Questions

1.a)Discussthe factors that should be considered in choosing a channel of distribution

for anyparticular product.10mks

b)Explain any five types of wholesalers who may be found in our country today.10mks

2.a)Assume that you are the sales manager of Kenya Breweries limited.Explain the

qualities you would look for every time you are recruiting your sales executives.12mks

b)What do you understand by the term production.Explain any four factors of

production.8mks

3.a)The following balances were extracted from the books of spikes Ltd on 31^st Dec 2001.

Shs.

Fixed Assets42,000

Stock48,000

Debtors50,000

Bank overdraft25,000

Creditors40,000

Cash in hand 2,000

Capital77,000

During the month of January, the following transactions took place.

a)Bought motor vehicle on credit valued at Kshs. 80,000 from General motors.

b)Withdrew sh. 28,000 for personal use.

Prepare balance sheet as at 31^st Jan 2002 for spikes Ltd.

c)Give any five reasons to justify that the central Bank is not a Commercial Bank.

10mks

4.a)Discuss circumstances under which a wholesaler may be eliminated from the chain

of distribution.10mks

b)Explain the essentials of a good warehouse.10mks

5.a)Advertising media refers to the means used to convey the sales message to the customers /

users of any given product.Explain any five.10mks

b)What do you understand by 'containerization'.Briefly explain the benefits associated

withcontainerisation.10mks

6.a)Explain the role played by consumer co-operative societies in Kenya today.10mks

b)To a certain extent, public corporations are to considered desirable.Explain10mks