IGNOU BCOS 186 Solved Assignment 2024-25 English Medium PDF Download

IGNOU BCOS 186 Solved Assignment 2024-25 English Medium Question Paper

BCOS 186 : Personal Selling and Salesmanship

Section – A
Q. 1 What do you understand by sales management? Describe the importance of sales management in the organization.
Q. 2 Explain the various financial and non- financial techniques of motivation.
Q. 3 What are prospect objections? Explain how a salesperson can handle the objections of a prospect.
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.
Q. 5 What are organization skills? Why they are important for a salesperson? Suggest some ways to enhance the organization skill of a salesperson.

Section – B
Q. 6 How would you describe a good salesman? What qualities he must possess?
Q. 7 What strategies can be used by a salesperson to make its sales presentation and demonstration effective and efficient?
Q. 8 Explain the essentials of an effective Sales Manual.
Q. 9 Discuss the changing role of a sales professional in light of increasing digital marketing.
Q.10 Examine the sources of recruitment for the sales force of an organization.

Section – C
Q.11 Write short notes on the following:
a) Process of Personal Selling
b) Ethical selling

Q.12 Differentiate between the following:
a) Rational And Patronage Buying Motives
b) Buyer and Consumer

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