D099 WGU Sales Management
EXAM QUESTIONS AND
VERIFIED CORRECT
ANSWERS GRADED A+
[LATEST 2026-2027] 100%
GUARANTEED PASS
Account management - CORRECT ANSWER-Maintaining a long-term relationship with
customers who purchased from the firm in the past
Account-based marketing (ABM) - CORRECT ANSWER-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
Key account management (KAM) - CORRECT ANSWER-Developing and maintaining long-term,
sustainable and mutually beneficial relationships with key accounts (customer)
Inactive accounts - CORRECT ANSWER-Clients who have not made a purchase for a specified
period of time
Active accounts - CORRECT ANSWER-Have consistent transactions and engagement with the
business
,Passive accounts - CORRECT ANSWER-Clients who have established an ongoing relationship
with the company through its website and may or may not have a recurring order
80/20 rule - CORRECT ANSWER-Suggests that 20 percent of your activities will account for 80
percent of your results
Pareto principle - CORRECT ANSWER-The law of the vital few, or the principle of factor sparsity,
states that, for many events, roughly 80 percent of the effects come from 20 percent of the
causes
Business development - CORRECT ANSWER-Activities to develop and implement growth
opportunities within organizations
Sales quotas - CORRECT ANSWER-The sales goal or figure set for a product line, company
division, or sales representative
Power skills - CORRECT ANSWER-Personal attributes that enable someone to interact effectively
and harmoniously with other people
Hard skills - CORRECT ANSWER-Teachable abilities or skill sets that are easy to quantify.
Typically, you will learn hard skills in the classroom, through books or other training materials,
or on the job
Types of power skills - CORRECT ANSWER-Empsthy, verbal communication, conflict resolution,
and analytical decision making
Types of hard skills - CORRECT ANSWER-Product knowledge, proposals and contracts,
technology proficiency, and software skills
,Economic buyer - CORRECT ANSWER-The individual decision maker or group within the
customer organization who controls the budget and writes the checks for new product
purchases
Infrastructure buyer - CORRECT ANSWER-Someone who makes sure that purchasing rules
defined in corporate governance procedures are followed
User buyer - CORRECT ANSWER-Someone who influences the buying decision as the person
who will actually use the solution after the purchase decision is made
Procurement officers - CORRECT ANSWER-Persons who are responsible for the management,
administration, and supervision of the company's acquisition programs
Merchandisers - CORRECT ANSWER-A staff member in a retail firm who is responsible for
buying goods or products and displaying them in the store
Influencers - CORRECT ANSWER-Individuals who have experience or expertise that can help
improve the buying decision
Initiators - CORRECT ANSWER-Individuals who suggest purchasing a product or service for a
business
Users - CORRECT ANSWER-Individuals within an organization who actually use the product
Gatekeepers - CORRECT ANSWER-Individuals who will decide if and when one gets access to
members of the buying center
Decision makers - CORRECT ANSWER-The person who makes the final purchasing decision
, Purchasing managers - CORRECT ANSWER-An employee within a company, business or other
organization who is responsible at some level for buying or approving the acquisition of goods
and services needed by the company
Decision-making unit (DMU) - CORRECT ANSWER-A group of people within an organization who
make business purchasing decisions
Selling centers - CORRECT ANSWER-Functional representation that supports a sales person to
create a team-selling approach
Buying centers - CORRECT ANSWER-A group of people within an organization who make
business purchasing decisions
Stages of B2B buying process - CORRECT ANSWER-Recognize the need, define the need, search
for suppliers, bid analysis, supplier selection, order placement, and performance review
Recognize the need - CORRECT ANSWER-Someone recognizes that the organization has a need
that can be solved by purchasing a good or service
Define the need - CORRECT ANSWER-Involves users as well as initiators to put more definition
around the type of product or service that will help meet the need and create the product
specifications
Search for suppliers - CORRECT ANSWER-People involved in the buying process seek out
information about the products they are looking for and the vendors who can supply them.
