Salesmanship Waec Syllabus Examination.
This WAEC Syllabus examination is derived from the National Curriculum for Senior Secondary School Salesmanship, outlining the course scope for examinations at this level.
SALESMANSHIP SCHEME OF EXAMINATION
The examination will consist of two papers, Paper 1 and Paper 2, which will be taken together in a single sitting.
Paper 1
- 40 multiple-choice questions
- 50 minutes to complete
- 20 marks
Paper 2
- 7 essay questions (choose 5 to answer)
- 2 hours to complete
- 80 marks
Suggested Textbooks
1. Basic Marketing
- Author: McCarthy Jerome E. and William Perreault Jr.
2. Marketing
- Author: G. B. Giles
- Publisher: The M & E Hand Book Services
3. Consumer Behaviour
- Author: Prof. Achumba
- Affiliation: University of Lagos
4. Fundamentals of Selling
- Author: Charles M. Futrell.
DETAILED SYLLABUS:
1. PRINCIPLES OF SALESMANSHIP
- Introduction to Salesmanship
- Definition and history of salesmanship
- Development of salesmanship in Nigeria
- Importance of salesmanship
- Concept of Salesmanship
- Explanation of basic terms: selling, consumer satisfaction, profit maximization
- Objectives of a salesman: company, himself, customer
- Characteristics of a salesman: motivation, friendliness, confidence, persuasiveness, politeness
- Functions of a Salesman
- Customers, company, government, public or environment
- Salesmanship and Marketing
- Relationship between salesmanship and marketing
- Differences between salesmanship and marketing
- Skills needed in salesmanship
- Job/Career Opportunities in Salesmanship
- Relevance of salesmanship as a course of study
- Self-reliance/employment
- Types of Salesmen
- Industrial salesman, sales representative/marketing representative
- Retail salesman, wholesale salesman
- Functions of each type
2. SALES MANAGEMENT
- Sales Management
- Definition and roles of a sales manager
- Sales decisions and factors affecting sales
- Company objectives and sales force decisions
- Sales Forecasting
- Definition and methods of sales forecasting
- Uses and users of sales forecasting
- Advantages and disadvantages of sales forecasting
- Market Survey
- Meaning and importance to salesman and producer
3. ADVERTISING AND SALES PROMOTION
- Advertising
- Definition, types, and media
- Advantages and disadvantages
- Reasons for advertising to the company and salesman
- Communication Process
- Definition, means, and importance to salesman
- Barriers in communication
- Branding and Packaging
- Definition, types, importance, advantages, and disadvantages
- Promotion
- Definition, types, and importance to salesman
- Advantages and disadvantages
4. PRICING AND DEMAND
- Pricing
- Definition, importance, and methods/strategies
- Advantages and disadvantages of price fixing
- Effect of price changes and customer behavior
- Demand
- Meaning, types, and factors affecting demand
- Laws of demand and effects of a change in demand
- Cost Base
- Definition, types, and differences between types of cost
- Determinant of cost and theory of cost analysis/calculation
- Discounts
- Definition, types, importance, and reasons for giving discounts
5. CONSUMER BEHAVIOR
- Consumer
- Definition, meaning of consumer market, and consumer behavior
- Factor affecting consumer buying behavior
- Decision Process
- Meaning, relationship with sales, and method of decision process
- Hierarchy of needs and psychological, sociological needs
- Environmental Factors Affecting Consumer Behavior
- Sociological factors: urban and rural community, family income, occupation, education, age, s£€, race/nationality, religion/culture
- Corporate Buying Behavior
- Meaning of corporate/industrial buyer and factors influencing corporate/industrial buying behavior
6. DISTRIBUTION
- Channels of Distribution
- Definition, various channels, advantages, and disadvantages
- Problems and factors affecting choice of channels
- Retailer
- Definition, functions, and advantages to the producer and customer
- Wholesaler
- Definition, types, functions to the producer and consumer
- Advantages and disadvantages
- Warehousing
- Meaning, types, advantages, and disadvantages
- Consumer Co-operative Societies
- Definition, types, history, functions, and advantages/disadvantages
7. INTERNATIONAL TRADE
- Export Trade and Import Trade
- Definitions, types, advantages, and disadvantages
- Role of a salesman in import and export trade
- Barriers to International Trade
- Basic Concepts and Documents Used in Import and Export Trade
- Definitions and explanations of documents and concepts
8. ENTREPRENEURSHIP AND FINANCE IN SALESMANSHIP
- Concept of Entrepreneurship in Salesmanship
- Definition, differences, types, objectives, roles, and qualities of an entrepreneur
- Ways a salesman can be an entrepreneur and problems of entrepreneurship
- Finance in Salesmanship
- Meaning, uses, importance, and sources of finance
- Definition and types of financial institutions and their role to salesman and entrepreneur.
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"Note that the Salesmanship Syllabus is for both O-level SSCE and GCE exams. It's for all students preparing for exams in May/June, Jan/Feb, and Nov/Dec sessions. To get the syllabus in PDF format, click the links below:
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