Contents
BCOS-186 PERSONAL SELLING AND SALESMANSHIP
Solved Assignment 2021-2022
TUTOR MARKED ASSIGNMENT
COURSE CODE : BCOS – 186
COURSE TITLE : PERSONAL SELLING AND
SALESMANSHIP
ASSIGNMENT CODE : BCOS – 186/TMA/2021-22
COVERAGE : ALL BLOCKS
Maximum Marks: 100
| Title Name |
BCOS-186 Solved Assignment 2021-22 |
| University | IGNOU |
| Service Type | Solved Assignment (Soft copy/PDF) |
| Course | BCOMG |
| Language | ENGLISH |
| Semester | 2021-2022 Course: B.Com(G) CBCS |
| Session | 2021-22 |
| Short Name | BCOS-186 |
| Assignment Code | BCOS – 186/TMA/2021-22 |
| Product | Assignment of BCOMG 2021-2022 (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
Q-1 Define personal selling and discuss its advantages and disadvantages. (10)
Q-2 What do you understand by buying motives? What are the various types of buying motives? (10)
Q-3 Explain with examples the application of Ethics in selling. (10)
Q-4 Discuss in brief the steps of sales process. (10)
Q-5 What are the relevant theories of sales force motivation? Discuss them. (10)
Section – B
Q.6 Discuss in brief the communication skills of a salesperson. (6)
Q.7 Explain the tools and techniques used for sales presentation and demonstration. (6)
Q.8 What do you mean by sales manual? State its benefits. (6)
Q.9 Describe the changing role of sales people. (6)
Q.10 What are the various types of salesperson? (6)
Section – C
Q.11 Write short notes on:
a. Motivation
b. Trial close
(5+5)
Q.12 Distinguish between:
a. Buyer and consumer
b. Publicity and advertisement
BCOS-186, BCOS 186, BCOS186
