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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:2009

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UNIVERSITY EXAMINATIONS: 2009/2010
THIRD YEAR STAGE 1 EXAMINATION FOR THE DEGREE OF
BACHELOR OF COMMERCE
CAM 303: SALES MANAGEMENT (SUNDAY CLASS)
DATE: DECEMBER 2009 TIME: 2 HOURS
INSTRUCTIONS: Answer Question ONE and Any other TWO Questions
QUESTION ONE.
a) What factors influence the role of personal selling in a firms Marketing strategy? (10 Marks)
b) “Compensation is a key ingredient of a motivated sales force” explain this statement citing
characteristics of a good compensation plan. (5 Marks)
c) Describe the various methods which a salesperson can use to close a sale. (5 Marks)
d) Discuss any four methods commonly used in setting sales budget levels.
(10 Marks)
QUESTION TWO.
a) Explain the criteria used to evaluate the effectiveness of a territory. (8 Marks)
b) Discuss methods of sales compensation in terms of advantages, disadvantages and applications.
(12 Marks)
QUESTION THREE.
Write short notes on:
a) Sales contests
b) Cold canvassing
c) Type of selling job
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d) Characteristics of successful salespeople
e) Activity quotas (20 Marks)
QUESTION FOUR.
A company where you are working as a sales manager is in the process of employing sales personnel
and the following sources of recruiting have been identified
a) Within the company.
b) Colleges and universities
c) Competitors
d) Professionals from non sales background.
You are required to analyze each of these sources in terms of their positive and negative aspects and
present your findings to the recruitment committee. (20 Marks)
QUESTION FIVE.
a) Why do you think a sales forecast is of importance to the entire organization?
(10 Marks)
b) “Territory planning and coverage is a complex activity because it involves a series of
interrelated decisions” Discuss. (10 Marks)

Cam 303: Sales Management Question Paper

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