouslyl withl
otherl people
Answer:
,powerl skills
QUESTION
teachablel abilitiesl orl skilll setsl thatl arel easyl tol quantify.l Typicallyl learnedl inl thel
classroom,l throughl booksl orl otherl trainingl materials,l orl onl thel job
Answer:
hardl skills
QUESTION
al partnershipl inl whichl thel buyerl andl sellerl commitl resourcesl tol generatel growthl forl
bothl parties
Answer:
strategicl partnership
QUESTION
coaching,l performancel management,l andl leadership
Answer:
skillsl forl managingl salesl people
QUESTION
1.l Prospectingl andl qualifying
2.l Approach
3.l Presentationl andl demonstration
4.l Handlingl objections
5.l Closing
6.l Follow-up
Answer:
stepsl inl thel salesl process
, QUESTION
thel topl ofl thel sales/buyerl journeyl funnell (leads/attention)
Answer:
TOFU
QUESTION
middlel ofl salesl funnell (suspects/interestl andl prospects/desire)
Answer:
MOFU
QUESTION
bottoml ofl salesl funnell (customer/action)
Answer:
BOFU
QUESTION
al groupl ofl peoplel withinl anl organizationl whol makel businessl purchasingl decisions
Answer:
buyingl centers
QUESTION
functionall representationl thatl supportsl al salesl personl tol createl al team-sellingl approach
Answer:
sellingl centers
QUESTION
2025/l 2026l Update)l Salesl Managementl
Guide|l Q/Al |l Gradel A|l 100%l Correctl
(Verifiedl Answers)
QUESTION
concentratesl salesl andl marketingl resourcesl onl al clearlyl definedl setl ofl targetl accountsl
withinl al marketl andl employsl personalizedl campaignsl designedl tol resonatel withl eachl
account
Answer:
account-basedl marketingl (ABM)
QUESTION
developingl andl maintainingl long-term,l sustainablel andl mutuallyl beneficiall relationshipsl
withl keyl accounts
Answer:
keyl accountl managementl (KAM)
QUESTION
clientsl whol havel notl madel al purchasel forl al specifiedl periodl ofl time
Answer:
inactivel accounts
QUESTION
bringl inl revenuel withoutl activel salesl engagements
,Answer:
passivel accounts
QUESTION
havel consistentl transactionsl andl engagementl withl thel business
Answer:
activel accounts
QUESTION
suggestsl thatl 20%l ofl yourl activitiesl willl accountl forl 80%l ofl yourl results
Answer:
80/20l Rulel (Paretol Principle)
QUESTION
activitiesl tol developl andl implementl growthl opportunitiesl withinl organizations
Answer:
businessl development
QUESTION
thel salesl goall orl figurel setl forl al productl line,l companyl division,l orl salesl representative
Answer:
salesl quota
QUESTION
personall attributesl thatl enablel someonel tol interactl effectivelyl andl harmoniouslyl withl
otherl people
Answer:
,powerl skills
QUESTION
teachablel abilitiesl orl skilll setsl thatl arel easyl tol quantify.l Typicallyl learnedl inl thel
classroom,l throughl booksl orl otherl trainingl materials,l orl onl thel job
Answer:
hardl skills
QUESTION
al partnershipl inl whichl thel buyerl andl sellerl commitl resourcesl tol generatel growthl forl
bothl parties
Answer:
strategicl partnership
QUESTION
coaching,l performancel management,l andl leadership
Answer:
skillsl forl managingl salesl people
QUESTION
1.l Prospectingl andl qualifying
2.l Approach
3.l Presentationl andl demonstration
4.l Handlingl objections
5.l Closing
6.l Follow-up
Answer:
stepsl inl thel salesl process
, QUESTION
thel topl ofl thel sales/buyerl journeyl funnell (leads/attention)
Answer:
TOFU
QUESTION
middlel ofl salesl funnell (suspects/interestl andl prospects/desire)
Answer:
MOFU
QUESTION
bottoml ofl salesl funnell (customer/action)
Answer:
BOFU
QUESTION
al groupl ofl peoplel withinl anl organizationl whol makel businessl purchasingl decisions
Answer:
buyingl centers
QUESTION
functionall representationl thatl supportsl al salesl personl tol createl al team-sellingl approach
Answer:
sellingl centers
QUESTION
