COMMENTS

          (a)      The candidates did well above average in these questions.  Though there is still room for improvement.

          (b)     Most of the candidates could not clearly state the problems encountered in motivating salesmen.
         
          The following are some of the expected answers:

          (i)      Most organizations set high sales targets such that the salesmen meet frustration very regular when they fail to attained the set targets.
          (ii)      The Salesman works alone and lacks the immediate supervision of the sales manager to guide him on attaining the set targets.
          (iii)     A set of motivational tools may not be applicable to all the salesmen because of their individual differences.