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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 2ND TRIMESTER 2012 (EVENING) EXAMINATIONS
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : BUSINESS ADMINISTRATION
UNIT CODE : MKTG 332
UNIT TITLE : SALES MANAGEMENT

TIME: 2HRS

INSTRUCTIONS: Answer Question (Compulsory) ONE and ANY Other TWO Questions.

QUESTION ONE
a) Differentiate between sales management and marketing management.
(10marks)

b) List any FIVE advantages and FIVE disadvantages of using personal selling. (10marks)

c) Briefly discuss the THREE main roles that sales personnel can engage in their line of duty using examples from the Kenyan context. (10marks)
QUESTION TWO
a) With use of examples, discuss the process of prospecting as used in sales
management. (10marks)

b) Briefly explain FOUR advantages of product knowledge by the sales
representative. (10marks)
QUESTION THREE
a) Discuss any FIVE training methods using in training sales personnel.
(15marks)

b) List any FIVE reasons why a trainer would use the role playing training
method. (5marks)

QUESTION FOUR
a) Briefly explain FOUR reasons why a trainer would consider using the jury-of executive opinion sales forecasting method. (8marks)

b) Discuss the power of sales force opinion, citing the strength and weakness of using the forecasting method. (12marks)
QUESTION FIVE
Discuss the importance of a channel of distribution to a producer organization.
(20marks)

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