Roll No.

Total No. of Questions : 5] [Total No. of Printed Pages : 4

(2032)
UG (CBCS) IIIrd Year (Annua)
Examination

3216
B.COM.
(Personal Selling and Salesmanship)
(SEC 4)
Paper BC 3.7
Time: 3 Hours] [MaximumMarks: 70
Note - Attempt any one question from cach Unit. All

questions carry equal marks.

Unit-I

T-D
1. What do you mean by Personal Selling ? Explain the
advantages and disadvantages of Personal Selling.

CH-16 (1) Turn Over

 Or (372a)
Selling
What is the relation between Personal Selling
Salesmanship and Sales Management ? Explain in
detail.

zfRTT fa4, fay fa ya

H ? faiR FHFTSTg 14
Unit-II

(T-I)
2 Define Buying Motives. Descrive the importance and
uses of buying motives in Personal Selling.

qua tfTUI
Or (312aT)
Discuss the Maslow's Hierarchy needs theory in
detail.

qura f u 14
Unit-IlI
(F4-II)
3 What is Closing Sale ?
Explain follow-up or post
sale activities in Personal
Selling.

CH-16 (2)
 Or (370a)

What do you mean by Sales Presentation ? Describe

different methods of Sales Presentation.

fafua fafeai HHATSU 14

Unit-IV

(h1-IV)
4. What do you understand by Sales Manual ? Explain
the points to be kept in mind when it is prepared.

Or (HaT)

Write mcaning and definition of Ethical Selling.

Explain principles and importance of Ethical
behaviour.

14
CH-16 (3) Turn Over
 Unit-V

36T-V)
5. What is the relationship of different stages of AIDA
Traditional Model and AIDA Modern Model ?

TRRT AIDA TÍT 7 T 5 AIDA H*ST

Or (312TaT)

Define Advertisement. Explain the importance and

disadvantages of advertisement in detail.

14

CH-16 (4)