Personal Selling and Salesmanship Question Paper 2022, Dibrugarh University B.Com 6th Sem Question Paper

 Dibrugarh University B.Com 6th Sem Question Paper
4&6 SEM TDC PS&S (CBCS) SEC 4.1/6.1
(Skill Enhancement Course)
Paper: SEC – 4.1/6.1
Full Marks: 40
Pass Marks: 12
Time: 1½ hours

The figures in the margin indicate full marks for the questions

1. Answer the following questions:           1x4=4

(a) Give an example of a travelling salesman.

(b) What is the highest level of need according to Maslow’s theory?

(c) Which is the last step in selling process?

(d) Give an example of ethics in selling.

2. Write short notes on (any two):            4x2=8

(a) Preliminary functions of selling.

(b) Store salesman.

(c) Closing of sale.

(d) Significance of salesmanship.

3. (a) What do you mean by sales management and salesmanship? Discuss the importance of sales management. 3+3+8=14


(b) What do you mean by buying motive? Discuss the need theory of Maslow.               4+10=14

4. (a) What is selling process? Write in detail about different steps in selling process.        4+10=14


(b) What do you mean by sales report? Discuss about different sales reports of a salesman.       4+10=14


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