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) By use of an appropriate example, explain how sales representatives can convert product features into benefits. (10marks)
b) The budget is very important for the successful operation of the sales force. Discuss the importance of budgeting. (10marks)
c) Discuss the purpose/importance of prospecting and explain the main sources of prospects that sales representatives and recruit from. (10marks)

Question 2
a) A sales forecast is an estimate (in shillings or units) that an individual firm expects to achieve during a specific period of time. Discuss three fundamental techniques for estimating market and sales potentials for a product. (12marks)
b) As a sales forecasting specialist, explain the changes to anticipate when conducting a sales forecast. (8marks)

Question 3
Discuss how you would use your knowledge of the selling process to get a job of your dream. (20marks)

Question 4
a) Discuss the objectives of a sales force training program and explain its contents. (14marks) b) Distinguish between job specification and job description. (6marks)

Question 5
a) Sales people are born and not trained. Discuss. (10marks)
b) Discuss the various ways that an organisation can use to motivate its sales force. (10marks)

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