Theory question 107
MarketingCommerce 2 (theory)
Emeka has been a sales representative for three years but has never met his target.
(a) State five reasons that could have accounted for his inability to meet his target.
(b) Explain five promotional tools he could use to stimulate sales of his company's products.
Show the model answer
(a) Any five: poor product knowledge; poor communication/persuasion skills; poor attitude to customers; laziness/few customer visits; unrealistic targets; poor quality or high price of the product; strong competition; little advertising support; poor transport/territory; lack of training or motivation.
(b) Any five, explained: free samples; discounts/price reductions; gifts/premiums; trade fairs and exhibitions; demonstrations; competitions and lotteries; coupons; displays (window/point of sale); after-sales services; credit facilities.
Each tool in (b) needs a short explanation of how it attracts buyers.