Sales Management N5 — Document
November 2022 — N5 — Sales Management
N5
2022
Nated Business
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Q1— Section header —
1.1Various options are given as possible answers to the following questions. Choose the answer and write only the letter (A D\ next to the question number (1.1 .1 1.
1.15\n the ANSWER BOOK.
1.1.1A factor that will influence the choice of the forecasting method: Motivation for desired performance Personnel
1.1.2An advantage of establishing sales territories: Selling cost can be increased Sales are decreased Increases conflict and disputes
1.1.3It is a psychological objection made by clients: Ignorance Inconvenience Price objection Wrong time
1.1.4The last step when designing a sales territory Determine basic territories
1.1.5A criterion used to qualify a prospect ge
1.1.6An advantage of the Delphi technique as a forecasting method Salespeople have greater confidence in the forecast The
1.1.7This technique is used to prove claims made by salespeople Delphi technique Influence centre
1.1.8It is a function of a buyer in the buying team: Negotiate the terms of sale Start the purchasing process Make
1.1.9The role of personal selling in the economy Serve
1.1.10is a factor that will influence the probable sale volume
1.111 ONE of the supplementary service tasks of a salesperson Attain
1.112 The following step is recommended for salesperson after an unsuccessful sales close:
1.1.13ONE of the following rules will help a salesperson to overcome prejudice: Treat a prejudice d person with respect
1.1.14quota is a t ype of quota expense
1.1.15The salesperson must have knowledge of the his/her company forms part of size of the market
1.2Indicate whether the following statements are TRUE or FALSE by writing only rue' or ' alse' next to the question number ( 1.
1.2.10\in the ANSWER BOOK. 1.
2.11.
2.21.
1.2.8The u ser expectations method relies on answers from the actual users of the product term success is slim if he
1.2.10
Q2— Section header —
2.1Once the salesperson has knowledge about his /her competitors, he /she can show the customer the differential advantages and overcome objections. State FIVE aspects of the
2.2Salespeople have adapted the specifics of the selling process as culture and technology have changed. The selling process is generally divided into SEVEN steps that once you understand them, you will be empowered to sell
2.3A salesperson has to divide his /her time between FIVE main activities. Name these FIVE activities. (5
2.4Define the term routing (2\ [50] QUESTION50
3.1
3.2If salespeople do not understand the procedure used in establishing quotas, they may suspect that quotas are used only to obtain extra effort from them at no extra cost to the company. Explain why it is important that salespeople participate in the setting of quotas
3.3
3.4A well planned sales presentation can be ruined by a weak verbal presentation. Which criteria are important for the salesperson to ensure the success of the conveyance of his /her
3.5Classify the following closing techniques:
3.5.1Salesperson handing over the car keys to the prospect with the words: 'Y ou can take it for a test drive
3.5.2 Mr Maluleke died in a car accident last month. H e kept delaying taking out a policy, his wife and children have been left without the wife and children, would you?
3.550
Q4— Section header —
Q5— Section header —
5.1
5.2
5.3
5.4The use of the correct approach by the sal esperson is extremely important and th erefore it is crucial tha t a salesperson has knowledge of all the approach techniques. Name and discuss FIVE approach techniques.
Topics Identified
4
Business EnvironmentsForms of OwnershipBusiness FunctionsLeadership
Mark Allocation
Total200 marks
Sections50 + 50 + 50 + 50 + 50 = 250 marks
Paper information
TitleDocument
SubjectSales Management
LevelN5
Document typeQuestion paper
Year2022
MonthNovember
Pages8
Downloads3
Examination context
Decade2020s
Years ago4y
SeasonSpring (SH)
Start dayTuesday
Exam periodNovember 2022
Days since exam1,439
About Sales Management examination preparation
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