BCOS 186
Personal Selling and Salesmanship
BCOS 186 Solved Free Assignment 2023
BCOS 186 Solved Free Assignment January 2023
Section – A
Q 1) What are the various steps of sales process in personal selling. Discuss them in detail.
Ans. Personal selling is the process of communicating with potential customers face-to-face or through other personal means to influence them to purchase a product or service.
It is a crucial part of the marketing mix and can have a significant impact on the success of a business.
The sales process in personal selling can be broken down into several steps, each of which plays an important role in converting a potential customer into a satisfied buyer.
Step 1: Prospecting
The first step in the sales process is prospecting. This involves identifying potential customers who may be interested in the product or service being offered.
Prospecting can be done through various means, including referrals, cold calling, networking events, and online research.
The goal of prospecting is to create a list of qualified leads that can be contacted in the next step of the sales process. BCOS 186 Solved Free Assignment 2023
Step 2: Pre-approach
Once a list of potential customers has been identified, the salesperson needs to prepare for the sales call by conducting research on each prospect.
This research may include gathering information about the prospect’s company, their industry, and any specific needs or challenges they may be facing.
This information will help the salesperson tailor their approach and create a more personalized pitch.
Step 3: Approach
The approach is the first face-to-face meeting between the salesperson and the prospect. This step is critical because it sets the tone for the rest of the sales process.
The salesperson needs to make a good first impression and establish rapport with the prospect. This can be done by greeting them warmly, making eye contact, and engaging in small talk to build a connection.
Step 4: Needs Assessment
During the needs assessment step, the salesperson asks questions to understand the prospect’s needs and challenges.
This step is crucial because it helps the salesperson tailor their pitch to the prospect’s specific situation. BCOS 186 Solved Free Assignment 2023
By understanding the prospect’s needs, the salesperson can position their product or service as a solution to their problems.
Step 5: Presentation
After the needs assessment, the salesperson presents their product or service to the prospect. This step involves showcasing the benefits of the product or service and addressing any concerns or objections the prospect may have.
The presentation should be tailored to the prospect’s specific needs and should demonstrate how the product or service can help them solve their problems.
Step 6: Handling Objections
During the presentation, the prospect may raise objections or concerns about the product or service.
The salesperson needs to address these objections in a professional and persuasive manner. This involves empathizing with the prospect’s concerns and providing information or evidence to address their doubts.
Step 7: Closing the Sale
Closing the sale is the final step in the sales process. This involves asking for the prospect’s business and finalizing the details of the sale.
The salesperson needs to use persuasive language and techniques to encourage the prospect to take action and make a purchase.
Step 8: Follow-up
The follow-up step is often overlooked, but it is crucial for building long-term relationships with customers. BCOS 186 Solved Free Assignment 2023
After the sale, the salesperson should follow up with the customer to ensure they are satisfied with their purchase and address any issues that may arise. This step can also help to generate repeat business and referrals.
Step 9: Implementation
After the sale is closed, the salesperson may be responsible for helping the customer implement the product or service.
This could involve training or providing support to ensure the customer is able to use the product or service effectively.
By providing implementation assistance, the salesperson can build trust and demonstrate their commitment to the customer’s success.
Step 10: Up-selling and Cross-selling
Up-selling and cross-selling are techniques used to increase the value of a sale. Up-selling involves encouraging the customer to purchase a higher-end version of the product or service, while cross-selling involves suggesting related products or services that the customer may also be interested in.
By using these techniques, the salesperson can increase the overall value of the sale and generate more revenue for the business.
Step 11: Referral
The final step in the sales process is to ask for a referral from the customer. Referrals are a powerful source of new business because they come from a trusted source.
By asking for a referral, the salesperson can leverage the existing relationship to generate new leads and expand their customer base.
Q 2) State the various qualities required by the salesman to become a successful salesman.
Ans. The role of a salesman is crucial in the success of any business. A successful salesman not only generates revenue for the company but also represents the brand and builds relationships with customers.
