Greetings, WGU students! Welcome to our guide on mastering Sales Management WGU D099. As you embark on your academic journey, this module may seem like a formidable challenge. But fret not! You’re in good company – many students have walked this path before you and emerged victorious.
In this article, we’ll be your trusted companions, helping you navigate through the complexities of this course with ease. Together, we’ll explore:
So, let’s embark on this adventure together! With our guidance and support, you’ll be well-equipped to excel in this module. Best of luck on your journey!
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An Overview of What to Expect in WGU D099📖
Sales Management D099 is designed to provide students with a comprehensive understanding of the sales profession, focusing on both the strategic and operational aspects of sales management. Throughout this course, students will delve into the intricacies of customer relationship management (CRM), the sales process, and the essential functions of sales management within both business-to-consumer (B2C) and business-to-business (B2B) environments. The course emphasizes the significance of sales activities and the leadership role in driving a company’s growth, highlighting the interplay between sales, marketing, and management.
The course content is structured to cover a wide array of topics essential for a career in sales management.
Module 1 – Sales Role (Weightage on the OA – 5%)
Module 2 – Sales Practices (Weightage on the OA – 7%)
Module 3 – Organizational Buying Process (Weightage on the OA – 13%)
Module 4 – CRM (Weightage on the OA – 6%)
Module 5 – Sales Analytics (Weightage on the OA – 9%)
Module 6 – Sales Roles Perceptions (Weightage on the OA – 8%)
Module 7 – Recruitment Process (Weightage on the OA – 12%)
Module 8 – Sales Training (Weightage on the OA – 6%)
Module 9 – Sales Compensation (Weightage on the OA – 7%)
Module 10 – Sales Person Evaluation (Weightage on the OA – 7%)
Module 11 – Budgeting & Planning (Weightage on the OA – 9%)
Module 12 – Forecasting and Quota Development (Weightage on the OA – 11%)
From the general concepts outlined in Module 1, the students will be taught on objectives, selling ethics, and sale and marketing connections. In the subsequent tutorials, B2B and B2C selling, the concept of sales channels and KAM will further be discussed by the students. Other modules will also include the buyer journey, the Social Style Matrix, CLV, and ROI.
At the end of the course, the students will have knowledge of customer relationship management, the use of sales data, the generation of leads, forecasting of sales, and how to organize sales forces. It also embraces significant elements including sourcing, employee development, remuneration, employee appraisal, and expenditure control. In preparing for the final exam, the student has to revise extensively through the various modules while emphasizing a clear understanding of the concepts covered and how they can be implemented. This will help to ensure that they are well prepared for the exam and also be able to foster these principles in real-life sales management practices.
Study Guide to Navigate the Module 📝
Let us begin our journey through module D099 and equip ourselves with the knowledge to achieve success over the final assessment. This study guide will help you navigate through the course content with ease and help you prepare for the knowledge checks well in time. As this is a tried and true study guide, we will guarantee your success by adhering to the advice provided below. So without further ado, let us dive in..
Step 1 – Download the note-taking guide
Before diving into the course material, it’s crucial to first understand the expected learning outcomes for each topic. This initial step will help you align your study efforts with the specific objectives of the module, ensuring that you focus your attention on the most relevant content. By grasping the intended outcomes, you can tailor your study approach to effectively meet the goals of the course. To learn the outcomes, navigate as mentioned below to download the “Sales Management.xlsx” document.
- Log on to the WGU student portal by using your credentials
- Go to the “Degree Plan” from the WGU homepage
- Find and select the module “Sales Management D099”
- Once you are on the module page, go to the course chatter section.
- Under the group files section, you will be able to find the document “Sales Management.xlsx”
Keep this document close by to refer to it when you are studying the course content and answer the questions presented. Once you have completed the document and you need to verify your answers, you can refer to the “D099 Study Questions Expanded 5-2023(1).PDF” document that can be found in the same location as the note-taking guide.
Step 2 – Go through the Textbook
In this step, we will start going through the course content one Unit at a time. To begin with, we will be utilizing the WGU provided Textbook to gain the basic knowledge of D099. To find the Textbook, click on the “Go to course materials” button on the D099 module page.
The Textbook is an amazing resource to start our studies on the course content. As the OA is built upon this Textbook, you will be able to gain the knowledge you require to pass the OA just by going through the Textbook from beginning to end. Also, note that the Textbook provides you with knowledge that will not be covered in the other study resources that we will discuss later. Once you start reading through the book, make sure to utilize the note-taking guide and fill out the document by answering the questions in each module. These notes will help you refresh your memory in the later stages of the study guide.
After each Unit in the Textbook, attempt the respective knowledge check questions and the Unit quizzes before moving on to the next Unit. This is very important as the quizzes allow you to verify your knowledge and identify any gaps in your memory. Also, try to understand the definitions in each Unit and how to use them in a real-world scenario.
