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CSS621S - Corporate Sports And Salesmanship - 2nd Opp - Nov 2025 |
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n Am I BI A u n IVER s I TY
OF SCI En CE Ano TECH n OLOGY
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
SESSION:
DECEMBER 2025
COURSE NAME: Corporate Sports and
Salesmanship
PAPER:
THEORY
DURATION: 3 HOURS
MARKS:
100
SECOND OPPORTUNITY EXAMINATION QUESTION PAPER
EXAMINER(S) MR. PETER HAUFIKU {FT/ PT/ DI)
MODERATOR: Ms. Fortunate Sithole
INSTRUCTIONS
1. This pap er co m prises FIVE (5) question s.
2. Answer ANY FOUR (4) questions.
3. Read all the question s carefully before answerin g.
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 - Ethics in Sports Sales
(25 Marks)
Ethics play a major role in sports sales, particularly when dealing with sponsorships and fan
relations.
1. Discuss the importance of ethical principles in sports sales management. (10 marks)
2. Analyse a situation in which unethical sales practices could damage a Namibian sports
organization.
(10 marks)
3. Recommend ways to ensure ethical compliance in sales teams.
(5 marks)
Question 2 - Recruiting & Training Sales Force
(25 Marks)
You are tasked with setting up a sales department for the Namibia Netball League.
1. Propose and justify a recruitment strategy to attract competent sales staff. (10 marks)
2. Evaluate the role of continuous training in improving sales effectiveness. (10 marks)
3. Recommend specific training approaches for Namibian sports sales staff. (5 marks)
Question 3 - Performance Evaluation & Compensation
(25 Marks)
The sales team of Cricket Namibia has underperformed in selling tickets for a regional
tournament.
1. Analyse how performance evaluation systems can identify sales weaknesses. (10 marks)
2. Discuss how compensation structures (fixed vs variable pay) affect motivation.
(10 marks)
3. Recommend a fair compensation plan for Cricket Namibia's sales team. (5 marks)
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Question 4 - Sales Manager's Role and Leadership
(25 Marks)
Sales managers in Namibia often juggle multiple responsibilities in small sports organizations.
1. Discuss the key leadership roles of a sales manager.
(10 marks}
2. Analyse how poor leadership could harm a sales department in a Namibian sports body.
(10 Marks}
3. Propose leadership approaches that would suit small-to-medium Namibian clubs.
(5 marks}
Question 5 - Case Study: Ethics & Performance in Sales
(25 Marks}
Case Study:
A Namibian football club has been accused of misusing sponsorship funds and not delivering
agreed benefits to its sponsors. At the same time, its sales staff complain of unfair evaluation
and inconsistent commission payments.
Questions:
1. Evaluate how unethical sponsorship practices affect both sponsors and fans. (10 marks}
2. Analyse the link between fair performance evaluation and staff motivation. (10 marks}
3. Propose corrective measures for the club to rebuild trust and improve sales
performance.
(5 marks}
END OF EXAMINATION MEMO
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