Sales Management Question Paper

Sales Management

Institution: University Of Nairobi question papers

Exam Year:2013

UNIVERSITY OF NAIROBI
MODULE II DEGREE PROGRAMME – 2012/2013 (NAIROBI DAY)
FOURTH YEAR EXAMINATIONS FOR THE DEGREE OF BACHELOR OF COMMERCE
DMA 406: SALES MANAGEMENT

DATE: MAY 8, 2013 TIME: 11:30 A.M. – 1:30 P.M.

INSTRUCTIONS:
1. Attempt Question ONE and any other THREE Questions
2. Use legible handwriting
3. Do not write on the Question Paper
4. Use relevant examples.

Question One
1) Salespeople of a company dealing with computer spare parts are calling on the same customers causing serious conflict among them. Help the organization solve this problem by explaining the benefits of effective territory management. (8 marks)

2) Alice has just been secured a job as a sales manager. What responsibilities will she be required to perform in the course of her employment? (20 marks)

Question Two
Most marketing driven organizations train newly recruited salespeople before formal placement. You have been requested as a consultant to train such a team on personal selling process. Prepare a presentation detailing the steps of personal selling process. (14 marks)

Question Three
A company which recently entered in soft drink market in Kenya is in the process of setting Quotas for its sales team. Explain the following to the top management:
i. Steps necessary for effective quota selling
ii. Predominant types of quotas
iii. Value of quotas in management of the sales force. (14 marks)

Question Four
Recruitment is one of the most expensive exercises for organizations today; therefore the team in charge of recruitment must ensure they hire the right salespeople. Discuss the sources of recruitment in terms of strengths and weaknesses to help a sales manger avoid recruitment mistakes. (14 marks)

Question Five
Critically discuss challenges in selling profession that make continuous sales training very important. (14 marks)

Question Six
a) Explain seven methods of motivating sales personnel. Use suitable examples. (7 marks)

b) What is the purpose of sales budgeting in sales management? Illustrate your answer. (7 marks)

Sales Management Question Paper

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