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

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

PERSONAL SELLING AND SALESMANSHIP
Course Code: BCOS-186

1. What do you mean by salesmanship ? Discuss
the role and quality of a salesman with the help
of examples. 5+15
2. (a) Discuss the process of salesforce
management. 10
(b) Explain the process of creative selling,
giving suitable examples. 10
3. (a) Why is undertanding of customer behavior
important for a salesperson ? 6
(b) What do you mean by buying motives ?
Discuss the types and application of buying
motives in personal selling. 14
4. Explain the role of motivation in personal
selling. Explain Maslow’s theory of motivation
for motivating the salesperson with examples.
5+15
5. (a) What are the methods to handle queries or
objections during sales presentation ?
Explain with the help of examples. 10
(b) Discuss the various techniques of closing
the sales with the help of examples. 10
6. What do you mean by personal selling ?
Elaborate the steps involved in sales process
with examples. 20
7. Explain the objectives and relevance of
preparing sales reports and documents in
personal selling. 20
8. Write short notes on any two of the following :
10+10
(a) Ethics in selling
(b) Sales manual
(c) Presentation and demonstration
(d) Career opportunities in personal selling