Model Final Exam - Sales Management
Model Final Exam - Sales Management
Model Final Exam - Sales Management
A
Directorate General of Technological Education
NIZWA COLLEGE OF TECHNOLOGY
DEPARTMENT OF BUSINESS STUDIES
STUDENT
NAME
STUDENT ID
NO.
SECTION
TOTAL 50
Marked by : Verified by :
Signature : Signature :
Date : Date :
I. TRUE or FALSE QUESTIONS (Darken the box for the correct answer) (10 x 1 = 10 marks)
(Suggested time: 10 minutes)
4. A good leader includes other people in achieving the organizations True False
objectives.
8. The product life cycle is a qualitative factor of sales objectives. True False
10. Market potential is the maximum total sales revenue of all suppliers
of a product in a market during a certain period. True False
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II. MULTIPLE CHOICE QUESTIONS (Please Tick [] for the correct Answers) (10 x 1= 10 marks)
(Suggested time: 10 minutes)
1. The unit sales for a specific future time based on projected marketing plan and presumed
market environment refers to ________________
A
a) Sales quota
b) Sales potential B
c) Sales forecast C
d) Market potential D
A
a) Support personnel
B
b) Order-takers
C
c) Order-getters
d) Person of interest D
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4. If salespeople do not sell anything, they do not earn anything is a compensation plan that
refers to_______________________
A
a) Straight salary plan
B
b) Straight commission plan
C
c) Combination salary plan
D
d) Recognition plan
5. _______________ are the common method used in locating prospective candidate for the job?
A
a) Interview and psychological test
B
b) Internal and external sources
A
a) Gross margin quota & net profit quota
B
b) Gross margin quota & sales volume quota
C
c) Gross margin quota & expense quota
D
d) Gross margin quota & activity quota
A
a) This years sales x this years sales
Last years sales
B
b) Budgeted operating expenses + Expected profit
C
c) Total market sales x Market share
D
d) Estimated selling price per unit x estimated sales in units
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8. __________________ is a set of activities that needs to be performed to achieve the goals of
sales force.
a) Operational planning A
b) Strategic planning B
c) Sales plan C
a) Assessing salespeople A
b) Segmenting customers B
10. The encouragement, power, direction and determination towards selling tasks is known as
____________________
a) Sales motivation A
b) Sales leadership B
c) Sales training C
d) Sales compensation D
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III. SHORT ANSWER TYPE QUESTIONS (4 x 4 = 16 marks)
Discuss each statement briefly according to the context of the course
(Suggested time: 40 minutes)
Note: Students are reminded to limit their answer on what is required only. Any excess answer, other
than what is asked or required shall not earn any marks.
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2. (b.) Describe the purpose of a sales budget. (3 x 1= 3 marks)
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4. Write any two (2) differences between personal selling and sales management.
(2 x 2 = 4 marks)
Almarai Company is one of the leading dairy food company in the gulf region delivering excellence
and quality across its entire variety of products. The company adhere and support the principle that
sales force are vital to the organizations growth and development.
Almarai invest on sales training to refine the sales forces skills, leadership capabilities and provide
superior compensation package to further motivate their sales performance.
Supposing that you are the Sales Manager of Almarai Company assigned in Al-Dhakaliya region,
assist the company in achieving their sales objectives by answering the given questions below.
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(b.) Discuss the importance of sales training. (4 x 1= 4 marks)
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2. (a.) Write a short note about compensation. (1 mark)
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Good Luck
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