Mktg 332: Sales Management Question Paper
Mktg 332: Sales Management
Course:Business Administration
Institution: Kenya Methodist University question papers
Exam Year:2012
KENYA METHODIST UNIVERSITY
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : BUSINESS ADMINISTRATION
UNIT CODE : MKTG 332
UNIT TITLE : SALES MANAGEMENT
Question One
The first step in the selling process by a sales person is to carry out effective prospecting. Discuss other steps likely to occur in order to complete the process. (30 Marks)
Question Two
Discuss the importance of sales force training.
(12 Marks)
Which type of training would you recommend for newly employed sales people and why?
(8 Marks)
Question Three
You have recently been appointed a sales manager of a company selling properties such as buildings and land. Sales are declining and you believe that a major factor causing this is lack of motivation among your salespeople. At present they are paid a straight salary the size which depends on length of service. Outline your thoughts regarding how you would approach this situation. (20 Marks)
Question Four
Distinguish between job description and job specification for an industry of your choice.
(6 Marks)
Write a suitable job description and job specification for a sales person.
(14 Marks)
Question Five
Write briefly on the following:
Sales quotas
Sales Territories
Sales Conference
(9 Marks)
Identify and outline the various selling situations salespeople could find themselves in.
(11 Marks)
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