BCOS-186 · December 2024 · English
IGNOU BCOS-186 December 2024 Previous Year Question Paper
PERSONAL SELLING AND SALESMANSHIP
Structured previous year question paper for BCOS-186, December 2024 session.
Max marks: 100 · Questions: 8
Verified: 5 Aug 2026
BACHELOR OF COMMERCE
(B. COM.)
Term-End Examination
December, 2024
BCOS-186 : PERSONAL SELLING AND
SALESMANSHIP
Time : 3 Hours Maximum Marks : 100
Note: Answer any five questions. All questions
carry equal marks.
Q1.Explain the concept of personal selling. Discuss the characteristics and objectives of personal selling with the help of examples.
Q2.How is buyer different from consumer ? Explain the importance of understanding buyer behaviour in personal selling.
Q3.Explain the various sales closing techniques with the help of examples.
Q4.Discuss the concept of buying motives. Explain the application and different types of buying motives in personal selling with the help of examples.
Q5.(a) Explain various methods of sales force compensation with examples. 10
(b) Discuss the process as well as methods of sales force training with examples.
Q6.What is Sales Management ? Discuss the importance of sales management with the help of suitable examples.
Q7.(a) Discuss the various types of sales-related reports. 10
(b) Explain the contents of the sales manual with examples.
Q8.Write explanatory on any two of the following : 10+10
(a) Selling skills
(b) Ethical selling
(c) Sales closing cues
(d) Order book