BCOS-186 · June 2025 · English
IGNOU BCOS-186 June 2025 Previous Year Question Paper
PERSONAL SELLING AND SALESMANSHIP
Structured previous year question paper for BCOS-186, June 2025 session.
Max marks: 100 · Questions: 10
Verified: 5 Aug 2026
BACHELOR OF COMMERCE
(B. COM.)
Term-End Examination
June, 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 understand by salesmanship ?
Q2.Describe the role and quality of a modern salesman with the help of examples.
Q3.Describe the various factors affecting buyer behaviour with the help of suitable examples.
Q4.(a) Explain various types of prospect categories and respective strategies to deal with them. 10
(b) Discuss the steps involved in sales presentation and demonstration.
Q5.Discuss various motivational techniques that are used by a company to motivate its salespersons with suitable examples.
Q6.(a) Discuss the types and application of buying motives in personal selling. 10
(b) Explain various techniques of closing the sales with the help of examples.
Q7.Describe ethical and legal issues in selling with suitable examples.
Q8.What do you understand by sales report ?
Q9.Discuss the objectives and salient features of a good sales report.
Q10.Write short notes on any two of the following : 10+10
(a) Sales Manual
(b) Prospecting and Qualifying
(c) Sales Management
(d) Order Book