WGU D099 BUS 3130 SALES MANAGEMENT
– OA -REVIEW PRE-ASSESSMENT WITH
ACCURATE SOLUTIONS VERIFIED 2026
Question 1
A salesperson wants to know a prospective customer better, establishing
ongoing communication to ensure current and future sales. Which sales
approach is the salesperson using?
A. Transactional selling
B. Relationship selling ✅
C. Product-oriented selling
D. Hard selling
Answer: B. Relationship selling
Explanation: Relationship selling focuses on building long-term connections
with customers rather than just completing a single transaction. The
salesperson engages with the customer regularly, understanding their needs
and preferences to ensure loyalty and repeat business. This approach often
leads to higher customer satisfaction and more sustainable sales over time.
Question 2
Which of the following is a key responsibility of a sales manager?
A. Forecasting sales ✅
B. Designing product packaging
C. Conducting customer surveys exclusively
D. Handling accounting audits
,Answer: A. Forecasting sales
Explanation: Sales managers are responsible for planning and directing
sales activities, which includes forecasting future sales to set realistic goals.
Forecasting helps in planning staffing, budgets, and territory assignments.
While sales managers may review market research, tasks like accounting or
product packaging are not their primary responsibility.
Question 3
A company structures its sales force so that each salesperson handles a
specific geographic region. What type of sales force structure is this?
A. Product structure
B. Geographic structure ✅
C. Market/customer structure
D. Hybrid structure
Answer: B. Geographic structure
Explanation: In a geographic sales force structure, each salesperson is
assigned to a specific region or territory. This method helps reduce travel
time and ensures coverage of all areas. Unlike product or market structures,
it focuses purely on location rather than customer type or product
specialization.
Question 4
Which type of sales quota focuses on measuring the number of sales
activities rather than revenue?
,A. Volume quota
B. Profit quota
C. Activity quota ✅
D. Combination quota
Answer: C. Activity quota
Explanation: Activity quotas measure sales behaviors, such as the number
of calls made or meetings scheduled. These quotas focus on the process of
selling rather than the results (like revenue or profit). They are useful for
motivating salespeople to maintain consistent effort and engagement.
Question 5
A company uses commissions to motivate its sales team. This is an example
of which type of compensation plan?
A. Straight salary
B. Straight commission ✅
C. Salary plus bonus
D. Team-based incentive
Answer: B. Straight commission
Explanation: Straight commission compensation pays salespeople based
entirely on the sales they generate. This plan incentivizes high performance
but provides no guaranteed base salary. It is best suited for highly motivated
and experienced salespeople.
Question 6
, Which forecasting method relies on the collective estimates of the sales
team to predict future sales?
A. Historical sales analysis
B. Salesforce composite ✅
C. Regression analysis
D. Trend analysis
Answer: B. Salesforce composite
Explanation: Salesforce composite forecasting gathers input from the sales
team to estimate future sales. It leverages the knowledge of those directly
interacting with customers. This method is often more accurate than purely
statistical models because it incorporates on-the-ground insights.
Question 7
A sales manager notices that a team performs better when given recognition
and small rewards for completing tasks. Which motivation theory does this
align with?
A. Maslow’s Hierarchy of Needs
B. Herzberg’s Two-Factor Theory
C. Reinforcement Theory ✅
D. Expectancy Theory
Answer: C. Reinforcement Theory
Explanation: Reinforcement theory focuses on shaping behavior through
rewards and punishments. Recognizing and rewarding positive behavior
increases the likelihood it will be repeated. Unlike Maslow or Herzberg, it
emphasizes immediate consequences rather than long-term needs or job
satisfaction.
– OA -REVIEW PRE-ASSESSMENT WITH
ACCURATE SOLUTIONS VERIFIED 2026
Question 1
A salesperson wants to know a prospective customer better, establishing
ongoing communication to ensure current and future sales. Which sales
approach is the salesperson using?
A. Transactional selling
B. Relationship selling ✅
C. Product-oriented selling
D. Hard selling
Answer: B. Relationship selling
Explanation: Relationship selling focuses on building long-term connections
with customers rather than just completing a single transaction. The
salesperson engages with the customer regularly, understanding their needs
and preferences to ensure loyalty and repeat business. This approach often
leads to higher customer satisfaction and more sustainable sales over time.
Question 2
Which of the following is a key responsibility of a sales manager?
A. Forecasting sales ✅
B. Designing product packaging
C. Conducting customer surveys exclusively
D. Handling accounting audits
,Answer: A. Forecasting sales
Explanation: Sales managers are responsible for planning and directing
sales activities, which includes forecasting future sales to set realistic goals.
Forecasting helps in planning staffing, budgets, and territory assignments.
While sales managers may review market research, tasks like accounting or
product packaging are not their primary responsibility.
Question 3
A company structures its sales force so that each salesperson handles a
specific geographic region. What type of sales force structure is this?
A. Product structure
B. Geographic structure ✅
C. Market/customer structure
D. Hybrid structure
Answer: B. Geographic structure
Explanation: In a geographic sales force structure, each salesperson is
assigned to a specific region or territory. This method helps reduce travel
time and ensures coverage of all areas. Unlike product or market structures,
it focuses purely on location rather than customer type or product
specialization.
Question 4
Which type of sales quota focuses on measuring the number of sales
activities rather than revenue?
,A. Volume quota
B. Profit quota
C. Activity quota ✅
D. Combination quota
Answer: C. Activity quota
Explanation: Activity quotas measure sales behaviors, such as the number
of calls made or meetings scheduled. These quotas focus on the process of
selling rather than the results (like revenue or profit). They are useful for
motivating salespeople to maintain consistent effort and engagement.
Question 5
A company uses commissions to motivate its sales team. This is an example
of which type of compensation plan?
A. Straight salary
B. Straight commission ✅
C. Salary plus bonus
D. Team-based incentive
Answer: B. Straight commission
Explanation: Straight commission compensation pays salespeople based
entirely on the sales they generate. This plan incentivizes high performance
but provides no guaranteed base salary. It is best suited for highly motivated
and experienced salespeople.
Question 6
, Which forecasting method relies on the collective estimates of the sales
team to predict future sales?
A. Historical sales analysis
B. Salesforce composite ✅
C. Regression analysis
D. Trend analysis
Answer: B. Salesforce composite
Explanation: Salesforce composite forecasting gathers input from the sales
team to estimate future sales. It leverages the knowledge of those directly
interacting with customers. This method is often more accurate than purely
statistical models because it incorporates on-the-ground insights.
Question 7
A sales manager notices that a team performs better when given recognition
and small rewards for completing tasks. Which motivation theory does this
align with?
A. Maslow’s Hierarchy of Needs
B. Herzberg’s Two-Factor Theory
C. Reinforcement Theory ✅
D. Expectancy Theory
Answer: C. Reinforcement Theory
Explanation: Reinforcement theory focuses on shaping behavior through
rewards and punishments. Recognizing and rewarding positive behavior
increases the likelihood it will be repeated. Unlike Maslow or Herzberg, it
emphasizes immediate consequences rather than long-term needs or job
satisfaction.
