BCOS-186 PERSONAL SELLING AND SALESMANSHIP Solved Assignment 2025
COURSE CODE : BCOS – 186
COURSE TITLE : PERSONAL SELLING and SALESMANSHIP
ASSIGNMENT CODE : BCOS – 186/TMA/2025
COVERAGE : ALL BLOCKS
| Title Name |
BCOS-186 Solved Assignment 2025 |
| University | IGNOU |
| Service Type | Solved Assignment (Soft copy/PDF) |
| Course | BCOMG |
| Language | English |
| Semester | 2025 Course: B.Com(G) CBCS |
| Session | Valid from 1st January 2025 to 31st December 2025 |
| Short Name | BCOS-186 |
| Assignment Code | BCOS – 186/TMA/2025 |
| Product | Assignment of BCOMG 2025 (IGNOU) |
| Submission Date | June Term End Examination: 15th March December Term End Examination: 15th October |
Section – A
Q. 1 What do you understand by sales management? Describe the importance of sales
management in the organization.
(10)
Q. 2 Explain the various financial and non- financial techniques of motivation. (10)
Q. 3 What are prospect objections? Explain how a salesperson can handle the objections of a
prospect.
(10)
Q. 4 What is the meaning of concluding the sale? Why it is said that no matter how good the
sales presentation was a salesperson cannot be hundred percent sure of closing the sales.
(10)
Q. 5 What are organization skills? Why they are important for a salesperson? Suggest some
ways to enhance the organization skill of a salesperson.
(10)
Section – B
Q. 6 How would you describe a good salesman? What qualities he must possess? (6)
Q. 7 What strategies can be used by a salesperson to make its sales presentation and
demonstration effective and efficient?
(6)
Q. 8 Explain the essentials of an effective Sales Manual. (6)
Q. 9 Discuss the changing role of a sales professional in light of increasing digital marketing. (6)
Q.10 Examine the sources of recruitment for the sales force of an organization. (6)
Section – C
Q.11 Write short notes on the following:
a) Process of Personal Selling
b) Ethical selling
(5×2)
Q.12 Differentiate between the following:
a) Rational And Patronage Buying Motives
b) Buyer and Consumer
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