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Mktg 420:Sales Management March 2009 Question Paper

Mktg 420:Sales Management March 2009

Course:Bachelor Of Commerce

Institution: Kabarak University question papers

Exam Year:2009

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) Discuss the implication of adopting the product orientation/concept to the sales
activities of the organization. (4mks)
b) Outline any four alternative sales force organizational structures that an
organization can adopt. (4mks)
c) Explain any two quantitative sales forecasting techniques (4mks)
d) Identify any six alternative sales force compensation methods that can be used in
an organization. (6mks)
e) Briefly explain the sale negotiations outcomes or agreements in the selling
process. (6mks)
f) Explain clearly the stages of learning a skill as applied in sales force training.
(6mks)

QUESTION TWO
a) What do you understand by personal selling? Explain in detail the various steps
involved in personal selling process. (14mks)
b) Kamau has been working for a computer in Nairobi for the past five years as a
Sales Representative. In the course of this period he has been able to achieve only
a few sales. His Sales Manager thinks that Kamau is not working hard enough
but investigations reveal that Kamau has a problem of handling objections. As an
expert in Sales Management, advice Kamau. (6mks)

QUESTION THREE
a) The manager of Rosa Company has been planning to train the company’s sales
persons. She is in a dilemma of which training technique to adopt since her
company deals with sale of agricultural inputs such as fertilizer, pesticides and
seeds. Suggest five different techniques that can be used in training sales persons
indicating the one you think will be most suitable for the above case.
(10mks)
b) Sales force training is a waste of Company resources. Argue for and against this
statement. (10mks)

QUESTION FOUR
a) In order to ensure that sales persons are effective in undertaking sales activities, it
is important that they develop a sound understanding of the sales environment.
Discuss (8mks)
b) Briefly explain the sales presentation strategies that can be used by sales persons
to gain confidence of a prospect and subsequently achieve a sale. (8mks)
c) Kiptoo was hired recently as a sales person for a local flower company. There
have been many complaints forwarded by customers that the flowers are not
fresh. He feels that such complaints should not be forwarded to him since his
work is selling. Considering the roles of selling, explain why you think this is a
wrong opinion. (4mks)

QUESTION FIVE
a) A company has the option of recruiting salespersons from within the company or
outside the company. Evaluate such sources. (4mks)
b) Describe any four tests that can be used in selection of sales persons.
(8mks)
c) Using a sales person evaluation matrix, explain the purpose of evaluating sales
persons. (8mks)

Mktg 420:Sales Management March 2009 Question Paper

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