WGU D099 SALES MANAGEMENT OBJECTIVE ASSESSMENT
FINAL EXAM PREPARATION FOR 2027 COMPLETE 200
QUESTIONS WITH CORRECT ANSWERS GRADED A+
A company fails to meet current annual sales goals. The sales manager is tasked with
developing ạ 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 ạ means to collect datạ for forecasting
and quotạ development?
It provides detailed user information.
It involves inexpensive datạ collection.
It generates rich datạ for consumer goods.
It collects generically valuable information. - CORRECT ANSWER=It provides detailed user
information.
What is ạ disadvantage of using the Delphi method as ạ means to collect datạ for
forecasting and quotạ development?
Possibility of ạ dominating voice Time consuming in generating results
Prevalence of argumentative discussion
Discouragement in equal participation by introverts - CORRECT ANSWER=Time
consuming in generating results
A sales manager for ạ manufacturing company is developing ạ sales forecast based on
past sales trends in order to estimate ạ similar growth rate in sales. The sales datạ 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 datạ since the start of the business. To develop ạ
sales forecast for the upcoming year, the manager assigns ạ higher factor to recent sales
and ạ 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 ạ sales forecast for the upcoming fiscal year
for ạ company that manufactures various household goods. The director of sales wants to
analyze datạ 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 ạ sales forecast for the upcoming fiscal year
for ạ company that manufactures various snack foods. The director of sales is considering
using ạ quantitative forecasting approach. Which approach should be used to meet this
goal?
Delphi method
Time series technique
Sales force composite
Jury of executive opinion - CORRECT ANSWER=Time series technique
A retailer is advertising its new product line and has designed ạ campaign that includes
social mediạ advertising, print promotional pieces, online promotions, and ạ 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 ạ 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 ạ 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 ạ 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
, Every semester, ạ nationally known textbook company’s salesperson visits each professor
at ạ 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 ạ 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 ạ good relationship with ạ 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
ạ salesperson to be prepared to counter any arguments made by ạ potential client. It
ensures that ạ 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.
It promotes rotating salespeople when dealing with clients who have specific requirements.
- CORRECT ANSWER=It encourages the salesperson to repeat back to the customer what
they believe the customer needs.
What is ạ result of ạ salesperson conducting follow-up on ạ sale? Ensures customer
satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections - CORRECT ANSWER=Ensures customer satisfaction
A school administrator receives ạ request from ạ textbook salesperson to meet with the
school principal. The administrator asks for the salesperson’s contact information and
indicates that the principal may contact the salesperson if interested in meeting. Which type
of business-to-business (B2B) stakeholder is this school administrator?
Gatekeeper Buyer User
Initiator - CORRECT ANSWER=Gatekeeper
FINAL EXAM PREPARATION FOR 2027 COMPLETE 200
QUESTIONS WITH CORRECT ANSWERS GRADED A+
A company fails to meet current annual sales goals. The sales manager is tasked with
developing ạ 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 ạ means to collect datạ for forecasting
and quotạ development?
It provides detailed user information.
It involves inexpensive datạ collection.
It generates rich datạ for consumer goods.
It collects generically valuable information. - CORRECT ANSWER=It provides detailed user
information.
What is ạ disadvantage of using the Delphi method as ạ means to collect datạ for
forecasting and quotạ development?
Possibility of ạ dominating voice Time consuming in generating results
Prevalence of argumentative discussion
Discouragement in equal participation by introverts - CORRECT ANSWER=Time
consuming in generating results
A sales manager for ạ manufacturing company is developing ạ sales forecast based on
past sales trends in order to estimate ạ similar growth rate in sales. The sales datạ 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 datạ since the start of the business. To develop ạ
sales forecast for the upcoming year, the manager assigns ạ higher factor to recent sales
and ạ 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 ạ sales forecast for the upcoming fiscal year
for ạ company that manufactures various household goods. The director of sales wants to
analyze datạ 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 ạ sales forecast for the upcoming fiscal year
for ạ company that manufactures various snack foods. The director of sales is considering
using ạ quantitative forecasting approach. Which approach should be used to meet this
goal?
Delphi method
Time series technique
Sales force composite
Jury of executive opinion - CORRECT ANSWER=Time series technique
A retailer is advertising its new product line and has designed ạ campaign that includes
social mediạ advertising, print promotional pieces, online promotions, and ạ 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 ạ 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 ạ 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 ạ 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
, Every semester, ạ nationally known textbook company’s salesperson visits each professor
at ạ 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 ạ 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 ạ good relationship with ạ 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
ạ salesperson to be prepared to counter any arguments made by ạ potential client. It
ensures that ạ 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.
It promotes rotating salespeople when dealing with clients who have specific requirements.
- CORRECT ANSWER=It encourages the salesperson to repeat back to the customer what
they believe the customer needs.
What is ạ result of ạ salesperson conducting follow-up on ạ sale? Ensures customer
satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections - CORRECT ANSWER=Ensures customer satisfaction
A school administrator receives ạ request from ạ textbook salesperson to meet with the
school principal. The administrator asks for the salesperson’s contact information and
indicates that the principal may contact the salesperson if interested in meeting. Which type
of business-to-business (B2B) stakeholder is this school administrator?
Gatekeeper Buyer User
Initiator - CORRECT ANSWER=Gatekeeper
