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Sales Management Question Paper

Sales Management 

Course:Bachelor Of Commerce

Institution: Kenyatta University question papers

Exam Year:2009



KENYATTA UNIVERSITY
UNIVERSITY EXAMINATIONS 2009/2010
FIRST SEMESTER EXAMINATION FOR THE DEGREE OF BACHELOR OF
COMMERCE

BBA 403: SALES MANAGEMENT

DATE: Monday
28th December 2009
TIME: 11.00am – 1.00pm


INSTRUCTIONS:
Answer question One and any other Three
Q1.
Differentiate between the activities of marketing compared to those of selling. [25marks]

Q2.
Write briefly on the following:
a)
Sales targets [3marks]
b)
Sales Quotas [3marks]
c)
Sales territories [3marks]
d)
Sales incentives [3marks]]
e)
Sales calls [3marks]

Q3.
A sales manager in his territory plays a very critical role in the employment of his sales force. Discuss the process the sales manager should follow in employing his sales people in his territory. [15marks]

Q4.
What qualities distinguish between a sales manager and a salesperson? [15marks]

Q5.
Training and compensation of the salespeople may act as motivational to the salespeople.
Discuss.




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