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Sales Management Question Paper

Sales Management

Course:Bachelor In Commerce (Business Studies)

Institution: Kabarak University question papers

Exam Year:2010

Page 1 of 2
KABARAK UNIVERSITY
UNIVERSITY EXAMINATIONS
2009/2010 ACADEMIC YEAR
FOR THE DEGREE OF BACHELOR OF COMMERCE
COURSE CODE: MKTG 420
COURSE TITLE: SALES MANAGEMENT
STREAM: Y4S2
DAY: FRIDAY
TIME: 9.00 – 11.00 A.M.
DATE: 06/08/2010
INSTRUCTIONS:
Answer Question ONE and any other TWO Questions.
PLEASE TURNOVER
Page 2 of 2
1. a) Discuss the need for sales management in the marketing function of a business enterprise
(8mks)
b) You are required to make a presentation in a marketing seminar on forms of personal
selling. Discuss the content of your presentation. (10mks)
c) Using relevant examples, explain how you will initiate prospecting, sales contact and
sale presentation to prospective customers. (12mks)
2. a)You have been appointed the sales manager for a fast growing organization. Your
immediate task is to discuss with the territory sales managers on alternative non
quantitative methods you could employ in sales forecasting. Discuss these methods.
(12mks)
b) Your organization has embarked on structuring the selling activities on territorial basis.
What benefits will the organization obtain from this exercise? (8mks)
3. a) Discuss the reasons for establishing sales quotas in the marketing of products.
(4mks)
b) There are several types of sales organization structures that organizations use to
coordinate their selling activities. Explain using relevant examples the alternative
structures. (12mks)
c) Choose a specific job title for a marketing post and outline its job description.
(4mks)
4. a) Explain the following performance measurement terms:
i. Input measures. (2mks)
ii. Output measures. (2mks)
iii. Appraisal interviews. (2mks)
b) Explain the types of compensation plans that are used in compensating the sales force.
(6mks)
c) Discuss the methods that a sales manager would employ in motivating the sales force
(4mks)
d) Explain the following terms that are used in product demand estimation.
i. Market capacity (2mks)
ii. Market potential (2mks)

Sales Management Question Paper

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