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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 1''ST ''TRIMESTER 2013 (EVENING) EXAMINATIONS
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.
Question One
The importance of personal selling varies from industry and from company to company. Explain why this variation occurs giving examples from a company of your choice.
(10mks)
Briefly describe the selling process.
(15mks)
Highlight any five challenges that marketers have to deal with while managing sales.
(5mks)
Question Two
Describe in details the concept marketing strategy as an important aspect of management of sales force.
(15mks)
Explain the benefits of effective market segmentation and targeting. (5mks)
Question Three
Using the product life cycle, explain the pattern of most products over time in terms of sales and profits. (20mks)
Question Four
The sales manager of DT Dobie has identified some factors that appear to affect performance. The human resource manger would like to use this information to improve the company’s recruiting and hiring process.
Identify any four of these factors that are important during hiring a salesman.
(10mks)
Explain how these factors determine performance.
(10mks)
Question Five
Describe sales quotas as a method of evaluating the sales force. (10mks)
In reference to any selling theory explain how sales persons interacts and influence prospects.
(10mks)

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