KNEC Diploma in Food and Beverage Management Module III: Sales and Marketing past paper November 2014 Answers

Answers for Sales and Marketing past paper November 2014

Course Name:  Food and Beverage Management
Also Done By:
Diploma in Baking Technology
Course Level:  Diploma
Sub Level:       Module III
Course Unit:   Sales and Marketing
Exam body:    KNEC
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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 ()