WGU D099 Sales Management

D099 Sales Management (1 review) Terms in this set (250) Western Governors UniversityD 072 Save The sales team of a reputable appliance retailer reaches out to their current customers two weeks after a purchase to ensure their products have met their customers' expectations and to determine if they have any other needs or wants.How do the actions of the appliance retailer exemplify the primary role of sales in a business?They are creating a customer base by building a relationship with their customers.

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A national restaurant chain is having financial trouble and wants to cut costs by eliminating underperforming restaurants. Store managers were tasked with reviewing their sales reports from the last quarter to help the executive team make an informed decision about which restaurants to close.What should the executive team use in the decision-making process?Business intelligence (BI)

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What is the relationship between sales and marketing?Marketing attracts prospective customers to the business while sales attempt to convert these prospects into paying customers.How does personal selling offer an advantage over other forms of promotion?Personal selling provides a detailed sales message that is adapted to the interests of each customer.What is the main limitation of the AIDA model?The model assumes consumers are passive and marketers are active during most of the buying process.What is transactional selling? A sales strategy that initially identifies potential customers, offers the product, and attempts to quickly close the deal What is adaptive selling?A sales approach that focuses on tailoring the selling style to the customer's behavior

What is customer lifetime value

(CLV)?

The present value of all potential business from the same customer throughout the span of that customer's relationship with the company What is an intermediary?People or businesses that connect buyers and sellers together as a conduit for goods or services in the supply chain A food distributor is analyzing data from their CRM to understand the status of their accounts. They are specifically looking for those customers who consistently make purchases with the company so they can offer promotional items to retain those clients.Which type of accounts is the food distributor specifically trying to identify?Active accounts What is the purpose of key account management (KAM)?To focus efforts on building and sustaining long- term, jointly beneficial relationships with major accounts A sales manager for a major packaging distributor works with the sales team to generate company growth and increase revenue by looking for opportunities with current clients and seeking out potential clients.Which type of activity is this sales manager performing?Business development

A global cell phone producer sets a target to sell one million new phone models by the end of the second quarter. They send this figure to regional sales managers who in turn guide the sales teams in meeting this target.What is this target set by the company called?Sales quota What is the difference between power skills and hard skills?Power skills are personal attributes that help people effectively interact with others. Hard skills are abilities that are easily measurable.A salesperson was just given a new account to service. She decides that before going to meet the client, she will research the client's website, find out information about the company contact on social media, and look at CRM data to see what the client activity has been in the last few months.What essential skill is this salesperson utilizing?Research