COMMENTS

1. Candidates found it difficult to distinguish between the areas the Salesman should be knowledgeable and the qualities of a salesman.  Most of their answers were focused on the qualities of salesmen      

rather than the areas salesmen should be    knowledgeable as required in the question.

          (b)     (i & ii) Candidates found it difficult to distinguish between sales      representatives, salesman and sales manager. Their performance was very poor in these questions.

          Some of the answers to question one (1a) include :

          (a)      Areas salesmen should be knowledgeable
                   (i)      He should have knowledge of the product/company.
                   (ii)      He should have knowledge of the customers’ needs and wants.
                   (iii)     He should have knowledge of the market.

          (b i)    Functions of retail salesmen
                   -        They sell to regular customers.
                   -        They answer questions and complete the sale.
                   -        They work on improving the whole relationship with the customers.