To help your reading through the Textbook, you can also utilize the “Flashcards from D099.pdf” document which can be found in the same location as the note-taking guide.
Step 3 – Watch the crash course videos
Once you complete the Textbook and filled the note-taking guide, let us go through a second study resource to strengthen the knowledge of the module and quickly refresh our memory. To achieve this task we will utilize the crash course videos provided by WGU which can be found by accessing the below-mentioned location.
- Log on to the WGU student portal by using your credentials
- Go to the “Degree Plan” from the WGU homepage
- Find and select the module “Sales Management D099”
- Once you are on the module page, go to the course search section.
- Locate and click on the link “D099 Sales Mgt – Crash-course Recording & PPTs, Study Question”
This will redirect you to a page that contains the 3 crash course videos on D099 as well as some other supplementary resources to help your studies. Going through these videos might seem a little dull and repetitive as they will go through the same course content covered in the Textbook. But we highly recommend that you take time to watch all three videos to help you commit the information to memory.
Step 4 – Go through supplementary resources
If going through the Textbook and the crash course videos are not enough to help you understand the course content, you can utilize some of the supplementary resources you can find in the course search section of module D099. By visiting the course search section you will be able to locate the below-mentioned resources.
- D099 flashcards – Flashcards to help you memorize the core concepts of each module
- D099 Sales Management Resources – Here you will be able to find 3 resources – Top 10 Things to know video, Sales Funnel Illustration video, Learning objectives (practice quizzes)
Step 5 – Attempt the Pre-A
As the final preparation before sitting for the OA, we will attempt to pass the Pre-A of module D099. By going through the Pre-A, you will be able to get a better understanding of the OA and how it is structured as the Pre-A and OA are both alighn in this module. As this is the last tool that we use to evaluate our knowledge, we recommend that you treat this as the real OA and give it all you’ve got. Set aside a time window without any distractions to sit for the Pre-A and try to achieve the best score possible.
Once you complete the Pre-A, find the auto-generated coaching report that will showcase your performance in the Pre-A. Use this report to identify the areas you need to work on and revise the relevant key concepts by revisiting the short notes you have taken. If you have not achieved a score of 85% or more, retake the assessment once again. Repeat this step until you are able to achieve this score to ensure your knowledge before facing the final challenge.
Step 6 – Face the OA
Through your hard work and effort, we have finally arrived at the end of your journey. All that stands before you and success is the OA of D099. So without hesitation, schedule the OA at a time of your convenience. When you sit for the OA, make sure to carefully read the questions and understand the exact ask before choosing an answer. Even though there might seem to be more than one answer correct to a question, you will be able to narrow down the correct answer by understanding the expected outcome of the given question. Also, make sure to manage your time and pace yourself to be able to answer all the questions before the time runs out.
Remember that this is a proctored exam. So take some time before the assessment to test your internet connectivity, webcam, and microphone to avoid any complications during your attempt. Once you are well prepared, give your best to ace the OA in your first attempt.
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Key Topics to Focus on🔑
B2B Buyers vs B2C buyers
| Aspect | B2B Buyers | B2C Buyers |
|---|---|---|
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Decision-Making Process
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Involves multiple stakeholders and a longer, more complex process. Requires approval from various departments such as finance, operations, and management. |
Typically quicker and involves fewer people. Decisions are usually made by the individual consumer or a small group.
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Driving Factors
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Driven by rational factors such as cost savings, return on investment (ROI), alignment with business goals, and the long-term value of the product or service.
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Influenced by personal preferences, emotional responses, brand reputation, immediate needs, and desires. |
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Purchase Volume & Frequency
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Purchases are made in larger volumes and involve higher transaction values. Buyers seek long-term relationships with suppliers and negotiate contracts for bulk purchases.
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Purchases are made in smaller quantities and usually involve lower transaction values. Consumers are more likely to make one-time purchases or buy for personal use.
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Product Knowledge
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Buyers often have a deep understanding of the products and services they are purchasing. They require detailed specifications, technical information, and performance metrics to make informed decisions.
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Consumers may not have extensive knowledge about the products they purchase. They rely more on brand reputation, marketing messages, reviews, and personal preferences. |
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Buying Motivations
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Motivations are primarily driven by business needs such as improving efficiency, reducing costs, enhancing productivity, and gaining competitive advantages. Focus is on the value that the product or service can bring to the business.
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Motivations are often influenced by personal preferences, emotional appeals, convenience, and the desire for satisfaction and enjoyment. Marketing strategies that appeal to emotions and lifestyle are more effective.
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Relationship with Seller
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Emphasizes building long-term relationships with sellers for ongoing support, service, and collaboration.
