MAASAI MARA UNIVERSITY
REGULAR UNIVERSITY EXAMINATIONS 2013/2014 ACADEMIC YEAR
SECOND YEAR FIRST SEMESTER
SCHOOL OF BUSINESS AND ECONOMICS
DIPLOMA IN BUSINESS MANAGEMENT
COURSE CODE: DBM 012
COURSE TITLE: SALESMANSHIP
DATE:23RD APRIL 2014 TIME: 2.00PM – 4.30PM
INSTRUCTIONS TO CANDIDATES
Question ONE is compulsory
Answer any other THREE questions
This paper consists of 2 printed pages. Please turn over.
Question one
i. Define salesmanship and differentiate it from advertising
(10 marks)
ii. An appropriate media of advertising is accompanied with a number of factors to make it successful. State and explain these factors briefly (10 marks)
iii. Sales manager is in charge of management of the sales force. From the above statement explain the five areas of managerial decisions regarding the sales force (5 marks)
Question two
Outline the objectives of advertising (15 marks)
Question three
State and explain the different media of advertising (15 marks)
Question four
A wide variety of sales promotion tools are used by different business understanding. Discuss them in brief (15 marks)
Question five
“Personal selling consist of individual and personal communication in contrast to the mass and impersonal communication of advertising and sales promotion”. From the above statement outline the significance of both (15 marks)
Question six
State and explain the various qualities of a successful salesman (15 marks)
