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Sales Management Question Paper

Sales Management

Course:Bachelor Of Business Management

Institution: Moi University question papers

Exam Year:2011

UNIVERSITY EXAMINATIONS: 2010/2011
THIRD YEAR EXAMINATION
SALES MANAGEMENT
DATE: AUGUST 2011 TIME: 2 HOURS
INSTRUCTIONS: Answer question ONE and any other TWO questions
Question One
a) There are many ways of making a sales presentation. Discuss five popular methods that a sales person can choose from. [10 Marks]
b) Setting of a sales department requires skill and tact of the sales manager. Discuss the steps involved in setting up a sales organization. [10 Marks]
c) Personal selling is one of the elements of promotional mix. Describe the merits of personal selling over other promotional mix elements. [10 Marks]
Question Two
a) Describe the motivational roles of a compensation plan and explain the forms of sales compensation
plans. [10 Marks]
b) The sales manager needs to motivate sales people as individuals and as members of the sales team.
Explain the sales motivational approaches. [10 Marks]
Question Three
a) A sales territory is a basic decision making unit in an organization. Describe the procedure used in setting up a sales territory. [10 Marks]
b) Routing of the sales force directly affects their efficiency. Define routing and describe the
objectives of routing in a sales organization. [10 Marks]
Question Four
Planning is one of the key functions of a sales manager. Planning in a sales department takes the form
of forecasting. Discuss the sales forecasting methods often employed by sales managers.
[20 Marks]
Question Five
The sales manager is charged with the responsibility of controlling activities in a sales department.
Discuss the controlling process as executed by the sales manager.
[20 Marks]

Sales Management Question Paper

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