Name: BCOS-186 PERSONAL SELLING AND SALESMANSHIP in English Solved Assignment 2023-2024
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BCOS-186 PERSONAL SELLING AND SALESMANSHIP in English Solved Assignment 2023-2024

COURSE CODE : BCOS- 186
COURSE TITLE : PERSONAL SELLING and SALESMANSHIP
ASSIGNMENT CODE : BCOS – 186/TMA/2023-24
COVERAGE : ALL BLOCKS

Title Name	BCOS-186 Solved Assignment 2023-2024
University	IGNOU
Service Type	Solved Assignment (Soft copy/PDF)
Course	BCOMG
Language	English
Semester	2023-2024 Course: B.Com(G) CBCS
Session	Valid from 1st January 2024 to 31st December 2024
Short Name	BCOS-186
Assignment Code	BCOS – 186/TMA/2023-24
Product	Assignment of BCOMG 2023-2024 (IGNOU)
Submission Date	1. Those students who are appearing in June Term End Examination they have to submit latest by in 15th March. 2. Those students who are appearing in December exams. They should download the new assignment and submit the same latest by 15th October.

Note: Attempt all the questions.
Section – A
Q. 1 Define sales process. What are the steps involved in the sales process?
Discuss.
(10)
Q. 2 What are the different closing techniques that can be used by a salesperson to
close the sales? Explain any three which according to you are most effective
in B2B selling.
(10)
Q. 3 Watch a sales presentation online or in person, evaluate the salesperson’s
engagement, product communication, objection handling, and closing skills.
Provide constructive feedback on strengths and suggest improvements.
(10)
Q. 4 Suggest why would the use of personal selling be more appropriate for
selling the following products:
(i) Ultrasound machines
(ii) Customized business software
(10)
Q. 5 Imagine you discover that a competitor is providing inaccurate information
about their product to potential clients. Describe a specific ethical strategy
you would employ to address this situation while maintaining the integrity of
your own sales approach.
(10)
Section – B
Q. 6 Draw the format of Sales Work Plan Report, Expense Report and explain the
meaning along with the examples.
(6)
Q. 7 How income expectations influence a buyer’s behavior. Illustrate with the (6)
help of an example.
Q. 8 Describe the steps the sales manager must undertake to arrange training for
the company’s sales force.
(6)
Q. 9 “Listening skill is the most important skill required to become a successful
salesperson”. Explain.
(6)
Q.10 Discuss why a college graduate should choose Sales as a starting point of his/
her professional career.
(6)
Section – C
Q.11 Write short notes on the following:
(a) Evolution of sales management
(b) Buying motives
(5×2)
Q.12 Differentiate between the following:
(a) Creative salesmanship and competitive salesmanship
(b) Selling and marketing