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ADVANCED SALESMANSHIP ANSWERS (TYPE A)
SECTION A: ANSWER ALL QUESTIONS
(1)
(i) Direct selling: Manufacturer sells directly to the consumer.
(ii) Retailers: Goods pass from manufacturer to retailers, then to consumers.
(iii) Wholesalers: Goods are sold to wholesalers who supply retailers or other businesses.
(iv) Agents/Brokers: Intermediaries facilitate sales between manufacturer and buyers without taking ownership of goods.
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(2)
(i) Sales network: The structured system of contacts, representatives, or distributors used to sell products.
(ii) Communication channels: Platforms or tools used to maintain relationships, share product information, and coordinate sales activities.
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(3)
(i) Target market: The specific group of consumers a business aims to serve based on demographics, needs, and purchasing behavior.
(ii) Selling focus: The strategic approach or method the salesperson adopts to persuade or influence the target market to purchase.
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(4)
(i) Convenience and accessibility
(ii) Wide reach to global customers
(iii) Lower operational costs
(iv) Ability to provide detailed product information and reviews.
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(5)
(i) Security concerns (fraud, hacking)
(ii) Lack of personal touch and customer service
(iii) Shipping and delivery issues
(iv) Difficulty in building customer trust.
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(6)
Scheduling involves planning the timing and sequence of activities related to sales or delivery while Distribution is the process of delivering products from producer to consumer through various channels.
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(7)
(i) Customer data management
(ii) Communication through emails and calls
(iii) Tracking customer preferences and history
(iv) Facilitating online customer support.
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(8)
Globalisation is the process by which businesses, technologies, cultures, and markets become interconnected and operate on an international scale, reducing barriers to trade, communication, and investment.
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(9)
(i) Cybersecurity agencies
(ii) Cybercrime investigation units
(iii) Internet regulatory bodies
(iv) Digital marketing agencies.
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(10)
(i) Intensive distribution: Products are stocked in as many outlets as possible.
(ii) Selective distribution: Products are sold through selected intermediaries.
(iii) Exclusive distribution: Limited intermediaries with exclusive rights to sell products.
(iv) Direct distribution: Manufacturer sells directly to consumers without intermediaries.
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SECTION B: ANSWER FOUR(4) QUESTIONS ONLY
(11a)
(i) sorting
(ii) accumulation
(iii) allocation
(iv) assorting.
(11b)
(i) Sorting: Middlemen sort through large quantities of goods received from various producers to break them down into smaller, more manageable lots for different customers.
(ii) Accumulation: Middlemen accumulate products from multiple small-scale producers to create a large, continuous supply of goods, which allows for efficient transportation and storage.
(iii) Allocation: This involves breaking down large bulk quantities into smaller units or packages that match the specific requirements of retailers or end-consumers.
(iv) Assorting: Middlemen build an assortment of products from different producers to offer a varied selection to customers, saving them the time and effort of sourcing items individually.
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(12)
(i) Direct Marketing: When producers sell directly to consumers via online platforms, direct mail, or door-to-door sales.
(ii) Perishable Goods: For highly perishable goods like fresh produce, direct distribution to retailers or consumers is often faster and reduces spoilage.
(iii) Customized/Specialized Products: When products are highly specialized or made to order, direct contact between the producer and the customer ensures specific needs are met.
(iv) Large Customers: When a producer has a few large customers (e.g., industrial buyers), direct sales are more efficient than using middlemen.
(v) Strong Producer Brand: Producers with a very strong, established brand may choose to control their distribution channels entirely to maintain brand image and customer experience.
(vi) Technological Advancements: E-commerce and efficient logistics systems have made it easier for producers to manage their own distribution, bypassing traditional middlemen.
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(13a)
(i) Sales representatives/distributors: Individuals or organizations responsible for selling products and expanding the network.
(ii) Communication channels: Tools and platforms (calls, emails, social media, meetings) used to interact with customers and network members.
(iii) Leads and prospects: Potential customers identified and tracked within the network for conversion into sales.
(iv) Support system: Resources, training, and incentives provided to network members to enhance selling efficiency and performance.
(13b)
The Internet is a global network of interconnected computer networks that communicate using standardized protocols, allowing users worldwide to access vast amounts of information and communicate with each other.
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(14)
(i) Product Type: Perishability, fragility, and size of the product influence the speed and method of distribution.
(ii) Customer Demand: Scheduling must align with seasonal or specific customer demand patterns to avoid stockouts or overstock.
(iii) Transportation Availability: The availability, cost, and reliability of various transport modes (road, rail, air, sea) dictate scheduling options.
(iv) Inventory Levels: Current stock levels at warehouses and distribution centers determine the urgency and quantity of shipments required.
(v) Cost Efficiency: Balancing speed of delivery with transportation and storage costs to optimize profitability.
(vi) Regulatory Requirements: Adherence to local, national, and international laws regarding the movement of certain goods
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(15a)
(i) Recruitment challenges: Difficulty in finding and retaining effective distributors or network members.
(ii) Communication breakdown: Miscommunication or delays between network members can disrupt sales processes.
(iii) Uneven performance: Some network members may underperform, affecting overall sales and reputation.
(iv) Fraud or unethical practices: Risk of dishonest behavior by members, such as false reporting of sales or over-promising to customers.
(15b)
Network selling, also known as multi-level marketing (MLM) or direct selling, is a marketing strategy where a company sells its products directly to consumers through a network of independent distributors. Distributors earn income not only from their own sales but also from the sales made by the distributors they recruit into their network.
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(16a)
(i) Individual customers (Consumers): People who purchase goods or services for personal or household use.
(ii) Business customers (Industrial/Organizational): Companies or organizations that buy goods or services for production, resale, or operational purposes.
(16b)
(i) Ability to Pay: A customer must have the financial means to purchase the product or service.
(ii) Authority to Purchase: The customer should have the legal right or authority to make the buying decision.
(iii) Willingness to Buy: The customer must have a desire or need for the product and be willing to exchange value for it.
(iv) Clear Need/Want: The customer should have a defined need or want that the product can satisfy.
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