Observation

In question 4(a), most candidates failed to clearly state the selling skills of a salesman. In question 4(b)i, most candidates failed to point out the involvement of an intermediary in indirect export I  their answer. Also most candidates failed to mention the distinguishing factor between the balance of trade and balance of payment which is the involvement of visible items in balance of trade and both visible and invisible items in balance of payment in question 4(b)ii.

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The responses expected from candidates are:

4(a)      Selling skills of a salesman:

                        (i)         He should possess time management/organization skills;
(ii)        He should possess analytical/diagnostic skills;
(iii)       He should possess communication skills;
(iv)       He should possess technical skills;
(v)        He should possess listening and questioning skills;
(vi)       He should possess human relations skills;
(vii)      He should possess “closing the sales” skills;
(viii)     He should possess demonstration and presentation skills;
(ix)       He should possess prospecting/lead-generation skills.

              (b)      (i)         Difference between Direct export and Indirect export:

Direct export involves a manufacturer handling the export process of his products without the assistance of an agent or intermediary while indirect export involves the manufacturer handling the export process of his products with the assistance of an agent or intermediary.

                        (ii)        Difference between Balance of Trade and Balance of Payment:

Balance of Trade is the difference between a country’s value of visible imports and the value of visible exports. While Balance of Payment in a record of a country’s value of visible and invisible exports and imports.