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Dsmk 031: Sales Management Question Paper

Dsmk 031: Sales Management

Course:Business Administration

Institution: Kenya Methodist University question papers

Exam Year:2012

KENYA METHODIST UNIVERSITY
END OF 1''st ''TRIMESTER 2012 EXAMINATIONS
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : BUSINESS ADMINISTRATION
UNIT CODE : DSMK 031
UNIT TITLE : SALES MANAGEMENT

TIME: 2 HOURS
INSTRUCTIONS
Answer question one and any other two questions
Question Six
In reference to any motivation theory of your choice explain practical ways of motivating your sales team.
(15 Marks)

What are the key obstacles to developing and implementing a sales training program?
(15 Marks)
Question One
The sales manager has the obligation to train new sales recruits effective selling. Describe the steps in the selling process highlighting the key issues to address when training the new recruits. (20 marks)
Question Three
In developing a sales staff recruitment program, the sales manager should bear in mind the basic requirements of selling career. Describe these basic requirements of selling as a career. (20 Marks)
Question Four
Explain the several procedures to be followed in qualifying prospects for a life insurance policy.
(10 marks)
Identify and briefly explain the key sources of prospects for life insurance products.
(10 Marks)
Question Five
Briefly explain the duties and responsibilities of sales managers.
(10 Marks)

In reference to the other three Ps of marketing mix produce, price and place. Explain the tasks of sales in each.
(10 marks)
Question Six
Briefly describe the recruitment process for a company’s sales people.
(10 marks)

In what ways would a company attract applicants for sales job?
(10 Marks)

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