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BCOS-186 Solved Assignment English Medium 2023-24 for July 2023 and January 2024 Session
Sixth Semester ASSIGNMENT 2023-2024
Valid from 1st January 2024 to 31st December 2024
B.C.O.S-186
PERSONAL SELLING AND SALESMANSHIP
TUTOR MARKED ASSIGNMENT
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COURSE CODE : BCOS-186
COURSE TITLE : Personal Selling and Salesmanship
ASSIGNMENT CODE : BCOS-186/TMA/2023-24
COVERAGE : ALL BLOCKS
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Maximum Marks: 100
Note: Attempt all the questions.
Section – A
- 1 Define sales process. What are the steps involved in the sales process? Discuss. (10)
- 2 What are the different closing techniques that can be used by a salesperson toclose the sales? Explain any three which according to you are most effective in B2B selling. (10)
- 3 Watch a sales presentation online or in person, evaluate the salesperson’s engagement, product communication, objection handling, and closing skills. Provide constructive feedback on strengths and suggest improvements. (10)
- 4 Suggest why would the use of personal selling be more appropriate for selling the following products:
(i) Ultrasound machines
(ii) Customized business software (10)
- 5 Imagine you discover that a competitor is providing inaccurate information about their product to potential clients. Describe a specific ethical strategy you would employ to address this situation while maintaining the integrity of your own sales approach. (10)
Section – B
- 6 Draw the format of Sales Work Plan Report, Expense Report and explain the meaning along with the examples. (6)
- 7 How income expectations influence a buyer’s behavior. Illustrate with the (6) help of an example.
- 8 Describe the steps the sales manager must undertake to arrange training for the company’s sales force. (6)
- 9 “Listening skill is the most important skill required to become a successful salesperson”. Explain. (6)
Q.10 Discuss why a college graduate should choose Sales as a starting point of his/ her professional career. (6)
Section – C
Q.11 Write short notes on the following: (5×2)
(a) Evolution of sales management
(b) Buying motives
Q.12 Differentiate between the following: (5×2)
(a) Creative salesmanship and competitive salesmanship
(b) Selling and marketing
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- 1. Those students who are appearing in June 2024 Term End Examination they have to submit latest by in 15 March 2024.
- Those students who are appearing in December 2024 exams. They should download the new assignment and submit the same latest by 15 October 2024.
BCOS186, BCOS 186
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