WGU D099 SALES MANAGEMENT NEWEST ACTUAL LATEST
TEST WITH COMPLETE QUESTIONS AND
ANSWERS//VERIFIED// 2026| GRADED A +
Marketing concept
Identifying consumer needs and then producing the goods or
services that will satisfy those needs while making a profit for
the organization
Promotional techniques
Advertising, sales promotion, and publicity, or creating new
sales channels or new products
Promotional mix
The combination of advertising, personal selling, sales
promotion, and public relations used to promote a product
The main limitation of the AIDA model
The model assumes consumers are passive and marketers
are active during most of the buying process.
Page 1 of 93
,What is the main difference between the AIDA model of the
buyer's journey and the six steps model of the buying process?
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
Focuses on short-term, often single, transactions.
Relationship selling
Focused on long-term relationship building to keep customers
satisfied and consequently convince them to return and make
multiple purchases.
Adaptive selling
Using social styles to customize a sales approach to the
specific customer
Social style matrix
A model that categorizes people according to personality traits
and how they interact with others
Page 2 of 93
,Analyticals
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
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
Focus on "why," establish a personal relationship,
demonstrate personal commitment, and work as a team. High
responsiveness and low assertiveness
Expressives
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
Page 3 of 93
, and figures to demonstrate what is possible. High
responsiveness and high assertiveness
Functional relationships
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
Divides the business into small, tightly knit strategic business
units (SBUs), which focus on specific elements of the
organizational process
Value chain
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)
A profit center that focuses on product offering and market
segment
Sustainable competitive advantage
Page 4 of 93
TEST WITH COMPLETE QUESTIONS AND
ANSWERS//VERIFIED// 2026| GRADED A +
Marketing concept
Identifying consumer needs and then producing the goods or
services that will satisfy those needs while making a profit for
the organization
Promotional techniques
Advertising, sales promotion, and publicity, or creating new
sales channels or new products
Promotional mix
The combination of advertising, personal selling, sales
promotion, and public relations used to promote a product
The main limitation of the AIDA model
The model assumes consumers are passive and marketers
are active during most of the buying process.
Page 1 of 93
,What is the main difference between the AIDA model of the
buyer's journey and the six steps model of the buying process?
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
Focuses on short-term, often single, transactions.
Relationship selling
Focused on long-term relationship building to keep customers
satisfied and consequently convince them to return and make
multiple purchases.
Adaptive selling
Using social styles to customize a sales approach to the
specific customer
Social style matrix
A model that categorizes people according to personality traits
and how they interact with others
Page 2 of 93
,Analyticals
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
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
Focus on "why," establish a personal relationship,
demonstrate personal commitment, and work as a team. High
responsiveness and low assertiveness
Expressives
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
Page 3 of 93
, and figures to demonstrate what is possible. High
responsiveness and high assertiveness
Functional relationships
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
Divides the business into small, tightly knit strategic business
units (SBUs), which focus on specific elements of the
organizational process
Value chain
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)
A profit center that focuses on product offering and market
segment
Sustainable competitive advantage
Page 4 of 93
