BCOS-186 · June 2022 · English
IGNOU BCOS-186 June 2022 Previous Year Question Paper
PERSONAL SELLING AND SALESMANSHIP
Structured previous year question paper for BCOS-186, June 2022 session.
Max marks: 100 · Questions: 9
Verified: 5 Aug 2026
Term-End Examination
June, 2022
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 Personal Selling ?
Q2.Describe its nature and characteristics. 5, 5,
Q3.(a) Discuss various types of salesmanship and state its significance. 5, 5
(b) Explain briefly the process of creative salesmanship.
Q4.Describe with the help of suitable example various factors affecting buyer bheaviour.
Q5.(a) Elaborate the meaning of sales presentation and demonstration. 10
(b) Discuss the steps involved in sales presentation and demonstration. 10 [ 2 ]
Q6.(a) Explain the importance of Sales Reports.
(b) Enlist the salient features of a good sales report with example.
Q7.Describe ethical and legal issues in selling with suitable examples.
Q8.Discuss sales closing techniques citing suitable example.
Q9.Write notes on any two of the following : 10, 10
(a) Organisational skills of a salesperson
(b) Importance of ethics in selling.
(c) Maslow’s theory of need hierarchy
(d) Types of buying motives 2022 -186 [ 4 ]