Western Governors University (WGU) BUS3130 D099 Sales Management Practice Exam

The correct term that describes the descriptive attributes of firms that can be aggregated into market segments is firmographics. Firmographics refer specifically to the characteristics of organizations, such as company size, industry, revenue, number of employees, location, and more. This information helps marketers and sales professionals segment business markets in a way that allows them to tailor their strategies to specific types of organizations.

In contrast, psychographics focus on the psychological attributes of individuals, including their values, interests, lifestyles, and attitudes, making it more relevant for consumer markets rather than business context. Demographics involve the statistical characteristics of a population, such as age, gender, and income, which apply mainly to individual consumers rather than firms. Technographics refers to the technology-related attributes of companies, such as the types of software and hardware they use, but is more specialized and not as broad as firmographics, which encompasses a wider range of firm-specific attributes.