Sales Management (D099)
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Free Sales Management (D099) Questions
What type of analysis is a sales manager developing when researching job responsibilities and listing the activities of the top salesperson in the company
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Market analysis
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Job analysis
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Competitive analysis
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Performance analysis
Explanation
Correct Answer:
B) Job analysis
Explanation:
A job analysis involves researching and documenting the responsibilities and activities associated with a specific role. In this case, the sales manager is analyzing the job by examining the activities of the top salesperson to identify key responsibilities and actions that contribute to success.
Why other options are wrong:
A) Market analysis: This focuses on evaluating market trends and customer behavior, which is not related to individual job responsibilities.
C) Competitive analysis: This focuses on studying competitors' strategies and performance, not internal job roles.
D) Performance analysis: This focuses on evaluating the performance outcomes of an employee or team, not the specific tasks or responsibilities involved in the role.
What is the relationship between sales and marketing
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Marketing is the process of communicating the value of a product or service to customers.
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Marketing communicates the value of a product or service to customers.
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Sales incorporates actually selling the products or service to its customers.
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Sales involves selling products or services to customers.
Explanation
Correct Answer:
B) Marketing communicates the value of a product or service to customers.
Explanation:
Sales and marketing work together to drive revenue, but marketing is primarily responsible for communicating the value and benefits of the product, creating awareness, and generating interest. Sales then follow through by converting those leads into actual customers.
Why other options are wrong:
A) Marketing is the process of communicating the value of a product or service to customers.: While this is true, it doesn’t fully capture the relationship between sales and marketing.
C) Sales incorporates actually selling the products or service to its customers.: This is an important aspect of sales but doesn’t address the broader relationship between sales and marketing.
D) Sales involves selling products or services to customers.: This statement describes the role of sales but doesn’t highlight the relationship with marketing.
Why is building rapport an essential skill for a salesperson to achieve sales goals
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It increases invitations to speak at conferences.
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It leads to increased referrals from clients.
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It establishes and communicates trust with the client.
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It resolves client conflicts related to selling.
Explanation
Correct Answer:
C. It establishes and communicates trust with the client.
Explanation:
Building rapport helps establish trust, which is a critical foundation for successful client relationships and achieving sales goals. Trust encourages clients to feel confident in the salesperson's recommendations.
Why other options are wrong:
A. It increases invitations to speak at conferences: While rapport may improve professional networking opportunities, this is not directly tied to achieving sales goals.
B. It leads to increased referrals from clients: Although rapport can result in referrals, the primary purpose is to build trust, which directly impacts the sales process.
D. It resolves client conflicts related to selling: While rapport helps in managing conflicts, its primary purpose is to build trust rather than resolve issues.
A company develops a list of questions and their relative importance associated with sought-after salesperson characteristics that align with candidate attributes. Which process is this company using by taking this action
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Creating a weighted application
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Producing a biographical assessment
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Writing the job tasks
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Constructing a cognitive ability test
Explanation
Correct Answer:
A. Creating a weighted application
Explanation:
A weighted application involves assigning importance to specific questions or attributes to prioritize candidates who align with the desired characteristics for the role.
Why other options are wrong:
B. Producing a biographical assessment: This involves gathering information about a candidate's life history, not weighting specific questions.
C. Writing the job tasks: Writing job tasks outlines the responsibilities of a position, not evaluating candidates.
D. Constructing a cognitive ability test: Cognitive ability tests measure mental capabilities and are unrelated to weighting questions for alignment with attributes.
A vice president (VP) of sales is preparing a budget for the next fiscal year. The sales pipeline has a lot of potential customers, but the VP needs to know how many sales to budget for in the coming year
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Predictive forecasting
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Customer attrition
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Sales performance monitoring
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Social media engagement
Explanation
Correct Answer:
A. Predictive forecasting
Explanation:
Predictive forecasting uses historical data, trends, and statistical models to estimate future sales performance, making it the ideal tool for budgeting based on potential customers in the sales pipeline.
Why other options are wrong:
B. Customer attrition: This measures the loss of customers over time, not future sales estimates.
C. Sales performance monitoring: This tracks past and current sales performance but doesn’t project future sales.
D. Social media engagement: This measures interactions on social platforms and is not directly linked to sales budgeting.
