Get premium membership and access revision papers, questions with answers as well as video lessons.

Sales Management B (Mktg 332) Question Paper

Sales Management B (Mktg 332)

Course:Business Administration

Institution: Kenya Methodist University question papers

Exam Year:2012

TIME: 2 HOURS
Instructions: Answer Question ONE and any other TWO Questions.
Question One
Generally people think of selling and marketing as one and the same thing. Is there any difference between the two? Discuss
(8 Marks)

Discuss the benefits of a good territory design.
(8 Marks)
State and explain briefly at least FIVE qualitative technique methods.
(10 Marks)
Highlight qualities that need to be included in the sales person’s profile.

(4 Marks)

Question Two
State and explain the tasks a sales person is expected to carry out in an organization.
(4 Marks)
Explain the factors that generally influence the sales person’s role.
(10 Marks)

Question Three
What are the key functions of sales managers in an organization.
(10 Marks)
(i) What is sales forecasting.
(2 Marks)
(ii) Explain the characteristics of a good forecasting. (8 Marks)

Question Four
The following data has been kept over the last 6 years calculate the forecasted sales for the next 4 years.
(10 Marks)

Yr 1 2 3 4 5 6
Sales (Units) 14 17 15 23 18 22

Sales people can be categorized differently on the basis of selling situation or activity involved or types of sales person based on activity involved. Explain.
(10 Marks)

Question Five
State and explain the advantages claimed for a key account sales force structure.
(10 Marks)

Motivation is the effort sales people want to make to complete various aspects of their jobs. Discuss Maslow’s hierarchy of needs theory in relation to sales management.
(10 Marks)

More Question Papers

Birs 111 : Critical And Creative Thinking

Cisy 432:Distributed Systems

Bbit 232:Database Systems

Bbit 241 Cisy 131 (Computer Networks / Telecommunication Networks)(2 Trimester 2016)

Cisy 332:Network Hardware And Configuration

Computer Networks (Bbit 241) (Cisy 131) (Dbit 223) (Dcis 121) 1St Trimester 2016

Database Management (Bbit 232) (Cisy 221) 2Nd Trimester 2015

Database Systems (Bbit 232) (Cisy 221) (Comp 340) (Bsis 115) (Dbit 221) (Dcis 106) 3Rd Trimester 2014

E-Commerce (Bbit 436) (Cisy 428) 1St Trimester 2016

E-Commerce (Bbit 436) (Cisy 428) 2Nd Trimester 2015

E-Commerce (Bbit 436) (Cisy 428) 3Rd Trimester 2015

Introduction To Computer Networks (Bbit 241) (Cisy 131) 2Nd Trimester 2014

Introduction To Computer Networks (Cisy 131) (Bbit 241) (Dbit 223) (Dcis 121) 2Nd Trimester 2015

Introduction To Information Systems (Bbit 111) 2Nd Trimester 2012

Introduction To Sociology (Sost 131) 1St Trimester 2015

Introduction To Sociology(Sost 131)2Nd Trimester 2016

Object Oriented Analysis And Design (Bbit 335) (Cisy 411) 3Rd Trimester 2014

Object Oriented Programming (Bbit 223) (Cisy 210) (Dcis 120) 2Nd Trimester 2014

Principles Of Marketing (Mktg 218) 2Nd Trimester 2014

Principles Of Marketing (Mktg 218) 2Nd Trimester 2017

Simulation And Modeling (Bbit 417) (Cisy 403) 3Rd Trimester 2014

System Analysis And Design(Bbit 231)( Cisy 222)( Dbit 124)( Dcis 104)2Nd Trimester 2016

Systems Analysis And Design (Bbit 231) (Cisy 221) 1St Trimester 2017

Systems Analysis And Design (Bbit 231) (Cisy 222) 1St Trimester 2015

Accf 330Intermediate Accounting 1

Accf 430Financial Management Ii

Accf 431 Tax Planning And Management

Accf 432Auditing 1

Accf 434: Auditing Ii

Acct 010 :Principles Of Accounting

Acct 112: Principles Of Accounting 1

Acct 112: Principles Of Accounting 1

Acct 112: Principles Of Accounting 1

Acct 112: Principles Of Accounting 1

Acct 112: Principles Of Accounting 1

Acct 112: Principles Of Accounting 1

Acct 117 Principles Of Accounting Ii

Acct 219: Cost Accounting

Acct 430: Advanced Accounting 1

Acct 430Advanced Accounting I

Acct 431 :Taxation

Acct 431 :Taxation

Agricultural Geography (Geog 401)

Agricultural Geography (Geog 401)

Agricultural Geography B(Geog 401)

Agricultural Geography(Geog 401)

Agricultural Geography(Geog 401)

Agricultural Geography(Geog 401)

Artificial Intelligence (Cisy 422) (Bbit 333) 3Rd Trimester 2012

Ansc 251 :Principles Of Animal Health

Popular Exams

Mid Term Exams

End Term 1 Exams

End Term 3 Exams

Opener Exams

Full Set Exams

Return to Question Papers

Quick Links