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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:2010

FACULTY : BUSINESS AND MANAGEMENT STUDIES
DEPARTMENT : BUSINESS ADMINISTRATION
TIME : 2 HOURS
INSTRUCTIONS Answer Question ONE (compulsory) and any Other TWO Questions

Question 1
a) ABC company’s top management has identified an opportunity of expanding the company’s market share with its current products in their current markets. To achieve this strategy, the company has to recruit more sales people.
Required:
Construct a profile that will be used to select men or women who will become successful sales people for the company. (15marks)
b) Highlight characteristics of a good forecasting. (8marks)
c) List SEVEN functions of sales management. (7marks)

Question 2
a) Explain at least FIVE characteristics of the sales manager’s job. (10marks)
b) Discuss the various methods that managers can use to motivate salespeople. (10marks)

Question 3
a) When designing compensation plans, sales management need to recognize that not all the sales team may be motivated by the thought of higher earnings. Based on this, identify and explain briefly FIVE types of salesperson (10marks)
b) Sales people can be categorized differently on the basis of selling situation or activity involved or types of customers. Highlight FIVE types of salespersons based on activity involved (10marks)

Question 4
a) Some companies structure their sales force by account size. The importance of a few large customers in many trade and industrial markets has given rise to the establishment of a ‘key or major account’ sales force. Identify and explain briefly FIVE advantages of a key account sales force structure. (10marks)
b) Differentiate between selling and marketing. (10marks)

Mktg 332: Sales Management Question Paper

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