BCOS-186 · December 2022 · English
IGNOU BCOS-186 December 2022 Previous Year Question Paper
PERSONAL SELLING AND SALESMANSHIP
Structured previous year question paper for BCOS-186, December 2022 session.
Max marks: 100 · Questions: 8
Verified: 5 Aug 2026
BACHELOR OF COMMERCE (B. COM.)
Term-End Examination
December, 2022
BCOS-186 :PERSONAL SELLNG AND
SALESMANSHP
Time : 3 Hours Maximum Marks : 100
Note :
(i) Answer any five questions.
(ii) All questions carry equal marks.
Q1.“Salespeople work in variety of selling situations.” In the light of the statement, describe various types of selling situations with suitable example.
Q2.(a) Narrate the importance of — sales management. 10
(b) Explain the scope of sales management.
Q3.(a) Explain various sources of recruitment of sales force in an organisation. 10
(b) Discuss the selection process of sales force in an organisation.
Q4.Distinguish between buyer and consumer with suitable examples. Why is it so important to understand buyer behaviour ? Explain.
Q5.Discuss various motivational techniques that are used by a company to motivate its salespersons.
Q6.(a) Explain various types of prospect categories and respective strategies to deal with them. 10
(b) Discuss various’ sales presentation strategies.
Q7.Discuss various types of documents that are made by salespeople.
Q8.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 [4] BCOS -186