IGNOU BCOS 186 Solved Assignment 2026-27 English Medium PDF Download

IGNOU BCOS 186 Solved Assignment 2026-27 English Medium Question Paper

BCOS 186 : Personal Selling and Salesmanship

Section-A 

(Attempt all the questions. Each question carries 10 marks.) 

1. Why is understanding of customer behaviour important for a salesperson? Discuss with examples.

2. State the role of motivation in personal selling. Explain Maslow’s theory of motivation for motivating the salesperson with examples.

3. “Salespeople work in a variety of selling situations.” In light of the statement, describe various types of selling situations with suitable examples.

4. Due to intense competition in the consumer durables market, a company has witnessed a steady drop in its sales revenue. Discuss how redesigning employee motivation programs and sales compensation plans can improve the effectiveness and productivity of the sales force. Support your discussion with practical examples.

5. Effective selling involves more than just closing a sale. Analyze the essential attributes and competencies of a successful salesperson and assess their significance in creating enduring customer relationships. Use real-world business situations to support your discussion.

Section-B 

(Attempt all the questions. Each question carries 6 marks.) 

6. Discuss various motivational techniques that are used by a company to motivate its salespersons.

7. Describe ethical and legal issues in selling with suitable examples.

8. A salesperson is unable to close sales despite generating customer interest. Analyse the possible reasons and explain the techniques that can be used to overcome objections and close the sale.

9. Describe the various techniques of handling the queries or objections during a sales presentation. Explain with the help of examples.

10. Explain the objectives and relevance of preparing sales reports and documents in personal selling. 

Section-C 

(Attempt all the questions. Each question carries 5 marks.) 

11. Write short note on following: 

a) Organisational skills of a salesperson 

b) Steps involved in sales presentation and demonstration

12. Distinguish between the following: 

a) Interpersonal Skills vs. Organisational Skills

b) Buyer and consumer with suitable examples

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