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Cam 303 Sales Management Question Paper

Cam 303 Sales Management

Course:Bachelor Of Commerce

Institution: Kca University question papers

Exam Year:2011

UNIVERSITY EXAMINATIONS: 2011/2012
YEAR 3 EXAMINATION FOR THE BACHELOR OF COMMERCE
CAM 303 SALES MANAGEMENT (SUNDAY CLASS)
DATE: APRIL 2012 TIME: 2 HOURS
INSTRUCTIONS: Answer Question One and Any other Two Questions
QUESTION ONE
a) The Sales Manager begins his duty by planning. Illustrate the issues that he studies to form the
basis of the current marketing situation. (10 Marks)
b) You are designing a training programme for your Sales team. Detail the section of the training you
will give on the selling process. (10 Marks)
c) The Bank you work for is in the process of reducing the sales force, cutting them by more than
half. You have been asked to prepare a justification that a sales force is more effective than
advertising for the Bank. Prepare this justification. (10 Marks)
QUESTION TWO
a) The organization you work for is undergoing change. The Human Resources Manager consults you
regarding organizing your Department to enable the smooth flow of work. Advice him on the
available types of organization that the Department can adopt. (10 Marks)
b) Explain the main reasons for creating sales terrotories for your sales force. (10 Marks)
QUESTION THREE
a) Design a job description of a sales person you intend to recruit for your sales force. (10 Marks)
b) You are requested to design sales routes for your freelance sales men for fresh juice. Describe how
you will undertake routing for them. (10 Marks)
2
QUESTION FOUR
a) You are appointed Sales Manager for a fast moving consumer goods company. Discuss how you
intend to undertake the function in the Sales Department. (10 Marks)
b) Describe the types of compensation and characteristics of a good compensation plan for a sales
force. (10 Marks)
QUESTION FIVE
a) The sales forecast is a very critical document for the organization during the planning period.
Explain and illustrate the methods used in sales forecasting. (10 Marks)
b) Describe the characteristics of a good sales presentation. (10 Marks)

Cam 303 Sales Management Question Paper

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