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Relationships with sellers are often transactional and short-term, focusing on immediate purchase and satisfaction.
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Sales Cycle Length
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Generally longer, involving detailed negotiations, multiple meetings, and thorough evaluations.
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Typically shorter, with quicker decision-making and fewer steps involved in the purchasing process.
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Risk Tolerance
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Lower risk tolerance, with extensive due diligence and risk assessments conducted before making a purchase.
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Higher risk tolerance, with consumers more willing to try new products based on trends, recommendations, and marketing.
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Five steps in the quota-setting procedure
1. Define Objectives:
- Purpose: Determine what you want to achieve with the quotas. Objectives can include revenue targets, market penetration, product sales, or customer acquisition.
- Considerations: Align the objectives with the overall business goals and strategy. Ensure that they are specific, measurable, attainable, relevant, and time-bound (SMART).
2. Analyze Market Potential and Sales Forecasts:
- Purpose: Understand the market conditions and potential sales opportunities. This involves analyzing historical sales data, market trends, and economic factors.
- Considerations: Use sales forecasting techniques to estimate future sales and assess the market’s capacity to absorb your products or services.
3. Determine Quota Types and Levels:
- Purpose: Decide on the types of quotas to set, such as sales volume quotas, revenue quotas, activity quotas, or combination quotas.
- Considerations: Determine the appropriate level of each quota based on factors such as territory potential, individual salesperson capability, and past performance. Ensure that quotas are realistic and challenging.
4. Allocate Quotas:
- Purpose: Distribute the quotas among the sales team members, territories, or products. This step ensures that each salesperson or team has a clear and fair target to aim for.
- Considerations: Take into account the strengths and weaknesses of individual salespeople, the potential of different territories, and the complexity of selling different products. Ensure equity and fairness in the allocation process.
5. Communicate and Monitor Quotas:
- Purpose: Clearly communicate the quotas to the sales team and provide them with the necessary resources and support to achieve their targets. Regularly monitor progress and provide feedback.
- Considerations: Use performance tracking tools and systems to monitor progress against quotas. Provide regular feedback and coaching to help salespeople stay on track. Adjust quotas if necessary based on changing market conditions or internal factors.
Full product Costing vs Activity-Based Costing
| Aspect | Full Product Costing | Activity-Based Costing (ABC) |
|---|---|---|
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Definition
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A method that assigns all manufacturing costs to the product, including direct materials, direct labor, and both variable and fixed manufacturing overhead. |
A method that assigns costs to products based on the activities required to produce them, considering both manufacturing and non-manufacturing costs.
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Cost Allocation
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Costs are allocated based on a single volume-based measure, such as direct labor hours or machine hours.
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Costs are allocated based on multiple cost drivers that reflect the actual activities involved in production. |
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Complexity
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Simpler to implement, with fewer cost pools and allocation bases.
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More complex to implement, with multiple cost pools and allocation bases.
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Accuracy
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Less accurate in environments with diverse products and complex processes, as it may not reflect the actual resource consumption.
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More accurate, as it provides a detailed view of the cost drivers and the resources consumed by each product or service. |
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Focus
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Focuses mainly on manufacturing costs and may overlook important non-manufacturing costs.
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Focuses on all activities, including both manufacturing and non-manufacturing costs, providing a comprehensive view of cost drivers.
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Use Case
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Suitable for companies with homogeneous products and simple production processes.
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Suitable for companies with heterogeneous products and complex production processes, where activities vary significantly. |
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Overhead Allocation
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Overhead costs are spread evenly across all products, potentially leading to cost distortions.
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Overhead costs are assigned based on the actual activities that generate the costs, leading to more precise cost allocation.
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Implementation Cost
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Generally lower implementation cost due to simplicity.
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Higher implementation cost due to the need for detailed data collection and analysis.
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Decision-Making
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Provides a broad overview of costs, which may be less useful for detailed decision-making.
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Provides detailed insights into cost behavior and resource usage, aiding in more informed decision-making.
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Example
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Traditional manufacturing environments with similar products, like assembly line production.
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Diverse manufacturing environments with varied products and processes, like custom manufacturing or service industries. |
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Conclusion 📄
Sales Management D099 is a comprehensive course designed to equip students with a thorough understanding of sales processes, customer relationship management, and sales management functions in both B2B and B2C contexts. By following the structured study guide and focusing on the course material provided, students can gain a solid grasp of essential concepts necessary for success in the sales field. We encourage you to take the advice outlined in this article to enhance your study approach. Utilize the study guide to effectively prepare for the objective assessment. With dedication and strategic preparation, you will be well-positioned to succeed in this module. Good luck, and may your efforts lead to great achievements in your sales management journey!
