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D 099 / D099 Objective Assessment (Latest Update 2025 / 2026) Sales Management | Questions with Verified Answers | 100% Correct | Grade A - WGU
Question:
A pharmaceutical sales manager has decided to conduct a sales contest and reward its top salesperson for the upcoming quarter with an all-expense paid trip to Hawaii. Which component of the firm's sales compensation plan covers the associated expenses for this incentive?
Answer:
Sales performance incentive fund
Question:
A manager and subordinate work together to establish relevant, quantitative performance goals. They then assess the extent to which these goals have been completed during the review period. Which performance evaluation method is being used by the manager?
Answer:
Management by objectives 1 / 3
Question:
At a real estate office, all employees earn $1,000 per sale, but employees with less than twelve months experience are paid under a new employee compensation rule that pays them $3,000 monthly for sales made. These new employees can earn more money if they exceed three sales in any given month, and they do not return any money if the three sales are not achieved in a given month. Which compensation system is being used for new employees by this office?
Answer:
Non-recoverable draw
Question:
A manager is trying to base an employee's rating on the entire evaluation period rather than focusing on the last two months of the year. Which performance appraisal problem is the manager trying to avoid?
Answer:
Recency error
Question:
A company needs to determine the cost of converting prospects to actual customers over a period of one year. Which type of ratio category should the company use for this purpose?
Answer:
Expense 2 / 3
Question:
A sales manager meets with a salesperson to establish goals and expected outcomes for the upcoming sales cycle. The salesperson leaves the meeting understanding how performance will be evaluated. Which approach is the sales manager using for this performance appraisal?
Answer:
Management by objectives
Question:
A sales manager wants to evaluate how a salesperson's characteristics have aided in closing sales. Which type of sales performance measurement is being used?
Answer:
Subjective
Question:
A sales manager explains to the chief executive officer (CEO) that they can reduce costs by outsourcing the sales of the product. Which loss should concern the CEO if this change is approved?
Answer:
Control
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