Sales Management N6 — Document
November 2023 — N6 — Sales Management
N6
2023
Nated Business
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Q1— Section header —
1.25\n the ANSWER BOOK.
1.1An advantage of the straight commission compensation is that it is simple and easy to administer
1.2The ages of sales representatives have no influence on sales compensation.
1.3When analysing sales volume there is no need to analyse marketing cost as well.
1.4In a decentralised sales organisation very little authority and responsibility is delegated to lower management.
1.5A formal sales appraisal is conducted by the salesperson's immediate supervisor.
1.6Fringe benefits provide salespeople with a regular income for basic needs.
1.7The internet cannot be used to advertise a sales vacancy available in the company.
1.8Salespeople are motivated by the prospect of earning more money.
1.9Candidates are asked closed questions in an unstructured interview.
1.10Bonuses to sales staff are often determined by the number of new accounts that were opened or by the extent to which certain tasks have been completed successfully.
1.11Monetary incentives usually consist of travel awards and share options.
1.12One of the reasons sales managers have to redesign sales territories, is that companies do not hire enough salespeople to cover the market effectively.
1.13A r outine sales performance appraisal is carried out at the end of the year.
1.14Recruiting salespeople from competing companies in the same industry has the advantage that such recruits know the industry well.
1.15A job description sets out who the salesperson must report to.
1.16The last step of sales performance evaluation is to take corrective action. (4090346\ Copyright reserved
1.17The application form helps sales managers to prepare for personal interviews with job candidates.
1.18Unity of command is an organised system that ranks people according to their importance.
1.19method to analyse a company's marketing cost is by ledger account categories.
1.20Management span of control tends to increase as more supervisory levels are added.
1.21Market share can be defined as the combined sales of all products in all territories.
1.22Salespeople can only be trained by their immediate supervisors.
1.23During an induction programme, a newly appointed salesperson learns about the company's unique selling method.
1.24A sales manager can determine the training needs of a salesperson by observing them closely in the field.
1.2550
Q2— Section header —
2.1Explain the following principles involved in developing a sales organisation
2.1.1Span of control
2.1.2Unity of command
2.1.3
2.2
2.3
2.4
2.550
Q3— Section header —
3.1State FIVE factors that influence the span of control. (5\
3.2
3.3
3.4List the SEVEN steps of the selling process. (7\
3.5The following sales figures were recorded by Rainbow Guest House in the KZN Wild Coast. Study the table below and answer the questions that follow: MONTH SALES November 500 000 December
3.5.1During which TWO months were the most sales recorded? (2\
3.5.2
3.5.3
3.650
Q4— Section header —
4.1A good induction programme will introduce the new employee to the policies and procedures of the company. State THREE examples of information with regard to policies and procedures that can be included in the programme.
4.2Discuss FOUR focus areas of a good sales training programme. (4 3\ (12\
4.3List TWO examples of a combination compensation plan (2 2\ (4\
4.4Explain FIVE situations in which it is best to use a combination compensation plan. (5 2\ (10\ (4090346\
4.6Differentiate between a sales forecast and sales budget (3 2\ (6\
Topics Identified
5
Business EnvironmentsForms of OwnershipBusiness FunctionsLeadershipBusiness Plan
Mark Allocation
Total200 marks
Sections50 + 50 + 50 + 50 = 200 marks
Paper information
TitleDocument
SubjectSales Management
LevelN6
Document typeQuestion paper
Year2023
MonthNovember
Pages6
Downloads4
Examination context
Decade2020s
Years ago3y
SeasonSpring (SH)
Start dayWednesday
Exam periodNovember 2023
Days since exam1,076
About Sales Management examination preparation
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