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Sales Management Question Paper

Sales Management

Course:Bachelor Of Commerce

Institution: Kca University question papers

Exam Year:2010

UNIVERSITY EXAMINATIONS: 2009/2010
THIRD YEAR EXAMINATION FOR THE DEGREE OF BACHELOR OF
COMMERCE
CAM 303: SALES MANAGEMENT (SUNDAY)
DATE: AUGUST 2010 TIME: 2 HOURS
INSTRUCTIONS: Answer question ONE and any other TWO questions
QUESTION ONE
a) To help the members of the sales force be in the right place and at the right time, firms typically
assign each sales person a unique geographic territory. Describe 5 benefits of good territory design.
(10 Marks)
b) You have been retained as a consultant to advice your client who wants to over haul the sales
compensation plan.
Discuss the types of compensation you would propose and indicate the objectives of the
compensation plan. (10 Marks)
c) One of the most critical responsibilities for sales managers is to regularly evaluate the
performance of their sales people. Describe the procedure for evaluating sales people’s”
performance (10 Marks)
QUESTION TWO
a) Sales people experience a wonderful sense of exhilaration when they make a sale. But they also
deal frequently with frustration and rejection of not making a sale. This makes the sales job
unique. Enumerate three theories of motivation that you could use to motivate the sales force
and in detail explain the application of one (the most applied ) of these theories of motivation.
(10Marks)
2
b) You have just landed a plum job as a Sales Manager in EAKL LTD a water bottling company.
Your first task is to promote and sell one of their new products called Cool Waters.
Demonstrate how you would sell this product to a leading distributor who is already selling
other established and competing brands. (10 Marks)
QUESTION THREE
a) The sales force is the one group that directly generates the revenues for the organization through
careful execution of the companies marketing plans. How well these plans are executed depends on
the choice of sales people. Briefly describe the five major activities involved in the staffing
process. (10 Marks)
b) It is crucial that the right sources are used to recruit sales representatives. List and briefly describe
five such sources for recruiting sales representatives. (10 Marks)
QUESTION FOUR
a) Customers are demanding more and more from their suppliers in terms of quality and service.
In response to these pressures, firms are placing greater and strategic emphasis on developing
long term partnerships with their customers. As a result most companies expect to influence
the productivity of their field sales organizations through the design and delivery of their
training programmes. Such training programmes must have specific objectives. List and
briefly describe 5 such objectives of a sales training prgramme. (10 Marks)
b) One hall mark of excellent leaders is their ability to motivate people to give their best efforts
each day. It is not an easy task especially in a sales organization who can easily become
discouraged, work alone, and face continual rejection from customers. Briefly describe
personal leadership characteristics and skills necessary for a sales manager. ( 10 Marks)
QUESTION FIVE
a) Sales reports are important in that they provide information for measuring performance Many
such reports offer additional information. Identify five principle groups into which sales reports
fall. (10 Marks)
3
b) The organizational structure has a direct and significant bearing on the implementation of
strategic planning. The key is to design an organizational structure that will help those who
work within it to successfully implement the strategic marketing and sales force planning. List
and briefly describe characteristic of a good organization design. (10 Marks)

Sales Management Question Paper

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