WGU SALES MANAGEMENT
D099 PRE-ASSESSMENT
A sales manager is designing a commission structure for sales team
members. The commissions will be based on each salesperson's
monthly sales less variable expenses. Which income statement is the
basis for the sales commission structure?
Contribution margin
Full costing
Traditional
Balance sheet - ANSWERS-Contribution margin
A sales manager explains to the chief executive officer (CEO) that
they can reduce costs by outsourcing the sales of the product. Which
loss should concern the CEO if this change is approved?
Control
Market access
Buyers
Production - ANSWERS-Control
A sales manager wants to improve the return on assets managed and
assumes that the profit margin will remain constant. Which action
should the sales manager take?
Increase its asset turnover rate
Decrease its account development rate
,Decrease its use of quotas for salespeople
Increase its focus on transactional selling - ANSWERS-Increase its
asset turnover rate
A sales manager applies a costing method that is focused on reporting
all direct costs associated with product sales for internal financial
reporting. Which costing method is the sales manager using?
Activity-based
Full product
Contract
Job - ANSWERS-Activity-based
Managers in a company are evaluating external and internal factors in
order to develop the sales plan. Which level of decision-making are
the managers performing?
Tactical
Strategic
Executive
Programmed - ANSWERS-Strategic
A company fails to meet current annual sales goals. The sales
manager is tasked with developing a plan to increase sales without
incurring additional costs. Which solution should this sales manager
choose?
Offering customer discounts
Focusing on product customization
, Creating new products
Upselling prospective customers - ANSWERS-Upselling prospective
customers
What is an advantage of using customer surveys as a means to collect
data for forecasting and quota development?
It provides detailed user information.
It involves inexpensive data collection.
It generates rich data for consumer goods.
It collects generically valuable information. - ANSWERS-It provides
detailed user information.
What is a disadvantage of using the Delphi method as a means to
collect data for forecasting and quota development?
Possibility of a dominating voice
Time consuming in generating results
Prevalence of argumentative discussion
Discouragement in equal participation by introverts - ANSWERS-
Time consuming in generating results
A sales manager for a manufacturing company is developing a sales
forecast based on past sales trends in order to estimate a similar
growth rate in sales. The sales data are divided into four segments for
analysis. Which approach to sales forecasting is the sales manager
using?
Qualitative
D099 PRE-ASSESSMENT
A sales manager is designing a commission structure for sales team
members. The commissions will be based on each salesperson's
monthly sales less variable expenses. Which income statement is the
basis for the sales commission structure?
Contribution margin
Full costing
Traditional
Balance sheet - ANSWERS-Contribution margin
A sales manager explains to the chief executive officer (CEO) that
they can reduce costs by outsourcing the sales of the product. Which
loss should concern the CEO if this change is approved?
Control
Market access
Buyers
Production - ANSWERS-Control
A sales manager wants to improve the return on assets managed and
assumes that the profit margin will remain constant. Which action
should the sales manager take?
Increase its asset turnover rate
Decrease its account development rate
,Decrease its use of quotas for salespeople
Increase its focus on transactional selling - ANSWERS-Increase its
asset turnover rate
A sales manager applies a costing method that is focused on reporting
all direct costs associated with product sales for internal financial
reporting. Which costing method is the sales manager using?
Activity-based
Full product
Contract
Job - ANSWERS-Activity-based
Managers in a company are evaluating external and internal factors in
order to develop the sales plan. Which level of decision-making are
the managers performing?
Tactical
Strategic
Executive
Programmed - ANSWERS-Strategic
A company fails to meet current annual sales goals. The sales
manager is tasked with developing a plan to increase sales without
incurring additional costs. Which solution should this sales manager
choose?
Offering customer discounts
Focusing on product customization
, Creating new products
Upselling prospective customers - ANSWERS-Upselling prospective
customers
What is an advantage of using customer surveys as a means to collect
data for forecasting and quota development?
It provides detailed user information.
It involves inexpensive data collection.
It generates rich data for consumer goods.
It collects generically valuable information. - ANSWERS-It provides
detailed user information.
What is a disadvantage of using the Delphi method as a means to
collect data for forecasting and quota development?
Possibility of a dominating voice
Time consuming in generating results
Prevalence of argumentative discussion
Discouragement in equal participation by introverts - ANSWERS-
Time consuming in generating results
A sales manager for a manufacturing company is developing a sales
forecast based on past sales trends in order to estimate a similar
growth rate in sales. The sales data are divided into four segments for
analysis. Which approach to sales forecasting is the sales manager
using?
Qualitative
