WGU D099 SALES MANAGEMENT OA
AND PA EXAM 2025/2026
1. What is the primary purpose of sales management?
A. Reduce production costs
B. Manage customer complaints only
C. Plan, direct, and control sales activities
D. Replace marketing functions
Answer: C
2. Which sales approach focuses on building long-term customer relationships?
A. Transactional selling
B. Relationship selling
C. Hard selling
D. Direct selling
Answer: B
3. What does CRM stand for?
A. Customer Revenue Management
B. Customer Relationship Management
C. Corporate Retail Marketing
D. Consumer Retention Method
Answer: B
4. Which stage of the sales process involves identifying potential customers?
A. Closing
B. Follow-up
C. Prospecting
D. Presentation
Answer: C
5. A sales forecast helps managers primarily by:
A. Reducing taxes
B. Predicting future sales performance
C. Hiring accountants
D. Managing inventory only
Answer: B
6. Which organizational structure divides salespeople by geographic territory?
A. Product structure
B. Matrix structure
C. Territorial structure
D. Customer structure
Answer: C
7. What is the key benefit of customer retention?
A. Higher advertising costs
B. Lower employee turnover
C. Increased profitability
, D. Less competition
Answer: C
8. Which compensation plan provides a fixed amount regardless of sales?
A. Commission
B. Salary
C. Bonus
D. Profit sharing
Answer: B
9. What is a quota in sales management?
A. Employee handbook
B. Sales target assigned to a salesperson
C. Marketing strategy
D. Customer complaint log
Answer: B
10. Which communication skill is most important in sales?
A. Interrupting
B. Active listening
C. Arguing
D. Negotiating only
Answer: B
11. What is the final stage in the selling process?
A. Prospecting
B. Presentation
C. Closing
D. Follow-up
Answer: D
12. Which term refers to customers leaving a company?
A. Retention
B. Attrition
C. Expansion
D. Segmentation
Answer: B
13. A KPI in sales management refers to:
A. Key Performance Indicator
B. Key Product Inventory
C. Knowledge Planning Initiative
D. Key Pricing Index
Answer: A
14. Which leadership style encourages employee participation in decisions?
A. Autocratic
B. Democratic
C. Laissez-faire
D. Bureaucratic
Answer: B
15. What is the purpose of sales training?
A. Eliminate marketing
AND PA EXAM 2025/2026
1. What is the primary purpose of sales management?
A. Reduce production costs
B. Manage customer complaints only
C. Plan, direct, and control sales activities
D. Replace marketing functions
Answer: C
2. Which sales approach focuses on building long-term customer relationships?
A. Transactional selling
B. Relationship selling
C. Hard selling
D. Direct selling
Answer: B
3. What does CRM stand for?
A. Customer Revenue Management
B. Customer Relationship Management
C. Corporate Retail Marketing
D. Consumer Retention Method
Answer: B
4. Which stage of the sales process involves identifying potential customers?
A. Closing
B. Follow-up
C. Prospecting
D. Presentation
Answer: C
5. A sales forecast helps managers primarily by:
A. Reducing taxes
B. Predicting future sales performance
C. Hiring accountants
D. Managing inventory only
Answer: B
6. Which organizational structure divides salespeople by geographic territory?
A. Product structure
B. Matrix structure
C. Territorial structure
D. Customer structure
Answer: C
7. What is the key benefit of customer retention?
A. Higher advertising costs
B. Lower employee turnover
C. Increased profitability
, D. Less competition
Answer: C
8. Which compensation plan provides a fixed amount regardless of sales?
A. Commission
B. Salary
C. Bonus
D. Profit sharing
Answer: B
9. What is a quota in sales management?
A. Employee handbook
B. Sales target assigned to a salesperson
C. Marketing strategy
D. Customer complaint log
Answer: B
10. Which communication skill is most important in sales?
A. Interrupting
B. Active listening
C. Arguing
D. Negotiating only
Answer: B
11. What is the final stage in the selling process?
A. Prospecting
B. Presentation
C. Closing
D. Follow-up
Answer: D
12. Which term refers to customers leaving a company?
A. Retention
B. Attrition
C. Expansion
D. Segmentation
Answer: B
13. A KPI in sales management refers to:
A. Key Performance Indicator
B. Key Product Inventory
C. Knowledge Planning Initiative
D. Key Pricing Index
Answer: A
14. Which leadership style encourages employee participation in decisions?
A. Autocratic
B. Democratic
C. Laissez-faire
D. Bureaucratic
Answer: B
15. What is the purpose of sales training?
A. Eliminate marketing
