1
WGU D099 Sales Management Questions
and Answers A+ Graded
1. A company fails to meet current annual sales goals. The sales manager is
tasked with developing a 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 - ANSWER Upselling prospective customers
2. What is an advantage of using customer surveys as a means to collect data
for forecasting and quota development?
It provides detailed user information.
It involves inexpensive data collection.
It generates rich data for consumer goods.
It collects generically valuable information. - ANSWER It provides detailed user
information.
3. What is a disadvantage of using the Delphi method as a means to collect
data for forecasting and quota development?
Possibility of a dominating voice
Time consuming in generating results
Prevalence of argumentative discussion
Discouragement in equal participation by introverts - ANSWER Time consuming
in generating results
4. A sales manager for a manufacturing company is developing a sales forecast
based on past sales trends in order to estimate a similar growth rate in sales.
The sales data are divided into four segments for analysis. Which approach
to sales forecasting is the sales manager using?
Qualitative
Time series
Test market
Buying plan - ANSWER Time series
5. A sales manager is considering all sales data since the start of the business.
To develop a sales forecast for the upcoming year, the manager assigns a
, 2
higher factor to recent sales and a 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 - ANSWER Exponential smoothing
A retailer is advertising its new product line and has designed a campaign that
includes social media advertising, print promotional pieces, online promotions, and
a 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 - ANSWER Integrated marketing communications
6. A salesperson wants to get to know a 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 - ANSWER Relationship
7. A salesperson prepares for a 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 a 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 - ANSWER It emphasizes company value to the
customer
8. Every semester, a nationally known textbook company's salesperson visits
each professor at a 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?
, 3
Trade
Prospector
Missionary
Technical - ANSWER Missionary
9. A small company manufactures automobile hood ornaments and sells them
in a small store located at one end of the factory. Which type of sales
channel is being used by this company?
Direct
Distributor
Agent
Wholesale - ANSWER Direct
10.How does empathy contribute to building a good relationship with a
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 - ANSWER By creating an emotional connection with clients to show
understanding that is built on trust
11.Why is responsive listening important when participating in verbal
communication?
It allows a salesperson to be prepared to counter any arguments made by a
potential client.
It ensures that a 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. - ANSWER It encourages the salesperson to repeat back to the
customer what they believe the customer needs.
12.What is a result of a salesperson conducting follow-up on a sale?
Ensures customer satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections - ANSWER Ensures customer satisfaction
, 4
13.A school administrator receives a request from a 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 - ANSWER Gatekeeper
14.A manufacturing company needs to replace its material requirements
planning system and has sent out Requests for Proposal (RFPs). The
company has received several responses back. A meeting has been called by
the company's decision makers to review the proposals received. Which
stage of the organizational buying process has this company entered?
Order placement
Performance review
Need recognition
Supplier selection - ANSWER Supplier selection
15.A private company purchases raw materials required to manufacture its tire
air pressure sensors. The company sells its sensors to major automobile
companies. Which role does the company play in the business-to-business
(B2B) buying process?
Reseller
Producer
Organization
Consultant - ANSWER Producer
16.A government agency issues a request for proposal (RFP) for development
of military software. The agency believes the cost will exceed one million
dollars, and the agency will need to collaborate with the developers on
specific technical requirements. Which type of government purchase is
occurring?
Consolidated purchasing
Simplified acquisition
Micro-purchase
Contracting by negotiation - ANSWER Contracting by negotiation
WGU D099 Sales Management Questions
and Answers A+ Graded
1. A company fails to meet current annual sales goals. The sales manager is
tasked with developing a 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 - ANSWER Upselling prospective customers
2. What is an advantage of using customer surveys as a means to collect data
for forecasting and quota development?
It provides detailed user information.
It involves inexpensive data collection.
It generates rich data for consumer goods.
It collects generically valuable information. - ANSWER It provides detailed user
information.
3. What is a disadvantage of using the Delphi method as a means to collect
data for forecasting and quota development?
Possibility of a dominating voice
Time consuming in generating results
Prevalence of argumentative discussion
Discouragement in equal participation by introverts - ANSWER Time consuming
in generating results
4. A sales manager for a manufacturing company is developing a sales forecast
based on past sales trends in order to estimate a similar growth rate in sales.
The sales data are divided into four segments for analysis. Which approach
to sales forecasting is the sales manager using?
Qualitative
Time series
Test market
Buying plan - ANSWER Time series
5. A sales manager is considering all sales data since the start of the business.
To develop a sales forecast for the upcoming year, the manager assigns a
, 2
higher factor to recent sales and a 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 - ANSWER Exponential smoothing
A retailer is advertising its new product line and has designed a campaign that
includes social media advertising, print promotional pieces, online promotions, and
a 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 - ANSWER Integrated marketing communications
6. A salesperson wants to get to know a 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 - ANSWER Relationship
7. A salesperson prepares for a 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 a 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 - ANSWER It emphasizes company value to the
customer
8. Every semester, a nationally known textbook company's salesperson visits
each professor at a 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?
, 3
Trade
Prospector
Missionary
Technical - ANSWER Missionary
9. A small company manufactures automobile hood ornaments and sells them
in a small store located at one end of the factory. Which type of sales
channel is being used by this company?
Direct
Distributor
Agent
Wholesale - ANSWER Direct
10.How does empathy contribute to building a good relationship with a
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 - ANSWER By creating an emotional connection with clients to show
understanding that is built on trust
11.Why is responsive listening important when participating in verbal
communication?
It allows a salesperson to be prepared to counter any arguments made by a
potential client.
It ensures that a 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. - ANSWER It encourages the salesperson to repeat back to the
customer what they believe the customer needs.
12.What is a result of a salesperson conducting follow-up on a sale?
Ensures customer satisfaction
Establishes contract terms
Determines customer needs
Handles customer objections - ANSWER Ensures customer satisfaction
, 4
13.A school administrator receives a request from a 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 - ANSWER Gatekeeper
14.A manufacturing company needs to replace its material requirements
planning system and has sent out Requests for Proposal (RFPs). The
company has received several responses back. A meeting has been called by
the company's decision makers to review the proposals received. Which
stage of the organizational buying process has this company entered?
Order placement
Performance review
Need recognition
Supplier selection - ANSWER Supplier selection
15.A private company purchases raw materials required to manufacture its tire
air pressure sensors. The company sells its sensors to major automobile
companies. Which role does the company play in the business-to-business
(B2B) buying process?
Reseller
Producer
Organization
Consultant - ANSWER Producer
16.A government agency issues a request for proposal (RFP) for development
of military software. The agency believes the cost will exceed one million
dollars, and the agency will need to collaborate with the developers on
specific technical requirements. Which type of government purchase is
occurring?
Consolidated purchasing
Simplified acquisition
Micro-purchase
Contracting by negotiation - ANSWER Contracting by negotiation
