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Sales Management Question Paper

Sales Management 

Course:Bachelor Of Commerce

Institution: Kenyatta University question papers

Exam Year:2010



KENYATTA UNIVERSITY
UNIVERSITY EXAMINATIONS 2008/2009
INSTITUTE OF OPEN LEARNING (IOL)
EXAMINATION FOR THE DEGREE OF BACHELOR OF COMMERCE

BBA 403: SALES MANAGEMENT

DATE:
Saturday 20th February 2010

TIME: 2.00p.m – 4.00p.m

INSTRUCTIONS:
1)
Attempt four Questions
2)
Question one is compulsory

Q1.
The first step in the selling process by a sales person is to carry out effective prospecting. Discuss other steps likely to occur in order to complete the process.[25marks]

Q2.
Like marketing managers, sales managers perform a variety of functions in their territories. Identify such functions and discuss them. [15marks]

Q3.
Discuss the importance of sales force training. Which type of training would you recommend for newly employed salespeople? [15marks]

Q4.
Identify and discuss various methods sales manager can use to motivate their sales force.
[15marks]

Q5.
Suggest some reasons why men/or women are often more effective salespeople in some situations more than others (situation). [15marks]

Q6.
Discuss the qualities or traits that differentiate salesmen from sales managers.
[15marks]




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