National Diploma in Sales Management Stage II - May 10th ... 2015 - MAY QP.pdf · National Diploma...

National Diploma in Sales Management

Stage II - May 10th, 2015 Examination

Candidate’s Registration Number (As per in the examination admission form / Student

ID) 0 0 0 0 0

For Examiner’s use only

Examiner’s Comments

Second Examiner’s Comments

Part One 1st Marker 2nd Marker Final Marks

Question 01

Part Two

Question No.

Question 02

Question 03

Question 04

Question 05

Question 06

Part Three

Question No.

Question 07

Question 08

Question 08

Question 10

Total

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Instructions to Candidates

Time: 0930 hrs – 1230 hrs Duration: Three (03) hours

There are three parts in this question paper. Part One

This part has 40 multiple choice questions. It is a compulsory section. Candidates are expected to select the most suitable answer and tick the selected answer in the given box in the question paper itself.

Part Two

Candidates are expected to answer the questions in the space provided in the question paper. All answers are compulsory.

Part Three

Candidates are expected to answer only two questions out of four.

Answers should be written in the additional supplementary answer sheets provided and they should be attached to the question paper itself.

Other Instructions

State your Registration Number on the front cover of the answer book and on each and every additional paper attached to it. Your name must not appear anywhere in the answer book or answer scripts.

Always start answering a question on a new page.

You are reminded that answers should not be written in pencil or red pen except in drawing diagrams.

Answer the questions using:

Effective arrangement and presentation Clarity of expression Logical and precise arguments

Illegible hand writing will be penalised.

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PART ONE

Read the question and select the most appropriate answer

Tick your choice in the given space

Question 01

Question 1.1 Of the following what is NOT considered as a function of a sales manager.

a) Arranging annual company trip

b) Determining personal selling objectives that can give direction to the sales force as to what is to be achieved

c) Providing feedback to marketing department

d) Recruiting, selecting , and training the sales force( Staffing)

Question 1.2 Which is NOT a part of the content theories of Motivation?

a) Herzberg’s two factor theory

b) McGregor’s Participation theory

c) McClelland’s three-need theory

d) Porter and Lawler expectancy theory

Question 1.3 The act of transferring ownership from sellers to buyers is known as:

a) Selling

b) Merchandising

c) Advertising

d) Sales promotion

Question 1.4 Which one is NOT considered as an essential element of formulating a sales plan?

a) Determine the direction of the business by setting objectives

b) To lay down strategies and tactics to implement the action plan

c) Provide lap tops to the sales people

d) To develop the sales budget in order to meet the expenses of sales plans implementation

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Question 1.5 Sales objectives are expressed both in _____________ and _____________.

a) Comparison and competition terms

b) Qualitative and quantitative terms

c) Managers and sales team terms

d) Corporate and non-corporate terms

Question 1.6 Increasing customer awareness is:

a) A quantitative sales objective

b) Not a sales objective

c) A qualitative objective

d) A corporate objective

Question 1.7 Which one is NOT a selection criterion of a sales person?

a) Appearance and mannerism

b) Be a member of the ruling party

c) Education attainment and knowledge base

d) Previous work experience

Question 1.8 A strategic plan provides the framework for preparing _____________ for a specific product or service.

a) Finances

b) Forecasting

c) Marketing strategies

d) Staff allocations

Question 1.9

Interpersonal role, informational role and decision role are three basic roles for a:

a) Junior sales executive

b) Sales ledger clerk

c) Sales manager

d) Secretary to the managing director

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Question 1.10 What is NOT an objective of sales training?

a) Make a sales person totally fit for the job he is selected

b) To show him/her the capability of the trainer

c) To motivate them to improve their sales

d) To expose them to the organization culture

Question 1.11 Motivation is _____________:

a) Paid form of advertisement

b) Non-paid form of advertisement

c) Below the line advertisement

d) A strategic push to influence sales people

Question 1.12 What is not an approach to nonfinancial compensation scheme?

