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Sales Management(Mktg 332) Question Paper

Sales Management(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
You have been appointed by one of the fastest growing pharmaceutical companies in Kenya to train their recently hired sales trainees on prospecting. Prepare a presentation focusing on SEVEN major sources that trainees can use.
(7 Marks)

Outline the qualities of a good sales person.
(6 Marks)
Explain briefly the SEVEN functions of a company’s sales management.
(7 Marks)
Using suitable examples explain any TEN non-financial motivation programs commonly used by sales managers today to motivate their sales teams.
(10 Marks)

Question Two
Explain the meaning of sales forecasting. Describe FIVE sales forecasting methods.
(12 Marks)

What are the objectives of a sales person’s report.
(8 Marks)

Question Three
Discuss selection tools used during the recruitment and selection process.
(8 Marks)
Explain the process of developing a good training program for the sales force.
(12 Marks)

Question Four
Assume you have been hired as a sales manager of a fast growing medium sized packaging company. The top management has asked you to explain the following issues:
The objectives of good compensation plan.
(8 Marks)
The advantages and disadvantages of both the straight salary and the straight commission compensation plans.
(12 Marks)

Question Five
Territory planning and management require. Proper understanding of the target market. Define a territory and discuss the critical territory decisions that a sales manager must make.
(12 Marks)

Discuss the purpose of sales management evaluation in the management of sales force.
(8 Marks)

Sales Management(Mktg 332) Question Paper

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