BCOS-186 PERSONAL SELLING AND SALESMANSHIP in English Solved Question Paper December 2023

BCOS-186 PERSONAL SELLING AND SALESMANSHIP in English Solved Question Paper December 2023

PERSONAL SELLING AND SALESMANSHIP
Course Code: BCOS-186

1. What do you mean by salesforce management ?
Explain the process of salesforce management
with the help of examples. 5+15
2. If you have to sell a product of your choice to a
prospect, what steps would you follow to
materialize the sales ? Which one is the most
[ 2 ] BCOS–186
crucial step, according to you, in the selling
process and why ? 20
3. Understanding of buyers’ behaviour is
important for a salesman. Discuss and explain
various factors which affect buyer behaviour
with the help of examples. 20
4. What do you understand by buying motives ?
Explain the application and types of buying
motives in personal selling with the help of
examples. 5+15
5. (a) Explain the various techniques of objection
handling with the help of examples. 10
(b) Discuss the various sales presentation
strategies giving suitable examples. 10
6. What is the difference between prospecting and
qualifying ? Explain the major methods of
prospecting in the sales process with examples.
5+15
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P. T. O.
7. What is sales manual ? Describe the benefits
and contents of preparing a sales manual with
examples. 5+15
8. Write short notes on any two of the following :
10+10
(a) Ethical issues in personal selling
(b) Skills required for personal selling
(c) Trial close
(d) Sales reports