Sales Management 2014 July Knec Past Paper

1. (a) A sales manager is usually expected to implement the sales program for a linn.
Explain six factors in the internal organizational environment that may hinder the effective implementation of the program. (12 mar ks)
(b) The sales manager of Kokote Company Ltd is scheduled to carry out performance appraisal for the salespersons.
I Highlight four work-related issues that could be evaluated in the exercise. (8 marks)
2. (a) Pepeta Company Ltd has assigned each individual salesperson to a specific product category.
Explain live benefits of using this approach. (10 marks)
(b) One of the methods used in sales forecasting is the statistical demand analysis.
Explain five advantages of the method. (10 marks)
3. (a) One of the methods that a sales manager could use to determine the size of the salesforce is the work breakdown method.
Explain five problems that may be associated with using this method. (10 marks)
(b) One of the functions of the sales manager is to provide the salesforce with appropriate resources.
Describe five types of resources that he should provide to a travelling salesperson. (10 marks)
4. (a) The sales manager of Watano Company Ltd is in the process of establishing sales targets for the salespeople.
Explain five factors that the manager should take into account when establishing the , targets. (10 marks)
(b) Explain five measures that a sales manager should take in order to create credibility in a sales training program. (10 marks)
5. (a) The sales manager of Uwczo Company intends to recruit candidates to fill a vacant sales job.
Describe five selection tools that the manager could use to determine the best candidates for the job. (10 marks)
(b) The sales manager of Mwcbcni Company Limited has decided to use commissions Io motivate the salesforce.
Outline five limitations of using the method. (10 marks)
6. (a) Explain four reasons that would make it necessary for a sales manager to undertake performance appraisal of the salesforce. (8 marks)
(b) The sales manager of Nandu Company Ltd, a newly established firm, is in the process of developing the job description of a sales job.
Describe six contents of such a job description

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