 |
CSS621S - CORPPRATE SPORT AND SALES MANAGEMENT - 2ND OPP - JAN 2020 |
|
|
1 Page 1 |
▲back to top |
NAMIBIA UNIVERSITY
OF SCIENCE AND TECHNOLOGY
FACULTY OF MANAGEMENT SCIENCES
DEPARTMENT OF MARKETING AND LOGISITICS
QUALIFICATION: BACHELOR OF SPORT MARKETING
QUALIFICATION CODE: 07BOSM
LEVEL: 6
COURSE CODE: CSS621S
SESSION:
JANUARY 2020
COURSE NAME: CORPORATE SPORTS AND
SALESMANSHIP
PAPER:
THEORY
DURATION:
3 HOURS
MARKS:
100
SECOND OPPORTUNITY EXAMINATION QUESTION PAPER
EXAMINER(S)
MR. MAXWELL CHUFAMA (FT, PT & DI)
MODERATOR: DR. STEWART KAUPA
INSTRUCTIONS
This question paper has FIVE (5) questions.
Answer ANY FOUR (4) questions.
Always start a question on a new page.
Each question carries TWENTY-FIVE (25) marks.
Marks for each question are indicated at the end of each question.
Read all the questions carefully before answering.
Write precisely, clearly and neatly.
Number the answers clearly.
THIS QUESTION PAPER CONSISTS OF 2 PAGES (Including this front page)
|
|
2 Page 2 |
▲back to top |
Question 1
a) With the aid of examples, define personal selling in your own understanding. (5 marks)
b) Using practical examples, describe order-getters salespersons and their role in corporate
sales.
(20 marks)
Question 2
a) You are a manufacturer/ supplier of sporting products. Your country has been nominated to
host a continent-wide tournament, implying numerous games to be played. You have an
opportunity to sell your firm quality, robust products with respect to game pressure. Using a
sport type of your own choice, write a formal sales letter to the relevant authorities. Your
creativity with respect to sports products and selling gimmicks is called upon in this short
exercise.
(15 marks)
b) With the aid of local and international examples, briefly outline the B2B, B2C and B2G markets
for Namibian firms that sell sporting products.
(10 marks)
Question 3
a) Explain the importance of sales forecasting to any Namibian sporting firm of your choice.
(10 marks)
b) Discuss ANY FIVE (5) internal factors affecting sales of sporting products in any Namibian
sporting firm of your choice.
(15 marks)
Question 4
a) Briefly outline the Payback period method of project appraisal.
(S marks)
b) Apart from historical sales data, discuss other qualitative methods which can be used to assist
sales managers in the sales forecasting process?
(20 marks)
Question 5
a) What qualities would you look for when interviewing and selecting salespersons? (10 marks)
b) Discuss the limiting factors of the interview process.
(15 marks)
END OF SECOND OPPORTUNITY EXAMINATION