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Personal Selling (Evening) Question Paper

Personal Selling (Evening)

Course:Bachelor Of Commerce

Institution: Kca University question papers

Exam Year:2011

UNIVERSITY EXAMINATIONS: 2010/2011
THIRD YEAR EXAMINATION FOR THE DEGREE OF BACHELOR OF
COMMERCE
CAM 315: PERSONAL SELLING (EVENING)
DATE: AUGUST 2011 TIME: 2 HOURS
INSTRUCTIONS: Answer question ONE and any other TWO questions
Question One
a) Explain the following terms as applied in the context of personal selling
i) Prospecting (5 Marks)
ii) Overcoming client objections (5 Marks)
iii) Sales force Management (5 Marks)
iv) Elements of Personal Selling (5 Marks)
b) Discuss the advantages and disadvantages of personal selling. (5 Marks)
c) What is the principal difference between an order taker and an order getter? (5 Marks)
Question Two
a) Explain the need for a firm to clearly understand how to recruit, select, train, motivate,
compensate, and evaluate its salespeople. (20 Marks)
Question Three
a) Discuss the stages of the personal selling process using relevant examples. (15 Marks)
b) Highlight the factors a firm should consider when deciding whether to use its own sales force or
independent agents such as sales representatives for personal selling. (5 Marks)
Question Four
As a salesperson for a financial services firm, you have been working hard and recently managed to
book an appointment with Mr. Ole Kiyapi, regarding his personal finances. You have sent some information to him prior to your call. You are about to begin your sales call, and your objective is to
sell the client a pension scheme Complete the following Tasks:
a) Mr Ole Kiyapi raises the following objection - 'Your pension scheme seems very expensive' - How
would you handle it? (10 Marks)
b) You have reached the end of the sales call. How would you close the deal for the pension scheme
with Mr Ole Kiyapi? (10 Marks)
Question Five
Discuss the ethical issues in sales promotional activities, including personal sales, sales force,
corporate culture and open communication that exists between employees and managers. (20 Marks)

Personal Selling (Evening) Question Paper

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