WGU D099 OA EXAM TEST BANK 3 /WGU D099 SALES
MANAGEMENT OBJECTIVE ASSESSMENT NEWEST
2026-2027 ACTUAL EXAM WITH COMPLETE 180
QUESTIONS AND CORRECT DETAILED ANSWERS
(VERIFIED ANSWERS) |ALREADY GRADED A+
A car salesperson is under pressure to sell one additional new vehicle by
the end of the day to meet a quota. A consumer arrives at the dealership
and explains she just had a baby and is looking for a used car with better
safety features than her current vehicle. The salesperson sees an
opportunity and shows the consumer a new model and explains why the
new model is safer and a better value. The consumer decides to purchase
the new model.How did this salesperson use sales role perception to
achieve this sale? - CORRECT ANSWER-By recognizing the need to
achieve both the salesperson's and the consumer's objectives
A solar panel company publishes a white paper on the advantages and
disadvantages of various solar panels. A customer carefully reads the
paper before making a decision to purchase a particular model. Which
factor of product perception is influencing this consumer's buying
process? - CORRECT ANSWER-Object
Which type of organizational structure causes conflict in a salesperson's
performance due to having multiple bosses? - CORRECT ANSWER-
Matrix
pg. 1
,A sales manager sets sales goals for employees and tells them they will
receive a 10% bonus at the end of the quarter if all sales goals are met.
Which type of reward program is being provided by the manager? -
CORRECT ANSWER-Performance incentive
A vendor sells hot dogs and lemonade to people in their seats at a
stadium and is compensated per unit sold. Which form of compensation
does this represent? - CORRECT ANSWER-Piece-rate
What is a potential negative effect of using individual incentive systems
with salespeople? - CORRECT ANSWER-Increased competition in
targeting clients
A pharmaceutical sales manager has decided to conduct a sales contest
and reward its top salesperson for the upcoming quarter with an all-
expense paid trip to Hawaii. Which component of the firm's sales
compensation plan covers the associated expenses for this incentive? -
CORRECT ANSWER-Sales performance incentive fund
At a real estate office, all employees earn $1,000 per sale, but employees
with less than twelve months experience are paid under a new employee
compensation rule that pays them $3,000 monthly for sales made. These
new employees can earn more money if they exceed three sales in any
given month, and they do not return any money if the three sales are not
achieved in a given month. Which compensation system is being used
pg. 2
,for new employees by this office? - CORRECT ANSWER-Non-
recoverable draw
A manager and subordinate work together to establish relevant,
quantitative performance goals. They then assess the extent to which
these goals have been completed during the review period. Which
performance evaluation method is being used by the manager? -
CORRECT ANSWER-Management by objectives
A manager is trying to base an employee's rating on the entire evaluation
period rather than focusing on the last two months of the year. Which
performance appraisal problem is the manager trying to avoid? -
CORRECT ANSWER-Recency error
A sales manager meets with a salesperson to establish goals and
expected outcomes for the upcoming sales cycle. The salesperson leaves
the meeting understanding how performance will be evaluated. Which
approach is the sales manager using for this performance appraisal? -
CORRECT ANSWER-Management by objectives
company needs to determine the cost of converting prospects to actual
customers over a period of one year. Which type of ratio category should
the company use for this purpose? - CORRECT ANSWER-Expense
pg. 3
, A sales manager wants to evaluate how a salesperson's characteristics
have aided in closing sales. Which type of sales performance
measurement is being used? - CORRECT ANSWER-Subjective
A sales manager meets with a newly hired salesperson to explain the
roles and responsibilities of the salesperson's new position. Which goal
is the sales manager trying to achieve? - CORRECT ANSWER-Set job
expectations
A business-to-business (B2B) company discovers its margins are lower
than that of its competitors. In response, the company implements a new
sales training program to help salespeople better communicate product
value to organizations. The result is increased sales and profitability.