To become a successful salesman, there are several qualities that one must possess.
Strong Communication Skills
One of the most important qualities required by a successful salesman is strong communication skills. BCOS 186 Solved Free Assignment 2023
A salesman must be able to communicate effectively with potential customers, listen to their needs, and present solutions in a clear and concise manner.
Good communication skills also involve the ability to build rapport with customers and establish long-term relationships.
Knowledge of the Product or Service
A successful salesman must have in-depth knowledge of the product or service they are selling. This knowledge enables them to answer questions, address concerns, and highlight the features and benefits of the product or service.
The salesman must be able to articulate how the product or service meets the customer’s needs and solve their problems.
Persuasive Skills
Persuasive skills are essential for a salesman to convince potential customers to make a purchase. BCOS 186 Solved Free Assignment 2023
A successful salesman must be able to influence and persuade the customer to see the value in the product or service they are selling.
This involves understanding the customer’s needs and using persuasive language and techniques to demonstrate how the product or service can meet those needs.
Strong Work Ethic
A successful salesman must possess a strong work ethic. This involves being self-motivated, disciplined, and focused on achieving sales targets.
A good salesman understands the importance of hard work, persistence, and resilience in the face of rejection.
Positive Attitude
A positive attitude is crucial for a salesman to succeed in a competitive environment. A good salesman maintains a positive outlook, even in the face of rejection, and uses setbacks as opportunities to learn and improve.
A positive attitude also helps to build rapport with customers and establish a positive brand image. BCOS 186 Solved Free Assignment 2023
Time Management Skills
Time management skills are essential for a successful salesman to manage their workload effectively.
A good salesman prioritizes tasks, manages their time efficiently, and meets deadlines.
Time management skills also involve the ability to multitask and juggle multiple priorities simultaneously.
Flexibility
A successful salesman must be flexible and adaptable to changing circumstances. This involves being able to adjust their sales approach to different customers and situations.
A good salesman understands that different customers have different needs and preferences and is able to adapt their approach to meet those needs.
Empathy
Empathy is a crucial quality required by a successful salesman. Empathy involves the ability to understand and relate to the customer’s needs and feelings.
A good salesman uses empathy to build rapport with customers and establish trust.
By demonstrating empathy, the salesman can create a more personalized sales experience and develop a deeper understanding of the customer’s needs.
Goal-Oriented
A successful salesman must be goal-oriented and focused on achieving sales targets. This involves setting clear goals, tracking progress, and using data to make informed decisions. BCOS 186 Solved Free Assignment 2023
A good salesman understands that achieving sales targets requires hard work, persistence, and a commitment to excellence.
Q 3) Write explanatory note on buying motives of the customers.
Ans. Buying motives refer to the factors that influence a customer’s decision to purchase a product or service.
Understanding buying motives is crucial for businesses to develop effective marketing strategies and sales pitches that resonate with their target audience.
Price
Price is one of the most significant buying motives for customers. Customers are always looking for the best value for their money, and price is often a critical factor in their decision to purchase a product or service.
Customers are more likely to buy a product or service if they believe it offers good value for the price.
Quality
Quality is another essential buying motive for customers. Customers are willing to pay a premium for products or services that offer superior quality.
Quality can refer to the performance, durability, reliability, or design of a product or service. Customers are more likely to purchase a product or service if they believe it is of high quality. BCOS 186 Solved Free Assignment 2023
Convenience
Convenience is a significant buying motive for customers who value their time and convenience.
Customers are more likely to buy products or services that offer convenience, such as online shopping, home delivery, or 24/7 customer support.
Convenience can also refer to the ease of use or accessibility of a product or service.
Status
Status is a buying motive that appeals to customers who are motivated by social status or prestige.
Customers are more likely to buy products or services that are associated with a certain status or image.
For example, luxury brands often use status as a selling point to appeal to customers who want to demonstrate their wealth or social status.
Need or Problem-Solving
Customers may have a need or problem that they want to solve, and this can be a significant buying motive. Customers are more likely to buy products or services that solve a specific need or problem they are experiencing.
