WGU D099 - SALES MANAGEMENT EXAM QUESTIONS AND ANSWERS
A sales manager analyzes past sales of Long
1.
Last Christmas lights. Based on past sales, the
sales manager responds to his manager that
the company is expected to sell 100,000 units
of Long Last Christmas lights between Nov. 1
and Dec. 31. What is the sales manager
doing?
- Developing an operational budget
- Determining profitability
- Determining conversion rates
- Determining sales forecast: - Determining sales
forecast
2. CSS Corp., a heavy machinery manufacturing
,company, has seen a growth of 35% in sales.
The company executives realized that because of
this growth, they would have to re-organize
their company. They decided to re-organize
their company into areas based on expertise
such as Sales, Marketing, R&D, Supply chain.
The organizational structure used by CSS
Corp is:
- Module structure
- Distribution structure
- Geographic structure
- Functional structure: - Functional structure
3. To succeed and achieve its goals, a firm has
to outperform its competitors by constantly
striving to improve its offerings to customers
and be better than the competitors'
alternatives. When customers perceive the
distinction as being valuable, they will prefer to
purchase the business's product over a
,competitor's product. This is called:
- Point of Differentiation
- Point of Parity
- Competitive Advantage
- Product perception: - Competitive Advantage
4. provides employees with the
knowledge of what the company expects in
terms of employees' responsibilities and
behavior toward fellow employees,
customers, and suppliers.
, - Code of Ethics
- Organizational ethics
- Compliance-based ethics
- Ethics based on moral principles: - Code of Ethics
5. A company is in the business of selling a
complex computer system to big
companies. What form of promotional
strategy is best suited for this company?
- Personal selling
- Sales promotion
- Advertising
- Direct marketing: - Personal selling
6. AIDA describes in sales management?
- Buyers journey from the marketer's perspective
- Personal seller's journey
- Business buying behavior
- Consumer buying process: - Buyers journey from the
marketer's perspective
A sales manager analyzes past sales of Long
1.
Last Christmas lights. Based on past sales, the
sales manager responds to his manager that
the company is expected to sell 100,000 units
of Long Last Christmas lights between Nov. 1
and Dec. 31. What is the sales manager
doing?
- Developing an operational budget
- Determining profitability
- Determining conversion rates
- Determining sales forecast: - Determining sales
forecast
2. CSS Corp., a heavy machinery manufacturing
,company, has seen a growth of 35% in sales.
The company executives realized that because of
this growth, they would have to re-organize
their company. They decided to re-organize
their company into areas based on expertise
such as Sales, Marketing, R&D, Supply chain.
The organizational structure used by CSS
Corp is:
- Module structure
- Distribution structure
- Geographic structure
- Functional structure: - Functional structure
3. To succeed and achieve its goals, a firm has
to outperform its competitors by constantly
striving to improve its offerings to customers
and be better than the competitors'
alternatives. When customers perceive the
distinction as being valuable, they will prefer to
purchase the business's product over a
,competitor's product. This is called:
- Point of Differentiation
- Point of Parity
- Competitive Advantage
- Product perception: - Competitive Advantage
4. provides employees with the
knowledge of what the company expects in
terms of employees' responsibilities and
behavior toward fellow employees,
customers, and suppliers.
, - Code of Ethics
- Organizational ethics
- Compliance-based ethics
- Ethics based on moral principles: - Code of Ethics
5. A company is in the business of selling a
complex computer system to big
companies. What form of promotional
strategy is best suited for this company?
- Personal selling
- Sales promotion
- Advertising
- Direct marketing: - Personal selling
6. AIDA describes in sales management?
- Buyers journey from the marketer's perspective
- Personal seller's journey
- Business buying behavior
- Consumer buying process: - Buyers journey from the
marketer's perspective
