BCOS-186 PERSONAL SELLING AND SALESMANSHIP in English Solved Assignment 2022-2023


COURSE TITLE : Personal Selling and Salesmanship
Maximum Marks: 100

Title Name

BCOS-186 Solved Assignment 2022-23

University IGNOU
Service Type Solved Assignment (Soft copy/PDF)
Course BCOMG
Language ENGLISH
Semester 2022-2023 Course: B.Com(G) CBCS
Session Valid from 1st January 2023 to 31st December 2023
Short Name BCOS-186
Assignment Code BCOS-186/TMA/2022-23
Product Assignment of BCOMG 2022-2023 (IGNOU)
Submission Date 1. Those students who are appearing in December Term End Examination they have to submit
latest by in 15 October.
2. Those students who are appearing in June exams. They should download the new assignment and submit the same latest by 15 March



Note: Attempt all the questions.
Section – A
1) What are the various steps of sales process in personal selling. Discuss them in detail. (10)
2) State the various qualities required by the salesman to become a successful salesman. (10)
3) Write explanatory note on buying motives of the customers. (10)
4) What do you understand by personal selling? Explain importance of person selling in modern marketing. (10)
5) Discuss in detail certain conditions that favour personal selling. (10)
Section – B
6) What steps sales manager can take to avoid puffery and misrepresentation in selling. (6)
7) What do you understand by creative salesmanship ? Explain the Characteristics of Creative Selling. (6)
8) “The salespersons’ motivation directly impacts his sales performance and his ability to achieve sales
targets.” Comment.
9) Explain the significance of ‘trial close’ in closing the sale with suitable examples. (6)
10) What are the primary and secondary responsibilities of a Sales professional? (6)
Section – C
11) Write short notes on:
(a) Digital Marketing
(b) Tour diary
12) Distinguish between:
(a) Door-in-the-Face Technique and Foot-in-the-door Technique
(b) Organization Skills and Persuading Skills



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