Dsmk 031: Sales Management Question Paper

Dsmk 031: Sales Management

Course:Business Administration

Institution: Kenya Methodist University question papers

Exam Year:2011

SCHOOL : SCHOOL OF BUSINESS AND ECONOMICS
DEPARTMENT : BUSINESS ADMINISTRATION
TIME : 2 HOURS
INSTRUCTIONS Answer Question ONE and any Other TWO Questions

Question 1
a) The sales Manager use a number of selection aids to support interview during the selection of a sales force. As a sales manager of your own firm, discuss the supplementary selection aids that you would apply. (10marks)
b) Describe the emerging trends in sales management. (10marks)
c) Discuss the functions of a sales manager basing it on an organization you are familiar with. (10marks)

Question 2
a) Good salespersons are born and not created. Discuss. (10marks)
b) Discuss the components of the sales motivation mix citing suitable examples of each motivation method. (10marks)

Question 3
a) Explain any FIVE types of sales forecasting methods. (10marks)
b) Discuss the role of personal selling in an organization. (10marks)

Question 4
a) Describe saleperson`s compensation plans. (10marks)
b) Explain the barriers to a sales manager performing their role at optimum level(10marks)

Question 5
a) Is Hertzberg Dual factor motivation theory applicable to salespeople? Demonstrate its application or otherwise. (10marks)
b) Identify and explain FIVE sources of recruitment for sales persons highlighting their advantages and disadvantages. (10marks)

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