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Mktg 332: Sales Management Question Paper

Mktg 332: Sales Management

Course:Business Administration

Institution: Kenya Methodist University question papers

Exam Year:2013

KENYA METHODIST UNIVERSITY
END OF 2''ND ''TRIMESTER 2013 (EVENING) EXAMINATION
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : BUSINESS ADMINISTRATION
UNIT CODE : MKTG 332
UNIT TITLE : SALES MANAGEMENT

TIME: 2 HOURS

INSTRUCTIONS: Answer Question One and any Other TWO Questions
Question One
a) Outline and briefly explain the key responsibilities of a sales man.
(5marks)
b) Different marketing and sale strategies are appropriate at different stages of the product life cycle ( PLC). Outline the various strategies you would employ for each stage. (12marks)
c) Briefly explain FOUR factors that determine different sales jobs.
(8marks)
d) Define advertising and outline its benefits towards sales programs in an organization. (5marks)
Question Two
a) Explain the main objectives of assigning sales quotas to sales executives.
(10marks)
b) What is sales analysis? Why is it important to a sales manager?
(10marks)
Question Three
"In order to develop personal selling skills its useful to distinguish the phases of the selling process". Identify and briefly describe the selling process.
(10marks)
Question Four
a) Discuss the various market characteristics you need to be aware of as a sales person to ensure effectiveness. (10marks)
b) Briefly explain various techniques that can be employed by a sales manager to measure the performance of a sales team. (10marks)
Question Five
a) List and describe at least FIVE methods that have been used successfully to counter objections. (10marks)
b) What are key benefits of effective sales programs in an organization?
(10marks)

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