Sales Management N5 — Document
June 2021 — N5 — Sales Management
N5
2021
Nated Business
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Q1— Section header —
1.1Give ONE term for each of the following descriptions by writing it next to the question number (1.1.1
1.1.15\n the ANSWER BOOK.
1.1.1Comprises advertising, publicity, sales promotion and personal selling
1.1.2ystematic process of gathering data about the nature, scope and tasks related to a specific position or job
1.1.3stimate of sales in currency or units that an individual business expert aims to achieve during a specified period
1.1.4otal expected sales for a given product or service for the entire industry in a specific market over a specific period
1.1.5ethod of sales forecast ing that utilises the opinions of executives without face to face discussions
1.1.6uotas used in appraising performance and to keep expenses in line with sales volume
1.1.7Person n egotiat ing the terms of sales
1.1.8Person responsible for locat ing potential prospects and eport ing it to the senior salesperson who takes over the responsibility of selling
1.1.9echnique that, when valid over a long period of time, creates greater confidence because the manufacturer indicates confidence in its products
1.1.10ypes of objections that refer to the prospect s thought processes, feelings , attitudes, values and personality
1.1.11Di stress an individual experience when confronted with extra information that is in conflict with his /her current ideas or values
1.1.12ravel plan or pattern used by a salesperson when visit ing customers in specific sales territor ies
1.1.13echnique also known as cold canvassing
1.1.14ast step in successful selling
1.1.15When a well known person, association or company put their stamp of approval on a product (15 2\ 30
1.2Indicate whether the followi ng statements are TRUE or FALSE by writing only True or
1.2.10\in the ANSWER BOOK.
1.2.1Inconvenience is a psychological objection made by a prospect.
1.2.2Documentation can be used to prove claims.
1.2.3The minor question technique is one of the techniques used by a salesperson when approaching clients.
1.2.4Salespeople should follow up complaints immediately if they want to retain customer loyalty.
1.2.5Attaining customers through prospecting is an example of nonsales tasks.
1.2.6Assigning salespeople to sales territories is the first step in setting up sales territories.
1.2.7Quotas are devices used for directing and controlling sales operations.
1.2.8One of the advantages of using telesales is to increase sales cost
1.2.9The role of an influencer can sometimes be filled by an expert outside of the business.
1.2.1050
Q2— Section header —
2.1What can a salesperson do to prevent complaints? (4 2\ (8\
2.2What does it mean if a customer has become inactive (2\
2.3Explain how a company can use each of the following forecasting methods
2.3.1Delphi technique
2.3.2Jury of executive opinion
2.3.3Sales force composite
2.3.4
2.4Explain the importance of gathering pre approach information. (10 2\ (20\
2.5Define the term personal selling (4\ [50]50
Q3— Section header —
3.1
3.2Wh ich THREE closing signals can a prospect give to show that he /she is ready to close the deal? (3
3.3Wh ich THREE things must a salesperson keep in mind when setting up a schedule? (3 2\ (6\
3.4Name FOUR factors that influence probable sales v olume. (4 2\ (8\
3.5Explain FIVE aspects of product knowledge that are important to a salesperson. (5 4\ (20\
3.6What is a spotter (2\ [50] 409032550
Q4— Section header —
4.1List THREE mechanisms a business can use to facilitate feedback from customers (3 2\ (6\
4.2Name SEVEN techniques a salesperson can use to overcome objections. (7 2\ (14\
4.3
4.4Which THREE problems are sometimes experienced during sales territory design? (3 2\ (6\
4.5Name FIVE methods pr procedures that can be used when setting sales volume quotas. (5 2\ (10\
4.6Name the THREE sections into which a salesperson's basic tasks can be divided. (3 2\ (6\ [50]50
Q5— Section header —
5.1List 10 guidelines for obtain ing and retain ing customer loyalt y.
5.2Give THREE advantages of a professionally designed routing system (3 2\ (6\
5.3List FIVE factors that influence sales territory design. (5 2\ (10\
5.4List THREE objectives of an effective sales presentation (3 2\ (6\
5.5List the first FOUR steps in the selling process. (4\
5.650
Topics Identified
3
Business EnvironmentsForms of OwnershipLeadership
Mark Allocation
Total200 marks
Sections50 + 50 + 50 + 50 + 50 = 250 marks
Paper information
TitleDocument
SubjectSales Management
LevelN5
Document typeQuestion paper
Year2021
MonthJune
Pages6
Downloads1
Examination context
Decade2020s
Years ago5y
SeasonWinter (SH)
Start dayTuesday
Exam periodJune 2021
Days since exam1,959
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