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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

KENYA METHODIST UNIVERSITY
END OF 3''RD ''TRIMESTER 2011 EXAMINATIONS
FACULTY : SCHOOL OF 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 question
Question One
Define sales management and explain the crucial roles and duties of a sales manager in a company
(8mks)
Explain the sales process citing relevant example in an organization you are familiar with
(12mks)
Briefly describe the five stages in recruitment and selection of salespeople
(10mks)
Question Two
Discuss the six component of a good training program for salesmen (12mks)
Highlight your understanding of the procedure used in designing a sales training programme
(8mks)
Question Three
Motivation is the act of stimulating sales people to work for the higher productivity. In light of this
Briefly explain any three theories of motivation and describe how each relate to the motivation of sales force
(12mks)
List any six methods of salesmen motivation
(8mks)
Question Four
Explain any five types of sales forecasting methods
(10mks)
Explain the various types of salesperson’s compensation plan
(10mks)
Question Five
Discuss the various types of sales structure and their advantages to an organization
(10mks)
Briefly explain five factor to be considered while designing a sales territory
(10mks)
Question Six
Briefly discuss three types of sales report and outline their objectives
(10mks)
Construct a sample budget that would constitute a sales promotion and personal selling activities outlining their importance
(10mks)

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