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WGU D099 Sales Management Exam
Questions and Answers A+ Graded
1. What is a disadvantage of using the Delphi method as a means to collect
data for forecasting and quota development?
Possibility of a dominating voice
Time consuming in generating results
Prevalence of argumentative discussion
Discouragement in equal participation by introverts - ANSWER Time
consuming in generating results
2. 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
3. A sales manager is considering all sales data since the start of the business.
To develop a sales forecast for the upcoming year, the manager assigns a
higher factor to recent sales and a lower factor to sales that were over seven
years ago. Which approach to sales forecasting is being used by this sales
manager?
Market test
Trend evaluation
Exponential smoothing
Decomposition analysis - ANSWER Exponential smoothing
4. A director of sales has been asked to create a sales forecast for the upcoming
fiscal year for a company that manufactures various household goods. The
director of sales wants to analyze data by using quantitative analysis. Which
method should be used to meet this goal?
Expert opinion
Subjective approach
, 2
Statistical review
Delphi technique - ANSWER Statistical review
5. 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
Sales force composite
Jury of executive opinion - ANSWER Time series technique
6. How are sales forecasting and quota development used to help a company
make effective decisions?
A sales forecast is developed after quotas are established.
A sales forecast is developed before quotas are assigned to salespeople.
A sales quota is assigned to salespeople if the forecast is not favorable.
A sales quota is assigned to salespeople before the forecast is completed. -
ANSWER A sales forecast is developed before quotas are assigned to
salespeople.
7. A company is using a quota that includes multiple factors such as proceeds
and sales capacity. Which type of quota is being used by this company?
Profit
Activity
Volume
Combination - ANSWER Combination
8. A retailer is advertising its new product line and has designed a campaign
that includes social media advertising, print promotional pieces, online
promotions, and a special product launch event. Which concept is the retailer
using to promote its new product line?
Relationship selling
Integrated marketing communications
Buyer journey
Marketing research - ANSWER Integrated marketing communications
9. A salesperson wants to get to know a prospective customer by establishing
ongoing communication to ensure current as well as future sales. Which
sales approach is the salesperson using?
Transactional
, 3
Relationship
Adaptive
Direct - ANSWER Relationship
10.A salesperson prepares for a customer meeting by reviewing the number of
products the customer has purchased since the company started. The
salesperson decides to open the conversation by reviewing how the company
has consistently provided a trusted product since the start of the customer
relationship .How does this salesperson's approach help achieve sales goals?
It emphasizes company value to the customer
It analyzes return on customer investment
It evaluates the cost of customer investment
It calculates net customer profit - ANSWER It emphasizes company value to
the customer
11.Functional relationships - ANSWER Limited, ongoing relationships that
develop when a buyer continues to purchase a product from a seller out of
habit, as long as its needs are met
12.Modular structure - ANSWER Divides the business into small, tightly knit
strategic business units (SBUs), which focus on specific elements of the
organizational process
13.Value chain - ANSWER The process or activities by which a company adds
value to a product, including production, marketing, and the provision of
after-sales service
14.Strategic business units (SBUs) - ANSWER A profit center that focuses on
product offering and market segment
15.Sustainable competitive advantage - ANSWER Company assets, attributes,
or abilities that are difficult to duplicate or exceed and provide a superior or
favorable long-term position over competitors
16.Factors that can help a business develop a sustainable competitive advantage
- ANSWER Customer loyalty, location, distribution and information
systems (Getting products at a cheap price and selling them at a reasonable
price), unique merchandise, vendor relations, customer service, and multiple
source advantage (being widely recognized by your strengths)
, 4
17.Business intelligence (BI) - ANSWER The use of data in an enterprise to
facilitate decision-making
18.Big data analytics - ANSWER Large, complex data sets that require non-
traditional data processing software to predict trends and forecasts
19.Four elements that make up ethical behavior within an organization -
ANSWER A written code of ethics and standards. Ethics training to
executives, managers, and employees. Availability of advice on ethical
situations (advice lines or ethics offices). A system for confidential
reporting.
20.Integrated marketing communications (IMC) - ANSWER The careful
coordination of all promotional activities—media advertising, sales
promotion, personal selling, and public relations, as well as direct marketing,
packaging, and other forms of promotion—to produce a consistent, unified
message that is customer focused
21.Marketing concept - ANSWER Identifying consumer needs and then
producing the goods or services that will satisfy those needs while making a
profit for the organization
22.Promotional techniques - ANSWER Advertising, sales promotion, and
publicity, or creating new sales channels or new products
23.Promotional mix - ANSWER The combination of advertising, personal
selling, sales promotion, and public relations used to promote a product
24.The main limitation of the AIDA model - ANSWER The model assumes
consumers are passive and marketers are active during most of the buying
process.
25.What is the main difference between the AIDA model of the buyer's journey
and the six steps model of the buying process? - ANSWER The AIDA
model assumes that the customer experience ends at the purchase while the
six-step process considers the after-purchase relationship with the customer.
26.Transactional selling - ANSWER Focuses on short-term, often single,
transactions.
