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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 1''ST ''TRIMESTER 2013 (DAY) 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
Describe Vroom’s expectancy theory of motivation and comment about its applicability on motivation these days.
(10 Marks)

A common approach in organizing for international markets is to us the same approach as the domestic market. However, the sakes directors need to take into consideration a number of factors. Enumerate the factors to consider when deciding upon international sales force organization.
(10 Marks)
Question Two
Forecasting involves accurately predicting future events. Describe the difficulties managers may encounter when forecasting.
(10 Marks)

What general procedure should be followed when quantifying prospects? How can the key prospects for a life insurance policy be identified and quantified?
(10 Marks)
Question Three
In reference to the product life cycle, enumerate the implications of the various stages of the PLC to personal selling.
(10 Marks)
You have been appointed as a sales manager for the company you are working in, the department requires sales persons to be deployed to the various company’s regions in the country.
Required:-
Draw a suitable advertisement for the positions to be filled. (5 Marks)
Draw an appropriate form that will be used for the selection the sales persons.
(5 Marks)
Question Four
Businesses in the 19th century used to make higher profits, though the managers of those organizations were not as educated as the current business managers.
Discuss the reasons why this trend is being experienced. (10 Marks)
KK is a company in Kenya which has been remunerating its employees by increasing their wages so often. The company has discovered that though it is giving its workers higher pay to motivate them their performance is declining all through.
Advice the company where it is going wrong and suggest suitable compensation plan to motivate its workforce (10 Marks)
Question Five
With development of information technology, the place of personal selling is losing significance. Do you agree with this statement? Argue in support of your answer.
(10 Marks)

Discus the qualitative forecasting techniques in organizations by giving where they are applicable.
(10 Marks)

Mktg 332: Sales Management Question Paper

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