THE KENYA NATIONAL EXAMINATIONS COUNCIL
BUSINESS EDUCATION SINGLE AND GROUP
CERTIFICATE EXAMINATIONS
DIPLOMA TN SALES AND MARKETING
STRATEGIC PLANNING IN SALES AND MARKETING
1. (a) Ms. Juma is a newly employed sales representative looking for new prospects.
Advice her on live sources of prospects that she should consider. (10 marks)
(b) Explain five methods that a sales manager may use to set a sales budget. (10 marks)
2. (a) Explain five types of information that may be contained in a company’s database. (10 marks)
(b) Progressive Limited uses the customer-based sales structure. Explain five circumstances under which this structure may have been chosen. (10 marks)
3. (a) Makena is a sales person and often sets her sales call objectives. Explain five such probable objectives. (10 marks)
(b) Explain five factors that a sales manager should consider when choosing a sales channel. (10 marks)
4. (a) Explain five limitations of engaging in sales forecasting. (10 marks)
(b) Mr. Mako is preparing a sales presentation on “elements of sales planning”.
Explain five elements that he may focus on. (10 marks)
5. (a) Explain five roles of Information Technology in retail selling. (10 marks)
(b) Tangaza Limited has invested in a Customer Relationship System. Explain five benefits that firm may derive from using such a system. (10 marks)
6. (a) Mr. Bee often faces objections during sales presentations. Explain five reasons why his clients raise objections. (10 marks)
(b) Jema is a salesman at Waku Limited. Explain five ways in which he may build credibility for the firm. (10 marks)
7. (a) Explain five methods that sales people may use to contact key decision makers in an industrial firm. (10 marks)
(b) Explain five ways in which a sales person may use social media in sales activities
