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CMA Category-Manager Exam Syllabus Topics:
| Section | Weight | Objectives |
|---|---|---|
| Topic 1: Tactical Planning & Execution | 25% | - Promotional Strategy & Evaluation - Space Management & Store Clustering - Efficient Assortment Development - Pricing Strategy & Analysis |
| Topic 2: Professional Standards & Communication | 10% | - Ethics & Legal Implications - Fact-Based Storytelling & Presentation |
| Topic 3: Business & Supply Chain Knowledge | 15% | - Retailer Economics & Profitability - Supply Chain Principles |
| Topic 4: Category Assessment & Strategy | 25% | - Category Definition, Segmentation & Role - Category Health Measurement - Root Cause Analysis & Insight Generation |
| Topic 5: Data Competency & Analysis | 25% | - POS Data Analytics - Panel Data & Advanced Analytics - Shopper Data & Geo-demographic Analysis |
CMA Certified Professional Category Manager (CPCM) Sample Questions:
What is the primary risk of poor shelf placement?
- A. Increased Inventory Turns
- B. Overstated Promo ROI
- C. Decreased Shopper Conversion
- D. Improved Sell-Through Rates
Correct Answer: C 🗳️
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What is the formula used to calculate Sales per Point of Weighted Distribution (SPWD)?
- A. Total Sales / ACV Weighted Distribution
- B. Total Sales x ACV Weighted Distribution
- C. ACV Weighted Distribution - Total Sales
- D. ACV Weighted Distribution / Total Sales
Correct Answer: A 🗳️
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Define Share of Wallet (SOW) for a retailer.
- A. The proportion of shoppers who enter a store and proceed to make a purchase in a specific category in a single trip.
- B. The proportion of a customer's total spending within a specific product category that is spent in the marketplace.
- C. The proportion of shoppers who enter a store and proceed to make a purchase in a specific category over a given timeframe.
- D. The proportion of a customer's total spending within a specific product category that goes to a particular retailer, as opposed to competitors, over a given timeframe.
Correct Answer: D 🗳️
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What does a high Sales per Point of Weighted Distribution (SPWD) indicate about a product's performance?
- A. It suggests the product is underperforming in its available outlets
- B. It shows that the product is available in a large number of stores.
- C. It reflects the total revenue generated by the product.
- D. It indicates strong sales performance relative to the product's distribution.
Correct Answer: D 🗳️
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Which of the following purchase behaviors best explains the category performance?
Dollars: +5%
Number of Households: +2%
Trips per Household: -2%
Units per Trip: +3%
Dollars per Unit: +2%
- A. Increase in Dollars per Unit
- B. Increase in Total Baskets
- C. Increase in Number of Households
- D. Increase in Units per Trip
Correct Answer: D 🗳️
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