Get premium membership and access revision papers, questions with answers as well as video lessons.

Sales Management Question Paper

Sales Management

Course:Bachelor Of Commerce

Institution: Kca University question papers

Exam Year:2008

UNIVERSITY EXAMINATIONS: 2008/2009
THIRD YEAR STAGE 1 EXAMINATION FOR THE DEGREE OF
BACHELOR OF COMMERCE
CAM 303: SALES MANAGEMENT
DATE: DECEMBER 2008 TIME: 2 Hours
INSTRUCTIONS: Answer question ONE and any other TWO questions
QUESTION ONE
a) Immediately after graduating with a Bachelor of Commerce degree you have landed
a job as a Sales Manager of a leading Media House in Kenya. Explain to the top
management the specific functions that will concern you in this organization.
[10 Marks]
b) Unlike other functional areas in the organization, the sales department has a
distinctive remuneration package. Highlight the types of the sales compensation
plans applicable to sales oriented firms.
[10 Marks]
c) One of the core competences of a marketing department hinges on its ability is to
set up profitable sales segments. Enumerate the significance of establishment of
sales territories by organization.
[5 Marks]
d) The sales manager needs to motivate the sales people as individuals and as
members of the sales team. What approaches can be applied to attain this end?
[5 Marks]
2
QUESTION TWO
a) Design of a proper structure is key in determining the performance of a department.
Discuss the sales force structures commonly used by business organizations
[10 Marks]
b) Explain the application of Abraham Maslow’s theory of motivation to Sales
Management.
[10 Marks]
QUESTION THREE
a) It is prudent that a sales manager recruits the right sales team to be able to tap the
synergetic power of such professionals. Discuss an ideal sales personnel staffing
process.
[10 Marks]
b) Discuss the types of sales quotas that are often used by firms in Kenyan giving
relevant examples under each.
[10 Marks]
QUESTION FOUR
a) Unless controlled, the sales force can jeopardize the entire sales effort. In light of
this observation, sales management must institute sound control mechanisms.
Discuss the control of sales personnel.
[10 Marks]
b) Proper routing of sales people merits the organization in many ways. Explain the
objectives of routing.
[10 Marks]
QUESTION FIVE
a) You have just landed a plum job as a Demand Creation Manager in Puwani Oil
Refineries. Your first task is to promote and sell one of their new products called
Mpishi Poa. Demonstrate how you would sell this product to a leading distributor
who is already selling other established and competing brands.
[15 Marks]
b) Feedback is important for decision making and counter action. Describe some of the
reports prepared by sales people to meet this objective.
[5 Marks]

Sales Management Question Paper

More Question Papers

Popular Exams