BCOS-186 EM 2026 SOLVED ASSIGNMENT

Description

TUTOR MARKED ASSIGNMENT :

BCOS – 186

COURSE TITLE: PERSONAL SELLING AND SALESMANSHIP

ASSIGNMENT CODE : BCOS – 186/TMA/2026

ALL BLOCKS Note: Attempt all the questions

. Section – A Maximum Marks: 100

1. 1 Discuss how personal selling differs from other elements of the promotion mix and illustrate your answer with suitable organisational examples.
2. 2 Describe the personal selling process in detail. Explain each step of the process and analyse how an effective salesperson can adapt to these steps while selling an industrial product or a service.
3. 3 Discuss the qualities and skills required for an effective salesperson. Examine how these qualities contribute to long-term customer relationship building, citing relevant business situations.
4. 4 Explain the role of sales management in achieving organisational objectives. Analyse the responsibilities of a sales manager in planning, organising, directing, and controlling the sales force with suitable illustrations

. Q. 5 A company dealing in consumer durables is facing declining sales due to increased competition. Examine how sales force motivation and compensation plans can be redesigned to improve sales performance. Support your answer with practical examples.

Section – B

1. 6 Explain the concept of sales forecasting. Discuss any two methods of sales forecasting

. Q. 7 Describe the process of recruiting and selecting a sales force.

1. 8 Distinguish between selling and marketing. Explain the relevance of both concepts in the context of personal selling with suitable examples.
2. 9 Discuss the methods of sales training and their relevance in improving the effectiveness of new and existing sales personnel.

Q.10 A salesperson is unable to close sales despite generating customer interest. Analyse the possible reasons and explain the techniques that can be used to overcome objections and close the sale.

) Section – C (5×2)

Q.11 Write short notes on the following:

1. a) Role of sales ethics
2. b) Customer relationship management in selling

Q.12 Differentiate between the following:

1. a) Personal selling and advertising
2. b) Sales quota and sales target