WGU D276 OA EXAMS 2026 EXAM
PREPARATION NOTES AND STRUCTURED
STUDY MATERIAL FULL COVERAGE
◉ Sales approach where the seller becomes a trusted advisor to the
customer and builds a relationship to truly understand his or her
needs. Answer: Consultative selling
◉ A prediction of the net profit attributed to the entire future
relationship with a customer. Answer: Customer lifetime value (CLV)
◉ A metric that measures how much value a business can create per
customer. Answer: Return on customer investment
◉ An innovation, service, or feature intended to make a company or
product attractive to customers. Answer: Value proposition
◉ Clear (short and direct), compelling (motivates), and
differentiating (sets the offering aprt).. Answer: A value proposition
should be
◉ ROI = net profit ÷ investment × 100. Answer: Equation for ROI
,◉ A performance measure used to evaluate the efficiency of an
investment or compare the efficiency of a number of different
investments. Answer: Return on investment (ROI)
◉ CLV = dollar value of purchases x gross profit percent x number of
purchases. Answer: Equation for CLV
◉ A way of bringing products or services to market so they can be
purchased by consumers. Answer: 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.
Answer: Distribution channels
◉ Their main job is to represent the producer to the final user in
selling a product.. Answer: Agents or brokers
◉ They sell the products to other intermediaries, such as retailers,
for a higher price than they paid. They buy in bulk and store the
products in their own warehouses and storage places until it is time
to resell them. They are independently owned, and they own the
products that they sell.. Answer: Wholesalers
◉ They take ownership of the product, store it, and sell it at a profit
to retailers or other intermediaries. However, the key difference is
,that distributors ally themselves to complementary products.
Answer: Distributors
◉ Whatever their size, retailers purchase products from market
intermediaries and sell them directly to the end user for a profit.
Answer: Retailers
◉ A salesperson who provides information to an individual who will
influence the purchase decision. Answer: Missionary salespeople
◉ Sales people who are experts in a specific product or service area.
They promote and sell the product by demonstrating how it works
along with the benefits it can offer potential customers. Answer:
Technical salespeople
◉ A salesperson who calls on retailers and helps them display,
advertise, and sell products to consumers. Answer: Trade
salespeople
◉ People who routinely work inside the business taking orders and
handling transactions. Answer: Inside salespeople
◉ Sales personnel who go out into the field to meet with customers.
Answer: Outside salespeople
, ◉ Maintaining a long-term relationship with customers who
purchased from the firm in the past. Answer: Account management
◉ Concentrates sales and marketing resources on a clearly defined
set of target accounts within a market and employs personalized
campaigns designed to resonate with each account. Answer:
Account-based marketing (ABM)
◉ Developing and maintaining long-term, sustainable and mutually
beneficial relationships with key accounts (customer). Answer: Key
account management (KAM)
◉ Clients who have not made a purchase for a specified period of
time. Answer: Inactive accounts
◉ Have consistent transactions and engagement with the business.
Answer: Active accounts
◉ Clients who have established an ongoing relationship with the
company through its website and may or may not have a recurring
order. Answer: Passive accounts
◉ Suggests that 20 percent of your activities will account for 80
percent of your results. Answer: 80/20 rule
PREPARATION NOTES AND STRUCTURED
STUDY MATERIAL FULL COVERAGE
◉ Sales approach where the seller becomes a trusted advisor to the
customer and builds a relationship to truly understand his or her
needs. Answer: Consultative selling
◉ A prediction of the net profit attributed to the entire future
relationship with a customer. Answer: Customer lifetime value (CLV)
◉ A metric that measures how much value a business can create per
customer. Answer: Return on customer investment
◉ An innovation, service, or feature intended to make a company or
product attractive to customers. Answer: Value proposition
◉ Clear (short and direct), compelling (motivates), and
differentiating (sets the offering aprt).. Answer: A value proposition
should be
◉ ROI = net profit ÷ investment × 100. Answer: Equation for ROI
,◉ A performance measure used to evaluate the efficiency of an
investment or compare the efficiency of a number of different
investments. Answer: Return on investment (ROI)
◉ CLV = dollar value of purchases x gross profit percent x number of
purchases. Answer: Equation for CLV
◉ A way of bringing products or services to market so they can be
purchased by consumers. Answer: 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.
Answer: Distribution channels
◉ Their main job is to represent the producer to the final user in
selling a product.. Answer: Agents or brokers
◉ They sell the products to other intermediaries, such as retailers,
for a higher price than they paid. They buy in bulk and store the
products in their own warehouses and storage places until it is time
to resell them. They are independently owned, and they own the
products that they sell.. Answer: Wholesalers
◉ They take ownership of the product, store it, and sell it at a profit
to retailers or other intermediaries. However, the key difference is
,that distributors ally themselves to complementary products.
Answer: Distributors
◉ Whatever their size, retailers purchase products from market
intermediaries and sell them directly to the end user for a profit.
Answer: Retailers
◉ A salesperson who provides information to an individual who will
influence the purchase decision. Answer: Missionary salespeople
◉ Sales people who are experts in a specific product or service area.
They promote and sell the product by demonstrating how it works
along with the benefits it can offer potential customers. Answer:
Technical salespeople
◉ A salesperson who calls on retailers and helps them display,
advertise, and sell products to consumers. Answer: Trade
salespeople
◉ People who routinely work inside the business taking orders and
handling transactions. Answer: Inside salespeople
◉ Sales personnel who go out into the field to meet with customers.
Answer: Outside salespeople
, ◉ Maintaining a long-term relationship with customers who
purchased from the firm in the past. Answer: Account management
◉ Concentrates sales and marketing resources on a clearly defined
set of target accounts within a market and employs personalized
campaigns designed to resonate with each account. Answer:
Account-based marketing (ABM)
◉ Developing and maintaining long-term, sustainable and mutually
beneficial relationships with key accounts (customer). Answer: Key
account management (KAM)
◉ Clients who have not made a purchase for a specified period of
time. Answer: Inactive accounts
◉ Have consistent transactions and engagement with the business.
Answer: Active accounts
◉ Clients who have established an ongoing relationship with the
company through its website and may or may not have a recurring
order. Answer: Passive accounts
◉ Suggests that 20 percent of your activities will account for 80
percent of your results. Answer: 80/20 rule