Businesses that can offer solutions to customers’ problems can be more successful in marketing and sales. BCOS 186 Solved Free Assignment 2023
Emotional Appeal
Emotional appeal is another buying motive that businesses can use to influence customers’ decisions.
Customers are more likely to buy products or services that appeal to their emotions, such as happiness, fear, excitement, or nostalgia.
For example, advertisers often use emotional appeals in their commercials to evoke feelings that will drive customers to purchase their products.
Brand Loyalty
Brand loyalty is a buying motive that appeals to customers who have a strong connection to a particular brand.
Customers are more likely to buy products or services from brands that they trust and are loyal to.
Brand loyalty can be built through consistent quality, excellent customer service, and a strong brand image. BCOS 186 Solved Free Assignment 2023
It’s important to note that customers’ buying motives can change over time and vary from person to person. For example, a customer may value price above all else for one purchase but prioritize quality for another.
Additionally, different customers may have different buying motives for the same product or service.
Businesses should conduct market research to understand their customers’ specific buying motives and adjust their marketing strategies accordingly.
Another important aspect of buying motives is the role they play in the decision-making process.
Customers typically go through a decision-making process when making a purchase, which includes several stages such as problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation.
Understanding customers’ buying motives can help businesses target their marketing messages to each stage of the decision-making process.
Finally, businesses should also consider how their products or services align with customers’ values and beliefs.
Customers are more likely to buy products or services that align with their personal values, such as sustainability, social responsibility, or ethical business practices.
By demonstrating a commitment to these values, businesses can appeal to customers’ buying motives and build long-term relationships based on trust and shared values. BCOS 186 Solved Free Assignment 2023
Q 4) What do you understand by personal selling? Explain importance of person selling in modern marketing.
Ans. Personal selling refers to the process of communicating with potential customers in a face-to-face or one-on-one setting.
It is a form of direct marketing where a salesperson interacts with a customer to understand their needs, provide information about products or services, address any concerns or objections, and ultimately persuade them to make a purchase.
Personal selling can take place in various settings, including retail stores, trade shows, door-to-door sales, and business-to-business (B2B) sales.
Personal selling is an essential aspect of modern marketing because it allows businesses to build relationships with customers and provide personalized solutions to their needs.
Unlike other forms of marketing, such as advertising or public relations, personal selling allows businesses to interact directly with customers and address their specific concerns or objections. BCOS 186 Solved Free Assignment 2023
Personal selling can help businesses achieve the following objectives:
Increase Sales: Personal selling can help businesses increase sales by providing customers with information about products or services, demonstrating their features and benefits, and addressing any concerns or objections they may have.
By building relationships with customers, salespeople can also encourage repeat purchases and customer loyalty.
Build Relationships: Personal selling can help businesses build relationships with customers by providing personalized solutions to their needs, addressing their concerns or objections, and providing excellent customer service.
By building relationships with customers, businesses can increase customer satisfaction and loyalty.
Gather Feedback: Personal selling can provide businesses with valuable feedback from customers, such as their opinions about products or services, their likes and dislikes, and their suggestions for improvement.
This feedback can help businesses improve their products or services and develop new marketing strategies. BCOS 186 Solved Free Assignment 2023
Create Brand Awareness: Personal selling can help businesses create brand awareness by providing customers with information about their products or services, demonstrating their features and benefits, and highlighting their unique selling propositions.
By building relationships with customers, salespeople can also create positive word-of-mouth advertising and increase brand awareness.
Create Competitive Advantage: Personal selling can provide businesses with a competitive advantage by offering personalized solutions to customers’ needs, addressing their concerns or objections, and providing excellent customer service.
By offering a superior customer experience, businesses can differentiate themselves from their competitors and attract more customers.
Target Market: Personal selling is most effective when it is targeted towards a specific market segment.
Businesses should identify their target market based on factors such as demographics, psychographics, and behavior, and tailor their sales messages and approaches accordingly.
