WGU D099 Sales Management -Study Guide Questions and
Answers |Fall 2025/2026 Update | 100% Correct Latest
Question 1
A pharmaceutical sales manager has decided to conduct a sales contest and reward its top salesperson for the upcoming
quarter with an all-expense paid trip to Hawaii. Which component of the firm's sales compensation plan covers the
associated expenses for this incentive?
Correct Answer
Sales performance incentive fund
Question 2
A sales manager meets with a salesperson to establish goals and expected outcomes for the upcoming sales cycle. The
salesperson leaves the meeting understanding how performance will be evaluated. Which approach is the sales manager
using for this performance appraisal?
Correct Answer
Management by objectives
Question 3
What is a disadvantage of using the Delphi method as a means to collect data for forecasting and quota development?
Correct Answer
Time consuming in generating results
Page 1 of 22
,Question 4
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?
Correct Answer
Direct
Question 5
A company wants to hire a technical salesperson and posts the job opening on popular online business networking
platforms. Which type of recruiting is the company conducting?
Correct Answer
Social recruiting
Question 6
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?
Correct Answer
Missionary
Page 2 of 22
, Question 7
A business-to-business (B2B) company discovers its margins are lower than that of its competitors. In response, the
company implements a new sales training program to help salespeople better communicate product value to orginizations.
The result is increased sales and profitability. Which direct benefit has this company achieved?
Correct Answer
Improved productivity
Question 8
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?
Correct Answer
Customer attrition
Question 9
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?
Correct Answer
Develop retention strategies
Page 3 of 22
Answers |Fall 2025/2026 Update | 100% Correct Latest
Question 1
A pharmaceutical sales manager has decided to conduct a sales contest and reward its top salesperson for the upcoming
quarter with an all-expense paid trip to Hawaii. Which component of the firm's sales compensation plan covers the
associated expenses for this incentive?
Correct Answer
Sales performance incentive fund
Question 2
A sales manager meets with a salesperson to establish goals and expected outcomes for the upcoming sales cycle. The
salesperson leaves the meeting understanding how performance will be evaluated. Which approach is the sales manager
using for this performance appraisal?
Correct Answer
Management by objectives
Question 3
What is a disadvantage of using the Delphi method as a means to collect data for forecasting and quota development?
Correct Answer
Time consuming in generating results
Page 1 of 22
,Question 4
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?
Correct Answer
Direct
Question 5
A company wants to hire a technical salesperson and posts the job opening on popular online business networking
platforms. Which type of recruiting is the company conducting?
Correct Answer
Social recruiting
Question 6
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?
Correct Answer
Missionary
Page 2 of 22
, Question 7
A business-to-business (B2B) company discovers its margins are lower than that of its competitors. In response, the
company implements a new sales training program to help salespeople better communicate product value to orginizations.
The result is increased sales and profitability. Which direct benefit has this company achieved?
Correct Answer
Improved productivity
Question 8
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?
Correct Answer
Customer attrition
Question 9
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?
Correct Answer
Develop retention strategies
Page 3 of 22
