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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

KENYA METHODIST UNIVERSITY
END OF 3''RD ''TRIMESTER 2011 EXAMINATIONS
SCHOOL : BUSINESS AND MANAGEMENT
DEPARTMENT : BUSINESS ADMINISTRATION
UNIT TITLE : SALES MANAGEMENT
UNIT CODE : MKTG 332
TIME : 2 HOURS

Instructions:
Answer Question ONE (Compulsory) in and any other TWO Questions.
Question One
Discuss the role of a company’s salespeople in creating value for customers and building customers relationships.
(10mks)
Discuss the importance of prospecting and explain the man sources of prospects that sales representatives can recruit from.
(10mks)
Explain how sales promotion campaigns are developed and implemented.
(10mks)
Question Two.
Distinguish between transactional selling and relationship selling. (6mks)
Discuss the personal selling process
(14mks)
Question Three.
Discuss how you would use your knowledge of the selling process to get a job of your dream. (20mks)
Question Four.
Discuss the objectives of a sales force training program and explain its contents.
(14mks)
Distinguish between job specification and job description.
(6mks)
Question five.
Discuss the importance of sales force evaluation and control.
(10mks)
Discuss the various factors taken into consideration when developing sales territories.
(10mks)

Mktg 332: Sales Management Question Paper

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