WGU D099 SALES MANAGEMENT OBJECTIVE ASSESSMENT FINAL EXAM
PREPARATION FOR 2025/2026 COMPLETE QUESTIONS AND CORRECT
ANSWERS |ALREADY GRADED A+||BRAND NEW!!
Jury of executive opinion - ANSWER-Creating a forecast based on estimates generated by upper
level management
Time-series technique - ANSWER-Make forecasts based solely on the historical pattern of data
Rollover or naïve approach - ANSWER-An estimating technique in which the previous period's
actual sales are used as the current period's forecast, without any adjustment or explanation
Simple moving average forecast - ANSWER-A technique to get an overall idea of the trends for a
data set using the average of any subset of numbers
Weighted moving average - ANSWER-A weighted average of the last "n" prices, where the
weighting decreases with each previous price
Exponential smoothing - ANSWER-A method for forecasting that is similar to a weighted
average, except it uses an exponentially decreasing weight for past observations
Random noise - ANSWER-The random variation in a series
Decomposition time-series analysis - ANSWER-To decompose a time series into its level, trend,
seasonality and noise components
Cycles - ANSWER-A recurrent variation in a time series that typically lasts for two to five years
,Forecasting tips - ANSWER-Commit to accuracy, pick the right forecasting method, get multiple
estimates, combine results to decrease bias, do subsections and aggregate results, and consider
changing conditions
Market factor - ANSWER-Any external factor that affects the demand for or the price of a good
or service
Market index - ANSWER-A combination of market factors important in estimating the likely level
of sales
Direct quotas - ANSWER-A quota set for people who are in the front line of sales and have the
power to impact their quota results
Overlay quotas - ANSWER-Quotas that are assigned to people who supervise the sales
representatives
Breakdown model - ANSWER-Determining the size of a sales force by dividing the sales
expected from each representative
Workload method - ANSWER-Determining the size of a sales force by estimating the total
workload, determining the number of hours necessary to cover the entire customer base and
then divide it based on the selling time each representative has available
Incremental method - ANSWER-A method of estimating the sales force that adds additional
sales representatives as long as the additional revenue added exceed the costs
Marginal cost - ANSWER-The cost incurred by adding one additional unit such as a worker
,Marginal revenue - ANSWER-The revenue gained by one additional unit of a good or service
Law of decreasing returns - ANSWER-At some point adding an additional input such as an
additional worker results in smaller increases in output
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
Modular structure - ANSWER-Divides the business into small, tightly knit strategic business units
(SBUs), which focus on specific elements of the organizational process
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
Strategic business units (SBUs) - ANSWER-A profit center that focuses on product offering and
market segment
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
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)
Business intelligence (BI) - ANSWER-The use of data in an enterprise to facilitate decision-
making
Big data analytics - ANSWER-Large, complex data sets that require non-traditional data
processing software to predict trends and forecasts
, 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.
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
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
Promotional techniques - ANSWER-Advertising, sales promotion, and publicity, or creating new
sales channels or new products
Promotional mix - ANSWER-The combination of advertising, personal selling, sales promotion,
and public relations used to promote a product
The main limitation of the AIDA model - ANSWER-The model assumes consumers are passive
and marketers are active during most of the buying process.
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.
Transactional selling - ANSWER-Focuses on short-term, often single, transactions.
PREPARATION FOR 2025/2026 COMPLETE QUESTIONS AND CORRECT
ANSWERS |ALREADY GRADED A+||BRAND NEW!!
Jury of executive opinion - ANSWER-Creating a forecast based on estimates generated by upper
level management
Time-series technique - ANSWER-Make forecasts based solely on the historical pattern of data
Rollover or naïve approach - ANSWER-An estimating technique in which the previous period's
actual sales are used as the current period's forecast, without any adjustment or explanation
Simple moving average forecast - ANSWER-A technique to get an overall idea of the trends for a
data set using the average of any subset of numbers
Weighted moving average - ANSWER-A weighted average of the last "n" prices, where the
weighting decreases with each previous price
Exponential smoothing - ANSWER-A method for forecasting that is similar to a weighted
average, except it uses an exponentially decreasing weight for past observations
Random noise - ANSWER-The random variation in a series
Decomposition time-series analysis - ANSWER-To decompose a time series into its level, trend,
seasonality and noise components
Cycles - ANSWER-A recurrent variation in a time series that typically lasts for two to five years
,Forecasting tips - ANSWER-Commit to accuracy, pick the right forecasting method, get multiple
estimates, combine results to decrease bias, do subsections and aggregate results, and consider
changing conditions
Market factor - ANSWER-Any external factor that affects the demand for or the price of a good
or service
Market index - ANSWER-A combination of market factors important in estimating the likely level
of sales
Direct quotas - ANSWER-A quota set for people who are in the front line of sales and have the
power to impact their quota results
Overlay quotas - ANSWER-Quotas that are assigned to people who supervise the sales
representatives
Breakdown model - ANSWER-Determining the size of a sales force by dividing the sales
expected from each representative
Workload method - ANSWER-Determining the size of a sales force by estimating the total
workload, determining the number of hours necessary to cover the entire customer base and
then divide it based on the selling time each representative has available
Incremental method - ANSWER-A method of estimating the sales force that adds additional
sales representatives as long as the additional revenue added exceed the costs
Marginal cost - ANSWER-The cost incurred by adding one additional unit such as a worker
,Marginal revenue - ANSWER-The revenue gained by one additional unit of a good or service
Law of decreasing returns - ANSWER-At some point adding an additional input such as an
additional worker results in smaller increases in output
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
Modular structure - ANSWER-Divides the business into small, tightly knit strategic business units
(SBUs), which focus on specific elements of the organizational process
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
Strategic business units (SBUs) - ANSWER-A profit center that focuses on product offering and
market segment
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
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)
Business intelligence (BI) - ANSWER-The use of data in an enterprise to facilitate decision-
making
Big data analytics - ANSWER-Large, complex data sets that require non-traditional data
processing software to predict trends and forecasts
, 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.
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
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
Promotional techniques - ANSWER-Advertising, sales promotion, and publicity, or creating new
sales channels or new products
Promotional mix - ANSWER-The combination of advertising, personal selling, sales promotion,
and public relations used to promote a product
The main limitation of the AIDA model - ANSWER-The model assumes consumers are passive
and marketers are active during most of the buying process.
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.
Transactional selling - ANSWER-Focuses on short-term, often single, transactions.
