Bust 424: Sales Management Question Paper
Bust 424: Sales Management
Course:Bachelor Of Education Arts
Institution: Chuka University question papers
Exam Year:2013
CHUKA
UNIVERSITY
UNIVERSITY EXAMINATIONS
FOURTH YEAR EXAMINATIONS FOR THE AWARD OF
BACHELOR OF EDUCATION ARTS
BUST 424: SALES MANAGEMENT
STREAMS: Y4S2 TIME: 2 HOURS
DAY/DATE: FRIDAY 26/4/2013 8.30 AM – 10.30 AM
INSTRUCTIONS:
1. This Paper consists of Two sections
2. Section A is compulsory
3. Section B – Answer any TWO Questions
4. Do not write on the Question Paper
5. Use relevant examples
6. Use legible handwriting.
SECTION A – COMPULSORY
QUESTION ONE (30 MARKS)
(a) Discuss the current trends in sales management. [10 Marks]
(b) Explain the ethical issues in sales management [10 Marks]
(c) As a Sales Manager in Bank, discuss the selling process for salary accounts.
[10 Marks]
SECTION B – ANSWER ANY TWO QUESTIONS
QUESTION TWO
(a) Using suitable examples, Discuss sales team recruitment, selection and hiring activities. [10 Marks]
(b) Enumerate how the sales manager will evaluate the sales team. [10 Marks]
QUESTION THREE
(a) How does the sales manager motivate the sales team? [10 Marks]
(b) With aid of an organizational chart, highlight some considerations when deciding upon sales force organization. [10 Marks]
QUESTION FOUR
(a) Highlight the components of the sales training programme. [10 Marks]
(b) You have been offered a job in Bidco as a sales manager. Develop a sales plan for the coming year. [10 Marks]
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