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Sales And Distribution Management(Mktg 543) Question Paper

Sales And Distribution Management(Mktg 543)

Course:Business Administration

Institution: Kenya Methodist University question papers

Exam Year:2012

TIME: 3 HOURS
SECTION A: SALES MANAGEMENT
Question One
By use of an appropriate example, explain how sales representatives can convert product features into benefits.
(10 Marks)

Discuss the purpose/importance of prospecting and explain the main sources of prospects that sales representatives can recruit from.
(15 Marks)

Question Two
According to reknowned management guru, an organization that cannot produce its own managers will ultimately die. The ability of an organization to produce managers is more important than its ability to produce goods effectively and cheaply. With this in mind, discuss the importance of sales executive programme. (25 Marks)

Question Three
Briefly discuss the stages of the selling process.
(10 Marks)
How can you utilize the knowledge of this selling process to acquire a job of your dream?
(15 Marks)

SECTION B: DISTRIBUTION MANAGEMENT
Question Four
Discuss strategies that a marketing manager can employ to motivate and maintain the members in the channel of distribution.
(10 Marks)
The middleman is a mere parasite who only increases the costs of marketing that are then passed on to the consumer in form of high product prices. Discuss.
(15 Marks)

Question Five
Discuss the various factors that affect the cost of transportation and select a produce to profile the importance of each factor.
(10 Marks)
The trend in private warehousing is to use fewer but larger facilities in the network. Discuss the underlying economic rationale for this strategic shift in the number and size of private warehouses.

Question Six
(i) What is meant by the term inventory visibility?
(5 Marks)
(ii) Explain the benefits of inventory visibility. (5 Marks)
Discuss the key questions that you would raise when judging the effectiveness of a company’s inventory management approach.
(15 Marks)

Sales And Distribution Management(Mktg 543) Question Paper

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