Sales Management Question Paper

Sales Management

Course:Bachelor Of Commerce

Institution: Kenyatta University question papers

Exam Year:2008

KENYATTA UNIVERSITY
UNIVERSITY EXAMINATIONS 2008/2009
FIRST SEMESTER EXAMINATION FOR THE DEGREE OF
BACHELOR OF COMMERCE
BBA 403: SALES MANAGEMENT

DATE:Wednesday 26th November 2008 TIME: 2.00 p.m. – 4.00 p.m.

INSTRUCTIONS: Attempt any Four Questions.

Q1.
“The only sensible way to organize a sales force is by geographical or regional orientation. Any other methods are not cost effective.” Discuss. (25marks)

Q2.
You have recently been appointed as sales manager of a company selling properties such as buildings and land. Sales are declining and you believe that a major factor causing this decline is lack of motivation among your sales force. At present they are paid a straight salary the size which depends on lengths of service. Outline your thoughts regarding how you would approach this situation. (25marks)

Q.3
Identify five possible categories of salespeople and discuss their characteristics (25marks)

Q4.
Distinguish between the job description and the job/personnel specification for an industry of your choice. Write a suitable job description and job/personnel specification for a salesperson.

Q5.
If the product is right and sales presentation is right there is not need to close the sale. Discuss. (20marks)

Q6.
Identify and outline types of selling, giving possible examples where applicable. (25 marks)

More Question Papers

Bba 101:Business Law 1

Efn 204: Sociology Of Education

Kst 304:Weed Science And Management.

Pharmacology Ii

Pharmacology Ii

Acting For Film &Amp; Television

Acting For Film &Amp; Television

Administration And Supervision Of Pre-School Education

Advanced Hospitality Marketing

Advanced Operations Management

Agd 202: Participatory Approaches And Tools In Gender

Agd 202: Participatory Approaches And Tools In Gender And Development

Agd 300: Fundamental Of Gender And Development

Age 100:Introduction To Cartography Map Analysis And Statistics

Age 201:Physical Geography Ii

Agroforestry Systems

Aks 203: Introduction To Theory And Practice Of Translation

Aks100; Introduction To The Study Of Language

Aks102:Historia Na Maendeleo Ya Kiswahili

Analogue Circuits

Animal Nutrition And Feeds

Art/Design Appreciation 2

Asc 103:Social Structures Of African Societies

Asc 410: The Sociology Of Knowledge

Automation In Libraries

Bac 406: International Finance Management

Basics Of Community Development

Blis 202: Design And Care Of Library And Information Centre

Business Studies

Business Studies

Child Development I

Communicable And Lifestyle Diseases

Communication In Leisure, Recreation And Sports

Communication Skills

Communication Skills

Communication Skills For Children With Impairement Ii

Criminal Law I

Criminal Law I

Cultivar Development And Release

Curriculum Leadership

Developmental Psychology

Distance Education

Eap 403: Economics Of Education And Educational Planning

Eap 403: Educational Planning And Economics Of Education

Economic Research Methodology

Economic Research Methodology

Economics Of Public Enterprises

Egc 506: Personality Psychology

Electronic Publishing

Exams With Marking Schemes

End Term 3 Exams

Mid Term Exams

End Term 1 Exams

Opener Exams

Full Set Exams

Return to Question Papers

Quick Links