Q1.

1 6

Q1.2 4

Q2 5

Q3 5

Q4 9

Form D Q5

Q6
5

5
University of Jordan
Jordan University Business School (JUBS) Q7 5
Department of Marketing
Q8 6
Sales Management Course (1604429)
Second Semester 2019/20

TOTAL
Instructor Name: Dr. Dana Kakeesh 50
Final Exam
*This table for the
Date: 17 – May – 2020 use of the instructor
Time: 10:30AM – 12:30PM only.

(2 Hours only!)
(Including time it will take to
download and upload the question file+read instructions+ type)

Name in Arabic Seat Number Student ID Number

‫االسم باللغة العربية‬

Important Note:
1. Make sure that you have downloaded the assigned form for you!
2. Answering a different form to the assigned one, will be handled as a cheating attempt.
3. Any cheating attempt will be severely penalized.
4. Your accumulated mark out of 50 is available via moodle and FB group. If you have any
concerns regarding any of your marks, make sure to contact me before the midnight of
TODAY 17/5 11:59PM.

Good Luck and Happy Answering!

Q1. Read the following case study and answer the questions below:

You have recently been hired as a sales manager for Nuqul Automotive Co., the official distributer
for Audi, Porsche, Volkswagen and Skoda in Jordan. You are selling to car dealers and publics.
Sales are declining and you believe that a major factor causing this decline is a lack of motivation
among your salesforce. You learned that Nuqul Automotive Co. are paid a straight salary, the size
of which depends on length of service only (years of experience).
1.1 Outline your thoughts regarding how you would approach and handle this situation. (6
Marks)

[TYPE YOUR ANSWER HERE]

1.2 What would be the most suitable compensation plan for the company? Why? (4 Marks)

[TYPE YOUR ANSWER HERE]

___________________________________

Q2. Assume that you are the national sales manager for Anne Inc., a manufacturer and marketer
of photocopy equipment and supplies. The firm’s products are sold both nationally and
internationally by a salesforce of 5,000. Anne Inc. sells to accounts of various sizes across several
industries. Discuss your recommended sales organization structure, you need to justify your
recommended structure? (5 Marks)

[TYPE YOUR ANSWER HERE]

___________________________________

Q3. Discuss the importance of situational factors in determining the most effective sales
leadership approaches? (5 Marks)
[TYPE YOUR ANSWER HERE]

___________________________________

Q4. Compare and contrast each of the following: (9 Marks)

- Gatekeepers and deciders

[TYPE YOUR ANSWER HERE]

- Job analysis and job description

[TYPE YOUR ANSWER HERE]

- Prospecting and qualifying leads

[TYPE YOUR ANSWER HERE]

___________________________________

Q5. Hani, sales manager for Star Industries, a manufacturer and marketer of heavy-duty industrial
construction equipment, has just finished evaluating several different sales candidates for a vacant
position. He has narrowed the list to two candidates that stand out. Both Ibrahim and Suha meet
the job qualifications. In fact, on paper Suha appears to be a stronger candidate, having nearly
twice as much industry related sales experience as Ibrahim. Hani, however, believes that the
construction industry is a man’s world. He fears that many of Star’s customers (and even its own
employees) may not respect a woman salesperson. Thus, even though Suha appears to be the most
qualified for the position, Hani is leaning toward hiring Ibrahim. What should Hani do? Why?
(5 Marks)

[TYPE YOUR ANSWER HERE]

___________________________________

Q6. You have recently been hired as a junior salesperson at a PR and Advertising Agency. Your
manager asked you to start the preparation process for a new business client. At this particular
moment, you are receiving a phone call from your manager asking you to give her more details on
proposal analysis. Specify who your business client is then explain your proposal(s) analysis?
(6 Marks)

[TYPE YOUR ANSWER HERE]

___________________________________

Q7. Based on your project work, discuss how the buying situation affects the buying center
within the company of the project? (5 marks)

[TYPE YOUR ANSWER HERE]

___________________________________

Q8. From your point of view, what was the most interesting topic or piece of information
presented in this course? Why? (6 Marks)

[TYPE YOUR ANSWER HERE]

___________________________________

-Finished-