BCOS-186 · June 2023 · English
IGNOU BCOS-186 June 2023 Previous Year Question Paper
PERSONAL SELLING AND SALESMANSHIP
Structured previous year question paper for BCOS-186, June 2023 session.
Max marks: 100 · Questions: 9
Verified: 5 Aug 2026
BACHELOR OF COMMERCE (B. COM.)
Term-End Examination
June, 2023
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.What do you mean by salesmanship ? Discuss the role and quality of a salesman with the help of examples.
Q2.(a) Discuss the process of — salesforce management. 10
(b) Explain the process of creative selling, giving suitable examples.
Q3.(a) Why is undertanding of customer behavior important for a salesperson ? 6 [2] 8005-86
(b) What do you mean by buying motives ? Discuss the types and application of buying motives in personal selling.
Q4.Explain the role of motivation in personal selling. Explain Maslow’s theory of motivation for motivating the salesperson with examples.
Q5.(a) What are the methods to handle queries or objections during sales presentation ? Explain with the help of examples. 10
(b) Discuss the various techniques of closing the sales with the help of examples.
Q6.What do you mean by personal selling ?
Q7.Elaborate the steps involved in sales process with examples.
Q8.Explain the objectives and relevance of preparing sales reports and documents in personal selling. 20 [3] BCOS
Q9.Write short notes on any two of the following : 10+10
(a) Ethics in selling
(b) Sales manual
(c) Presentation and demonstration
(d) Career opportunities in personal selling [5] 8005-86 [6] 8005-86