CatMan Certification Training Programs Category-Manager Category Management Association (CMA) Study Notes

The correct answer is C .

The CPCM POS Data course covers scanned sales data and POS measures including distribution analysis. For the calculation itself, ACV Weighted Distribution uses the ACV of the stores carrying the product divided by the total market ACV. NielsenIQ explains the same structure: Total ACV for stores carrying the product ÷ Total ACV for all stores .

The product is available in stores with total sales of:

$2,000,000 + $3,000,000 = $5,000,000

Total market sales of all stores:

$10,000,000

Calculation:

$5,000,000 ÷ $10,000,000 = 0.50 = 50%

Option A is wrong because 30% would only use the $3,000,000 store and ignore the $2,000,000 store. Option B is wrong because the product is not available in all stores. Option D is wrong because 66% does not match the ACV-weighted calculation from the values given.

The correct answer is B .

In fact-based category storytelling, the “What” section establishes the business situation, opportunity, issue, or insight supported by relevant data. It is not the place to dump every chart or every possible observation. CMKG explains that fact-based presentations should focus on growth opportunities for the retailer and translate those opportunities into strategies tied to action. It also states that fact-based presentations should use relevant facts that support the presentation purpose, and irrelevant facts or insights should not be included.

Option A is wrong because detailed appendices may support the story, but they are not the primary focus of the “What” section. Option C is wrong because exploratory analysis happens before the story is built; the story presents the selected insight, not every possible analysis path. Option D is exactly the bad practice CMKG warns against: data that distracts from key ideas and opportunities weakens the presentation.

The correct answer is D .

A planogram is not just a shelf-placement picture. CMKG states that planograms require accurate product dimensions, UPC codes, live images, fixture dimensions, shelf measurements, shopper decision trees, store clusters, shelving standards, and product data such as unit movement, unit price, and unit cost. CMKG also explains that effective planograms connect to the product supply chain, including authorized product distribution lists and shelf-capacity data used by ordering systems.

That makes option D the most complete answer. Planograms support supply chain by providing shelf capacity and replenishment inputs. They support shopper experience by organizing the shelf around how shoppers shop. They support in-store execution by giving stores the layout to implement.

Option A is too narrow because buying teams may use planogram data, but purchase orders are not the main purpose. Option B is true but incomplete. Option C is indirectly true, but shoppers do not “use” planograms in the same way internal stakeholders do.

The correct answer is A .

Sales per Point of Weighted Distribution measures sales productivity after accounting for distribution. In practical category-management terms, it answers: How much sales does the product generate for each point of weighted distribution it has?

The CPCM POS Data course includes scanned sales data and introduces key POS measures and definitions. NielsenIQ defines sales per distribution point, also called velocity, as a measure of sales per point of distribution and explains that it ranks products based on sales productivity after accounting for different distribution levels.

The formula is:

Sales per Point of Weighted Distribution = Total Sales / ACV Weighted Distribution

Option B is wrong because multiplying sales by distribution does not measure productivity; it inflates the result. Option C reverses the formula and gives distribution per sales dollar, which is not the metric being asked. Option D is mathematically meaningless for this measure because subtracting sales from distribution combines unlike units.