Get premium membership and access revision papers, questions with answers as well as video lessons.

Mktg 332: Sales Management Question Paper

Mktg 332: Sales Management

Course:Business Administration

Institution: Kenya Methodist University question papers

Exam Year:2012

KENYA METHODIST UNIVERSITY
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : BUSINESS ADMINISTRATION
UNIT CODE : MKTG 332
UNIT TITLE : SALES MANAGEMENT

Question One
The first step in the selling process by a sales person is to carry out effective prospecting. Discuss other steps likely to occur in order to complete the process. (30 Marks)
Question Two
Discuss the importance of sales force training.
(12 Marks)

Which type of training would you recommend for newly employed sales people and why?
(8 Marks)
Question Three
You have recently been appointed a sales manager of a company selling properties such as buildings and land. Sales are declining and you believe that a major factor causing this is lack of motivation among your salespeople. At present they are paid a straight salary the size which depends on length of service. Outline your thoughts regarding how you would approach this situation. (20 Marks)
Question Four
Distinguish between job description and job specification for an industry of your choice.
(6 Marks)
Write a suitable job description and job specification for a sales person.
(14 Marks)
Question Five
Write briefly on the following:

Sales quotas
Sales Territories
Sales Conference
(9 Marks)
Identify and outline the various selling situations salespeople could find themselves in.
(11 Marks)

More Question Papers

Birs 111 : Critical And Creative Thinking

Cisy 432:Distributed Systems

Bbit 232:Database Systems

Bbit 241 Cisy 131 (Computer Networks / Telecommunication Networks)(2 Trimester 2016)

Cisy 332:Network Hardware And Configuration

Computer Networks (Bbit 241) (Cisy 131) (Dbit 223) (Dcis 121) 1St Trimester 2016

Database Management (Bbit 232) (Cisy 221) 2Nd Trimester 2015

Database Systems (Bbit 232) (Cisy 221) (Comp 340) (Bsis 115) (Dbit 221) (Dcis 106) 3Rd Trimester 2014

E-Commerce (Bbit 436) (Cisy 428) 1St Trimester 2016

E-Commerce (Bbit 436) (Cisy 428) 2Nd Trimester 2015

E-Commerce (Bbit 436) (Cisy 428) 3Rd Trimester 2015

Human Computer Interraction (Bbit 314) (Bsis 430) 2Nd Trimester 2012

Introduction To Computer Networks (Bbit 241) (Cisy 131) 2Nd Trimester 2014

Introduction To Computer Networks (Cisy 131) (Bbit 241) (Dbit 223) (Dcis 121) 2Nd Trimester 2015

Introduction To Information Systems (Bbit 111) 2Nd Trimester 2012

Introduction To Sociology (Sost 131) 1St Trimester 2015

Introduction To Sociology(Sost 131)2Nd Trimester 2016

Object Oriented Analysis And Design (Bbit 335) (Cisy 411) 3Rd Trimester 2014

Object Oriented Programming (Bbit 223) (Cisy 210) (Dcis 120) 2Nd Trimester 2014

Principles Of Marketing (Mktg 218) 2Nd Trimester 2014

Principles Of Marketing (Mktg 218) 2Nd Trimester 2017

Simulation And Modeling (Bbit 417) (Cisy 403) 3Rd Trimester 2014

System Analysis And Design(Bbit 231)( Cisy 222)( Dbit 124)( Dcis 104)2Nd Trimester 2016

Systems Analysis And Design (Bbit 231) (Cisy 221) 1St Trimester 2017

Systems Analysis And Design (Bbit 231) (Cisy 222) 1St Trimester 2015

(Lang 310:Varieties Of English

A T R (Theo 205)

Abnormal Psychology (Coun 125)

Abnormal Psychology B(Coun 125)

Abnormal Psychology(Coun 125)

Accf 330Intermediate Accounting 1

Accf 430Financial Management Ii

Accf 431 Tax Planning And Management

Accf 432Auditing 1

Accf 434: Auditing Ii

Accommodation Management (Bhtm 308) (Bshm 212)

Accounting Information Systems (Bbit 437)

Accounting Information Systems I(Bbit 311)

Accounting Information Systems(Bbit 311)

Accounting Information Systems(Bbit 447)

Accounting Information Systems(Buss 344)

Acct 010 :Principles Of Accounting

Acct 112: Principles Of Accounting 1

Acct 112: Principles Of Accounting 1

Acct 112: Principles Of Accounting 1

Acct 112: Principles Of Accounting 1

Acct 112: Principles Of Accounting 1

Acct 112: Principles Of Accounting 1

Acct 117 Principles Of Accounting Ii

Acct 219: Cost Accounting

Popular Exams

Return to Question Papers

Quick Links