IGNOU BCOS 186 solved assignment 2022-2023: Personal Selling and Salesmanship


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IGNOU BCOS 186 solved assignment 2022-2023: Personal Selling and Salesmanship

BCOS-186 CBCS BAG SOLVED ASSIGNMENT  Personal Selling and Salesmanship (व्यणिगत णवक्रय एवं णवक्रय कौशल)

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COURSE TITLE : Personal Selling and Salesmanship
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:
(a) Digital Marketing
(b) Tour diary(10)
12) Distinguish between:
(a) Door-in-the-Face Technique and Foot-in-the-door Technique
(b) Organization Skills and Persuading Skills(10)


पाठ्यक्रम का कोड : बी. सी. ओ. एस. -186
पाठ्यक्रम का शीषयक : व्यणिगत णवक्रय एवं णवक्रय कौशल
सत्रीय कायय का कोड : बी.सी.ओ.एस.-186/टी. एम. ए./2022 – 23
खण्डों की संख्या : सभी खण्ड
अणधकतम अंक : 100
सभी प्रश्नों के उत्तर दीणजए ।

खण्ड - क

1.व्यक्तिगि ववक्रय की ववभभन्न ववक्रय प्रक्रक्रया के चरण तया हैं? उन पर ववस्िार से चचाय कीक्जए।(10)
2.एक सफऱ सेल्समैन बनने के भऱए सेल्समैन में आवश्यक ववभभन्न गुणों का उल्ऱेख कीक्जए।(10)
3.ग्राहकों की क्रय अभभप्रेरक पर ववस्िृि दिप्पणी भऱखखए।(10)
4.व्यक्तिगि ववक्रय से आप तया समझिे हैं? आिुननक ववपणन में व्यक्तिगि ववक्रय के महत्व की व्याख्या कीक्जए।(10)
5.व्यक्तिगि ववक्रय के पऺ में आने वाऱी कुछ पररक्स्िनि की ववस्िार से चचाय कीक्जए ।(10)
खण्ड – ख
6.ववक्रय में गऱि प्रस्िुनिकरण और गऱि बयानी से बचने के भऱए ववक्रय प्रबॊिक तया किम उठा सकिा है।(6)
7.रचनात्मक ववक्रय कऱा से आप तया समझिे हैं ? रचनात्मक ववक्रय की ववशेषिाओॊ की व्याख्या कीक्जए।(6)
8."सेल्सपसयन की अभभप्रेरण सीिे उसके ववक्रय प्रिशयन और ववक्रय ऱक्ष्यों को प्राप्ि करने की ऺमिा को प्रभाववि करिी है।" दिप्पणी कीक्जए।(6)
9.ववक्रय सॊपन्न करने में 'ट्रायऱ तऱोज' के महत्व को उपयुति उिाहरणों के साि समझाइए।(6)
10.एक ववक्रय पेशेवर की प्रािभमक और माध्यभमक क्जम्मेिाररयाॊ तया हैं?(6)
खण्ड – ग
निम्िलिखित पर टिप्पणी कीजिए:
अ) डिक्जिऱ ववपणन
ब) भ्रमण िायरी(5+5)
12.निम्िलिखित में अंतर स्पष्ि कीजिए
अ) िोर-इन-ि-फेस िकनीक और फुि-इन-ि-िोर िकनीक
ब) सॊगठन कौशऱ और अनुनय कौशऱ(5+5)

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