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Dsmk 101: Sales Management Question Paper

Dsmk 101: Sales Management

Course:Sales Mangement

Institution: Kenya Methodist University question papers

Exam Year:2008

KENYA METHODIST UNIVERTISY

END OF SECOND TRIMESTER 2006/2007 EXAMINATIONS

FACULTY : BUSINESS STUDIES AND MANAGEMENT
DEPARTMENT : BUSINESS ADMINISTRATION
COURSE CODE : DSMK 101
COURSE TITLE : SALES MANAGEMENT
TIME : 3 HOURS

INSTRUCTIONS

Answer Question ONE and any other Three Questions

Question 1

Companies that do not understand their competitive advantage say things like “Our product is better quality” or “Our service is better”. Even if a company has better quality or better service, it will not convince its customers just by saying so, because many of its competitors will be saying the exact same thing.

Required:

(a) As Sales manager of Kasuku Foods Ltd, discuss what actions you would take to ensure that the company gains competitive advantage when selling against the competition. (15 marks)

(b). Define the concept of “marketing research” and explain the various steps in the marketing research process. (10 marks)

Question 2

(a) The objectives of an effective compensation plan may be viewed from perspective of the company as well as from individual sales person. Discuss the various methods of compensation that a sales manager can choose from. (15marks)

(b) A training programme for sales force should cover combination of knowledge and skill development. Briefly discuss five components of a sales training programme.
(10marks)
Question 3

(a) The budget is very important for the successful operation of the sales force. One of the key budgets in the sales department is the advertising budget. Explain the methods a sales manager would use to determine an advertising budget. (15 marks)

(b) Discuss the knowledge that an effective sales person must possess. (10 marks)

Question 4

(a) Discuss the key functions of Sales management (10 marks)

(b) Discuss the various ways in which a sales department may be organized (15 marks)

Question 5

(a) Define the concept of advertising as used in sales management. (3 marks)

(b) Discuss the various objectives of advertising as an element of the promotion mix
(12 marks)
(c) Briefly discuss any five practical ways of motivating a sales force. (10marks)

Question 6

(a) As the sales manager of Kasuku Foods Ltd, discuss the recruitment process of the sales force in your company (10 marks)

(b) As the sales manager of Kasuku Foods Ltd, what would be your recruiting sources of the sales representatives? (15marks)

Dsmk 101: Sales Management Question Paper

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