1 | Page
WGU D099 SALES MANAGEMENT OA
EXAM QUESTIONS WITH &
VERIFIED SOLUTIONS LATEST
EXAM UPDATE
Marketing concept - CORRECT ANSWER✅✅.....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 ANSWER✅✅.....Advertising,
sales promotion, and publicity, or creating new sales channels or new
products
Promotional mix - CORRECT ANSWER✅✅.....The combination of
advertising, personal selling, sales promotion, and public relations used
to promote a product
,2 | Page
The main limitation of the AIDA model - CORRECT
ANSWER✅✅.....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
ANSWER✅✅.....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 ANSWER✅✅.....Focuses on
short-term, often single, transactions.
Relationship selling - CORRECT ANSWER✅✅.....Focused on
long-term relationship building to keep customers satisfied and
consequently convince them to return and make multiple purchases.
,3 | Page
Adaptive selling - CORRECT ANSWER✅✅.....Using social styles
to customize a sales approach to the specific customer
Social style matrix - CORRECT ANSWER✅✅.....A model that
categorizes people according to personality traits and how they interact
with others
Analyticals - CORRECT ANSWER✅✅.....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 ANSWER✅✅.....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
, 4 | Page
Amiables - CORRECT ANSWER✅✅.....Focus on "why," establish
a personal relationship, demonstrate personal commitment, and work as
a team. High responsiveness and low assertiveness
Expressives - CORRECT ANSWER✅✅.....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
Functional relationships - CORRECT ANSWER✅✅.....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 ANSWER✅✅.....Divides the
business into small, tightly knit strategic business units (SBUs), which
focus on specific elements of the organizational process
WGU D099 SALES MANAGEMENT OA
EXAM QUESTIONS WITH &
VERIFIED SOLUTIONS LATEST
EXAM UPDATE
Marketing concept - CORRECT ANSWER✅✅.....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 ANSWER✅✅.....Advertising,
sales promotion, and publicity, or creating new sales channels or new
products
Promotional mix - CORRECT ANSWER✅✅.....The combination of
advertising, personal selling, sales promotion, and public relations used
to promote a product
,2 | Page
The main limitation of the AIDA model - CORRECT
ANSWER✅✅.....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
ANSWER✅✅.....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 ANSWER✅✅.....Focuses on
short-term, often single, transactions.
Relationship selling - CORRECT ANSWER✅✅.....Focused on
long-term relationship building to keep customers satisfied and
consequently convince them to return and make multiple purchases.
,3 | Page
Adaptive selling - CORRECT ANSWER✅✅.....Using social styles
to customize a sales approach to the specific customer
Social style matrix - CORRECT ANSWER✅✅.....A model that
categorizes people according to personality traits and how they interact
with others
Analyticals - CORRECT ANSWER✅✅.....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 ANSWER✅✅.....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
, 4 | Page
Amiables - CORRECT ANSWER✅✅.....Focus on "why," establish
a personal relationship, demonstrate personal commitment, and work as
a team. High responsiveness and low assertiveness
Expressives - CORRECT ANSWER✅✅.....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
Functional relationships - CORRECT ANSWER✅✅.....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 ANSWER✅✅.....Divides the
business into small, tightly knit strategic business units (SBUs), which
focus on specific elements of the organizational process
