MAASAI MARA UNIVERSITY
REGULAR UNIVERSITY EXAMINATIONS
2018/2019 ACADEMIC YEAR
FIRST YEAR SECOND SEMESTER
SCHOOL OF BUSINESS & ECONOMICS
DIPLOMA IN BUSINESS MANAGEMENT
COURSE CODE: DBM 012
COURSE TITLE: SALESMAN-SHIP
DATE: 19TH AUGUST 2019 TIME: 1430-1630 HRS
INSTRUCTIONS TO CANDIDATES
• Question ONE is compulsory
• Answer any other THREE questions
QUESTION ONE (25mks)
a). Discuss the responsibilities of a salesman in an organization. (5mks)
b). Describe the principles of efficient salesmanship. (10mks)
c). Describe the different commodities sold in your country. (5mks)
d). Explain sales information which will enable a good salesman to deal with
any sales question. (5mks)
QUESTION TWO (15mks)
a). Identify and explain the types of commodities sold in your country. (5mks)
b). What are the advantages and disadvantages of selling goods directly to the
retailers. (10mks)
QUESTION THREE (15mks)
Discuss the qualities of a good salesperson. (15mks)
QUESTION FOUR (15mks)
Explain with examples, why a person should specialize in a given service or
product. (15mks)
QUESTION FIVE (15MKS)
a). With the aid of illustrations, differentiate between buyers and customers.
(5mks)
b). Give reasons why the following are essential for effective sales: (10mks)
i). Price
ii). Quality
iii). Service
iv). Terms
