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Mktg 420:Sales Management December 2009 Question Paper

Mktg 420:Sales Management December 2009

Course:Bachelor Of Commerce

Institution: Kabarak University question papers

Exam Year:2009

KABARAK UNIVERSITY
UNIVERSITY EXAMINATIONS
2009/2010 ACADEMIC YEAR
FOR THE DEGREE OF BACHELOR OF COMMERCE
COURSE CODE: MKTG 420

INSTRUCTIONS:
Answer One and any Other Two Questions.
1. (a) Discuss the responsibilities and duties of sales managers. (12 marks)
(b) What challenges is today’s professional sales person faced with? (6 marks)
(c) Discuss the role of sales territories in sales management (6 marks)
(d) As a sales manager explain the steps that you will follow in preparing an annual sales
budget. (6 marks)

2. (a) You have been asked by the CEO of a successful consumer goods organization to
organize for the recruitment of more sales people to be deployed in newly created
territories. Explain how you will carry out this task. (12 marks)
(b) Time management is a vital tool in the career of a sales person. Discuss some of the
traps that sales people find themselves in that lower their efficiency and effectiveness.
(8 marks)

3. (a) you are a sales manager of Kazi Kwa Vijana enterprise and you have just
completed the sales training for the sales representatives of the firm. Explain the
various levels of evaluation that are applied in evaluating a sales training program.
(8 marks)
(b) Explain how relationship marketing can be successfully implemented in today’s sales
force. (4 marks)
(c) Discuss the impact of scheduling and routing plans on the sales person’s success.
(4 marks)
(d) Identify and explain the various types of sales function (4 marks)

4. (a) As a sales manager of XYZ Limited, discuss the steps you would take in planning
and organizing the sales force. (10 marks)
(b) Explain the ten keys of a sales training success. (10 marks)

5. (a) Discuss the different methods in which a sales manager can organize the sales force
(10 marks)
(b) When is it necessary to revise the sales territories? (4 marks)
(c) Sales people responsibilities are expanding to marketing and relationship managers.
Discuss. (6 marks)

Mktg 420:Sales Management December 2009 Question Paper

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