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Sales Management Question Paper

Sales Management

Course:Bachelor Of Commerce

Institution: Kabarak University question papers

Exam Year:2012

KABARAK
UNIVERSITY

UNIVERSITY EXAMINATIONS
2011/2012 ACADEMIC YEAR
FOR THE DEGREE OF BACHELOR OF COMMERCE
MKTG 420: SALES MANAGEMENT
DAY: MONDAY

DATE: 6/08/2012
TIME: 3.00 – 5.00 P.M.

STREAM: Y4S2
INSTRUCTIONS
1. Answer question I and any other 2 questions.
2. Use examples to demonstrate understanding of main concepts

1. Terios Technologies company Ltd has been operating in the technology sector in Kenyan
for the last 10 years dealing in computers(pcs, laptops, Ipads etc) and associated
accessories such as software, used in communication and data management especially in
offices. The company has been operating from its Nairobi offices with a team of 5
salesmen all based in Nairobi. As a result of the growth of the in the East African market,
the company is considering expansion as well as reorganization of its sales force structure
so as to be able to serve the market more effectively. As the Sales Director of Terios
Technologies, you are required by management to prepare a brief for the next
management meeting indicating your thoughts on how:
a) The Sales Management function should be structured so as to serve the larger market
more effectively especially in the face of increased competition. (15 marks),
b) Indicate how you would ensure that sale personnel place special emphasis on new
customers as opposed to servicing the needs of existing customers. (15 marks).

2. What are the main features of a company’s sales strategy and how are the features related
to the organization’s overall strategy? (20 marks)
Page 1 of 2

3. Discuss the relevance of the Sales person’s performance model to a company wishing to
hire sales persons for selling its newly developed product line of solar lighting products
for both domestic and industrial use. (20 marks)

4. Using any FOUR motivational theories discuss the common major sources of de-
motivation among sales teams. (20 marks)

5. What do you understand by sales force evaluation? (5 marks). Discuss any three methods
that can be used for this purpose. (15 marks)
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Sales Management Question Paper

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