Sales Management Question Paper
Sales Management
Course:Bachelor Of Commerce
Institution: Kabarak University question papers
Exam Year:2012
KABARAK
UNIVERSITY
UNIVERSITY EXAMINATIONS
2011/2012 ACADEMIC YEAR
FOR THE DEGREE OF BACHELOR OF COMMERCE
MKTG 420 – SALES MANAGEMENT
DAY: MONDAY
DATE: 26/03/2012
TIME: 2.00 P.M – 4.00 P.M.
STREAM Y4S2
INSTRUCTIONS:
1. Answer question one and any other three questions.
2. Use examples to demonstrate understanding of concepts.
1. Magnum Tiles company Ltd has been operating in the building industry in Kenyan for
the last 10 years dealing in ceramic tiles and associated accessories such as bathroom-
ware, used in private buildings, and modern commercial buildings especially offices. The
company has been operating from its Nairobi offices with a team of 5 salesmen all based
in Nairobi. As a result of the growth of the building industry in the Kenyan market, the
company is considering expansion as well as reorganization of its sales force structure so
as to be able to serve the market more effectively. As the Sales Director of Magnum, you
are required by management to prepare a brief for the next management meeting
indicating your thoughts on how:
(a) The Sales Management function should be structured so as to serve the larger market
more effectively (15 marks)
(b) Indicate the relationship between the selling tasks required by the company and the
sales criteria for the new sales persons to be recruited (15 marks)
2. Discuss the main features of an organization’s sales strategy and how it relates to the
organization’s marketing strategy. (2 marks)
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3. Discuss the process undertaken by a company wishing to hire new sales persons for
selling of its newly developed solar based lighting products (20 marks)
4. Using any three motivational theories discuss the major sources of de-motivation among
sales teams and how they can be overcome (20 marks)
5. Evaluation of sales performance is critical in ensuring sales target achievement. Discuss
any three methods that can be used for this purpose (20 marks)
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