BCOS-186 PERSONAL SELLING AND SALESMANSHIP in English Solved Question Paper June 2024

BCOS-186 PERSONAL SELLING AND SALESMANSHIP in English Solved Question Paper June 2024

PERSONAL SELLING AND SALESMANSHIP
Course Code: BCOS-186

1. What do you understand by creative
salesmanship ? Discuss the functions and
duties of the salesman with the help of
examples. 5+15
[ 2 ] BCOS-186
2. Explain the situations when one can use
personal selling. Discuss the process of personal
selling with examples. 10+10
3. (a) Discuss the sales management process
with the help of examples. 10
(b) How can a salesperson use buying motives
in personal selling ? Discuss. 10
4. Explain the financial and non-financial
techniques available for motivating the
salesperson with examples. 20
5. (a) Who is a prospect in personal selling ?
Explain various types of prospects in sales.
10
(b) Discuss various techniques of sales
presentation with the help of examples. 10
[ 3 ] BCOS-186
P. T. O.
6. “It is important to follow a process during
personal selling.” Discuss the sales process with
examples in the light of this statement. 20
7. What do you understand by sales report ?
Discuss the objectives and salient features of a
good sales report. 5+15
8. Write explanatory notes on any two of the
following : 10+10
(a) Sales code of conduct
(b) Professional salesmanship
(c) Presentation and demonstration
(d) Selling vs. Marketing