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CSS621S - Corporate Sport And Salesmanship - 1st Opp - Nov 2025 |
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n Am I BI A u n IVER s I TY
OF SCIEnCE Ano TECHnOLOGY
FACULTY OF COMMERCE, HUMAN SCIENCES AND EDUCATION
DEPARTMENT OF MARKETING, LOGISTICS AND SPORT MANAGEMENT
QUALIFICATION: BACHELOR OF SPORT MANAGEMENT
QUALIFICATION CODE: 07BSMN
LEVEL: 6
COURSE CODE: CSS621S
COURSE NAME: Corporate Sports and
Salesmanship
SESSION:
NOVEMBER 2025
PAPER:
THEORY
DURATION: 3 HOURS
MARKS:
100
FIRST OPPORTUNITY EXAMINATION QUESTION PAPER
EXAMINER(S) MR. PETER HAUFIKU (FT/ PT/ DI)
MODERATOR: Ms. Fortunate Sithole
INSTRUCTIONS
1. This paper comprises FIVE (5) questions.
2. Answer ANY FOUR (4) questions.
3. Read all the questions carefully before answering.
4. Marks for each question are indicated at the end of each question
5. Write clearly and neatly.
6. Number the answers clearly.
THIS EXAMINATION PAPER CONSISTS OF 3 PAGES (Including this front page)
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Question 1- Sales Strategies and Promotions
(25 Marks)
Namibia is preparing to host a regional netball championship. As the Sales Manager, you are
tasked with developing a sales and promotions plan.
• Discuss the key sales strategies you would implement.
(10 Marks)
• Analyse how you would adapt sales promotion gimmicks to suit the Namibian sports
market.
(10 Marks)
• Evaluate the risks of over-reliance on promotions and suggest how to mitigate them.
(5 Marks)
Question 2 -Technology and CRM in Sports Sales
(25 Marks)
Sports organizations in Namibia, such as the Brave Warriors or Namibia Rugby Union, are
increasingly adopting CRM systems.
• Explain how CRM and sales automation tools can transform fan engagement and boost
sales.
(10 Marks)
• Discuss the challenges Namibian sports organizations face in adopting such technology.
(10 Marks)
• Recommend innovative, cost-effective solutions for smaller sports clubs in Namibia.
(5 Marks)
Question 3 - Recruiting, Training, and Motivating Sales Force
(25 Marks)
You have been appointed Sales Manager of a new professional basketball league in Namibia.
• Propose and justify a recruitment and training plan for your sales staff. (10 Marks)
• Analyse how performance evaluation and compensation systems can motivate teams
while ensuring fairness.
(10 Marks)
• Recommend suitable non-monetary incentives for motivating sales teams in Namibia.
(5 Marks)
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Question 4- Sales Territories and Organizations
(ZS Marks)
Managing sales territories in Namibia is challenging due to urban-rural divides and limited
infrastructure.
• Compare and contrast geographic, product-based, and customer-based sales
organizations, and justify which is most suitable for Namibia's sports industry.
(10 Marks)
• Discuss and analyse the challenges of managing sales territories for Namibian sports
events (e.g., COSAFA Cup, Netball League).
(10 Marks)
• Suggest practical solutions using CRM and technology to reach underserved rural
regions.
(5 Marks)
Question 5 - Case Study: Sponsorship & Revenue Growth
(25 Marks)
Case Study:
The Namibian Football Association (NFA) is struggling to secure sponsorships for its local
league. Companies are hesitant due to low attendance and limited media coverage.
Questions:
• Develop and justify a strategy to attract and retain sponsors, linking it to long-term
relationship selling.
(10 Marks)
• Evaluate how performance metrics (sales quotas, conversion rates, retention) could
measure sponsorship sales success.
(10 Marks)
• Propose creative partnership opportunities with local businesses to diversify revenue.
(5 Marks)
END OF EXAMINATION
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