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.
TOPICS AND NOTES
A. Introduction To Salesmanship:
Definition of salesmanship.
History of salesmanship.
Development of salesmanship in
Importance of salesmanship.
B. Concept Of Salesmanship:
i. Explanation of basic terms in salesmanship;
(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,
C. Characteristics Of A Salesman-
Motivation, Friendliness, Confidence, Persuasiveness and Politeness.
D. Functions Of A Salesman to:
Public or its environment.
Salesmanship And Marketing:
The relationship between
salesmanship and marketing,
The differences between salesmanship
The skills needed in salesmanship.
Job/ Career Opportunities In Salesmanship:
Relevance of salesmanship as a course
G. Types Of Salesman:
Sales Representative/ marketing
Functions of each type.
A. Sales management:
Definition of sales management,
Roles and techniques of a sales
Factors affecting sales,
Company objectives and sales force
Roles of sales force.
Definition of sales forecast,
Methods of sales forecasting,
Uses and users of sales forecasting,
Advantages and Disadvantages of
Meaning of market survey,
Importance of market survey to
salesman and producer.
ADVERTISING AND SALES
Types of advertising
Types of advertising media,
Advantages and disadvantages
Reasons for advertising to the
company and the salesman.
B. Communication Process:
Importance of communication to
Barriers in communication.
C. Branding And Packaging:
Definition of Branding and Packaging,
Advantages and disadvantages.
(a) Gift items,
(b) Discounts- Trade/ Cash, seasonal,
Importance of promotion to salesman
Advantages and disadvantages of
PRICING AND DEMAND
Importance of price fixing.
Methods/Strategies used in price
Advantages and disadvantages of price
Effect of price changes and customers
Problems of pricing.
Meaning and types,
Factors affecting demand,
Laws of demand,
Effects of a change in demand,
Market forces and pricing.
Definition of cost,
Types of cost,
Differences between types of cost.
Determinant of cost,
Theory of cost
Analysis/ Calculation of cost and profit.
Importance and reasons for giving
discounts to customers,
Differences between the various types of
Meaning of consumer market,
Meaning of consumer behavior,
Factor affecting consumer buying
Types of buying decision,
Relationship between decision process
Method of decision process,
Hierarchy of needs
(a) Psychological needs,
(b) Sociological needs,
Factor affecting consumer decision
Effect of consumer decision on sales,
Reasons for consumer decision
Problems associated with consumer
C. Environmental Factors Affecting Consumer
i. Sociological factors:
(a) Urban and Rural community,
(b) Family income,
(g) Race/ Nationality,
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:
(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.
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
v. Factors affecting choice of channels distribution.
iii. Advantages of retailership to
(a) The producer
(b) The customer
iii. Functions to
(a) The producer,
(b) The consumer,
iv. Advantages and disadvantages of wholesale trade
iii. Advantages and Disadvantages.
F. Consumer Co-operative Societies:
iii. History of consumer co-operative societies,
iv. Functions of co-operative society to their member and the economy.
v. Advantages and disadvantages.7.
A. Export trade and Import Trade:
Advantages and disadvantages
Role of a salesman in import and export
Differences between import trade and
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
Differences between Balance Trade and
Balance of payment.
A. Concept Of Entrepreneurship In
FINANCE IN SALESMANSHIP
Definition of entrepreneur and
Differences between entrepreneurship
Types of entrepreneur,
Objectives of an entrepreneur,
Roles and Qualities of an entrepreneur
The ways a salesman can be an
Problems of entrepreneurship,
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.