WGU D099/BUS 3130 sales management Q-bank

,WGU D099 / BUS 3130 – Sales Management

Q-Bank (Set 1: Questions 1–100)

Section A: Fundamentals of Sales Management

1. Sales management primarily involves:
o A) Advertising campaigns
o B) Planning, directing, and controlling personal selling activities
o C) Customer service only
o D) Market research exclusively Answer: B
2. True or False: Sales management is only concerned with closing deals. Answer: False
3. Which of the following is NOT a function of sales management?
o A) Recruiting salespeople
o B) Setting quotas
o C) Designing national advertising campaigns
o D) Monitoring performance Answer: C
4. The ultimate goal of sales management is to:
o A) Increase short-term profits only
o B) Build long-term customer relationships and drive revenue
o C) Reduce marketing expenses
o D) Focus solely on product development Answer: B

Section B: Sales Forecasting

5. Which forecasting method uses expert consensus?
o A) Regression analysis
o B) Delphi method
o C) Sales force composite
o D) Time-series analysis Answer: B
6. True or False: Forecasting helps in setting realistic sales targets. Answer: True
7. The sales force composite method relies on:
o A) Customer surveys
o B) Salespeople’s estimates
o C) Competitor analysis
o D) Government reports Answer: B
8. Which of the following is a quantitative forecasting technique?
o A) Expert opinion
o B) Regression analysis
o C) Delphi method
o D) Brainstorming Answer: B

,Section C: Sales Process

9. The first step in the sales process is:
o A) Closing
o B) Prospecting
o C) Presentation
o D) Follow-up Answer: B
10. True or False: The follow-up stage is optional in the sales process. Answer: False
11. Which step involves gathering information about the prospect before meeting them?

 A) Pre-approach
 B) Closing
 C) Presentation
 D) Prospecting Answer: A

12. Closing a sale refers to:

 A) Identifying potential customers
 B) Asking for the order and finalizing the deal
 C) Following up with customers
 D) Presenting product features Answer: B

Section D: Motivation & Compensation

13. Which of the following is an extrinsic motivator?

 A) Recognition
 B) Commission
 C) Personal satisfaction
 D) Pride in work Answer: B

14. True or False: A straight salary plan provides strong short-term motivation. Answer:
False
15. Which compensation plan encourages teamwork and customer service?

 A) Straight commission
 B) Salary plus bonus
 C) Straight salary
 D) Piece-rate system Answer: C

16. Intrinsic motivation comes from:

 A) External rewards
 B) Internal satisfaction and achievement
 C) Commission-based pay
 D) Company perks Answer: B

, Section E: Ethics in Sales

17. Which of the following is unethical in sales?

 A) Providing accurate product information
 B) Misrepresenting product features
 C) Offering discounts to loyal customers
 D) Training salespeople on compliance Answer: B

18. True or False: Ethical sales practices build long-term trust. Answer: True
19. A code of conduct in sales management helps to:

 A) Increase short-term profits
 B) Establish clear ethical guidelines
 C) Reduce training costs
 D) Eliminate competition Answer: B

20. Which of the following promotes ethical behavior?

 A) Ignoring minor violations
 B) Encouraging aggressive selling
 C) Establishing compliance policies
 D) Avoiding performance reviews Answer: C

Section F: Recruitment & Selection

21. Which of the following is the first step in recruiting salespeople?

 A) Training
 B) Job analysis
 C) Compensation planning
 D) Performance appraisal Answer: B

22. True or False: A job description is unnecessary when hiring salespeople. Answer:
False
23. Which selection tool is most effective for assessing interpersonal skills?

 A) Written test
 B) Structured interview
 C) Background check
 D) Aptitude test Answer: B

24. The purpose of a realistic job preview is to:

 A) Increase turnover
 B) Provide candidates with accurate expectations