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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 and any Other TWO Questions

Question 1
a) Discuss the role of a firms sales persons in creating value for the customers and building customer relations (10marks)
b) Define the term sales management and salesmanship (10marks)
c) Discuss the benefits of sales management to an organization can train and develop the sales people (10marks)

Question 2
a) Identify and explain the six major sales force management steps (10marks)
b) Discuss the various way in which the firm can develop its salesforce (10marks)

Question 3
a) Prepare a compensation plan for international salespeople. (10marks)
b) Construct a budget that would constitute a sales promotion and personal selling activities outlining their importance (10marks)

Question 4
a) What are the factors that need to be considered when recruiting and selection of company salesforce (10marks)
b) Distinguish between outside and inside salesforce highlight the importance of team selling (10marks)

Question 5
a) Discuss the various salesforce structures that can be used in an organization (10marks)
b) What are the marketing strategies that can be used by salespeople to increase sales in an organization (10marks)

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