a) Perks

b) Fringe Benefits

c) Recognition

d) Straight Commission

Question 1.13 The inner state of the mind of a person in known as:

a) Attitude

b) Behavior

c) Motive

d) Pride

Question 1.14 Self-start in sales management means:

a) Modern state of the art technology

b) Modern state of the art developed motor vehicle

c) Computer with windows 8 application

d) A good starter of a sales operation without taking any help

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Question 1.15 Motivation can be _____________ in nature.

a) Very expensive to practice

b) Much spoken and not practiced

c) Extrinsic or intrinsic

d) Add up to the cost of planning

Question 1.16 When goals are stated in __________, it is expected to be measureable and analyzable.

a) A sales meeting

b) An official document

c) Quantitative terms

d) In a personal meeting

Question 1.17 MIS means:

a) Manager is selfish

b) Management is Superb

c) Management in Smiles

d) Management information System

Question 1.18 Percentage of sales method is used to

a) Calculate the sales person commission

b) Calculate products profits

c) For setting the sales budget

d) Calculate the vehicle running expenses

Question 1.19 Which is not a common driver of sales strategies?

a) Cost Leadership

b) Technological Leadership

c) Tapping Unconventional Markets

d) Sales Management Leadership

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Question 1.20 The statistical method that is used for representing the linear relationship between two or more variables is known as:

a) Time series analysis

b) Standard deviation analysis

c) Regression analysis

d) Variance analysis

Question 1.21 A Sales budget is:

a) Annual budget of the company

b) Annual expenses plan of the company

c) A document of a firm that expresses the projected revenues and expenses to a given period

d) Meeting expenses sheet of the company

Question 1.22 The two approaches of Sales budgets are:

a) Finance director to accountant approach

b) Sales manager to Marketing manager approach

c) Top-down and bottom–up approach

d) Dealers to distributor approach

Question 1.23 A comprehensive study made to evaluate a sales performance known as:

a) Sales budgeting

b) Sales analysis

c) Study of diploma in Sales Management

d) Study of cost and management

Question 1.24 _____________ reports performance of salespeople.

a) Sales manager

b) Sales analysis

c) Marketing plan

d) Sales plan

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Question 1.25 Sales variance analysis, unit based sales variance, Sales effectiveness index, Sales growth, Market share analysis are methods of:

a) Calculating the operational cost

b) Allocating an advertising budget

c) Sales analysis

d) Method of sales territory expansion

Question 1.26 Indicators of the profitability of the enterprise are:

a) Expense ratios

b) Gross profit and net profit ratios

c) Break even analysis

d) Trial balance

Question 1.27

Fill the blank with appropriate word:

_____________ = actual sales x 100 budgeted sales

a) Sales forecast index

b) Sales volume index

c) Growth of sales index

d) Sales effectiveness index

Question 1.28 A Decision on sales targets and sales quotas for sales people and sales territories is known as:

a) One of the broad objectives of the sales management

b) One of the broad objectives of the corporate management

c) One of the broad objectives of sales forecasting

d) One of the broad objectives of sales team motivation

Question 1.29 Tapping an unconventional market strategy means:

a) Exploring a new product- market situation

b) Exploring new technology

c) Exploring new staffing

d) Exploring a hire and fire stance

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Question 1.30

Niche market refers to:

a) Nigerian market segment

b) European Union market segment

c) Small but significantly profitable market segment

d) South Asian market segment

Question 1.31

Following formula is used to calculate:

_____________ = Perceived benefit

Cost

a) Product value

b) Profitability

c) Cost benefit analysis

d) New product opportunities

Question 1.32

CRM is an acronym for

a) Customer Retaining Method

b) Customer Relationship Management

c) Customer Run Mad

d) Customer Ruining Method

Question 1.33

Environmental analysis is:

a) Prerequisite for strategic plan

b) Prerequisite for business operation

c) Prerequisite for staffing

d) Prerequisite for sales force training

Question 1.34 Tapping unconventional markets is:

a) A common driver of toddy tapping

b) A common driver of garment knitting

c) A common driver of sales strategy

d) A common driver of forecasting

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Question 1.35 Customer relationship is the key to:

