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WGU D099 Sales Management Objective Assessment Final Exam
Preparation for 2025/2026 Complete 200 Questions And Correct
Answers |Already Graded A+||Brand New!!
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 - CORRECT ANSWER=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. - CORRECT ANSWER=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 - CORRECT ANSWER=Time consuming
in generating results
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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
Time series
Test market
Buying plan - CORRECT ANSWER=Time series
A sales manager is considering all sales data since the start of the business. To develop a sales
forecast for the upcoming year, the manager assigns a higher factor to recent sales and a lower
factor to sales that were over seven years ago. Which approach to sales forecasting is being used
by this sales manager?
Market test
Trend evaluation
Exponential smoothing
Decomposition analysis - CORRECT ANSWER=Exponential smoothing
A director of sales has been asked to create a sales forecast for the upcoming fiscal year for a
company that manufactures various household goods. The director of sales wants to analyze data
by using quantitative analysis. Which method should be used to meet this goal?
Expert opinion
Subjective approach
Statistical review
Delphi technique - CORRECT ANSWER=Statistical review
A director of sales has been asked to create a sales forecast for the upcoming fiscal year for a
company that manufactures various snack foods. The director of sales is considering using a
quantitative forecasting approach. Which approach should be used to meet this goal?
Delphi method
Time series technique
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Sales force composite
Jury of executive opinion - CORRECT ANSWER=Time series technique
A retailer is advertising its new product line and has designed a campaign that includes social
media advertising, print promotional pieces, online promotions, and a special product launch
event. Which concept is the retailer using to promote its new product line?
Relationship selling
Integrated marketing communications
Buyer journey
Marketing research - CORRECT ANSWER=Integrated marketing communications
A salesperson wants to get to know a prospective customer by establishing ongoing
communication to ensure current as well as future sales. Which sales approach is the salesperson
using?
Transactional
Relationship
Adaptive
Direct - CORRECT ANSWER=Relationship
A salesperson prepares for a customer meeting by reviewing the number of products the
customer has purchased since the company started. The salesperson decides to open the
conversation by reviewing how the company has consistently provided a trusted product since
the start of the customer relationship .How does this salesperson's approach help achieve sales
goals?
It emphasizes company value to the customer
It analyzes return on customer investment
It evaluates the cost of customer investment
It calculates net customer profit - CORRECT ANSWER=It emphasizes company value to the
customer
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Every semester, a nationally known textbook company's salesperson visits each professor at a
college to show what the company offers in the subject that the professor teaches. The
salesperson hopes the professors will adopt the book for use in the next academic year. Which
type of salesperson role does this scenario illustrate?
Trade
Prospector
Missionary
Technical - CORRECT ANSWER=Missionary
A small company manufactures automobile hood ornaments and sells them in a small store
located at one end of the factory. Which type of sales channel is being used by this company?
Direct
Distributor
Agent
Wholesale - CORRECT ANSWER=Direct
How does empathy contribute to building a good relationship with a customer?
By sharing beliefs with clients to build interactions based on mutual interests
By displaying vulnerability to clients to make them feel like they have the upper hand
By creating distance from the company to show high customer awareness
By creating an emotional connection with clients to show understanding that is built on trust -
CORRECT ANSWER=By creating an emotional connection with clients to show understanding
that is built on trust
Why is responsive listening important when participating in verbal communication?
It allows a salesperson to be prepared to counter any arguments made by a potential client.
It ensures that a salesperson is responding quickly to the customer's needs.
It encourages the salesperson to repeat back to the customer what they believe the customer
needs.
WGU D099 Sales Management Objective Assessment Final Exam
Preparation for 2025/2026 Complete 200 Questions And Correct
Answers |Already Graded A+||Brand New!!
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 - CORRECT ANSWER=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. - CORRECT ANSWER=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 - CORRECT ANSWER=Time consuming
in generating results
,2|Page
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
Time series
Test market
Buying plan - CORRECT ANSWER=Time series
A sales manager is considering all sales data since the start of the business. To develop a sales
forecast for the upcoming year, the manager assigns a higher factor to recent sales and a lower
factor to sales that were over seven years ago. Which approach to sales forecasting is being used
by this sales manager?
Market test
Trend evaluation
Exponential smoothing
Decomposition analysis - CORRECT ANSWER=Exponential smoothing
A director of sales has been asked to create a sales forecast for the upcoming fiscal year for a
company that manufactures various household goods. The director of sales wants to analyze data
by using quantitative analysis. Which method should be used to meet this goal?
Expert opinion
Subjective approach
Statistical review
Delphi technique - CORRECT ANSWER=Statistical review
A director of sales has been asked to create a sales forecast for the upcoming fiscal year for a
company that manufactures various snack foods. The director of sales is considering using a
quantitative forecasting approach. Which approach should be used to meet this goal?
Delphi method
Time series technique
,3|Page
Sales force composite
Jury of executive opinion - CORRECT ANSWER=Time series technique
A retailer is advertising its new product line and has designed a campaign that includes social
media advertising, print promotional pieces, online promotions, and a special product launch
event. Which concept is the retailer using to promote its new product line?
Relationship selling
Integrated marketing communications
Buyer journey
Marketing research - CORRECT ANSWER=Integrated marketing communications
A salesperson wants to get to know a prospective customer by establishing ongoing
communication to ensure current as well as future sales. Which sales approach is the salesperson
using?
Transactional
Relationship
Adaptive
Direct - CORRECT ANSWER=Relationship
A salesperson prepares for a customer meeting by reviewing the number of products the
customer has purchased since the company started. The salesperson decides to open the
conversation by reviewing how the company has consistently provided a trusted product since
the start of the customer relationship .How does this salesperson's approach help achieve sales
goals?
It emphasizes company value to the customer
It analyzes return on customer investment
It evaluates the cost of customer investment
It calculates net customer profit - CORRECT ANSWER=It emphasizes company value to the
customer
, 4|Page
Every semester, a nationally known textbook company's salesperson visits each professor at a
college to show what the company offers in the subject that the professor teaches. The
salesperson hopes the professors will adopt the book for use in the next academic year. Which
type of salesperson role does this scenario illustrate?
Trade
Prospector
Missionary
Technical - CORRECT ANSWER=Missionary
A small company manufactures automobile hood ornaments and sells them in a small store
located at one end of the factory. Which type of sales channel is being used by this company?
Direct
Distributor
Agent
Wholesale - CORRECT ANSWER=Direct
How does empathy contribute to building a good relationship with a customer?
By sharing beliefs with clients to build interactions based on mutual interests
By displaying vulnerability to clients to make them feel like they have the upper hand
By creating distance from the company to show high customer awareness
By creating an emotional connection with clients to show understanding that is built on trust -
CORRECT ANSWER=By creating an emotional connection with clients to show understanding
that is built on trust
Why is responsive listening important when participating in verbal communication?
It allows a salesperson to be prepared to counter any arguments made by a potential client.
It ensures that a salesperson is responding quickly to the customer's needs.
It encourages the salesperson to repeat back to the customer what they believe the customer
needs.
