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    BCOS - 186 E-Commerce E

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    BCOS - 186 E-Commerce E

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    BCOS - 186 E-Commerce E

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    Bachelor of Commerce

    B.Com

    CHOICE BASED CREDIT SYSTEM

    BCOS – 186: PERSONAL SELLING AND


    SALESMANSHIP

    ASSIGNMENT
    2021-2022

    Sixth Semester

    School of Management Studies

    Indira Gandhi National Open University

    Maidan Garhi, New Delhi -110068


    BACHELOR OF COMMERCE
    CHOICE BASED CREDIT SYSTEM
    BCOS – 186: PERSONAL SELLING AND SALESMANSHIP

    ASSIGNMENT: 2021-22

    Dear Students,

    As explained in the Programme Guide, you have to do one Tutor Marked Assignment in this
    Course. The assignment has been divided into three sections. Section A Consists of long answer questions
    for 10 marks each, Section B consists of medium answer questions for 6 marks each and Section C
    consists of short answer questions for 5 marks each.

    Assignment is given 30% weightage in the final assessment. To be eligible to appear in the Term-end
    examination, it is compulsory for you to submit the assignment as per the schedule. Before attempting the
    assignments, you should carefully read the instructions given in the Programme Guide.

    1. Those students who are appearing in June 2022 exams. They have to submit the same latest by 15 th
    March 2022.
    2. Those students who are appearing in December 2022 Term End Examination they have to submit
    latest by in 15th October 2022.

    You have to submit the assignment of all the courses to the Coordinator of your Study Centre.
    TUTOR MARKED ASSIGNMENT
    COURSE CODE : BCOS – 186
    COURSE TITLE : PERSONAL SELLING AND
    SALESMANSHIP
    ASSIGNMENT CODE : BCOS – 186/TMA/2021-22
    COVERAGE : ALL BLOCKS
    Maximum Marks: 100

    Note: Attempt all the questions.


    Section – A
    Q-1 Define personal selling and discuss its advantages and disadvantages. (10)
    Q-2 What do you understand by buying motives? What are the various types of buying motives? (10)
    Q-3 Explain with examples the application of Ethics in selling. (10)
    Q-4 Discuss in brief the steps of sales process. (10)
    Q-5 What are the relevant theories of sales force motivation? Discuss them. (10)

    Section – B

    Q.6 Discuss in brief the communication skills of a salesperson. (6)

    Q.7 Explain the tools and techniques used for sales presentation and demonstration. (6)

    Q.8 What do you mean by sales manual? State its benefits. (6)
    Q.9 Describe the changing role of sales people. (6)

    Q.10 What are the various types of salesperson? (6)

    Section – C

    Q.11 Write short notes on: (5+5)


    a. Motivation
    b. Trial close

    Q.12 Distinguish between: (5+5)


    a. Buyer and consumer
    b. Publicity and advertisement

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