WGU D099 Sales Management Exam
Questions and Answers A+ Graded
1. What is a disadvantage of using the Delphi method as a means to collect
data for forecasting and quota development?
Possibility of a dominating voice
Time consuming in generating results
Prevalence of argumentative discussion
Discouragement in equal participation by introverts - ANSWER Time
consuming in generating results
2. 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
3. A sales manager is considering all sales data since the start of the business.
To develop a sales forecast for the upcoming year, the manager assigns a
higher factor to recent sales and a lower factor to sales that were over seven
years ago. Which approach to sales forecasting is being used by this sales
manager?
Market test
Trend evaluation
Exponential smoothing
Decomposition analysis - ANSWER Exponential smoothing
4. A director of sales has been asked to create a sales forecast for the upcoming
fiscal year for a company that manufactures various household goods. The
director of sales wants to analyze data by using quantitative analysis. Which
method should be used to meet this goal?
Expert opinion
Subjective approach
, 2
Statistical review
Delphi technique - ANSWER Statistical review
5. 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
Sales force composite
Jury of executive opinion - ANSWER Time series technique
6. How are sales forecasting and quota development used to help a company
make effective decisions?
A sales forecast is developed after quotas are established.
A sales forecast is developed before quotas are assigned to salespeople.
A sales quota is assigned to salespeople if the forecast is not favorable.
A sales quota is assigned to salespeople before the forecast is completed. -
ANSWER A sales forecast is developed before quotas are assigned to
salespeople.
7. A company is using a quota that includes multiple factors such as proceeds
and sales capacity. Which type of quota is being used by this company?
Profit
Activity
Volume
Combination - ANSWER Combination
8. A retailer is advertising its new product line and has designed a campaign
that includes social media advertising, print promotional pieces, online
promotions, and a special product launch event. Which concept is the retailer
using to promote its new product line?
Relationship selling
Integrated marketing communications
Buyer journey
Marketing research - ANSWER Integrated marketing communications
9. A salesperson wants to get to know a prospective customer by establishing
ongoing communication to ensure current as well as future sales. Which
sales approach is the salesperson using?
Transactional
, 3
Relationship
Adaptive
Direct - ANSWER Relationship
10.A salesperson prepares for a customer meeting by reviewing the number of
products the customer has purchased since the company started. The
salesperson decides to open the conversation by reviewing how the company
has consistently provided a trusted product since the start of the customer
relationship .How does this salesperson's approach help achieve sales goals?
It emphasizes company value to the customer
It analyzes return on customer investment
It evaluates the cost of customer investment
It calculates net customer profit - ANSWER It emphasizes company value to
the customer
11.Functional relationships - ANSWER Limited, ongoing relationships that
develop when a buyer continues to purchase a product from a seller out of
habit, as long as its needs are met
12.Modular structure - ANSWER Divides the business into small, tightly knit
strategic business units (SBUs), which focus on specific elements of the
organizational process
13.Value chain - ANSWER The process or activities by which a company adds
value to a product, including production, marketing, and the provision of
after-sales service
14.Strategic business units (SBUs) - ANSWER A profit center that focuses on
product offering and market segment
15.Sustainable competitive advantage - ANSWER Company assets, attributes,
or abilities that are difficult to duplicate or exceed and provide a superior or
favorable long-term position over competitors
16.Factors that can help a business develop a sustainable competitive advantage
- ANSWER Customer loyalty, location, distribution and information
systems (Getting products at a cheap price and selling them at a reasonable
price), unique merchandise, vendor relations, customer service, and multiple
source advantage (being widely recognized by your strengths)
, 4
17.Business intelligence (BI) - ANSWER The use of data in an enterprise to
facilitate decision-making
18.Big data analytics - ANSWER Large, complex data sets that require non-
traditional data processing software to predict trends and forecasts
19.Four elements that make up ethical behavior within an organization -
ANSWER A written code of ethics and standards. Ethics training to
executives, managers, and employees. Availability of advice on ethical
situations (advice lines or ethics offices). A system for confidential
reporting.
20.Integrated marketing communications (IMC) - ANSWER The careful
coordination of all promotional activities—media advertising, sales
promotion, personal selling, and public relations, as well as direct marketing,
packaging, and other forms of promotion—to produce a consistent, unified
message that is customer focused
21.Marketing concept - ANSWER Identifying consumer needs and then
producing the goods or services that will satisfy those needs while making a
profit for the organization
22.Promotional techniques - ANSWER Advertising, sales promotion, and
publicity, or creating new sales channels or new products
23.Promotional mix - ANSWER The combination of advertising, personal
selling, sales promotion, and public relations used to promote a product
24.The main limitation of the AIDA model - ANSWER The model assumes
consumers are passive and marketers are active during most of the buying
process.
25.What is the main difference between the AIDA model of the buyer's journey
and the six steps model of the buying process? - ANSWER The AIDA
model assumes that the customer experience ends at the purchase while the
six-step process considers the after-purchase relationship with the customer.
26.Transactional selling - ANSWER Focuses on short-term, often single,
transactions.
