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PCILiTal4rui4
MALAYSIA
JABATAN PERDAGANGAN
PEPERIKSAAN AKHIR
SESI JUN 2014
SULIT
SULIT PM301: SALES MANAGEMENT
SECTION B : 75 MARKS
BAHAGIAN B : 75 11L4RKAII
INSTRUCTION:
This section consists of THREE (3) essay questions. Answer ALL questions.
ARAHAN•
Bahagian ini mengandungi TIGA (3) soalan esei. Jawab semua soalan.
QUESTION 1
SOALAN I
[5 marks]
[5 markah]
[15 marks]
[15 markah]
CLO1 (c) Explain briefly TWO (2) external environment factors that has impact on success in
C2 selling.
Terangkan dengan ringkas DUA (2) faktor persekitaran luaran yang memberi kesan
kepada kejayaan jualan.
[5 marks]
[5 markah]
14 SULIT
SULIT PM301: SALES MANAGEMENT
QUESTION 2
SOALAN 2
CLO2 (a) Evaluation is concerned with monitoring the balance between standards and actual
C4 performances. Identify FIVE (5) benefits of performance evaluation.
Penilaian adalah pemantauan yang diadakan ke atas standard kerja dengan prestasi
kerja yang sebenar. Kenalpasti LIMA(5) faedah penilaian prestasi kerja..
[10 marks]
[10 markah]
[15 marks]
[15 markah]
15 SULIT
SULIT PM301: SALES MANAGEMENT
QUESTION 3
SOALAN 3
CLO3 (a) Reports can describe salespersons' day even when the manager can't be there to observe
C2
them. The information in these reports play a critical part in helping manager oversee the
success of the sales team. Explain FOUR (4) common records kept by salesperson.
CLO3 (b) Explain THREE (3) types of reimbursement plan that a manager could consider to use in
C2 his/her organization. Please include the advantages and disadvantages of each plan in
your explanation.
Terangkan TIGA (3) ] enis pelan pembayaran balik yang boleh dipertimbangkan oleh
seorang pengurus jualan untuk digunakan di dalam organisasinya, Sertakan sekali
kebaikan dan keburukan setiap plan dalam penerangan anda.
[15 marks]
[1.5markah]
SOALAN TAMAT
16 SULIT