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Hcb2112:Sales Management Question Paper

Hcb2112:Sales Management

Course:Bachelor Of Commerce

Institution: Meru University Of Science And Technology question papers

Exam Year:2014

QUESTION ONE (30 MARKS)
a) Differentiate between Personal selling and sales management. (6 marks) b) Describe the various tasks in personal selling (10 marks) c) Identify and discuss the three main types of selling. (6 marks) d) Discuss four main challenges associated with sales management. (4 marks)
QUESTION TWO (20 MARKS)
a) Enumerate six key responsibilities of a sales manager (6 marks) b) Discuss the key processes while preparing for a sales demonstration highlighting the objectives of a sales demonstration (14 marks)
QUESTION THREE (20 MARKS)
a) Sales Managers must exhaustively understand the entire elements of a selling process. Identify and discuss the selling process. (20 marks)
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QUESTION FOUR (20 MARKS)
a) Discuss any five techniques used while interviewing salesmen and ladies. (5 marks) b) Discuss the Churchil, Ford and Walker motivation theory and show its relevance today. (5 marks)
QUESTION FIVE (20 MARKS)
a) Discuss the key objectives of training a sales force. (10 marks) b) Show the criteria that a Manager can use in evaluating a sales training course. (10 marks)

Hcb2112:Sales Management Question Paper

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