WGU D099 Sales Management Objective Assessment Practice Exam –
Complete 170 Questions and Correct Verified Answers/ D099 Pre-
assessment Test 2025-2026
A sales manager sets sales goals for employees and tells them they will receive a 10% bonus at
the end of the quarter if all sales goals are met. Which type of reward program is being provided
by the manager? - ANSWER-Performance incentive
A vendor sells hot dogs and lemonade to people in their seats at a stadium and is compensated
per unit sold. Which form of compensation does this represent? - ANSWER-Piece-rate
A company offering online tax preparation software finds that despite stellar sales numbers, its
revenue is lower than expected. Upon further analysis, the company determines that customer
satisfaction drops significantly after the first year, and only 25% of customers maintain the
service after three years of use. How should this company remedy its problem? - ANSWER-
Develop retention strategies
A company is concerned about a future decrease in sales so the sales manager begins
monitoring and tracking historical trends of why customers are discontinuing the purchase of
their products. Which type of predictive analytics is being used by this sales manager? -
ANSWER-Customer attrition
What is a primary use of predictive analytics? - ANSWER-Customer attrition prediction
A company analyst seeks input from the sales department on which business objective it wants
to address so the analyst can develop a survey instrument. Which step in the data analysis
process is illustrated by this action? - ANSWER-Collection
A company wants to map the customer experience at specific interactions. How can customer
relationship management (CRM) support this goal? - ANSWER-It can reveal insights into
touchpoints and post-purchase sentiment.
pg. 1
,Why is market segmentation critical to effective implementation of a customer relationship
management (CRM) system? - ANSWER-It identifies data to use in customizing buyer
messaging.
How should a company use customer relationship management (CRM) to provide quality
customer service? - ANSWER-To assess interactions using key performance indicators
Which action illustrates the use of undifferentiated marketing? - ANSWER-A firm is
advertising a product on television during a popular program that the majority of the population
watches.
What is one way in which CRM systems support a customer-centric culture? - ANSWER-By
implementing a relationship model with risk management and shared rewards
How does customer relationship management (CRM) create value for an organization? -
ANSWER-By recording data about buyers
A hiring manager is deciding between two candidates for a technical sales position. One
candidate has more sales experience but, if hired, would be the only female salesperson in the
organization. The hiring manager decides to hire the female candidate but at a lower exempt
salary status than what the other salespeople have received when hired. Which statute is the
hiring manager violating? - ANSWER-Equal Pay Act of 1963
A sales manager at a diaper factory has been tasked with forecasting potential staff needs for the
toddler pull-up diaper division and is analyzing the relevant external factors that will cause an
impact. Which factor should the manager analyze? - ANSWER-New laws
A company wants to hire a technical salesperson and posts the job opening on popular online
business networking platforms. Which type of recruiting is this company conducting? -
ANSWER-Social recruiting
Which benefit will a manager who is hiring a new salesperson gain from using resume-parsing
software? - ANSWER-Save time in the overall hiring process
pg. 2
, A hiring manager has narrowed the candidate pool of qualified salespeople to two. During a
final review, the older of the two candidates is chosen due to a perceived higher level of
maturity and the firm's dissatisfaction with previous younger hires. Which form of
discrimination is this manager committing? - ANSWER-Disparate treatment
A firm is using situational interview questions to help select a candidate for a sales management
position. Which question aligns with this interview format? - ANSWER-How would you
construct a sales compensation package?
How should a sales manager ethically conduct employment testing in the sales recruitment
process? - ANSWER-Testing should be consistently applied to all candidates
A sales manager has used the same interview question for many years to determine the degree
of candidates' fit with the company's culture. Over time, the sales manager has discovered that
applicants' answers rated as positive consistently align with a high degree of cultural fit and the
success of the new hires. Which issue regarding the data did the manager discover? -
ANSWER-Reliability
What is a disadvantage of a matrix structure? - ANSWER-Employees have two direct
supervisors.
A firm operates using a formal structure in which decision-making authority resides with the
executive leadership. Which type of organizational structure is being used by this firm? -
ANSWER-Centralized
What is true of a sale in which the customer has a limited problem-solving mindset? -
ANSWER-The customer is swayed directly by advertising and promotion.
