D099 OA Practice UPDATED ACTUAL
Exam Questions and CORRECT Answers
During a quick sale at a mall kiosk, the salesperson focuses only on closing the deal without
trying to build a long-term relationship. What sales practice is this? - CORRECT
ANSWER Transactional Selling — focusing on quick, one-time sales.
A technical specialist explains the features of a complex software system to potential clients
without pushing for a sale. What type of sales role is this? - CORRECT ANSWER Technical
Salesperson — expert demonstrations without high-pressure sales.
At a hospital, a group including doctors (users), purchasing agents (buyers), and executives
(decision makers) collaborate on buying new equipment. What is this team called? - CORRECT
ANSWER Buying Center (Decision Making Unit).
In the organizational buying process, after recognizing a need, what is the next step? -
CORRECT ANSWER Define the Need — identifying detailed specifications.
A company uses weighted moving averages to predict next quarter's sales more accurately. What
type of sales analytics are they using? - CORRECT ANSWER Time Series Analysis —
emphasizing more recent data.
A CRM system sends a special discount to customers who haven't shopped in 90 days. Which
part of CRM functionality is this? - CORRECT ANSWER Retention and Loyalty
Management.
When developing a recruitment plan, what is the first crucial step a sales manager must take? -
CORRECT ANSWER Conduct a Job Analysis — defining tasks, skills, and qualifications
needed.
In a job analysis, focusing on the duties performed daily by a salesperson is what kind of
analysis? - CORRECT ANSWER Task-Based Analysis.
, When offering rewards based on an employee's job title or rank, which sales compensation
fairness method is being used? - CORRECT ANSWER Power-Based Compensation
During a salesperson evaluation, management rates how well the employee meets sales targets.
What method is this? - CORRECT ANSWER Performance Appraisal — evaluation based on
results.
A training session focuses on improving objection-handling techniques for the sales team. Which
kind of sales training is this? - CORRECT ANSWER Skills-Based Sales Training.
When setting a sales forecast, what is the step where companies analyze market and evaluate
competition? - CORRECT ANSWER Step 1 of the Sales Forecasting Process.
A company uses last month's actual sales numbers directly to predict this month's sales without
adjustment. What forecasting method is this? - CORRECT ANSWER Rollover Forecasting.
When budgeting, why would a company create a master budget? - CORRECT ANSWER To
show an overview of the company's financial plan, including income and balance sheets
A salesperson is given $1,000 upfront monthly but must pay it back through commissions. What
type of compensation is this? - CORRECT ANSWER Recoverable Draw
When forecasting sales based on opinions of top executives inside a company, what method is
being used? - CORRECT ANSWER Jury of Executive Opinion.
If a government agency makes a purchase under $10,000 using a credit card, what type of
purchasing process is this? - CORRECT ANSWER Micro Purchase.
A government request for highly technical goods over $150,000 that involves negotiation after
bids is known as what? - CORRECT ANSWER Contracting by Negotiations.
Exam Questions and CORRECT Answers
During a quick sale at a mall kiosk, the salesperson focuses only on closing the deal without
trying to build a long-term relationship. What sales practice is this? - CORRECT
ANSWER Transactional Selling — focusing on quick, one-time sales.
A technical specialist explains the features of a complex software system to potential clients
without pushing for a sale. What type of sales role is this? - CORRECT ANSWER Technical
Salesperson — expert demonstrations without high-pressure sales.
At a hospital, a group including doctors (users), purchasing agents (buyers), and executives
(decision makers) collaborate on buying new equipment. What is this team called? - CORRECT
ANSWER Buying Center (Decision Making Unit).
In the organizational buying process, after recognizing a need, what is the next step? -
CORRECT ANSWER Define the Need — identifying detailed specifications.
A company uses weighted moving averages to predict next quarter's sales more accurately. What
type of sales analytics are they using? - CORRECT ANSWER Time Series Analysis —
emphasizing more recent data.
A CRM system sends a special discount to customers who haven't shopped in 90 days. Which
part of CRM functionality is this? - CORRECT ANSWER Retention and Loyalty
Management.
When developing a recruitment plan, what is the first crucial step a sales manager must take? -
CORRECT ANSWER Conduct a Job Analysis — defining tasks, skills, and qualifications
needed.
In a job analysis, focusing on the duties performed daily by a salesperson is what kind of
analysis? - CORRECT ANSWER Task-Based Analysis.
, When offering rewards based on an employee's job title or rank, which sales compensation
fairness method is being used? - CORRECT ANSWER Power-Based Compensation
During a salesperson evaluation, management rates how well the employee meets sales targets.
What method is this? - CORRECT ANSWER Performance Appraisal — evaluation based on
results.
A training session focuses on improving objection-handling techniques for the sales team. Which
kind of sales training is this? - CORRECT ANSWER Skills-Based Sales Training.
When setting a sales forecast, what is the step where companies analyze market and evaluate
competition? - CORRECT ANSWER Step 1 of the Sales Forecasting Process.
A company uses last month's actual sales numbers directly to predict this month's sales without
adjustment. What forecasting method is this? - CORRECT ANSWER Rollover Forecasting.
When budgeting, why would a company create a master budget? - CORRECT ANSWER To
show an overview of the company's financial plan, including income and balance sheets
A salesperson is given $1,000 upfront monthly but must pay it back through commissions. What
type of compensation is this? - CORRECT ANSWER Recoverable Draw
When forecasting sales based on opinions of top executives inside a company, what method is
being used? - CORRECT ANSWER Jury of Executive Opinion.
If a government agency makes a purchase under $10,000 using a credit card, what type of
purchasing process is this? - CORRECT ANSWER Micro Purchase.
A government request for highly technical goods over $150,000 that involves negotiation after
bids is known as what? - CORRECT ANSWER Contracting by Negotiations.
