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2021/2022 Waec Syllable for Salesmanship


WAEC Salesmanship Syllabus 

SCHEME OF EXAMINATION

There will be two papers, Paper 1 and Paper 2, both of which will be composite and will be taken at one sitting.

PAPER 1:           Will consist of forty multiple choice objective questions, all of which are to be answered in 50 minutes for 20 marks.

PAPER 2:            Will consisting of seven essay questions out of which candidates will be required to answer any five for 80 marks. The paper will take 2 hour.

DETAILED SYLLABUS

S/N

CONTENTS

TOPICS AND NOTES

1.

PRINCIPLE OF

A. Introduction To Salesmanship:

SALESMANSHIP

i.

Definition of salesmanship.

ii.

History of salesmanship.

iii.

Development of salesmanship in

Nigeria

iv.

Importance of salesmanship.

B.   Concept Of Salesmanship: 

i.          Explanation of basic terms in salesmanship;

(a) Selling,

(b) Consumer satisfaction,

(c) Profit maximization.

ii.         The meaning and application of the concept of salesmanship.

iii.        The objectives of the salesman to;

(a) the company,

(b) Himself,

(c) Customer,

C.   Characteristics Of A Salesman- 

Motivation, Friendliness, Confidence, Persuasiveness and Politeness.  

D.   Functions Of A Salesman to: 

i.          Customers,

ii.

Company,

iii.

Government,

iv.

Public or its environment.

E.

Salesmanship And Marketing:

i.

The relationship between

salesmanship and marketing,

ii.

The differences between salesmanship

and marketing,

iii.

The skills needed in salesmanship.

F.

Job/ Career Opportunities In Salesmanship:

i.

Relevance of salesmanship as a course

of study

ii.

Self reliance/employment

G. Types Of Salesman:

i.

Industrial Salesman,

ii.

Sales Representative/ marketing

Representative

iii.

Retail salesman,

iv.

Wholesale Salesman,

v.

Functions of each type.

SALES MANAGEMENT

A. Sales management:

i.

Definition of sales management,

ii.

Roles and techniques of a sales

manager,

iii.

Sales decisions,

iv.

Factors affecting sales,

v.

Company objectives and sales force

decision,

vi.

Roles of sales force.

B.

Sales Forecasting:

i.

Definition of sales forecast,

ii.

Methods of sales forecasting,

iii.

Uses and users of sales forecasting,

iv.

Advantages and Disadvantages of

Sales forecasting,

v.

Meaning of market survey,

vi.

Importance of market survey to

salesman and producer.

3.

ADVERTISING AND SALES

A. Advertising:

PROMOTION

i.

Definition,

ii.

Types of advertising

iii.

Types of advertising media,

iv.

Advantages and disadvantages

v.

Reasons for advertising to the

company and the salesman.

B.  Communication Process:

i.

Definition,

ii.

Means,

iii.

Importance of communication to

salesman.

iv.

Barriers in communication.

C.  Branding And Packaging:

i.

Definition of Branding and Packaging,

ii.

Types,

iii.

Importance,

iv.

Advantages and disadvantages.

D. Promotion:

i.

Definition,

ii.

Types

iii.

Sales Incentives

(a) Gift items,

(b) Discounts- Trade/ Cash, seasonal,

quantity

iv.

Importance of promotion to salesman

v.

Advantages and disadvantages of

promotion.

4.

PRICING AND DEMAND

A. Pricing:

i.

Definition,

ii.

Importance of price fixing.

iii.

Methods/Strategies used in price

determination,

iv.

Advantages and disadvantages of price

fixing.

v.

Effect of price changes and customers

behaviour

vi.

Problems of pricing.

B.  Demand:

i.

Meaning and types,

ii.

Factors affecting demand,

iii.

Laws of demand,

iv.

Effects of a change in demand,

v.

Market forces and pricing.

C.

Cost Base:

i.

Definition of cost,

ii.

Types of cost,

iii.

Differences between types of cost.

iv.

Determinant of cost,

v.

Theory of cost

vi.

Analysis/ Calculation of cost and profit.

D. Discounts:

i.

Definition,

ii.

Types,

iii.

Importance and reasons for giving

discounts to customers,

iv.

Differences between the various types of

discounts.

5.

CONSUMER BEHAVIOUR

5.

