Sales Management Question Paper
Sales Management
Course:Bachelor In Commerce (Business Studies)
Institution: Kabarak University question papers
Exam Year:2010
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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: 2:00 – 4:00 P.M.
DATE: 19/03/2010
INSTRUCTIONS:
Answer question ONE and any other TWO questions
PLEASE TURN OVER
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QUESTION 1
(a) In order to direct the sales efforts of the firm, a sales manager should examine different
organization structures. Discuss these structures (12 marks)
(b) Explain the circumstances that would necessitate an organization to revise its sales
territories. (6 marks)
(c) You have been called upon to train newly recruited sales representatives on the process of
personal selling. Discuss the key coverage of your presentation. (12 marks)
QUESTION 2
(a) An entrepreneur has recently started a “Fast Moving Consumer goods business.” The
entrepreneur is seeking your consultancy services in preparing job description for the post
of ‘sales manager’. How will you carry out the task.
(12 marks)
(b) Explain the role of sales budget in an organization operating in a competitive
environment. (4 marks)
(c) Where would you source for new sales representatives for a recently established
enterprise. (4 marks)
QUESTION 3
(a) Time is an important resource in the selling function. Explain some of the time related
traps those sales representatives find themselves in. (10 marks)
(b) Your organization is in the processes of recruiting new sakes forces to meet the
expanding needs of the company. Prepare an application form that will be used in
screening applicants in order to produce a shortlist for interview. (10 marks)
QUESTION 4
(a) Motivating sales people is one measure that a sales manager would undertake to optimize
the sales revenue. Discuss the methods that could be employed to motive the sales force.
(10 marks)
(b) Discuss the non quantitative methods of forecasting sales. (10 marks)
QUESTION 5
(a) Discuss the role of sales quotas in the planning and controlling of the selling effort.
(10 marks)
(b) Explain the types of quotas that an organization could use in the selling function.
(10 marks)
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