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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: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) Good selection is vital importance to the firm because it is the sales force that directly generates revenue for the firm. Discuss the importance of a good sales force selection program. (10marks)
b) As a sales manager explain what would be your recruiting sources of sales representatives. (10marks)
c) Objections are encountered in practically every presentation. Discuss the causes of sales objections. (10marks)

Question 2
a) It is recognized that a salesperson should always be hungry for product knowledge. How can this knowledge be acquired? (8marks)
b) Discuss the steps followed when organizing a formal sales training program. (12marks)

Question 3
a) Define the term sales quota and discuss the objectives of setting sales quotas. (10marks)
b) Discuss the objective of a good sales force compensation plan from the company`s perspective. (10marks)

Question 4
a) What are the advantages of developing sales territories? (8marks)
b) Discuss the various factors taken into consideration when developing sales territories? (12marks)

Question 5
a) Explain briefly the following terms
i) Missionary selling ii) Job specification iii) Sales conference iv) Cold canvassing (12marks)
b) Discuss the importance of sales personnel evaluation. (8marks)




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