WGU PA SALES MANAGEMENT QUESTIONS &
ANSWERS
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?
Trade
Prospector
Missionary
Technical - Answer -Missionary
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
A company seeks to expand internationally through foreign direct investment and needs
to purchase factory equipment that is customized to the facility to begin producing
goods in the new market. The company seeks quotes from suppliers in the new market.
Which buying situation is occurring?
New task purchase
Modified rebuy
Straight rebuy
Retail purchase - Answer -New task purchase
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
A director of sales has been asked to create a sales forecast for the upcoming fiscal
year for a company that manufactures various snack foods. The director of sales is
considering using a quantitative forecasting approach. Which approach should be used
to meet this goal?
Delphi method
Time series technique
ANSWERS
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?
Trade
Prospector
Missionary
Technical - Answer -Missionary
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
A company seeks to expand internationally through foreign direct investment and needs
to purchase factory equipment that is customized to the facility to begin producing
goods in the new market. The company seeks quotes from suppliers in the new market.
Which buying situation is occurring?
New task purchase
Modified rebuy
Straight rebuy
Retail purchase - Answer -New task purchase
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
A director of sales has been asked to create a sales forecast for the upcoming fiscal
year for a company that manufactures various snack foods. The director of sales is
considering using a quantitative forecasting approach. Which approach should be used
to meet this goal?
Delphi method
Time series technique
