Salesmanship WASSCE (SC), 2019

Question 3

 

(a). Distinguish between salesmanship and entrepreneurship.
 

(b). Mr. Okon has recently been employed by Ali limited as a salesman. State three functions each Mr. okon would perform to the:
  1. company;
  2. company’s customers.

Observation

 

Candidates could not describe Entrepreneurship as an act/skill/process. They saw it more as a factor of production. A such, they could not differentiate salesmanship from entrepreneurship in part (a) of the question. In part (b), some candidates could not differentiate between the functions of a salesman to the company and the ones he performs to the company’s customers.
                       
The responses expected from candidates are:

Salesmanship is the skill/act of persuading prospects and customers to buy a firm’s products
while
Entrepreneurship is the process of organizing, managing and assuming the risks of a business.     


(a) Functions Mr Okon would perform as a salesman to the company:                                       

  • Mr Okon would help in pushing the company’s products to the market;
  • He would assist in increasing the company’s sales volume/profit;
  • He would be an ambassador of the company and build company’s image;
  • He would help the company in gathering marketing intelligence
  • He would help the company to create competitive advantage in the market;
  • He would identify prospects/customers of the company’s products;
  • He would assist the company in growing its markets/sales territories.

(b) Functions Mr Okon would perform as a salesman to the company’s customers:

  • Mr Okon would assist customers in making purchase decisions;
  • He would help to educate and inform customers about the company’s products;
  • He would strive to meet customers’ expectations;
  • He would handle customers’ objections/complaints diligently;
  • He would strive to satisfy the company’s customers;
  • He would build good relationship with customers to sustain the company’s business;
  • He would provide customers with information about the company’s product mix.