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<=KNEC Diploma in Food and Beverage Management Module III: Sales and Marketing past paper November 2014
Explain the meaning of each of the following terms as used in sales and marketing:
(a) Consumer behavior;
(b) Personal selling.
(a) Consumer behavior;
(b) Personal selling.
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Questions List:
1. Explain the meaning of each of the following terms as used in sales and marketing: (a) Consumer behavior; (b) Personal selling.
2. Outline four factors that the management of an organization may consider when selecting an intermediary through whom to distribute products
3. State four reasons that make it necessary for an organization to have a sales department
4. State four characteristics of the maturity stage in the product life cycle
5. State four disadvantages of giving free samples during sales promotions
6. Explain each of the following elements of the marketing mix: (a) Product; (b) Place.
7. Outline four details that sales person should have about the company they represent
8. State four reasons that make a brand name an important aspect in marketing
9. Identify eight demographic variables that the management of an organization may consider when segmenting a market
10. Distinguish between geographical and dual pricing as applied in organizations
11. State four reasons that may make an organization fail to meet its sales target
12. Explain three circumstances under which personal selling may be appropriate for an organization
13. Outline five benefits that the management of an organization may derive from selling product through wholesaler
14. Salespersons are sometimes unable to close sales. Explain five reasons that may account for this inability
15. Explain five benefits that an organisation may derive from market segmentation
16. Explain two ways in which a reference group may influence a customers buying decision.
17. Explain four advantages of advertising bakery product through the television
18. Explain four societal factors that should be considered when developing a new product
19. Outline four factors that should be considered when choosing a method of product promotion
20. State four factors in the external environment that may affect marketing in an organization
21. Explain six advantages of personal selling
22. Explain four internal factors that the management of an organization may consider when determining the price of a product
23. Explain six reasons that make good packaging an important aspect in the baking industry
1. Explain the meaning of each of the following terms as used in sales and marketing: (a) Consumer behavior; (b) Personal selling.
2. Outline four factors that the management of an organization may consider when selecting an intermediary through whom to distribute products
3. State four reasons that make it necessary for an organization to have a sales department
4. State four characteristics of the maturity stage in the product life cycle
5. State four disadvantages of giving free samples during sales promotions
6. Explain each of the following elements of the marketing mix: (a) Product; (b) Place.
7. Outline four details that sales person should have about the company they represent
8. State four reasons that make a brand name an important aspect in marketing
9. Identify eight demographic variables that the management of an organization may consider when segmenting a market
10. Distinguish between geographical and dual pricing as applied in organizations
11. State four reasons that may make an organization fail to meet its sales target
12. Explain three circumstances under which personal selling may be appropriate for an organization
13. Outline five benefits that the management of an organization may derive from selling product through wholesaler
14. Salespersons are sometimes unable to close sales. Explain five reasons that may account for this inability
15. Explain five benefits that an organisation may derive from market segmentation
16. Explain two ways in which a reference group may influence a customers buying decision.
17. Explain four advantages of advertising bakery product through the television
18. Explain four societal factors that should be considered when developing a new product
19. Outline four factors that should be considered when choosing a method of product promotion
20. State four factors in the external environment that may affect marketing in an organization
21. Explain six advantages of personal selling
22. Explain four internal factors that the management of an organization may consider when determining the price of a product
23. Explain six reasons that make good packaging an important aspect in the baking industry
