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Sales Management B (Mktg 332) Question Paper

Sales Management B (Mktg 332)

Course:Business Administration

Institution: Kenya Methodist University question papers

Exam Year:2012

TIME: 2 HOURS
Instructions: Answer Question ONE and any other TWO Questions.
Question One
Generally people think of selling and marketing as one and the same thing. Is there any difference between the two? Discuss
(8 Marks)

Discuss the benefits of a good territory design.
(8 Marks)
State and explain briefly at least FIVE qualitative technique methods.
(10 Marks)
Highlight qualities that need to be included in the sales person’s profile.

(4 Marks)

Question Two
State and explain the tasks a sales person is expected to carry out in an organization.
(4 Marks)
Explain the factors that generally influence the sales person’s role.
(10 Marks)

Question Three
What are the key functions of sales managers in an organization.
(10 Marks)
(i) What is sales forecasting.
(2 Marks)
(ii) Explain the characteristics of a good forecasting. (8 Marks)

Question Four
The following data has been kept over the last 6 years calculate the forecasted sales for the next 4 years.
(10 Marks)

Yr 1 2 3 4 5 6
Sales (Units) 14 17 15 23 18 22

Sales people can be categorized differently on the basis of selling situation or activity involved or types of sales person based on activity involved. Explain.
(10 Marks)

Question Five
State and explain the advantages claimed for a key account sales force structure.
(10 Marks)

Motivation is the effort sales people want to make to complete various aspects of their jobs. Discuss Maslow’s hierarchy of needs theory in relation to sales management.
(10 Marks)

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