Description
TUTOR MARKED ASSIGNMENT
COURSE CODE : BCOS- 186
COURSE TITLE : PERSONAL SELLING and SALESMANSHIP
ASSIGNMENT CODE : BCOS – 186/TMA/2023-24
COVERAGE : ALL BLOCKS
Maximum Marks: 100
Note: Attempt all the questions.
Section – A
Q. 1 Define sales process. What are the steps involved in the sales process?
Discuss.
(10)
Q. 2 What are the different closing techniques that can be used by a salesperson to
close the sales? Explain any three which according to you are most effective
in B2B selling.
(10)
Q. 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)
Q. 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)
Q. 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
Q. 6 Draw the format of Sales Work Plan Report, Expense Report and explain the
meaning along with the examples.
(6)
Q. 7 How income expectations influence a buyer’s behavior. Illustrate with the (6)
help of an example.
Q. 8 Describe the steps the sales manager must undertake to arrange training for
the company’s sales force.
(6)
Q. 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:
(a) Evolution of sales management
(b) Buying motives
(5×2)
Q.12 Differentiate between the following:
(a) Creative salesmanship and competitive salesmanship
(b) Selling and marketing
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