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Bba 405 Sales Management Question Paper

Bba 405 Sales Management 

Course:Bachelor Of Commerce

Institution: Pwani University question papers

Exam Year:2012




A Constituent College of Kenyatta University
UNIVERSITY EXAMINATIONS
2011/2012 ACADEMIC YEAR
4TH YEAR EXAMINATION
BACHELOR OF COMMERCE COURSE
CODE: BBA 405: SALES MANAGEMENT
END OF SEMESTER I DURATION: 3 HRS

INSTRUCTIONS Answer question One and any other Three

Question One
a) Define sales management. (5marks)
b) Compare and contrast the modern and traditional methods of selling.
(10marks)
c) What are the attributes of an effective sales person? (10marks)


Question Two
Explain how a sales manager can effectively motivate a sales force. (15marks)

Question Three
Describe how the sales environment influences the sale management decisions. (15marks)

Question Four
a) What is the role of technology in the sales management process? (10marks)

b) Citing a Kenyan firm, explain how a company of your choice is using technology to improve its sales volumes.

Question Five
Clearly discuss the stages involved in the selling process.




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