eNAMIBIA UNIVERSITYOF SCIENCE AND TECHNOLOGY

FACULTY OF MANAGEMENTSCIENCES

DEPARTMENT OF MARKETING AND LOGISTICS

QUALIFICATION: BACHELOR OF SPORT MANAGEMENT

QUALIFICATION CODE: 07BOSM LEVEL: 7

COURSE NAME:CORPORATE SPORT ANDCOURSE CODE: CSS621S SALESMANSHIP

SESSION: NOVEMBER 2018 PAPER: THEORY

DURATION: 3 HOURS MARKS: 100

1* OPPORTUNITY EXAMINATION PAPER

EXAMINER(S) Mr. John-Graftt Ndungaua

MODERATOR:| Mr. Vincent Masocha

INSTRUCTIONS

Answerall questions.

Readall the questions carefully before answering.

Marks for each question are indicated at the end of each question.

This paper consist of three (3) sections, namely section A, B & C.

Please ensure that your writing is legible, neat and presentable.

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sfWON

PS

For section A and B,use the table below to indicate the correct answer, detachit

and insert it in the exam book. Write your name and student number.

THIS QUESTION PAPER CONSISTS OF _4_ PAGES(Including this front page)

Section A, Question 1: Multiple Choice Questions(6 x 2 = 12)

Multiple choice questions, mark with an X to indicate your answer on the answer

sheet provided on page (4), write your names, student number, detach the answer

sheet andinsert it in your examination booklet.

In manycasessales people serve two masters

a) First they represent the companyto the customer

b) They represent the customers to the company

c) They represent themselves

d) A&B

e) A,B&C

Therole of sales force is to

a) Benefit an individual sales person

b) Kill sales

c) Decrease customer retention

d) Increase communications between the two groups

e) Allofthe above

Wedefine sales force managementas

a) Analyzing, planning, implementing, and controlling sales force activities.

b) Just planning

c) Just controlling

d) Allofthe above

e) None of the above

Recruiting and Selecting Salesperson its research suggests that the best salespeople possess

fourkey talents:

a). Intrinsic Motivation

b). A disciplined work style

c). The ability to close a sale

d). The Ability to build relationship with customers

e).A,B&C

Theselling consist of (as coveredin class)

a) Ten Steps

b) Three Steps

c) Seven Steps

d) 9 Steps

e) 10Steps

Someof the modern sales approachesinclude:

a). Partnering

b). Team Selling

c). Relationship Selling

d).A&C

e).A,B&C

Section B, Question 2: True and False Questions (6 x 2 = 12)

True or false questions, mark with an X to indicate your answer on the answer

sheet provided on page (4), write your names, student number, detach the answer

sheet andinsert it in your examination booklet.

1. Salesperson is not responsible for scheduling follow-up calls after the customers receive

their initial order

2. Theshifts in the way customers buyin 21% century entails that sales function takes on a new

robe and a novelsales approach.

3. Human relationship skills isn’t really important to a salesperson

4. Applications, Infrastructure & Transformationall three are necessary to some degree,for

successful implementation of CRM initiatives

5. CRM objective is not on customerloyalty

6. If management movesto a decentralized structure, HRM should not be adjusted.

Section C

Question 3

List and discuss the stepsin the selling process [4 x 7 =28 marks]

Question 4

What are the 6 main characteristics of a good prospect that we coveredin class?

[4 x 6 = 24 marks]

Question 5

List and explain the HR Components [24 Marks]

Section A, Question 1- Multiple Choice Questions

Ht A B C D E.

(6x 2 = 12)

Section B, Question 2 - True or False Questions

TRUE FALSE

(6x 2=12)