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

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

PERSONAL SELLING AND SALESMANSHIP
Course Code: BCOS-186

B. Com.

Term-End Examination
June, 2022

BCOS-186 : PERSONAL SELLING AND

SALESMANSHIP

Time : 3 Hours Maximum Marks : 100
Note : (i) Attempt any five questions.
(ii) All questions carry equal marks.
1. What do you mean by Personal Selling ?
Describe its nature and characteristics. 5, 5, 10
2. (a) Discuss various types of salesmanship and
state its significance. 5, 5
(b) Explain briefly the process of creative
salesmanship. 10
3. Describe with the help of suitable example
various factors affecting buyer bheaviour. 20
4. (a) Elaborate the meaning of sales
presentation and demonstration. 10
(b) Discuss the steps involved in sales
presentation and demonstration. 10

5. (a) Explain the importance of Sales Reports.
10
(b) Enlist the salient features of a good sales
report with example. 10
6. Describe ethical and legal issues in selling with
suitable examples. 20
7. Discuss sales closing techniques citing suitable
example. 20
8. Write notes on any two of the following : 10, 10
(a) Organisational skills of a salesperson
(b) Importance of ethics in selling.
(c) Maslow’s theory of need hierarchy
(d) Types of buying motives