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Instructions
Answer the five questions within the time given. Marks are allocated to each question are shown
at the end of the question
(b) A salesperson requires certain social qualities in order to be effective in her job highlights
those qualities.
(10mks)
2.(a) There are certain factors that a sales manager should consider in setting sales quotas for
sales persons. Outline those considerations.
(10mks)
(b) Jacinta was recently hired as a salesperson in charge of organizations major account.
Explain the selling practices that could strain her relationship with such an account.
3. (a) A salesperson should take certain measures to enhance the effectiveness of sales display
erected. Outline those measures. (10mks)
(b) Juma recently secured a job as sales person for firm dealing in office equipment explain the
methods that he could adopt in prospecting for customers. (10mks)
4.(a) some sales people find it necessary to offer discounts to their customers. The reasons for
giving such discounts. (10mks)
(b) Explain the cultural challenges that a travelling salesperson could encounter in the course of
his duties.
(10mks)
5.(a) many retail outlets have increasingly adopted products demonstrations as part of selling
activities. Explain the reasons that may account for such a move. (10mks)
(b)A salesperson is usually required to make follow up after sales have been made. Explain the
reasons for such requirements. (10mks)
6.(a) Alice was recently employed as sales manager for lulu limited. Explain the ways in which
she could ensure defined sales responsibility for salespeople.
(8mks)
(b)James, a travelling salesperson, is planning to visit a new a sales territory. Outline the types
of information about the new territory that he should obtain before making the journey.
(12mks)
7.(a)Alice, a salesperson with joba limited has been having problems with her time
management at work. Explainto her the ways in which she could enhance her time management
practices. (10mks)
(b) Philip was recently employed as a salesperson in a rural shop. Explain the duties that he will
be expected to perform in his job.
(10mks)