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WGU D099 Sales Management OA ACTUAL EXAM TEST FINAL
EXAM AND PRACTICE EXAM 20262027 BANK 2 VERSIONS
QUESTIONS WITH DETAILED VERIFIED ANSWERS EXAM
QUESTIONS WILL COME FROM HERE (100% CORRECT
ANSWERS A+ GRADED
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 - ANSWERS--Functional relationships
Divides the business into small, tightly knit strategic business units
(SBUs), which focus on specific elements of the organizational process -
ANSWERS--Modular structure
The process or activities by which a company adds value to a product,
including production, marketing, and the provision of after-sales service
- ANSWERS--Value chain
A profit center that focuses on product offering and market segment -
ANSWERS--Strategic business units (SBUs)
Company assets, attributes, or abilities that are difficult to duplicate or
exceed and provide a superior or favorable long-term position over
competitors - ANSWERS--Sustainable competitive advantage
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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)
- ANSWERS--Factors that can help a business develop a sustainable
competitive advantage
The use of data in an enterprise to facilitate decision-making -
ANSWERS--Business intelligence (BI)
Large, complex data sets that require non-traditional data processing
software to predict trends and forecasts - ANSWERS--Big data analytics
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. -
ANSWERS--Four elements that make up ethical behavior within an
organization
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 -
ANSWERS--Integrated marketing communications (IMC)
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Identifying consumer needs and then producing the goods or services
that will satisfy those needs while making a profit for the organization -
ANSWERS--Marketing concept
Advertising, sales promotion, and publicity, or creating new sales
channels or new products - ANSWERS--Promotional techniques
The combination of advertising, personal selling, sales promotion, and
public relations used to promote a product - ANSWERS--Promotional
mix
The model assumes consumers are passive and marketers are active
during most of the buying process. - ANSWERS--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. - ANSWERS--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. - ANSWERS--
Transactional selling
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Focused on long-term relationship building to keep customers satisfied
and consequently convince them to return and make multiple
purchases. - ANSWERS--Relationship selling
Using social styles to customize a sales approach to the specific
customer - ANSWERS--Adaptive selling
A model that categorizes people according to personality traits and
how they interact with others - ANSWERS--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 - ANSWERS--
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 - ANSWERS--Drivers
Focus on "why," establish a personal relationship, demonstrate
personal commitment, and work as a team. High responsiveness and
low assertiveness - ANSWERS--Amiables
Focus on "who," take extra time to discuss everything, give them
recognition and approval, ask them how they feel about the product or
WGU D099 Sales Management OA ACTUAL EXAM TEST FINAL
EXAM AND PRACTICE EXAM 20262027 BANK 2 VERSIONS
QUESTIONS WITH DETAILED VERIFIED ANSWERS EXAM
QUESTIONS WILL COME FROM HERE (100% CORRECT
ANSWERS A+ GRADED
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 - ANSWERS--Functional relationships
Divides the business into small, tightly knit strategic business units
(SBUs), which focus on specific elements of the organizational process -
ANSWERS--Modular structure
The process or activities by which a company adds value to a product,
including production, marketing, and the provision of after-sales service
- ANSWERS--Value chain
A profit center that focuses on product offering and market segment -
ANSWERS--Strategic business units (SBUs)
Company assets, attributes, or abilities that are difficult to duplicate or
exceed and provide a superior or favorable long-term position over
competitors - ANSWERS--Sustainable competitive advantage
,2|Page
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)
- ANSWERS--Factors that can help a business develop a sustainable
competitive advantage
The use of data in an enterprise to facilitate decision-making -
ANSWERS--Business intelligence (BI)
Large, complex data sets that require non-traditional data processing
software to predict trends and forecasts - ANSWERS--Big data analytics
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. -
ANSWERS--Four elements that make up ethical behavior within an
organization
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 -
ANSWERS--Integrated marketing communications (IMC)
,3|Page
Identifying consumer needs and then producing the goods or services
that will satisfy those needs while making a profit for the organization -
ANSWERS--Marketing concept
Advertising, sales promotion, and publicity, or creating new sales
channels or new products - ANSWERS--Promotional techniques
The combination of advertising, personal selling, sales promotion, and
public relations used to promote a product - ANSWERS--Promotional
mix
The model assumes consumers are passive and marketers are active
during most of the buying process. - ANSWERS--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. - ANSWERS--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. - ANSWERS--
Transactional selling
, 4|Page
Focused on long-term relationship building to keep customers satisfied
and consequently convince them to return and make multiple
purchases. - ANSWERS--Relationship selling
Using social styles to customize a sales approach to the specific
customer - ANSWERS--Adaptive selling
A model that categorizes people according to personality traits and
how they interact with others - ANSWERS--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 - ANSWERS--
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 - ANSWERS--Drivers
Focus on "why," establish a personal relationship, demonstrate
personal commitment, and work as a team. High responsiveness and
low assertiveness - ANSWERS--Amiables
Focus on "who," take extra time to discuss everything, give them
recognition and approval, ask them how they feel about the product or
