WGU D099 SALES
MANAGEMENT OBJECTIVE
ASSESSMENT (OA)EXAM
A company fails to meet current annual sales goals. The sales
manager is tasked with developing a plan to increase sales without
incurring additional costs. Which solution should this sales
manager choose?
Upselling prospective customers
A sales manager is designing a commission structure for sales
team members. The commissions will be based on each
salesperson's monthly sales less variable expenses. Which income
statement is the basis for the sales commission structure?
Contribution margin
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?
Exponential smoothing
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?
Statistical review
, 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?
Time series technique
How are sales forecasting and quota development used to help a
company make effective decisions?
A sales forecast is developed before quotas are assigned to
salespeople.
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?
Combination
What is an advantage of using customer surveys as a means to
collect data for forecasting and quota development?
It provides detailed user information.
What is a disadvantage of using the Delphi method as a means to
collect data for forecasting and quota development?
Time consuming in generating results
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?
Time series
MANAGEMENT OBJECTIVE
ASSESSMENT (OA)EXAM
A company fails to meet current annual sales goals. The sales
manager is tasked with developing a plan to increase sales without
incurring additional costs. Which solution should this sales
manager choose?
Upselling prospective customers
A sales manager is designing a commission structure for sales
team members. The commissions will be based on each
salesperson's monthly sales less variable expenses. Which income
statement is the basis for the sales commission structure?
Contribution margin
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?
Exponential smoothing
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?
Statistical review
, 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?
Time series technique
How are sales forecasting and quota development used to help a
company make effective decisions?
A sales forecast is developed before quotas are assigned to
salespeople.
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?
Combination
What is an advantage of using customer surveys as a means to
collect data for forecasting and quota development?
It provides detailed user information.
What is a disadvantage of using the Delphi method as a means to
collect data for forecasting and quota development?
Time consuming in generating results
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?
Time series
