WAEC SALESMANSHIP SYLLABUS 2024

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,

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

iii. The objectives of the salesman to;

(a) the company,

(b) Himself,

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.
2.	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	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,

(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,

(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,

			(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.

WAEC Subjects

Agricultural Science

Biology

Chemistry

Christian Religious Knowlege

Commerce

Economics

English

Geography

Government

Literature

Mathematics