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Mktg 420:Sales Management December 2008 Question Paper

Mktg 420:Sales Management December 2008

Course:Bachelor Of Commerce

Institution: Kabarak University question papers

Exam Year:2008

KABARAK UNIVERSITY
EXAMINATIONS
2008/2009 ACADEMIC YEAR
FOR THE DEGREE OF BACHELOR OF COMMERCE
COURSE CODE: MKTG 420

INSTRUCTIONS:
ANSWER QUESTION ONE AND ANY OTHER TWO QUESTIONS

QUESTION ONE
a) (i) Briefly outline the major stages in sales planning process (6 marks)
(ii)Using examples show why planning is important in sales management
(5 marks)
b) Give three importance of effective sales force selection (3 marks)
c) (i) Describe three reasons why is it important to motivate sales persons
(3 marks)
(ii) Outline four major motivating factors that can be used by sales managers in
organisations. (4 marks)
(iii) Giving relevant examples highlight three purposes of training sales persons
(5 marks)
d) Evaluate the four stages of learning a skill showing how it can be used in training
sales persons. (4 marks)

QUESTION TWO
a) The basic role of selling is to make a sale. Describe the types of selling, clearly
indicating the categories within each. (10 marks)
b) Using examples explain four key qualities of a good salesperson. (10 marks)

QUESTION THREE
a) A sales manager has various duties and responsibilities, explain six of such duties.
(12 marks)
b) Using examples describe the stages involved in selling process (8 marks)

QUESTION FOUR
a) Outline the various sales presentation strategies that a salesperson can use
(6 marks)
b) Briefly explain the sales negotiations outcomes or agreements in the selling process
(8 marks)
c) Explain three types of organisational structures that can be used in organising the
selling function (6 marks)

QUESTION FIVE
a) Differentiate between sales budgets and sales department budgets (4 marks)
b) (i) Explain three roles of budgeting in sales management (6 marks)
(ii)Briefly explain the procedure of budgetary allocation in sales management
(4 marks)
c) Using a sales person evaluation matrix explain the purpose of evaluating sales persons
(6 marks)

Mktg 420:Sales Management December 2008 Question Paper

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