A salesperson would like to demonstrate knowledge of clients' goals in order to build sustainable relationships that generate recurring opportunities. Which activity should be used by the salesperson to achieve this result
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Require clients to disclose budgets
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Focus on customer needs to generate sales
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Delay sales to meet future quotas
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Try to close deals immediately to meet targets
Explanation
Correct Answer:
B. Focus on customer needs to generate sales
Explanation:
Focusing on customer needs ensures the salesperson is positioning the product or service in a way that is genuinely helpful to the customer, building trust and long-term relationships. This leads to recurring opportunities by meeting the client’s ongoing needs rather than just closing one-off sales.
Why other options are wrong:
A. Require clients to disclose budgets: This may help with closing sales, but it doesn't prioritize the customer's long-term needs or relationship-building.
C. Delay sales to meet future quotas: Delaying sales can harm the customer experience and may reduce immediate sales opportunities, leading to missed chances to create ongoing relationships.
D. Try to close deals immediately to meet targets: Pushing for an immediate close without understanding the customer's needs may lead to a transactional sale but won’t foster long-term relationships.
Which type of cost is identifiable with multiple cost objectives
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Direct
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Variable
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Fixed
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Indirect
Explanation
Correct Answer:
D. Indirect
Explanation:
Indirect costs are not directly attributable to a single cost objective but are identifiable with multiple objectives, such as overhead or administrative costs shared across departments.
Why other options are wrong:
A. Direct: Direct costs are specifically attributable to a single cost objective, such as materials or labor for a particular project.
B. Variable: Variable costs change with the level of production but are not necessarily associated with multiple cost objectives.
C. Fixed: Fixed costs remain constant regardless of production levels and are not tied to multiple objectives in the same way as indirect costs.
Which compilation of external factors can affect quota development
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Customer acquisition cost
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Past sales performance
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Market potential
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Win-loss analysis
Explanation
Correct Answer:
C. Market potential
Explanation:
Market potential, which includes factors such as demand, customer demographics, and economic conditions, is a critical external factor that can significantly influence sales quota development.
Why other options are wrong:
A. Customer acquisition cost: This is an internal metric that measures how much it costs to acquire customers, not an external factor.
B. Past sales performance: Past performance is an internal historical metric, not an external factor.
D. Win-loss analysis: Win-loss analysis evaluates internal performance by analyzing reasons for winning or losing sales opportunities, not external factors.
A sales manager is considering anticipated client orders and how many hours each salesperson will spend with clients to complete each order transaction. Which type of expense is part of this sales budget
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Indirect
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Selling
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Zero-based
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Cash-based
Explanation
Correct Answer:
B. Selling
Explanation:
Selling expenses include costs directly associated with the selling process, such as salesperson hours, travel, and client interaction, which are part of this sales budget.
Why other options are wrong:
A. Indirect: Indirect expenses are not directly related to the selling process but support overall operations.
C. Zero-based: Zero-based budgeting involves justifying every expense from scratch rather than categorizing specific selling costs.
D. Cash-based: Cash-based expenses are recorded when cash is paid, but this does not specifically refer to selling expenses.
Who is part of the responsible category of the RACI matrix
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Those who do the work
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Those whose input is needed for the work
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The person who approves the work
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Those who are made aware of progress
Explanation
Correct Answer
A. Those who do the work
Explanation
In the RACI matrix, the Responsible category includes individuals who are directly tasked with completing the work. These are the people actively involved in executing the assigned tasks and ensuring they are completed according to project requirements. They are accountable for delivering specific work items but may not have the final decision-making authority.
Why other options are wrong
B. Those whose input is needed for the work. – These individuals fall under the Consulted category, meaning they provide input or expertise to help guide the task but are not directly responsible for executing it.
C. The person who approves the work. – This falls under the Accountable category. The accountable person has ultimate ownership of the task and ensures that the responsible team members complete it properly. They may review and approve the final outcome.
D. Those who are made aware of progress. – These individuals are classified under the Informed category. They do not contribute directly to the work but need to stay updated on progress or outcomes.
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The study pack contains 150+ practice questions with answers, arranged in a Q&A format to help students develop a deeper understanding of Sales Management concepts.
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