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SALESMANSHIP OBJ (TYPE B)
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SALESMANSHIP ANSWERS (TYPE B)
ANSWER FIVE(5) QUESTIONS ONLY
(1a)
Motivation is the internal drive or desire that stimulates and directs an individual’s behaviour towards satisfying a need or achieving a goal.
(1b)
(i) Increases desire to purchase.
(ii) Influences brand preference.
(iii) Determines urgency of buying.
(iv) Affects willingness to spend more.
(v) Directs consumers toward products that meet their needs.
(1c)
(i) Advertisements showing product benefits.
(ii) Sales promotions like discounts and free samples.
(iii) Good customer service that builds trust and satisfaction.
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(3a)
(i) Cultural values determine what products are acceptable or unacceptable (e.g. food choices, clothing).
(ii) Traditions and customs influence consumption patterns during festivals, ceremonies, and seasons.
(iii) Beliefs and norms guide preferences for brands, colours, packaging, and spending behaviour.
(3b)
(i) Introvert
(ii) Extrovert
(iii) Agreeable personality
(iv) Conscientious personality
(v) Neurotic personality
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(4a)
(i) Primary social group
(ii) Secondary social group
(iii) Formal social group
(iv) Informal social group
(4b)
(i) Cultural factors
(ii) Social factors
(iii) Personal factors
(iv) Psychological factors
(4c)
(i) Social groups shape an individual’s tastes, preferences, and choices.
(ii) People tend to imitate purchasing patterns of the group they belong to.
(iii) Peer pressure can encourage or discourage buying certain products.
(iv) Group norms affect attitudes toward brands and lifestyles.
(v) Family groups strongly influence buying decisions (e.g. food, clothing).
(vi) Reference groups create role expectations that affect consumption.
(vii) Aspiration groups influence buyers to purchase products associated with that group.
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(6a)
Hire purchase is a system of buying goods where the buyer takes possession immediately but pays for the goods in instalments. Ownership transfers only after final payment.
(6b)
(i) Immediate possession of goods.
(ii) Payment spread over time.
(iii) Encourages buyers to purchase valuable items.
(iv) Helps budgeting.
(v) Increases sales for sellers.
(6c)
(i) In hire purchase, ownership remains with the seller until the final installment is paid, whereas in deferred payment, ownership transfers to the buyer immediately upon purchase.
(ii) Hire purchase is suitable for durable goods with resale value, while deferred payment applies to less durable or general goods.
(iii) If the buyer defaults in hire purchase, the seller can repossess the goods, but in deferred payment, the seller cannot repossess and must sue for the balance.
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(8a)
(i) News magazines
(ii) Fashion magazines
(iii) Sports magazines
(iv) Business magazines
(8b)
(i) Manufacturer’s Agent – Represents manufacturers to sell their products to wholesalers or retailers.
(ii) Broker: Brings buyers and sellers together and earns a commission for the connection.
(ii) Commission Agent: Sells goods on behalf of the owner and earns a commission on sales made.
(iii) Del-Credere Agent: Guarantees payment to the principal and bears the risk of customers’ default.
(v) Auctioneer: Sells goods to the highest bidder in public sales.
(8c)
(i) Duty to Perform the Undertaking: The agent must carry out the tasks or functions agreed upon with diligence and competence. Failure to perform these tasks properly can make the agent liable for damages to the principal.
(ii) Duty of Obedience: The agent must act strictly according to the instructions and authority given by the principal. They should not deviate from the lawful directions provided by the principal.
(iii) Duty of Loyalty and Disclosure: The agent must act in the best interest of the principal, avoid conflicts of interest, and disclose any personal interest or opportunities that may affect their duty. They should not use their position to benefit themselves at the expense of the principal.
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