BCOS-186 · December 2023 · English
IGNOU BCOS-186 December 2023 Previous Year Question Paper
PERSONAL SELLING AND SALESMANSHIP
Structured previous year question paper for BCOS-186, December 2023 session.
Max marks: 100 · Questions: 10
Verified: 5 Aug 2026
BACHELOR OF COMMERCE
(B. COM.)
Term-End Examination
December, 2023
BCOS–186 : PERSONAL SELLING AND
SALESMANSHIP
Time : 3 Hours Maximum Marks : 100
Note :
(i) Attempt any five questions.
(ii) All questions carry equal marks.
Q1.What do you mean by salesforce management ?
Q2.Explain the process of salesforce management with the help of examples.
Q3.If you have to sell a product of your choice to a prospect, what steps would you follow to materialize the sales ? Which one is the most [ 2 ] BCOS–186 crucial step, according to you, in the selling process and why ?
Q4.Understanding of buyer s’ behaviour is important for a salesma n. Discuss and explain various factors which affect buyer behaviour with the help of examples.
Q5.What do you understand by buying motives ?
Q6.Explain the application and types of buying motives in personal selling with the help of
Q7.(a) Explain the various techniques of objection handling with the help of examples. 10
(b) Discuss the various sales presentation strategies giving suitable examples.
Q8.What is the difference between prospecting and qualifying ? Explain the major methods of prospecting in the sales process with examples. [ 3 ]
Q9.What is sales manual ? Describe the benefits and contents of preparing a sales manual with
Q10.Write short notes on any two of the following : 10+10
(a) Ethical issues in personal selling
(b) Skills required for personal selling
(c) Trial close
(d) Sales reports [ 4 ] BCOS–186 2023 –186
(ii) [ 5 ] BCOS–186 [ 6 ]