WGU D099 SALES MANAGEMENT EXAM
PREP QUESTIONS AND SOLUTIONS 2026
FULL SOLUTION.
◍ A government agency issues a request for proposal (RFP) for
development of military software. The agency believes the cost will
exceed one million dollars, and the agency will need to collaborate
with the developers on specific technical requirements. Which type of
government purchase is occurring? Answer: Contracting by
negotiation
◍ A company seeks to expand internationally through foreign direct
investment and needs to purchase factory equipment that is
customized to the facility to begin producing goods in the new
market. The company seeks quotes from suppliers in the new market.
Which buying situation is occurring? Answer: New task purchase
◍ A business owner and a manufacturer have decided to partner to
create a new product for an industry they both serve. Which strategic
relationship is being sought by these two companies? Answer: Joint
research and development agreement
◍ Why should a company use open-source frameworks? Answer:
To adapt coding based on needs
, ◍ A company recently conducted a focus group to determine which
features and benefits customers are interested in receiving from its
brand. The company plans to redesign its offerings based on the
customer feedback. Which factor will the company need to consider
when developing sales forecasts? Answer: Product
◍ A company is looking at all marketing data associated with
attracting prospects from the last year in order to gain insights into
prospective customers. The data contains multimedia and unstructured
data. Which big data characteristic does this data represent? Answer:
Variety
◍ A company offering online tax preparation software finds that
despite stellar sales numbers, its revenue is lower than expected.
Upon further analysis, the company determines that customer
satisfaction drops significantly after the first year, and only 25% of
customers maintain the service after three years of use. How should
this company remedy its problem? Answer: Develop retention
strategies
◍ A company is concerned about a future decrease in sales so the
sales manager begins monitoring and tracking historical trends of why
customers are discontinuing the purchase of their products. Which
type of predictive analytics is being used by this sales manager?
Answer: Customer attrition
◍ What is a primary use of predictive analytics? Answer: Customer
attrition prediction
, ◍ A company analyst seeks input from the sales department on
which business objective it wants to address so the analyst can
develop a survey instrument. Which step in the data analysis process
is illustrated by this action? Answer: Collection
◍ A company wants to map the customer experience at specific
interactions. How can customer relationship management (CRM)
support this goal? Answer: It can reveal insights into touchpoints and
post-purchase sentiment.
◍ Why is market segmentation critical to effective implementation
of a customer relationship management (CRM) system? Answer: It
identifies data to use in customizing buyer messaging.
◍ How should a company use customer relationship management
(CRM) to provide quality customer service? Answer: To assess
interactions using key performance indicators
◍ Which action illustrates the use of undifferentiated marketing?
Answer: A firm is advertising a product on television during a
popular program that the majority of the population watches.
◍ What is one way in which CRM systems support a customer-
centric culture? Answer: By implementing a relationship model with
risk management and shared rewards
◍ How does customer relationship management (CRM) create value
for an organization? Answer: By recording data about buyers
, ◍ A hiring manager is deciding between two candidates for a
technical sales position. One candidate has more sales experience but,
if hired, would be the only female salesperson in the organization. The
hiring manager decides to hire the female candidate but at a lower
exempt salary status than what the other salespeople have received
when hired. Which statute is the hiring manager violating? Answer:
Equal Pay Act of 1963
◍ A sales manager at a diaper factory has been tasked with
forecasting potential staff needs for the toddler pull-up diaper division
and is analyzing the relevant external factors that will cause an
impact. Which factor should the manager analyze? Answer: New
laws
◍ A company wants to hire a technical salesperson and posts the job
opening on popular online business networking platforms. Which type
of recruiting is this company conducting? Answer: Social recruiting
◍ Which benefit will a manager who is hiring a new salesperson
gain from using resume-parsing software? Answer: Save time in the
overall hiring process
◍ A hiring manager has narrowed the candidate pool of qualified
salespeople to two. During a final review, the older of the two
candidates is chosen due to a perceived higher level of maturity and
the firm's dissatisfaction with previous younger hires. Which form of
discrimination is this manager committing? Answer: Disparate
treatment
PREP QUESTIONS AND SOLUTIONS 2026
FULL SOLUTION.
