EACH QUESTION IS MARKED OUT OF 10 MARKS

1. WRITE SHORT NOTES ON THE FOLLOWING TERMS,

A. PERSONAL SELLING

B. PROSPECTING

C. ETHICAL ISSUES IN PERSONAL SELLING

D. SALES KNOWLEDGE AND ITS IMPORTANCE

E. MASLOW HIERARCHY OF NEEDS

2. WHEN SALES PERSON MEET POTENTIAL CUSTOMERS FOR THE

FIRST TIME, LIST SOME CLUES THEY MIGHT LOOK FOR TO IDENTIFY THE
CUSTOMERS’ SOCIAL CLASS. WHAT DO YOU NEED TO KNOW ABOUT YOUR
CUSTOMERS AS A SALES PERSON?

3. WHAT ARE THE DIFFERENT STEPS IN THE SELLING CYCLE? WHICH IS

THE MOST IMPORTANT?

4. IT IS TRUE THAT “A SALESPERSON IS MADE”. DISCUSS WHY THIS IS

THE CASE IN PERSONAL SELLING.

5. AN INITIALLY SKEPTICAL CUSTOMER IS PROGRESSIVELY BECOMING

MORE INTERESTED IN A PROPOSAL BEING PRESENTED BY THE SALES
PERSON. WHAT NON-VERBAL CLUES/ SIGNALS TO THEIR GROWING
INTEREST MIGHT THE CUSTOMER BE GIVING?

DISCUSS THE SELLING CYCLING AND PROVIDE EXAMPLES USING THE

MOSTLY THE SOUTH AFRICAN CONTEXT.

WHEN A CUSTOMER RAISES AN OBJECTION, SALESPERSON SOMETIMES

ATTEMPT IMMEDIATELY TO OVERCOME IT. WHY IS THIS NOT A GOOD
STRATEGY? WHAT STEPS SHOULD BE TAKEN BY THE SALESPERSON TO
ADDRESS THE OBJECTIONS

DESCRIBE IN DETAIL THE ETHICAL ISSUES THAT SALES PROFESSIONALS

MIGHT CONFRONT IN THEIR CAREERS. AS A SALES PERSON HOW WOULD
YOU ATTRACT NEW CUSTOMERS AND KEEP THEM IN THE COMPANY DATA
BASE WHILE KEEPING THE CUSTOMERS HAPPY AND DOING SO IN AN
ETHICAL WAY?

USING THE ABOVE KNOWLEADGE DISCUSS IN DETAIL HOW YOUR TEAM

WILL APPLY THE SELLING CYCLE TO ACHIEVE COMPANY OBJECTIVES.

WHEN A SALES PERSON MEETS POTENTIAL CUSTOMERS FOR THE FIRST

TIME, LIST SOME CLUES THEY MIGHT LOOK FOR TO IDENTIFY THE
CUSTOMERS’ SOCIAL CLASS. BRIEFLY DISCUSS FACTORS THAT
INFLUENCE THE BUYING DECISION OF CUSTOMERS.

DETAIL ANY FIVE (5) REASONS WHY PERSPECTIVE CUSTOMERS OBJECT.

DISCUSS IN DETAIL ANY TWO TYPES OF SALES PRESENTATIONS. PLEASE

ELABORATE ON THE ADVANTAGES AND DISADVANTAGES OF EACH.
EXPLAIN HOW DEMONSTRATIONS CAN PLAY A KEY ROLE IN THE SALES
PRESENTATION.

BRIEFLY DISCUSS ATTRIBUTES OF A GOOD CLOSER.

PERSONAL SELLING IS A PERSON-TO-PERSON COMMUNICATION BETWEEN

SALESPERSON AND CURRENT/PERSPECTIVE BUYER.
DISCUSS THE REASONS WHY PERSONAL SELLING IS KNOWN TO BE A
FORM OF A DYADIC COMMUNICATION.

DISCUSS ANY THREE SOURCES WHERE SALES KNOWLEDGE CAN BE

OBTAINED

LIST AND DISCUSS THE SALES KNOWLEDGE PROCESS

BRIEFLY DISCUSS THE DIFFERENCE BETWEEN CENTRE OF INFLUENCE

AND ENDLESS CHAIN PROSPECTIVE METHODS
DESCRIBE IN DETAIL THE ETHICAL ISSUES THAT SALES PROFESSIONALS
MIGHT CONFRONT IN THEIR CAREERS. AS A SALES PERSON HOW WOULD
YOU ATTRACT NEW CUSTOMERS AND KEEP THEM IN THE COMPANY DATA
BASE WHILE KEEPING THE CUSTOMERS HAPPY AND DOING SO IN AN
ETHICAL WAY?

WHEN A SALES PERSON MEETS POTENTIAL CUSTOMERS FOR THE FIRST

TIME, LIST SOME CLUES THEY MIGHT LOOK FOR TO IDENTIFY THE
CUSTOMERS’ SOCIAL CLASS. BRIEFLY DISCUSS FACTORS THAT
INFLUENCE THE BUYING DECISION OF CUSTOMERS.

WHEN A CUSTOMER RAISES AN OBJECTION, SALESPERSON SOMETIMES

ATTEMPT IMMEDIATELY TO OVERCOME IT. WHY IS THIS NOT A GOOD
STRATEGY? WHAT STEPS SHOULD BE TAKEN BY THE SALESPERSON TO
ADDRESS THE OBJECTIONS?