Which direct benefit has this company achieved? - CORRECT
ANSWER-Improved productivity
Even though its sales numbers are high, a company is concerned that it
has a low percentage of repeat sales. It decides to invest more heavily in
sales training so salespeople will learn how to maintain regular
communication with clients. The company sees a marked improvement
in repeat sales. Which direct benefit has this company achieved? -
CORRECT ANSWER-Improved customer relationships
A company recently decided to pursue government contracts. The sales
staff was hired to work on business-to-business (B2B) sales, not on sales
to the federal government. The sales manager is constructing a
professional development series that will provide advanced training for
pg. 4
MANAGEMENT OBJECTIVE ASSESSMENT NEWEST
2026-2027 ACTUAL EXAM WITH COMPLETE 180
QUESTIONS AND CORRECT DETAILED ANSWERS
(VERIFIED ANSWERS) |ALREADY GRADED A+
A car salesperson is under pressure to sell one additional new vehicle by
the end of the day to meet a quota. A consumer arrives at the dealership
and explains she just had a baby and is looking for a used car with better
safety features than her current vehicle. The salesperson sees an
opportunity and shows the consumer a new model and explains why the
new model is safer and a better value. The consumer decides to purchase
the new model.How did this salesperson use sales role perception to
achieve this sale? - CORRECT ANSWER-By recognizing the need to
achieve both the salesperson's and the consumer's objectives
A solar panel company publishes a white paper on the advantages and
disadvantages of various solar panels. A customer carefully reads the
paper before making a decision to purchase a particular model. Which
factor of product perception is influencing this consumer's buying
process? - CORRECT ANSWER-Object
Which type of organizational structure causes conflict in a salesperson's
performance due to having multiple bosses? - CORRECT ANSWER-
Matrix
pg. 1
,A sales manager sets sales goals for employees and tells them they will
receive a 10% bonus at the end of the quarter if all sales goals are met.
Which type of reward program is being provided by the manager? -
CORRECT ANSWER-Performance incentive
A vendor sells hot dogs and lemonade to people in their seats at a
stadium and is compensated per unit sold. Which form of compensation
does this represent? - CORRECT ANSWER-Piece-rate
What is a potential negative effect of using individual incentive systems
with salespeople? - CORRECT ANSWER-Increased competition in
targeting clients
A pharmaceutical sales manager has decided to conduct a sales contest
and reward its top salesperson for the upcoming quarter with an all-
expense paid trip to Hawaii. Which component of the firm's sales
compensation plan covers the associated expenses for this incentive? -
CORRECT ANSWER-Sales performance incentive fund
At a real estate office, all employees earn $1,000 per sale, but employees
with less than twelve months experience are paid under a new employee
compensation rule that pays them $3,000 monthly for sales made. These
new employees can earn more money if they exceed three sales in any
given month, and they do not return any money if the three sales are not
achieved in a given month. Which compensation system is being used
pg. 2
,for new employees by this office? - CORRECT ANSWER-Non-
recoverable draw
A manager and subordinate work together to establish relevant,
quantitative performance goals. They then assess the extent to which
these goals have been completed during the review period. Which
performance evaluation method is being used by the manager? -
CORRECT ANSWER-Management by objectives
A manager is trying to base an employee's rating on the entire evaluation
period rather than focusing on the last two months of the year. Which
performance appraisal problem is the manager trying to avoid? -
CORRECT ANSWER-Recency error
A sales manager meets with a salesperson to establish goals and
expected outcomes for the upcoming sales cycle. The salesperson leaves
the meeting understanding how performance will be evaluated. Which
approach is the sales manager using for this performance appraisal? -
CORRECT ANSWER-Management by objectives
company needs to determine the cost of converting prospects to actual
customers over a period of one year. Which type of ratio category should
the company use for this purpose? - CORRECT ANSWER-Expense
pg. 3
, A sales manager wants to evaluate how a salesperson's characteristics
have aided in closing sales. Which type of sales performance
measurement is being used? - CORRECT ANSWER-Subjective
A sales manager meets with a newly hired salesperson to explain the
roles and responsibilities of the salesperson's new position. Which goal
is the sales manager trying to achieve? - CORRECT ANSWER-Set job
expectations
A business-to-business (B2B) company discovers its margins are lower
than that of its competitors. In response, the company implements a new
sales training program to help salespeople better communicate product
value to organizations. The result is increased sales and profitability.
Which direct benefit has this company achieved? - CORRECT
ANSWER-Improved productivity
Even though its sales numbers are high, a company is concerned that it
has a low percentage of repeat sales. It decides to invest more heavily in
sales training so salespeople will learn how to maintain regular
communication with clients. The company sees a marked improvement
in repeat sales. Which direct benefit has this company achieved? -
CORRECT ANSWER-Improved customer relationships
A company recently decided to pursue government contracts. The sales
staff was hired to work on business-to-business (B2B) sales, not on sales
to the federal government. The sales manager is constructing a
professional development series that will provide advanced training for
pg. 4
