NABTEB Salesmanship Questions and Answers 2024 for Students
Doing well in NABTEB exams, in particular, the Salesmanship section is based on the ability to master NABTEB Salesmanship Questions, customer relations, and business communication.
The NABTEB exams, especially the Salesmanship, may be tough to prepare for but eventually, it will be worth it.
When you want to pass the exams, the NABTEB Salesmanship Questions and answers we’ll give you will be very useful.
Join us to get the insights you want.
NABTEB Salesmanship Questions
Question 1
List four methods of sales forecasting.
(i) What is a market survey?
(ii) State five importance of the market survey
Question 2
Employees of the Ministry of Health formed a consumer cooperative society.
i. State four functions the co-operative society would perform to members.
ii. State four advantages of this form of business.
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:
i. company;
ii. company’s customers.
Question 4
i. State two similarities between salesmanship and marketing.
ii. State three differences between salesmanship and marketing.
Question 5
(a) Explain the following terms used in international trade:
i. terms of trade;
ii. balance of payment.
(b) Mr Ayo is about to engage in international trade. List and explain four documents he would use.
Question 6
Mrs Oge a middle-income earner wants to buy a television set for her family.
(a) List four factors that would influence her buying decision.
(b) List and explain the first four steps she would follow in making the buying decision.
Answers for NABTEB Salesmanship Questions
1a. Methods of sales forecasting
(i) Time Series Analysis
(ii) Market Research
(iii) Opportunity Analysis
(iv) Regression Analysis
(i) Market survey
A market survey is a systematic and structured process of gathering, analyzing, and interpreting information about a market, which includes the target audience, competition, and the whole industry.
It is intended to collect information that will help to understand consumer preferences, buying behavior, and market trends.
(ii) Importance of the market survey
(a) Customer needs and preferences are the main information.
(b) Identifying market trends
(c) Assessing market demand
(d) Competitor analysis
(e) Price determination
(2i) Cooperative Society Functions for its Members
Bulk Purchasing: The cooperative society can purchase items and services in bulk for its members.
Supply of Quality Products: The cooperative society can guarantee the provision of good-quality products to its members.
Credit Facilities: The Society of Cooperatives can offer loans to its members. This is a way for members to meet their needs without going to external financial institutions.
Education and Training: The cooperative may arrange educational courses and training sessions for its members.
ii. Four advantages of this form of business
Economic Benefits: Members can enjoy the benefits of economies of scale by purchasing in bulk, hence lower prices for goods and services.
Democratic Control: Cooperatives are usually run on the principle of democracy, where each member has an equal voice in decision-making.
Risk Sharing: Members cooperate in taking both the risks and rewards.
Social and Community Development: Cooperatives are the drivers of social and community development through the promotion of a sense of community and teamwork.
(3a) Distinguishing between Salesmanship and Entrepreneurship
Salesmanship: Salesmanship is the art of selling goods and/or services. It is composed of tasks like convincing customers, bargaining, and closing deals.
Entrepreneurship: Entrepreneurship is a more general term that covers all the activities of creating, organizing, and managing a new business.
(bi) Functions to the Company
Meeting Sales Targets: Mr. Okon would be accountable for meeting the sales targets agreed upon by the company.
Market Research: He could be the one who gathers the market information that is used to help the company make the right business decisions.
Customer Relationship Management: Mr. Okon will have to cultivate and manage good relationships with customers.
(bii) Functions for the Company’s Customers
Product Knowledge: Mr. Okon should know in detail the products or services he sells.
Assistance and Guidance: He should guide customers to make smart buying decisions.
After-Sales Support: Mr. Okon can be the one to provide post-sales support to make sure customers are happy with their purchases.
(4i) Two Similarities Between Salesmanship and Marketing
(i) Customer Focus: Both salesmanship and marketing have the objective of knowing and satisfying the customers.
(ii) Communication Skills: Success in both sales and marketing depends on the use of good communication. They influence and manipulate messages in marketing.
ii. Differences between Salesmanship and Marketing
(a) Scope and Scale
Salesmanship: It is a more personalized and individualized activity aimed at convincing and persuading a single customer to buy a product.
Marketing: It is a wider process that covers all activities from planning, executing, and managing to reach and influence a bigger target audience.
(b) Timing and Interaction
Salesmanship: It is usually linked to direct, instant contact between the salesperson and the buyer. The goal is to close the deal at this one-on-one encounter.
Marketing: Marketing is a process that takes time and includes various activities like market research, product development, advertisement creation, and promotion.
(c) Focus on Relationship
Salesmanship: It focuses on building a one-on-one relationship with individual customers, with the primary objective of closing a sale.
Marketing: Marketing focuses on creating and maintaining relationships on a larger scale.
(5ai) Terms of Trade
Terms of trade refer to the ratio at which a country can exchange its exports for imports. It is the relative price of a country’s export goods in terms of its import goods.
If a country’s terms of trade improve, it means the country can get more imports for the same amount of exports, and vice versa.
ii. Balance of Payment
The balance of payments is a record of all economic transactions between the residents of one country and the rest of the world over a given period.
It includes the trade balance (exports and imports of goods and services), capital flows, and financial transfers.
(b) Mr. Ayo, engaging in international trade, would use the following four documents:
i. Commercial Invoice: This document provides details about the goods being shipped, including the quantity, description, and value.
ii. Bill of Lading: The bill of lading is a document issued by the shipping company, acknowledging receipt of goods for shipment.
iii. Packing List: This document provides a detailed list of the contents of each package in the shipment.
iv. Certificate of Origin: This document certifies the country of origin of the goods.
(6a) Four factors that would influence Mrs. Oge’s buying decision
i. Price: The cost of the television set would be a big factor for Mrs. Oge, considering her middle-income status.
ii. Brand Reputation: The reputation of the brand is important. Mrs. Oge might consider well-known and reputable brands for reliability, quality, and after-sales service.
iii. Features and Specifications: Mrs. Oge may assess the features and specifications of the television, such as screen size, resolution, smart capabilities, and additional functionalities.
iv. Reviews and Recommendations: Reviews and recommendations from other consumers or online sources can influence Mrs. Oge’s decision.
(b) Steps Mrs. Oge would follow in making the buying decision
i. Research: Mrs. Oge would begin by researching different television models, brands, and their features.
ii. Set Budget: Based on her research, Mrs. Oge would establish a budget for the television purchase.
iii. Visit Stores: Mrs. Oge would visit electronic stores to physically inspect and compare the shortlisted television sets.
iv. Seek Recommendations: Mrs. Oge might seek recommendations from friends, family, or colleagues who have recently purchased a television.
Stay committed to your preparation, practice regularly, and approach the Salesmanship section with confidence.
Best of luck in your NABTEB exams and future adventures in the sales and business field.
