TUTOR MARKED ASSIGNMENT
COURSE CODE : BCOS- 186
COURSE TITLE : PERSONAL SELLING AND SALESMANSHIP
ASSIGNMENT CODE : BCOS – 186/TMA/2025-26
COVERAGE : ALL BLOCKS
Maximum Marks: 100
Note: Attempt all the questions.
Section-A
(Attempt all the questions. Each question carries 10 marks.)
1. Do you think it is important to use selling process steps in personal selling? (10)
Discuss the various steps of selling process.
2. "A good salesman not only sells the product but also builds a relationship." (10)
Comment.
3. Discuss the role of training and motivation in enhancing salesforce (10)
effectiveness. Suggest methods that can be used to train and motivate sales
personnel.
4. Prepare a sales presentation for a new laptop targeted at college students. (10)
Include sales techniques, key benefits, and objection-handling strategies.
5. Assume a situation where you are introducing an eco-friendly cleaning (10)
product in a semi-urban market. How would you use personal selling to
educate and convince customers?
Section-B
(Attempt all the questions. Each question carries 6 marks.)
6. Discuss the various ethical issues involved in personal selling. (6)
7. Explain the importance of buying motives in personal selling. (6)
8. Explain the role of cultural and personal factors in influencing a buyer’s (6)
behaviour.
9. Discuss why a college graduate should choose Sales as a starting point of (6)
his/ her professional career.
10. Is interpersonal skill same as communication skills? How are they different (6)
from each other?
1
, Section-C
(Attempt all the questions. Each question carries 5 marks.)
11. Write short note on following: (5x2)
a) Cash Memo
b) Trial closes unit
12. Distinguish between the following: (5x2)
a) Wholesaler and Retailer
b) Selling & Marketing
2
COURSE CODE : BCOS- 186
COURSE TITLE : PERSONAL SELLING AND SALESMANSHIP
ASSIGNMENT CODE : BCOS – 186/TMA/2025-26
COVERAGE : ALL BLOCKS
Maximum Marks: 100
Note: Attempt all the questions.
Section-A
(Attempt all the questions. Each question carries 10 marks.)
1. Do you think it is important to use selling process steps in personal selling? (10)
Discuss the various steps of selling process.
2. "A good salesman not only sells the product but also builds a relationship." (10)
Comment.
3. Discuss the role of training and motivation in enhancing salesforce (10)
effectiveness. Suggest methods that can be used to train and motivate sales
personnel.
4. Prepare a sales presentation for a new laptop targeted at college students. (10)
Include sales techniques, key benefits, and objection-handling strategies.
5. Assume a situation where you are introducing an eco-friendly cleaning (10)
product in a semi-urban market. How would you use personal selling to
educate and convince customers?
Section-B
(Attempt all the questions. Each question carries 6 marks.)
6. Discuss the various ethical issues involved in personal selling. (6)
7. Explain the importance of buying motives in personal selling. (6)
8. Explain the role of cultural and personal factors in influencing a buyer’s (6)
behaviour.
9. Discuss why a college graduate should choose Sales as a starting point of (6)
his/ her professional career.
10. Is interpersonal skill same as communication skills? How are they different (6)
from each other?
1
, Section-C
(Attempt all the questions. Each question carries 5 marks.)
11. Write short note on following: (5x2)
a) Cash Memo
b) Trial closes unit
12. Distinguish between the following: (5x2)
a) Wholesaler and Retailer
b) Selling & Marketing
2
