BCOS-186 PERSONAL SELLING AND SALESMANSHIP in English Solved Question Paper December 2022

BCOS-186 PERSONAL SELLING AND SALESMANSHIP in English Solved Question Paper December 2022

PERSONAL SELLING AND SALESMANSHIP
Course Code: BCOS-186

BACHELOR OF COMMERCE (B. COM.)

Term-End Examination
December, 2022

BCOS-186 : PERSONAL SELLING AND

SALESMANSHIP

Time : 3 Hours Maximum Marks : 100
Note : (i) Answer any five questions.
(ii) All questions carry equal marks.
1. “Salespeople work in variety of selling
situations.” In the light of the statement,
describe various types of selling situations with
suitable example. 20
2. (a) Narrate the importance of sales
management. 10
(b) Explain the scope of sales management.
10
3. (a) Explain various sources of recruitment of
sales force in an organisation. 10
(b) Discuss the selection process of sales force
in an organisation. 10

4. Distinguish between buyer and consumer with
suitable examples. Why is it so important to
understand buyer behaviour ? Explain. 12+8
5. Discuss various motivational techniques that
are used by a company to motivate its
salespersons. 20
6. (a) Explain various types of prospect
categories and respective strategies to deal
with them. 10
(b) Discuss various sales presentation
strategies. 10
7. Discuss various types of documents that are
made by salespeople. 20
8. Write notes on any two of the following : 10+10
(a) Interpersonal Skills
(b) Prospecting and Qualifying
(c) Buyer Motivation
(d) Trends in Sales Management