BCOS-186 Solved Assignment English Medium 2023-24

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BCOS-186 Solved Assignment English Medium 2023-24 for July 2023 and January 2024 Session

Sixth Semester ASSIGNMENT 2023-2024

Valid from 1st January 2024 to 31st December 2024

B.C.O.S-186

PERSONAL SELLING AND SALESMANSHIP

TUTOR MARKED ASSIGNMENT

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COURSE CODE : BCOS-186

COURSE TITLE : Personal Selling and Salesmanship

ASSIGNMENT CODE : BCOS-186/TMA/2023-24

COVERAGE : ALL BLOCKS

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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 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: (5×2)

(a) Evolution of sales management

(b) Buying motives

Q.12 Differentiate between the following: (5×2)

(a) Creative salesmanship and competitive salesmanship

(b) Selling and marketing

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1. Those students who are appearing in June 2024 Term End Examination they have to submit latest by in 15 March 2024.

2. Those students who are appearing in December 2024 exams. They should download the new assignment and submit the same latest by 15 October 2024. 

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