Observation

Most candidates did not attempt this question despite of the fact the question is a recall one.

The responses expected from candidates are:

5.(a) Sales Management is the process of supervising sales people, monitoring their activities, providing field training trough joint sales calls, a recruiting additional sales representatives.                                                                                               
(b) Roles of a Sales Manager
i. Sales manager receives reports from salesmen
ii. Sales managers recruits salespeople
iii. They evaluate salesmen job performance
iv. They train their Salesforce
v. They represent the Salesforce in management meetings
vi. Sales manager communicate market information to top management
vii. Sales managers monitor the field performance of the Salesforce
viii. Sales managers oversee the compliance to the ethical policies
ix. Sales managers motivates the Salesforce
x. Sales manager map the potential customers and generate lead for the
organization
xi. The sales manager built customer relationship