WGU D099 Sales Management Test Questions and Answers
|Fall 2025/2026 Update | 100% Correct Latest
Question 1
Which three evaluation types focus on benchmarks to more accurately promote constructive criticism during subjective
assessments?
Correct Answer
Graphic rating scales
Behavioral checklists
Employee self-assessments
Question 2
A sales manager notices that after two trainings, the sales team's performance has not changed. The manager wants to
assess to what extent the team has gained skills and knowledge. The manager decides to implement a survey for the
training attendees to identify what they did and did not like from the training and to determine if two training sessions was
appropriate.
Which level of the Kirkpatrick training evaluation model did the sales manager implement by using the survey?
Correct Answer
Reaction
Page 1 of 132
,Question 3
Messages from a customer can be answered virtually with a live response. CRM systems used in
Correct Answer
Call centers
Question 4
During an evaluation, a salesperson is asked by a manager to perform a _______
Correct Answer
self evaluation
Question 5
A company's chief executive officer (CEO) wants to modify the sales compensation plan to motivate salespeople to achieve
the aims of customer growth and market leadership according to the company's mission.
What should the CEO align the compensation plan with to achieve the desired behaviors?
Correct Answer
Strategic objectives
Aligning the sales quotas with strategic objectives helps to focus the employees on company revenue goals and to
motivate them to achieve the company goals.
Page 2 of 132
,Question 6
Match the five main types of market segmentations to the correct description.
Customer usage of product, desired benefits, how they shop or pay, their loyalty status
Correct Answer
Behavioral
Question 7
A sales manager is implementing a relationship-building strategy to retain existing customers. This strategy will incur costs
as it requires sales representatives to spend more time with each customer to understand their needs and develop tailored
solutions that will result in sales.
Which measure should the sales manager use to calculate the costs of this strategy relative to the increase in sales
generated by the strategy?
Correct Answer
Return on investment (ROI)
Question 8
What are three examples of strategic partnerships in business-to-business (B2B) transactions?
Correct Answer
Two companies exchange tools and training to promote one another's services.
Two companies decide to share resources to achieve a competitive advantage.
Two or more companies decide to work together to create one specific product.
Page 3 of 132
, Question 9
The goal of supply-chain management is to create a satisfied customer by
Correct Answer
Coordinating the activities of the buying process
Question 10
Which approach to forecasting is Endothon using when it engages knowledgeable consultants to offer insight?
Correct Answer
Expert opinion
Expert opinions are gathered from knowledgeable experts who work outside a company. The opinions are typically used
in conjunction with more quantitative measures.
Question 11
Why does Ren tell Orange Zest Café about another company that makes light fixtures for restaurants?
Correct Answer
To inspire trustworthiness
Because Ren wants to earn business from Orange Zest Café in the future, he wants to deliver value and positive
experiences. By doing so, Ren will inspire trustworthiness and confidence, increasing the likelihood of future sales.
Page 4 of 132
|Fall 2025/2026 Update | 100% Correct Latest
Question 1
Which three evaluation types focus on benchmarks to more accurately promote constructive criticism during subjective
assessments?
Correct Answer
Graphic rating scales
Behavioral checklists
Employee self-assessments
Question 2
A sales manager notices that after two trainings, the sales team's performance has not changed. The manager wants to
assess to what extent the team has gained skills and knowledge. The manager decides to implement a survey for the
training attendees to identify what they did and did not like from the training and to determine if two training sessions was
appropriate.
Which level of the Kirkpatrick training evaluation model did the sales manager implement by using the survey?
Correct Answer
Reaction
Page 1 of 132
,Question 3
Messages from a customer can be answered virtually with a live response. CRM systems used in
Correct Answer
Call centers
Question 4
During an evaluation, a salesperson is asked by a manager to perform a _______
Correct Answer
self evaluation
Question 5
A company's chief executive officer (CEO) wants to modify the sales compensation plan to motivate salespeople to achieve
the aims of customer growth and market leadership according to the company's mission.
What should the CEO align the compensation plan with to achieve the desired behaviors?
Correct Answer
Strategic objectives
Aligning the sales quotas with strategic objectives helps to focus the employees on company revenue goals and to
motivate them to achieve the company goals.
Page 2 of 132
,Question 6
Match the five main types of market segmentations to the correct description.
Customer usage of product, desired benefits, how they shop or pay, their loyalty status
Correct Answer
Behavioral
Question 7
A sales manager is implementing a relationship-building strategy to retain existing customers. This strategy will incur costs
as it requires sales representatives to spend more time with each customer to understand their needs and develop tailored
solutions that will result in sales.
Which measure should the sales manager use to calculate the costs of this strategy relative to the increase in sales
generated by the strategy?
Correct Answer
Return on investment (ROI)
Question 8
What are three examples of strategic partnerships in business-to-business (B2B) transactions?
Correct Answer
Two companies exchange tools and training to promote one another's services.
Two companies decide to share resources to achieve a competitive advantage.
Two or more companies decide to work together to create one specific product.
Page 3 of 132
, Question 9
The goal of supply-chain management is to create a satisfied customer by
Correct Answer
Coordinating the activities of the buying process
Question 10
Which approach to forecasting is Endothon using when it engages knowledgeable consultants to offer insight?
Correct Answer
Expert opinion
Expert opinions are gathered from knowledgeable experts who work outside a company. The opinions are typically used
in conjunction with more quantitative measures.
Question 11
Why does Ren tell Orange Zest Café about another company that makes light fixtures for restaurants?
Correct Answer
To inspire trustworthiness
Because Ren wants to earn business from Orange Zest Café in the future, he wants to deliver value and positive
experiences. By doing so, Ren will inspire trustworthiness and confidence, increasing the likelihood of future sales.
Page 4 of 132
