BCOS 186 Personal Selling and Salesmanship Solved Assignment is prepared strictly according to IGNOU 2026 guidelines for B.Com (General) CBCS programme. This BCOS 186 Solved Assignment covers the complete syllabus including personal selling process, sales management, sales forecasting, sales training, customer relationship management, motivation and compensation plans. Answers are written in simple, structured and exam-oriented language so students can easily understand concepts and score high marks in their Tutor Marked Assignment.
BCOS 186 Assignment Questions (2026)
Maximum Marks: 100
Note: Attempt all the questions.
Section – A
- Discuss how personal selling differs from other elements of the promotion mix and illustrate your answer with suitable organisational examples. (10)
- Describe the personal selling process in detail. Explain each step of the process and analyse how an effective salesperson can adapt to these steps while selling an industrial product or a service. (10)
- Discuss the qualities and skills required for an effective salesperson. Examine how these qualities contribute to long-term customer relationship building, citing relevant business situations. (10)
- Explain the role of sales management in achieving organisational objectives. Analyse the responsibilities of a sales manager in planning, organising, directing, and controlling the sales force with suitable illustrations. (10)
- A company dealing in consumer durables is facing declining sales due to increased competition. Examine how sales force motivation and compensation plans can be redesigned to improve sales performance. Support your answer with practical examples. (10)
Section – B
- Explain the concept of sales forecasting. Discuss any two methods of sales forecasting. (6)
- Describe the process of recruiting and selecting a sales force. (6)
- Distinguish between selling and marketing. Explain the relevance of both concepts in the context of personal selling with suitable examples. (6)
- Discuss the methods of sales training and their relevance in improving the effectiveness of new and existing sales personnel. (6)
- A salesperson is unable to close sales despite generating customer interest. Analyse the possible reasons and explain the techniques that can be used to overcome objections and close the sale. (6)
Section – C
- Write short notes on the following:
- a) Role of sales ethics
- b) Customer relationship management in selling (5×2)
- Differentiate between the following:
- a) Personal selling and advertising
- b) Sales quota and sales target (5×2)
BCOS 186 Assignments Details
- Course Code: BCOS – 186
- Course Title: Personal Selling and Salesmanship
- Assignment Code: BCOS – 186/TMA/2026
- Coverage: All Blocks
- Maximum Marks: 100
- Weightage: 30%
BCOS 186 Assignment Submission End Date
- For the students appearing in June 2026 Term-End Examination – Submit latest by 15th March 2026 to the Coordinator of your Learner Support Centre.
- For the students appearing in December 2026 Term-End Examination – Submit latest by 15th October 2026 to the Coordinator of your Learner Support Centre.
Submission is compulsory to appear in the Term-End Examination.
Why Choose Our BCOS 186 IGNOU Solved Assignments?
- Prepared strictly as per IGNOU 2026 TMA pattern covering all three sections.
- Detailed explanation of personal selling process with practical examples.
- Clear differentiation between selling, marketing, quota and target concepts.
- Structured answers aligned with 10 and 6 marks question format.
- Real business illustrations for better conceptual clarity and scoring.
- Simple, readable and easy-to-rewrite content for handwritten submission.
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FAQs – BCOS 186 Solved Assignment
1. Is BCOS 186 difficult?
BCOS 186 focuses on practical sales concepts such as personal selling process, sales management and forecasting. Students who understand real-life examples and structured theory usually find it manageable and scoring.
2. How important is the personal selling process in this assignment?
The personal selling process is a core topic and often carries high weightage. Clear understanding of steps like prospecting, approach, presentation and closing is essential for scoring well.
3. What is the difference between sales quota and sales target?
Sales target refers to overall expected sales volume, while sales quota is an individual performance standard assigned to a salesperson. Understanding this distinction helps in Section C answers.
4. Is assignment submission compulsory?
Yes, submission is mandatory. Without submitting the assignment before the deadline, students cannot appear in the Term-End Examination.
5. Does this assignment help in exam preparation?
Yes, the answers are written in exam-oriented format and cover key topics like CRM, sales ethics, motivation and forecasting, which are important for both assignment and exam preparation.
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