SULIT DPM3013: SALES MANAGEMENT

SECTION A : 100 MARKS

BAHAGIAN A : 100 MARKAH

INSTRUCTION:
This section consists of FOUR (4) structure questions. Answer ALL questions.

ARAHAN:
Bahagian ini mengandungi EMPAT (4) soalan struktur. Jawab SEMUA soalan.

QUESTION 1
SOALAN 1

CLO1 (a) You have just appointed Ms. Sheena, a diploma in accounting graduate, as a
C1
salesperson in your company. As a sales manager, describe to her FIVE (5)
important functions of a sales personnel.

Anda baharu saja melantik Cik Sheena, graduan diploma perakauan, sebagai
jurujual di syarikat anda. Sebagai seorang pengurus jualan, terangkan kepada
beliau LIMA (5) fungsi utama jurujual.
[10 marks]
[10 markah]

CLO1 (b) A sales manager plays a key role in the success and failure of an organization.
C3
He/She should be very clear about his/her responsibilities as well as the
problems and challenges in implementing the duties. Explain TWO (2)
problems and its’ challenges that could be faced by a sales manager.

Seorang pengurus jualan memainkan peranan utama dalam kejayaan dan

kegagalan sesebuah organisasi. Beliau harus mengetahui dengan jelas akan
tanggungjawab, masalah serta cabaran dalam melaksanakan tugas. Terangkan
DUA (2) masalah serta cabarannya yang mungkin dihadapi oleh seorang
pengurus jualan.
[10 marks]
[10 markah]

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 SULIT DPM3013: SALES MANAGEMENT

CLO1 (c) Explain how Natural Environment could impact the success in selling a product.
C4
Please provide suitable example.
Terangkan bagaimana Persekitaran Semulajadi boleh memberi impak ke atas
kejayanan jualan sesuatu produk.

[5 marks]
[5 markah]

QUESTION 2
SOALAN 2

CLO1 (a) List FIVE (5) personality characteristics which could help in building a successful
C1 salesperson.

Senaraikan LIMA (5) ciri-ciri personaliti yang boleh membantu dalam membina
kejayaan sebagai jurujual.

[5 marks]
[5 markah]

CLO1 (b) Explain how salespeople could improve their skills and efficiencies when facing
C4
the international or global selling situations.

Terangkan bagaimana jurujual boleh memingkatkan kemahiran dan kecekapam

dalam menangani situasi jualan peringkat antarabangsa atau global.
[5 marks]
[5 markah]

CLO1 (c) Explain FIVE (5) ethical issues that could emerge when salespeople deal with
C2
their customers.

Terangkan LIMA (5) isu etika yang boleh timbul semasa jurujual berurusan
dengan pelanggan mereka.

[15 marks]
[15 markah]

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QUESTION 3
SOALAN 3

CLO2 (a) Pre-approach is a process in which a salesperson plans his/her sales call. Determine
C4 FIVE (5) reasons for planning the sales call.

Pra-pendekatan adalah merupakan proses di mana tenaga jualan merancang

lawatan jualan mereka. Kenalpasti LIMA (5) sebab perancangan lawatan jualan
ini perlu dibuat.
[5 marks]
[5 markah]

CLO2 (b) Incorporating proof statements into a presentation could increase a prospect’s
C1 confidence towards the product. List FIVE (5) useful proof methods in sales
presentation.

Penggabungan kenyataan berbentuk bukti dalam pembentangan jualan boleh

meningkatkan keyakinan prospek terhadap produk. Senaraikan LIMA (5) kaedah
bukti yang sangat berguna dalam pembentangan jualan.
[5 marks]
[5 markah]

CLO2 (c) Explain FIVE (5) categories of objections that may arise during the selling process.
C3
Terangkan LIMA (5) kategori bantahan yang mungkin timbul dalam proses jualan.

[15 marks]
[15 markah]

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 SULIT DPM3013: SALES MANAGEMENT

QUESTION 4
SOALAN 4

Sales Training involves the personal development of skills and techniques related in
creating and exploring new sales opportunities, as well as closing sales for an
organization.

Latihan jualan melibatkan pembangunan kemahiran peribadi dan teknik yang

berkaitan untuk meneroka dan mewujudkan peluang jualan serta meningkatkan
jualan bagi sesebuah organisasi.

CLO 3 (a) Compare TWO (2) types of sales job.

C4
Bandingkan DUA (2) jenis pekerjaan dalam jualan.
[5 marks]
[5 markah]

CLO 3 (b) Describe FOUR (4) benefits of training programme.

C1
Huraikan EMPAT (4) faedah program latihan.
[10 marks]
[10 markah]

CLO 3 (c ) Briefly explain FOUR (4) common reports that are kept by salespeople.
C2
Jelaskan secara ringkas EMPAT (4) laporan biasa yang disimpan oleh
jurujual.

[10 marks]
[10 markah]

SOALAN TAMAT

5 SULIT