Bid analysis - CORRECT ANSWER-Qualified suppliers are asked to complete responses to
requests for proposals
EXAM QUESTIONS AND
VERIFIED CORRECT
ANSWERS GRADED A+
[LATEST 2026-2027] 100%
GUARANTEED PASS
Account management - CORRECT ANSWER-Maintaining a long-term relationship with
customers who purchased from the firm in the past
Account-based marketing (ABM) - CORRECT ANSWER-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
Key account management (KAM) - CORRECT ANSWER-Developing and maintaining long-term,
sustainable and mutually beneficial relationships with key accounts (customer)
Inactive accounts - CORRECT ANSWER-Clients who have not made a purchase for a specified
period of time
Active accounts - CORRECT ANSWER-Have consistent transactions and engagement with the
business
,Passive accounts - CORRECT ANSWER-Clients who have established an ongoing relationship
with the company through its website and may or may not have a recurring order
80/20 rule - CORRECT ANSWER-Suggests that 20 percent of your activities will account for 80
percent of your results
Pareto principle - CORRECT ANSWER-The law of the vital few, or the principle of factor sparsity,
states that, for many events, roughly 80 percent of the effects come from 20 percent of the
causes
Business development - CORRECT ANSWER-Activities to develop and implement growth
opportunities within organizations
Sales quotas - CORRECT ANSWER-The sales goal or figure set for a product line, company
division, or sales representative
Power skills - CORRECT ANSWER-Personal attributes that enable someone to interact effectively
and harmoniously with other people
Hard skills - CORRECT ANSWER-Teachable abilities or skill sets that are easy to quantify.
Typically, you will learn hard skills in the classroom, through books or other training materials,
or on the job
Types of power skills - CORRECT ANSWER-Empsthy, verbal communication, conflict resolution,
and analytical decision making
Types of hard skills - CORRECT ANSWER-Product knowledge, proposals and contracts,
technology proficiency, and software skills
,Economic buyer - CORRECT ANSWER-The individual decision maker or group within the
customer organization who controls the budget and writes the checks for new product
purchases
Infrastructure buyer - CORRECT ANSWER-Someone who makes sure that purchasing rules
defined in corporate governance procedures are followed
User buyer - CORRECT ANSWER-Someone who influences the buying decision as the person
who will actually use the solution after the purchase decision is made
Procurement officers - CORRECT ANSWER-Persons who are responsible for the management,
administration, and supervision of the company's acquisition programs
Merchandisers - CORRECT ANSWER-A staff member in a retail firm who is responsible for
buying goods or products and displaying them in the store
Influencers - CORRECT ANSWER-Individuals who have experience or expertise that can help
improve the buying decision
Initiators - CORRECT ANSWER-Individuals who suggest purchasing a product or service for a
business
Users - CORRECT ANSWER-Individuals within an organization who actually use the product
Gatekeepers - CORRECT ANSWER-Individuals who will decide if and when one gets access to
members of the buying center
Decision makers - CORRECT ANSWER-The person who makes the final purchasing decision
, Purchasing managers - CORRECT ANSWER-An employee within a company, business or other
organization who is responsible at some level for buying or approving the acquisition of goods
and services needed by the company
Decision-making unit (DMU) - CORRECT ANSWER-A group of people within an organization who
make business purchasing decisions
Selling centers - CORRECT ANSWER-Functional representation that supports a sales person to
create a team-selling approach
Buying centers - CORRECT ANSWER-A group of people within an organization who make
business purchasing decisions
Stages of B2B buying process - CORRECT ANSWER-Recognize the need, define the need, search
for suppliers, bid analysis, supplier selection, order placement, and performance review
Recognize the need - CORRECT ANSWER-Someone recognizes that the organization has a need
that can be solved by purchasing a good or service
Define the need - CORRECT ANSWER-Involves users as well as initiators to put more definition
around the type of product or service that will help meet the need and create the product
specifications
Search for suppliers - CORRECT ANSWER-People involved in the buying process seek out
information about the products they are looking for and the vendors who can supply them.
Bid analysis - CORRECT ANSWER-Qualified suppliers are asked to complete responses to
requests for proposals
