BCOS-186 EM (2022-23)

Description

TUTOR MARKED ASSIGNMENT

——————————————————————————

COURSE CODE : BCOS-186

COURSE TITLE : Personal Selling and Salesmanship

ASSIGNMENT CODE : BCOS-186/TMA/2022-23

COVERAGE : ALL BLOCKS

——————————————————————————–

Maximum Marks: 100

Note: Attempt all the questions.

Section – A

1) What are the various steps of sales process in personal selling. Discuss them in detail. (10)

2) State the various qualities required by the salesman to become a successful salesman. (10)

3) Write explanatory note on buying motives of the customers. (10)

4) What do you understand by personal selling? Explain importance of person selling in modern marketing. (10)

5) Discuss in detail certain conditions that favour personal selling. (10)

Section – B

6) What steps sales manager can take to avoid puffery and misrepresentation in selling. (6)

7) What do you understand by creative salesmanship ? Explain the Characteristics of Creative Selling. (6)

8) “The salespersons’ motivation directly impacts his sales performance and his ability to achieve sales targets.” Comment.(6)

9) Explain the significance of ‘trial close’ in closing the sale with suitable examples. (6)

10) What are the primary and secondary responsibilities of a Sales professional? (6)

Section – C

11) Write short notes on: (10)

(a) Digital Marketing

(b) Tour diary

12) Distinguish between:  (10)

(a) Door-in-the-Face Technique and Foot-in-the-door Technique

(b) Organization Skills and Persuading Skills

BCOS186, BCOS 186 ENGLISH MEDIUM