a) Business downfall

b) Additional business expenses

c) Key to success in any business

d) Key to encounter competition

Question 1.36 Market orientation is:

a) Anticipating markets to grow

b) Anticipating Market fluctuation

c) Anticipating customer needs and demands

d) Anticipating customer inflows

Question 1.37 E – Commerce is:

a) A subject in the degree programme

b) A subject in MBA programme

c) A branch of a University

d) A branch of e-business

Question 1.38 B 2 B means:

a) Two businesses together

b) Two business for one person

c) Business to Business

d) A new business

Question 1.39 By the term Sales Management we understand:

a) How to manage personal selling jobs / how to manage sales force

b) How to manage top rank jobs / how to manage top companies

c) How to manage a large team/ how to manage relatively small teams

d) How to expand small business to medium scale/ small business to larger scale

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Question 1.40 Data mining and data warehousing are:

a) Latest computer software

b) Technological developments of e-commerce

c) Windows 8 compatible iPods

d) Wi-Fi enable tabs

(1 Mark x 40 Questions) (Total 40 Marks)

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PART TWO

Answer all questions in the given space

Question 02

List four (04) personality characteristics of a leader and briefly describe how it appears in

sales leadership.

i. ---------------------------------------------------------------------------------------------------------------

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ii. --------------------------------------------------------------------------------------------------------------

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iii. --------------------------------------------------------------------------------------------------------------

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iv. --------------------------------------------------------------------------------------------------------------

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(04 Marks)

Question 03

List the steps that ideally could be followed in the selection process of salespeople.

i. ---------------------------------------------------------------------------------------------------------------

ii. --------------------------------------------------------------------------------------------------------------

iii. --------------------------------------------------------------------------------------------------------------

iv. --------------------------------------------------------------------------------------------------------------

(04 Marks)

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Question 04

List four (04) benefits of socialization by sales people.

i. -------------------------------------------------------------------------------------------------------------

ii. --------------------------------------------------------------------------------------------------------------

iii. --------------------------------------------------------------------------------------------------------------

iv. ---------------------------------------------------------------------------------------------------------------

(04 Marks)

Question 05 Explain briefly the two (02) approaches of Sales Budgeting.

i. ---------------------------------------------------------------------------------------------------------------

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ii. --------------------------------------------------------------------------------------------------------------

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(04 Marks)

Question 06

List the five (05) criteria for Sound Sales Strategy.

i. ---------------------------------------------------------------------------------------------------------------

ii. --------------------------------------------------------------------------------------------------------------

iii. --------------------------------------------------------------------------------------------------------------

iv. --------------------------------------------------------------------------------------------------------------

(4 Marks x 05 Questions) (Total of 20 Marks)

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PART THREE

Select 2 out of 4 questions and answer them in supplementary

sheets.

Attach your answer sheets to the question paper.

Question 07

“Sales training is a systematically designed procedure to prepare salespeople with

techniques, skills and the right temperament for higher proficiency in their jobs.

a. Discuss the five (05) benefits of sales training. (10 Marks)

b. List down the sales training process with a brief explanation on the importance of

“Evolving training methods” (10 Marks)

(20 Marks) Question 08 Performance appraisal is basically an evaluative process. Evaluation stands on two

important factors such as “setting predetermined standards” and “comparing actual

performance with the set standards”.

a. Describe the steps in performance appraisal with a brief elaboration. (10 Marks)

b. Elaborate 5 benefits of performance appraisal to the organization. (10 Marks)

(20 Marks) Question 09 Explain the following terms.

i. Routing the sales force

ii. Breakdown method

iii. Buildup method

iv. Sales territory (5 Marks x 4 Questions)

(20 Marks)

Question 10 Channel partner is a company that partners with a manufacturer or producer to market and

sell the manufacturer's products, services or technologies.

Explain the benefits of the channel partner management. (20 Marks)

(20 Marks x 2 Questions)

(Total of 40 Marks)

(Total 100 Marks) - END -

National Diploma in Sales Management Stage II - May 10th ... 2015 - MAY QP.pdf · National Diploma...

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