BCOS-186 · December 2025 · English
IGNOU BCOS-186 December 2025 Previous Year Question Paper
PERSONAL SELLING AND SALESMANSHIP
Structured previous year question paper for BCOS-186, December 2025 session.
Max marks: 100 · Questions: 9
Verified: 5 Aug 2026
BACHELOR OF COMMERCE
(B. COM.)
Term-End Examination
December, 2025
BCOS-186 : PERSONAL SELLING AND
SALESMANSHIP
Time : 3 Hours Maximum Marks : 100
Note : Answer any five questions. All questions
carry equal marks.
Q1.What do you mean by personal selling ?
Q2.Elaborate the steps involved in sales process with examples.
Q3.“Salespeople work in variety of selling situations.” In light of the statement, describe the various types of selling situations with suitable examples.
Q4.State the role of motivation in personal selling. Explain Maslow’ theory of motivation for motivating the salesperson with examples.
Q5.(a) Discuss the process of _ salesforce management. 10
(b) Why is understanding of customer behaviour important for a salesperson ? Discuss with examples.
Q6.(a) Explain the various methods of salesforce compensation with examples.
(b) Describe the various techniques of handling the queries or objections during sales presentation. Explain with the help of examples.
Q7.Discuss various sales presentation and demonstration techniques to be used during the sales process along with the prescribed strategies to achieve the sales objectives.
Q8.Explain the objectives and relevance of preparing sales reports and documents in personal selling.
Q9.Write short notes any two of the following :
(a) Ethics in selling
(b) Interpersonal skills
(c) Sales Management
(d) Buying motives