Month: June 2022

TOPIC EIGHT SALES SETTING. INTERNATIONAL SELLING APPROACH Companies contemplating entering overseas markets will need to develop specialist knowledge and expertise in these areas. Some sales managers feel that selling abroad is impossibly difficult, but most who try it see that, Read More …

SELLING AND MANAGING KEY/ MAJOR ACCOUNTS MAJOR/KEY ACCOUNT MANAGEMENT Key account management is a strategy used by suppliers to target and serve high-potential customers with complex needs by providing them with special treatment in the areas of marketing, administration and Read More …

TIME: 3 HOURS INSTRUCTIONS: ANSWER ALL QUESTIONS. Section A (30 marks) 1. Spreadsheets are examples of _______________software. A. Application B. Inbuilt C. System D. Shareware 2. Which one of the following key combination is used to cut selected text and Read More …

TIME: 3HRS INSTRUCTIONS: ANSWER ALL QUESTIONS. MARKS ALLOCATED TO EACH QUESTION ARE SHOWN QUESTION 1 Which one of the following is a module that contains several random access memory (RAM) chips on a small circuit board with pins that connect Read More …

PERSONAL SELLING Meaning and Definition of Personal Selling Personal selling refers to the use of speech and personal conviction to bring about some action on the part of another. Salesperson is a man who actually performs the personal selling. A Read More …

SALES RESPONSIBILITY AND PREPARATION. SALES RESPONSIBILITIES. The primary responsibility of a salesperson is to conclude a sale successfully. This task will involve the identification of customer needs, presentation and demonstration, negotiation, handling objections and closing the sale. These skills will Read More …

MONDAY: 4 April 2022. Afternoon paper.   Time Allowed: 3 hours. Answer ALL questions. Each question is allocated one (1) mark. 1. A ________________ links the sender to the receiver. (a) Feedback. (b) Channel. (c) Pipe. (d) Communication.        Read More …

SALES DISPLAY AND DEMONSTRATIONS. Once the problems and needs of the buyer have been identified, the presentation follows as a natural consequence. The first question to be addressed is presentation of what? The preceding section has enabled the salesperson to Read More …

PROCESS OF SELLING. This can be defined as the last step in chain of commerce where a buyer exchanges cash for a sellers good/service or the activity of trying to bring this about. Refers to give or handing over something Read More …

TOPIC ONE INTRODUCTION TO SELLING. Selling is the actual exchange of products and services at an agreed sum of money. It is one of the activities in the entire marketing process. Marketing activities/processes supports selling and this include; • Branding. Read More …