Sales Management - D099 - Module 3, 7, 12, & 5

Sales Management - D099 - Module 3, 7, 12, & 5 Leave the first rating Students also studied Terms in this set (134) Social SciencesBusinessBusiness management Save C722- Project Management, WGU C...Teacher 639 terms umaid06Preview C722 Practice Test 70 terms chelsea_crouse5 Preview N5 business management 55 terms niamh_purcell Preview

C722- P

236 term cry Practice questions for this set Learn1 / 7Study using Learn Low volume, individual items.Buying CenterGroup within the buying organization that influences the purchasing decision.

Roles: Initiator, User, Influencer, Gatekeeper, Buyer, Decision Maker.

Selling CenterThe seller's team working collaboratively to win the sale. Includes sales reps, product experts, marketing staff, executives.Choose an answer 1B2B Buyer2Wholesale Customer 3B2C Buyer4Corporate Client Don't know?

Key DifferenceBuying centers focus on making internal decisions. Selling centers focus on presenting offerings to meet buyer needs.InitiatorThe individual who starts the buying process by expressing a need for a product

or service. ie: IT Director identifying the need.

UserThe person or group who actually uses the product or service. ie: Developers using the software.InfluencerSomeone who affects the decision through expertise, opinion, or technical

knowledge. ie: CTO giving technical input.

GatekeeperA person who controls access to decision-makers or filters information. ie: Admin controlling access to execs.Decision MakerThe person with final authority to approve or reject a purchase. ie: CEO or CFO signing off.BuyerThe individual who handles the transaction—placing the order, managing the

contract, or paying the invoice. ie: Procurement handling paperwork.

Buying Process StakeholdersRoles include Initiators, Users, Influencers, Gatekeepers, Buyers, Decision Makers.B2B BuyerHigh volume, bulk purchases.B2C BuyerLow volume, individual items.Decision Time (B2B)Long, group decisions.Decision Time (B2C)Short, quick decisions.Relationship (B2B)Long-term, strategic.Relationship (B2C)Often one-time or short.Emotion (B2B)Rational, data-driven.Emotion (B2C)Emotional, convenience.Organizational Buying Decision ProcessReal Dogs Sniff Big Bones On Our Porch 1.R - Recognize the Need 2.D - Define the Need 3.S - Search for Suppliers 4.B - Bid Analysis 5.B - Buy/Supplier Selection 6.S - Send Order / Order Placement 7.O - Order Fulfillment 8.P - Performance Review.Single-Sourced Suppliers: ProsStronger relationships, easier communication, potential cost savings.

Single-Sourced Suppliers: ConsHigh risk if supplier fails, less pricing competition, fewer alternatives in emergencies.Buying SituationsTypes include Straight Rebuy, New-Task, Modified Rebuy.ProducersMake their own products (e.g., Ford).ResellersSell to others (e.g., Costco).Government & InstitutionsBuy for internal use (e.g., schools, hospitals).VARs (Value-Added Resellers)A company that buys a product, adds value, then resells it. Example: A firm bundles Microsoft licenses with custom training & support.B2G (Business to Government)Selling to government entities at federal, state, or local levels. Involves strict compliance, formal bidding, and long procurement cycles.B2B Buying ComplexitiesIncludes Technical, Process, and Stakeholder complexities.Influences on B2B Buying BehaviorIncludes business goals & company strategy, budget limitations, relationships with suppliers, product specifications, past supplier performance, peer recommendations, risk tolerance.Types of Sales RelationshipsTypes include Transactional, Functional, Strategic, Affinity.Strategic Partnership TypesTypes include Joint Venture, Equity Alliance, Non-Equity Alliance.Match Product to Relationship TypeExamples include A. Printing paper - Transactional, B. Boeing parts supplier - Strategic.Job AnalysisIdentifies what a person in the role actually does.Job DesignFocuses on how a job should be structured (tasks, tools, workflows).Task-Based AnalysisFocuses on duties and responsibilities; useful for structured roles.Competency-Based AnalysisFocuses on traits, behaviors, soft skills; best for dynamic or high-relationship roles (e.g., sales).Effective Job Description GuidelinesUse clear, concise language, include essential duties, skills, and reporting structure, identify performance expectations, avoid discriminatory language.Employment Antidiscrimination StatutesLaws that protect against discrimination based on race, religion, sex, national origin, disability, age 40+, gender-based wage disparities, and genetic information.EEOCEnforces federal laws against workplace discrimination.Disparate TreatmentIntentional discrimination.

Disparate ImpactNeutral policy disproportionately affects a protected group.Sources of RecruitmentIncludes Internal Promotions, Employee Referrals, Job Fairs, Recruitment Agencies, College Recruiting, Online Job Boards, and Social Media.Job Analysis QuestionnaireQuestions regarding Tasks and Duties, Skills & Knowledge, Work Environment, Frequency of Duties, Tools and Equipment Used.Job DescriptionWhat the job is.Job SpecificationsWhat the person needs to do the job.Recruitment PlanIncludes Timeline, budget, sourcing strategy, job ads, tools.Internal Factors in RecruitmentBudget, organizational culture.External Factors in RecruitmentLabor market, economic conditions.Employee Selection StepsIncludes Preliminary Screening, Application Review, Interview, Testing, Reference Checks, and Hiring Decision.Fraud Detection SoftwareSoftware designed for mid-sized banks to detect fraudulent activities.Personal TrainerA professional providing trusted advice on fitness and health.Regular Printer Ink OrdersConsistent orders of printer ink from a reliable supplier.Small Business CybersecurityCollaboration between small businesses and IT consultants to enhance cybersecurity.Internal RecruitingPromotes from within; boosts morale, saves time.External RecruitingBrings in fresh ideas; useful for skill gaps.Staffing FirmsHelp companies find temporary, contract, or permanent employees.Non-Recruiting Firm SourcesCollege campuses, Professional associations, Job fairs, Online platforms.Benefits of Employee ReferralsFaster and cheaper; Better fit and retention; Boosts employee engagement.Social RecruitingUsing LinkedIn, Facebook, Instagram to attract talent. Goals: Expand reach, engage passive candidates, build brand.

• Hurdles in Selection Process1. Resume screening
• Phone screening
• In-person interview
• Skills testing
• Background check
• Offer negotiation.