CONSUMER BEHAVIOUR

A. Consumer:

i.

Definition,

ii.

Meaning of consumer market,

iii.

Meaning of consumer behavior,

iv.

Factor affecting consumer buying

behavior

v.

Types of buying decision,

B.

Decision Process:

i.

Meaning,

ii.

Relationship between decision process

and sales,

iii.

Method of decision process,

iv.

Hierarchy of needs

(a) Psychological needs,

(b) Sociological needs,

v.

Factor affecting consumer decision

making

vi.

Effect of consumer decision on sales,

vii.

Reasons for consumer decision

viii.

Problems associated with consumer

decision process.

C.  Environmental Factors Affecting Consumer

Behaviour:

i.          Sociological factors:

(a) Urban and Rural community,

(b) Family income,

(c) Occupation,

(d) Education,

(e) Age,

(f) Sex,

(g) Race/ Nationality,

(h) Religion/culture,

ii.          Characteristics of a conventional market,

iii.        Customer attitudes and behavior.

D.   Corporate Buying Behaviour: 

i.          Meaning of Corporate/industrial buyer

ii.          Factors that influence corporate/industrial buying behaviour:

(a) Quantity,

(b) Quality,

(c) Sources,

(d) Pricing,

(e) Delivery time.

E. Major Sale Influence:

i.          Product quality,

ii.         Price in relation to quality,

iii.        Factors that stimulate sales,

iv.        Promotion influencing sales

v.         Corporate image

vi.        Differences between price, product and promotion.

6       DISTRIBUTION

A.   Channels of Distribution: 

i.          Definition of distribution and channels of distribution,

ii.         Various channels of distribution,

iii.        Advantages and disadvantages of each channels of distributions

iv.         Problems,

v.          Factors affecting choice of channels distribution.

C.   Retailer: 

i.          Definition,

ii.         Functions

iii.        Advantages of retailership to

(a) The producer

(b) The customer

D.   Wholesaler: 

i.          Definition,

ii.         Types,

iii.        Functions to

(a) The producer,

(b) The consumer,

iv.         Advantages and disadvantages of wholesale trade

E.   Warehousing: 

i.          Meaning,

ii.         Types,

iii.        Advantages and Disadvantages.

F.    Consumer Co-operative Societies: 

i.          Definition,

ii.         Types,

iii.        History of consumer co-operative societies,

iv.         Functions of co-operative society to their member and the economy.

v.          Advantages and disadvantages.7.

INTERNATIONAL TRADE

A. Export trade and Import Trade:

i.

Definitions,

ii.

Types,

iii.

Advantages and disadvantages

iv.

Role of a salesman in import and export

trade,

v.

Differences between import trade and

export trade.

vi.

Barriers to international trade.

B.   Basic concepts and documents used in import and export trade:

i. Definition of documents;

ii. Types of documents;

iii. Uses of each document;

iv. Examples of the document;

v. Explanation of the concepts:

(a) Principle of comparative advantages,

(b) Terms of trade,

(c)  Terms of payment,

(d) Balance of trade and Balance of

payment,

vi.

Differences between Balance Trade and

Balance of payment.

8.

ENTREPRENUERSHIP AND

A. Concept Of Entrepreneurship In

FINANCE IN SALESMANSHIP

Salesmanship:

i.

Definition of entrepreneur and

entrepreneurship,

ii.

Differences between entrepreneurship

and entrepreneur,

iii.

Types of entrepreneur,

iv.

Objectives of an entrepreneur,

v.

Roles and Qualities of an entrepreneur

vi.

The ways a salesman can be an

entrepreneur,

vii.

Problems of entrepreneurship,

viii.

Advantages of entrepreneurship.

B.   Finance In Salesmanship: 

i.          Meaning of finance,

ii.         Uses and importance of finance,

iii.        Sources of finance to a salesman and an entrepreneur,

iv.         Definition of financial Institutions

v.          Types of financial institutions

vi.         Role of financial institutions to salesman and entrepreneur

SUSGGESTED TEXT BOOKS

i.          Basic Marketing- McCarthy Jerome, E. , William Perreault Jr.

ii.         Marketing – G. B. Giles ( The M & E hand book services)

iii.        Consumer Behaviour – Prof. Achumba ( University of Lagos)

iv. Fundamentals of Selling – Charles M. Futrell.


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