A car salesperson is under pressure to sell one additional new vehicle by the end of the day to
meet a quota. A consumer arrives at the dealership and explains she just had a baby and is
looking for a used car with better safety features than her current vehicle. The salesperson sees
an opportunity and shows the consumer a new model and explains why the new model is safer
pg. 3
Complete 170 Questions and Correct Verified Answers/ D099 Pre-
assessment Test 2025-2026
A sales manager sets sales goals for employees and tells them they will receive a 10% bonus at
the end of the quarter if all sales goals are met. Which type of reward program is being provided
by the manager? - ANSWER-Performance incentive
A vendor sells hot dogs and lemonade to people in their seats at a stadium and is compensated
per unit sold. Which form of compensation does this represent? - ANSWER-Piece-rate
A company offering online tax preparation software finds that despite stellar sales numbers, its
revenue is lower than expected. Upon further analysis, the company determines that customer
satisfaction drops significantly after the first year, and only 25% of customers maintain the
service after three years of use. How should this company remedy its problem? - ANSWER-
Develop retention strategies
A company is concerned about a future decrease in sales so the sales manager begins
monitoring and tracking historical trends of why customers are discontinuing the purchase of
their products. Which type of predictive analytics is being used by this sales manager? -
ANSWER-Customer attrition
What is a primary use of predictive analytics? - ANSWER-Customer attrition prediction
A company analyst seeks input from the sales department on which business objective it wants
to address so the analyst can develop a survey instrument. Which step in the data analysis
process is illustrated by this action? - ANSWER-Collection
A company wants to map the customer experience at specific interactions. How can customer
relationship management (CRM) support this goal? - ANSWER-It can reveal insights into
touchpoints and post-purchase sentiment.
pg. 1
,Why is market segmentation critical to effective implementation of a customer relationship
management (CRM) system? - ANSWER-It identifies data to use in customizing buyer
messaging.
How should a company use customer relationship management (CRM) to provide quality
customer service? - ANSWER-To assess interactions using key performance indicators
Which action illustrates the use of undifferentiated marketing? - ANSWER-A firm is
advertising a product on television during a popular program that the majority of the population
watches.
What is one way in which CRM systems support a customer-centric culture? - ANSWER-By
implementing a relationship model with risk management and shared rewards
How does customer relationship management (CRM) create value for an organization? -
ANSWER-By recording data about buyers
A hiring manager is deciding between two candidates for a technical sales position. One
candidate has more sales experience but, if hired, would be the only female salesperson in the
organization. The hiring manager decides to hire the female candidate but at a lower exempt
salary status than what the other salespeople have received when hired. Which statute is the
hiring manager violating? - ANSWER-Equal Pay Act of 1963
A sales manager at a diaper factory has been tasked with forecasting potential staff needs for the
toddler pull-up diaper division and is analyzing the relevant external factors that will cause an
impact. Which factor should the manager analyze? - ANSWER-New laws
A company wants to hire a technical salesperson and posts the job opening on popular online
business networking platforms. Which type of recruiting is this company conducting? -
ANSWER-Social recruiting
Which benefit will a manager who is hiring a new salesperson gain from using resume-parsing
software? - ANSWER-Save time in the overall hiring process
pg. 2
, A hiring manager has narrowed the candidate pool of qualified salespeople to two. During a
final review, the older of the two candidates is chosen due to a perceived higher level of
maturity and the firm's dissatisfaction with previous younger hires. Which form of
discrimination is this manager committing? - ANSWER-Disparate treatment
A firm is using situational interview questions to help select a candidate for a sales management
position. Which question aligns with this interview format? - ANSWER-How would you
construct a sales compensation package?
How should a sales manager ethically conduct employment testing in the sales recruitment
process? - ANSWER-Testing should be consistently applied to all candidates
A sales manager has used the same interview question for many years to determine the degree
of candidates' fit with the company's culture. Over time, the sales manager has discovered that
applicants' answers rated as positive consistently align with a high degree of cultural fit and the
success of the new hires. Which issue regarding the data did the manager discover? -
ANSWER-Reliability
What is a disadvantage of a matrix structure? - ANSWER-Employees have two direct
supervisors.
A firm operates using a formal structure in which decision-making authority resides with the
executive leadership. Which type of organizational structure is being used by this firm? -
ANSWER-Centralized
What is true of a sale in which the customer has a limited problem-solving mindset? -
ANSWER-The customer is swayed directly by advertising and promotion.
A car salesperson is under pressure to sell one additional new vehicle by the end of the day to
meet a quota. A consumer arrives at the dealership and explains she just had a baby and is
looking for a used car with better safety features than her current vehicle. The salesperson sees
an opportunity and shows the consumer a new model and explains why the new model is safer
pg. 3
