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Personal Selling Question Paper

Personal Selling

Course:Bachelor Of Commerce

Institution: Kca University question papers

Exam Year:2010

UNIVERSITY EXAMINATIONS: 2009/2010
THIRD YEAR EXAMINATION FOR THE DEGREE OF BACHELOR OF
COMMERCE
CAM 315-M: PERSONAL SELLING
DATE: AUGUST 2010 TIME: 2 HOURS
INSTRUCTIONS: Answer question ONE and any other TWO questions
QUESTION ONE
a) As the Marketing Training Manager, you are to address the Sales Force on the Development of
Personal Selling Skills. Prepare Notes covering:
i.) The Opening; [5 Marks]
ii.) Need and Problem Identification; [5 Marks]
iii.) Presentation and Demonstration [5 Marks]
iv.) . Dealing with Objections/Questions. [5 Marks]
b) Describe the nature and role of selling. [4 Marks]
c) Explain the different categories of order-takers. [6 Marks]
QUESTION TWO
a) Describe the functions of various groups of order-getters. [10 Marks]
b) Elucidate the relationship between personal selling and the Marketing concept. [10 Marks]
QUESTION THREE
a) It is stated that a Personal Salesperson should have good product knowledge and benefits.
Expound. [10 Marks]
2
b) Give four reasons why a salesperson should engage in sales presentation planning. [8 Marks]
QUESTION FOUR
a) You have been appointed the leader of a sales negotiation team. Outline four major issues your
team must be prepared to tackle in the negotiation process. [10 Marks]
b) Describe: i. Organisational Buyer Behaviour. [5 Marks]
ii. Consumer Buyer Behaviour. [5 Marks]
QUESTION FIVE
a) Outline the nature and role of selling. [5 Marks ]
b) Inappropriate use of high pressure selling techniques can incur customer annoyance and
antagonism. Outline how you would conduct a sales interview to avoid such scenario. [10 Marks]
c) Explain the importance of knowledge of competitors’ products and their benefits to a salesperson.
[5 Marks ]

Personal Selling Question Paper

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