Cam 303 Sales Management Question Paper
Cam 303 Sales Management
Course:Bachelor Of Commerce
Institution: Kca University question papers
Exam Year:2011
1
UNIVERSITY EXAMINATIONS: 2010/2011
THIRD YEAR EXAMINATION FOR THE BACHELOR OF COMMERCE
CAM 303 SALES MANAGEMENT
DATE: DECEMBER 2011 TIME: 2 HOURS
INSTRUCTIONS: Answer Question ONE and any other TWO Questions
QUESTION ONE
a) Segmentation is a key marketing strategy. In view of this statement, discuss the sales force
structures commonly used by businesses in market segmentation.
[10 Marks]
b) In any organization, the sales department performs fundamental roles just like other
departments. Explain the purposes of a sales organization.
[10 Marks]
c) There are many ways of making a sales presentation. Discuss five popular methods that a
sales person can choose from. [10 Marks]
QUESTION TWO
a) The sales manager needs to motivate his/her sales people as individuals and as members of
the sales team. Describe some of the methods used by sales managers to meet this end.
[10 Marks]
b) Effectiveness in the sales department is measured on the basis of quota attainment. Discuss
the objectives of sales quotas and present the types of sales quotas commonly used by
firms.
[10 Marks]
2
QUESTION THREE
a) A sales territory is a basic decision making unit in an organization. Define a sales territory
and presents the procedure used in setting up a sales territory.
[10 Marks]
b) Sales people work in the field, there work performance can therefore only be evaluated
based on the reports that they present to the office. Explain the types of sales force reports
and give specific purpose of these reports.
[10 Marks]
QUESTION FOUR
a) Bidco Ltd. has a strategic plan that each departmental manager must avail tactical goals for
the subsequent year, this year. You are the companies Sales Manager, present to the top
management a set of objectives for the year 2010. [10 Marks]
b) The sales personnel need proper training if they are to be effective in discharging their
duties. Explain the key methods that can be employed in training sales people.
[10 Marks]
QUESTION FIVE
One of the key functions of a sales manager is planning. Planning in a sales department could take
the form of forecasting. Discuss the sales forecasting methods often employed by sales managers.
[20 Marks]
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