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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: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) Define sales management and explore the changing roles of a sales manager. (10marks)
b) Discuss the new trends affecting sales management in performing at optimum level. (10marks)
c) Explain the sales process citing relevant examples in an organization you are familiar with. (10marks)

Question 2
a) Discuss the types of compensation plans for salespeople in organizations. (10marks)
b) Describe qualitative methods of sales forecasting. (10marks)

Question 3
a) Illustrate how practical is the workload approach to sales force determination by quoting relevant examples. (10marks)
b) Highlight your understanding of the procedure used in designing a sales training programme. (10marks)

Question 4
a) Define sales forecasting and outline its various features. (10marks)
b) Expound on the relevance of major accounts management in a corporate selling environment. (10marks)

Question 5
a) Describe why it is important to motivate a sales team. (10marks)
b) Discuss the Maslow’s hierarchy of needs theory and its application to sales force motivation. (10marks)

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