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D099 / D 099 Final Exam (Latest Update 2025 / 2026) Sales Management | Study Guide Questions & Answers | Grade A | 100% Correct - WGU
Question:
What factors influence the choice of training methods for salespeople?
Answer:
Factors include – The nature of the sales role
Learning styles
Available resources
Training objectives.
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Question:
What is the importance of training in improving sales effectiveness?
Answer:
Training enhances skills, knowledge, and confidence, leading to improved sales performance and organizational success.
Question:
What are the five different types of training to improve sales effectiveness?
Answer:
Types include – Product training
Sales techniques training
Customer service training
Compliance training
Soft skills training.
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Question:
What are three typical training delivery methods?
Answer:
- In-person training
- Online training
- Blended learning.
Question:
Why are compensation packages important in attracting and retaining top sales talent?
Answer:
Compensation packages are crucial as they provide financial incentives that attract skilled individuals and help retain them by ensuring their needs and expectations are met.
Question:
How does compensation motivate employees and improve morale?
Answer:
Compensation motivates employees by providing financial rewards for performance, which can enhance morale and increase loyalty to the organization. 3 / 4
Question:
What are the three typical types of compensation for salespeople?
Answer:
- Salary
- Commission
- Salary plus commission.
Question:
What is the difference between recoverable draw and nonrecoverable draw?
Answer:
A recoverable draw is an advance against future commissions that must be repaid if not earned, while a nonrecoverable draw is a guaranteed payment that does not need to be repaid.
Question:
What are the advantages and disadvantages of a salary?
Answer:
Advantages: Stability and predictability of income.
Disadvantages: Less incentive for high performance.
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