WGU D099 Sales Management OA ACTUAL
EXAM(2026)
QUESTIONS AND (elaborated) WITH COMPLETE
SOLUTIONS
The model assumes consumers are passive and marketers are active during
most of the buying process.
The main limitation of the AIDA model
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.
What is the main difference between the AIDA model of the buyer's journey
and the six steps model of the buying process?
Focuses on short-term, often single, transactions.
Transactional selling
Focused on long-term relationship building to keep customers satisfied and
consequently convince them to return and make multiple purchases.
Relationship selling
,Using social styles to customize a sales approach to the specific customer
Adaptive selling
A model that categorizes people according to personality traits and how they
interact with others
Social style matrix
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
Analyticals
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
Drivers
Focus on "why," establish a personal relationship, demonstrate personal
commitment, and work as a team. High responsiveness and low
assertiveness
Amiables
,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
Expressives
Sales approach where the seller becomes a trusted advisor to the customer
and builds a relationship to truly understand his or her needs
Consultative selling
A prediction of the net profit attributed to the entire future relationship with a
customer
Customer lifetime value (CLV)
A metric that measures how much value a business can create per customer
Return on customer investment
An innovation, service, or feature intended to make a company or product
attractive to customers
Value proposition
Clear (short and direct), compelling (motivates), and differentiating (sets the
offering aprt).
A value proposition should be
, ROI = net profit ÷ investment × 100
Equation for ROI
A performance measure used to evaluate the efficiency of an investment or
compare the efficiency of a number of different investments
Return on investment (ROI)
CLV = dollar value of purchases x gross profit percent x number of purchases
Equation for CLV
A way of bringing products or services to market so they can be purchased by
consumers
Sales channels
A chain of businesses or intermediaries through which a good or service
passes until it reaches the final buyer or the end consumer
Distribution channels
Their main job is to represent the producer to the final user in selling a product.
Agents or brokers
EXAM(2026)
QUESTIONS AND (elaborated) WITH COMPLETE
SOLUTIONS
The model assumes consumers are passive and marketers are active during
most of the buying process.
The main limitation of the AIDA model
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.
What is the main difference between the AIDA model of the buyer's journey
and the six steps model of the buying process?
Focuses on short-term, often single, transactions.
Transactional selling
Focused on long-term relationship building to keep customers satisfied and
consequently convince them to return and make multiple purchases.
Relationship selling
,Using social styles to customize a sales approach to the specific customer
Adaptive selling
A model that categorizes people according to personality traits and how they
interact with others
Social style matrix
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
Analyticals
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
Drivers
Focus on "why," establish a personal relationship, demonstrate personal
commitment, and work as a team. High responsiveness and low
assertiveness
Amiables
,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
Expressives
Sales approach where the seller becomes a trusted advisor to the customer
and builds a relationship to truly understand his or her needs
Consultative selling
A prediction of the net profit attributed to the entire future relationship with a
customer
Customer lifetime value (CLV)
A metric that measures how much value a business can create per customer
Return on customer investment
An innovation, service, or feature intended to make a company or product
attractive to customers
Value proposition
Clear (short and direct), compelling (motivates), and differentiating (sets the
offering aprt).
A value proposition should be
, ROI = net profit ÷ investment × 100
Equation for ROI
A performance measure used to evaluate the efficiency of an investment or
compare the efficiency of a number of different investments
Return on investment (ROI)
CLV = dollar value of purchases x gross profit percent x number of purchases
Equation for CLV
A way of bringing products or services to market so they can be purchased by
consumers
Sales channels
A chain of businesses or intermediaries through which a good or service
passes until it reaches the final buyer or the end consumer
Distribution channels
Their main job is to represent the producer to the final user in selling a product.
Agents or brokers
