BCOS-186 PERSONAL SELLING AND SALESMANSHIP in English Solved Question Paper December 2022

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PERSONAL SELLING AND SALESMANSHIP
Course Code: BCOS-186

Title Name

BCOS-186 Solved Question Paper December 2022

University IGNOU
Service Type Solved Question Paper (Soft copy/PDF)
Course BCOM G
Language English
Semester
Year December 2022
Course Code BCOS-186
Product Solved Question Paper  (IGNOU)

 

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BACHELOR OF COMMERCE (B. COM.)

Term-End Examination
December, 2022

BCOS-186 : PERSONAL SELLING AND

SALESMANSHIP

Time : 3 Hours Maximum Marks : 100
Note : (i) Answer any five questions.
(ii) All questions carry equal marks.
1. “Salespeople work in variety of selling
situations.” In the light of the statement,
describe various types of selling situations with
suitable example. 20
2. (a) Narrate the importance of sales
management. 10
(b) Explain the scope of sales management.
10
3. (a) Explain various sources of recruitment of
sales force in an organisation. 10
(b) Discuss the selection process of sales force
in an organisation. 10

4. Distinguish between buyer and consumer with
suitable examples. Why is it so important to
understand buyer behaviour ? Explain. 12+8
5. Discuss various motivational techniques that
are used by a company to motivate its
salespersons. 20
6. (a) Explain various types of prospect
categories and respective strategies to deal
with them. 10
(b) Discuss various sales presentation
strategies. 10
7. Discuss various types of documents that are
made by salespeople. 20
8. Write notes on any two of the following : 10+10
(a) Interpersonal Skills
(b) Prospecting and Qualifying
(c) Buyer Motivation
(d) Trends in Sales Management

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FAQs

Solving previous year question papers helps you become familiar with the exam format, identify important topics, and develop effective time management and problem-solving skills, leading to improved performance.

While previous year question papers are an essential part of exam preparation, it is advisable to supplement them with comprehensive study materials, textbooks, and practice tests for a well-rounded approach.

Solving previous year question papers enhances your preparation and boosts confidence, but the final score depends on various factors, including consistent studying, understanding concepts, and effective exam strategy.

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