◍ A government agency issues a request for proposal (RFP) for
development of military software. The agency believes the cost will
exceed one million dollars, and the agency will need to collaborate
with the developers on specific technical requirements. Which type of
government purchase is occurring? Answer: Contracting by
negotiation
◍ A company seeks to expand internationally through foreign direct
investment and needs to purchase factory equipment that is
customized to the facility to begin producing goods in the new
market. The company seeks quotes from suppliers in the new market.
Which buying situation is occurring? Answer: New task purchase
◍ A business owner and a manufacturer have decided to partner to
create a new product for an industry they both serve. Which strategic
relationship is being sought by these two companies? Answer: Joint
research and development agreement
◍ Why should a company use open-source frameworks? Answer:
To adapt coding based on needs
, ◍ A company recently conducted a focus group to determine which
features and benefits customers are interested in receiving from its
brand. The company plans to redesign its offerings based on the
customer feedback. Which factor will the company need to consider
when developing sales forecasts? Answer: Product
◍ A company is looking at all marketing data associated with
attracting prospects from the last year in order to gain insights into
prospective customers. The data contains multimedia and unstructured
data. Which big data characteristic does this data represent? Answer:
Variety
◍ A company offering online tax preparation software finds that
despite stellar sales numbers, its revenue is lower than expected.
Upon further analysis, the company determines that customer
satisfaction drops significantly after the first year, and only 25% of
customers maintain the service after three years of use. How should
this company remedy its problem? Answer: Develop retention
strategies
◍ A company is concerned about a future decrease in sales so the
sales manager begins monitoring and tracking historical trends of why
customers are discontinuing the purchase of their products. Which
type of predictive analytics is being used by this sales manager?
Answer: Customer attrition
◍ What is a primary use of predictive analytics? Answer: Customer
attrition prediction
, ◍ A company analyst seeks input from the sales department on
which business objective it wants to address so the analyst can
develop a survey instrument. Which step in the data analysis process
is illustrated by this action? Answer: Collection
◍ A company wants to map the customer experience at specific
interactions. How can customer relationship management (CRM)
support this goal? Answer: It can reveal insights into touchpoints and
post-purchase sentiment.
◍ Why is market segmentation critical to effective implementation
of a customer relationship management (CRM) system? Answer: It
identifies data to use in customizing buyer messaging.
◍ How should a company use customer relationship management
(CRM) to provide quality customer service? Answer: To assess
interactions using key performance indicators
◍ Which action illustrates the use of undifferentiated marketing?
Answer: A firm is advertising a product on television during a
popular program that the majority of the population watches.
◍ What is one way in which CRM systems support a customer-
centric culture? Answer: By implementing a relationship model with
risk management and shared rewards
◍ How does customer relationship management (CRM) create value
for an organization? Answer: By recording data about buyers
, ◍ A hiring manager is deciding between two candidates for a
technical sales position. One candidate has more sales experience but,
if hired, would be the only female salesperson in the organization. The
hiring manager decides to hire the female candidate but at a lower
exempt salary status than what the other salespeople have received
when hired. Which statute is the hiring manager violating? Answer:
Equal Pay Act of 1963
◍ A sales manager at a diaper factory has been tasked with
forecasting potential staff needs for the toddler pull-up diaper division
and is analyzing the relevant external factors that will cause an
impact. Which factor should the manager analyze? Answer: New
laws
◍ A company wants to hire a technical salesperson and posts the job
opening on popular online business networking platforms. Which type
of recruiting is this company conducting? Answer: Social recruiting
◍ Which benefit will a manager who is hiring a new salesperson
gain from using resume-parsing software? Answer: Save time in the
overall hiring process
◍ A hiring manager has narrowed the candidate pool of qualified
salespeople to two. During a final review, the older of the two
candidates is chosen due to a perceived higher level of maturity and
the firm's dissatisfaction with previous younger hires. Which form of
discrimination is this manager committing? Answer: Disparate
treatment
