Bust 424: Sales Management Question Paper

Bust 424: Sales Management

Course:Bachelor Of Education Arts

Institution: Chuka University question papers

Exam Year:2013

CHUKA

UNIVERSITY

UNIVERSITY EXAMINATIONS
FOURTH YEAR EXAMINATIONS FOR THE AWARD OF
BACHELOR OF EDUCATION ARTS
BUST 424: SALES MANAGEMENT
STREAMS: Y4S2 TIME: 2 HOURS
DAY/DATE: FRIDAY 26/4/2013 8.30 AM – 10.30 AM
INSTRUCTIONS:

1. This Paper consists of Two sections
2. Section A is compulsory
3. Section B – Answer any TWO Questions
4. Do not write on the Question Paper
5. Use relevant examples
6. Use legible handwriting.

SECTION A – COMPULSORY

QUESTION ONE (30 MARKS)

(a) Discuss the current trends in sales management. [10 Marks]

(b) Explain the ethical issues in sales management [10 Marks]

(c) As a Sales Manager in Bank, discuss the selling process for salary accounts.
[10 Marks]

SECTION B – ANSWER ANY TWO QUESTIONS

QUESTION TWO

(a) Using suitable examples, Discuss sales team recruitment, selection and hiring activities. [10 Marks]
(b) Enumerate how the sales manager will evaluate the sales team. [10 Marks]

QUESTION THREE

(a) How does the sales manager motivate the sales team? [10 Marks]

(b) With aid of an organizational chart, highlight some considerations when deciding upon sales force organization. [10 Marks]

QUESTION FOUR

(a) Highlight the components of the sales training programme. [10 Marks]

(b) You have been offered a job in Bidco as a sales manager. Develop a sales plan for the coming year. [10 Marks]

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