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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 3''RD ''TRIMESTER 2013 (EVENING) EXAMINATION
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 questions.
Question One
Case Study:
Kezia holdings is a medium sized company (small by comparison to competitors) in the area of clothing and sporting products. The company has grown from a small family owned employing three people to a partnership employing over 100 people with a sales force of 30 including three senior key account staff. Most of the sales force call on independents small chain and leisure centers and undertake merchandising and service tasks with large retailers. The company supplies a range of over 300 items including all types of equipment such as rackets, balls, footwear, sport clothing and other related sports products. Eighty percent of their business is on clothing. Kezia holdings at one time manufactured various items but faced with high costs of production and reduced business now buy direct from clothing manufactures under contract and also acting as a distributor for other companies. In an effort to improve the sales performance of the company they have recruited John Evans as the company’s sales manager.
As the sales manager was preparing the next year’s sales plan, information available indicate a declining market share for the company in all its sales terrorists. Further information revealed that were no clear criteria for recruitment and training of the sales force. John felt that if the company has to achieve its objectives these areas and others like remuneration package motivation and incentives for the sales force need to be reviewed otherwise the company would continue to be squeezed by low priced competition at the bottom end and by highly quality more prestigious brands at the top.
Explain as a sales manager the steps you would take to improve the recruitment and selection of sales people in order to improve the company’s performance.
(10mks)
Identify and explain five major decisions required for building an effective sales training programme for Kezia holdings.
(10mks)
In order to motivate sales people for the company highlight at least five requirements for a good compensation plan.
(10mks)
Question Two
Discuss the various methods that managers can use to motivate salespeople.
(10mks)
Salespeople can be categorized differently on the basis of selling situation or activity involved or types of customers. Highlight five types of salespeople based on selling situations salespeople often find themselves in. (10mks)
Question Three
The fundamental purpose for which sales people are employed is to retain existing business and win new customers in an effort to achieve this objective, discuss the various functions of salespeople. (20mks)
Question Four
Effectiveness in the sales department is measured on the basis of quota attainment. Discuss the objectives of sales quotas and present the types of sales quotas commonly used by firms.
(10mks)
A sales territory is a basic decision making unit in an organization. Define a sales territory and present the procedure used in setting up a sales territory.
(10mks)
Question Five
It is recognized that a salesperson should always be hungry for product knowledge. How can this knowledge be obtained.
(12mks)
Discuss other types of knowledge that a salesperson should have in order to be effective in his/her sales jobs.
(8mks)
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