Sales Process: Businesses should develop a structured sales process that outlines the steps involved in personal selling, such as prospecting, qualifying leads, presenting solutions, handling objections, and closing sales.
A well-defined sales process can help salespeople stay organized and focused, and improve their performance and efficiency.
Sales Training: Salespeople require ongoing training and development to stay up-to-date with industry trends, product knowledge, and sales techniques.
Businesses should invest in sales training programs that provide salespeople with the necessary skills and knowledge to perform their job effectively.
Sales Management: Sales managers play a critical role in ensuring the success of personal selling. BCOS 186 Solved Free Assignment 2023
They should provide salespeople with the necessary resources and support, monitor their performance, and provide feedback and coaching to improve their performance.
Technology: Technology can enhance the effectiveness of personal selling by providing salespeople with tools and resources that help them manage their leads, track their performance, and access information about products or services.
Businesses should invest in sales technology that integrates with their sales process and provides salespeople with the necessary insights and data to make informed decisions.
Q 5) Discuss in detail certain conditions that favour personal selling.
Ans. Personal selling can be an effective marketing strategy in certain conditions. These conditions can vary depending on the industry, the product or service being sold, and the target market.
Complex or Technical Products/Services: Personal selling is well-suited for products or services that are complex or technical in nature.
This is because customers may have difficulty understanding the features and benefits of these products or services without the help of a salesperson.
For example, in the B2B sector, companies that sell software, machinery, or other technical products often rely on personal selling to explain the features and benefits of their products to potential customers.
High-Value Products/Services: Personal selling is also suitable for high-value products or services that require a significant investment from the customer.
This is because customers are more likely to require more information about the product or service, and may need more time to make a decision.
For example, in the real estate industry, agents often rely on personal selling to sell high-value properties to potential buyers.
Customized Products/Services: Personal selling is also effective for products or services that can be customized to meet the specific needs of the customer.
This is because customers may require more information about the customization options, and may need more guidance in selecting the right option.
For example, in the automotive industry, salespeople often rely on personal selling to help customers choose the right options for their new vehicle.
Consultative Sales Approach: Personal selling is also well-suited for a consultative sales approach, where the salesperson acts as a consultant to the customer, providing them with expert advice and guidance.
This is particularly effective in B2B sales, where the salesperson may have a deep understanding of the customer’s business and can provide customized solutions to their needs. BCOS 186 Solved Free Assignment 2023
Relationship Building: Personal selling is also effective for building long-term relationships with customers.
By interacting with customers in a face-to-face setting, salespeople can build trust and rapport with customers, and develop a deeper understanding of their needs and preferences.
This can lead to increased customer loyalty and repeat business.
Highly Competitive Markets: Personal selling can be effective in highly competitive markets, where businesses need to differentiate themselves from their competitors.
By providing personalized solutions and excellent customer service, businesses can stand out from their competitors and gain a competitive advantage.
However, there are also certain challenges associated with personal selling. For one, it can be expensive, as it requires hiring and training salespeople, providing them with transportation and other resources, and compensating them for their time and effort.
Additionally, personal selling can be time-consuming, as salespeople must spend time building relationships with customers, conducting sales calls, and following up on leads.
Finally, personal selling may not be scalable, as the number of salespeople a company can hire and manage may be limited.
To overcome these challenges, businesses can leverage technology to support their personal selling efforts. BCOS 186 Solved Free Assignment 2023
For example, they can use customer relationship management (CRM) software to manage customer interactions, track sales leads, and analyze customer data.
They can also use video conferencing and other online communication tools to conduct virtual sales calls, reducing the need for travel and other expenses.
Finally, businesses can use social media and other digital marketing channels to generate leads and build relationships with customers, complementing their personal selling efforts.
Section – B
Q 6) What steps sales manager can take to avoid puffery and misrepresentation in selling.
Ans. Puffery and misrepresentation are common problems in the selling process that can damage a company’s reputation and result in legal consequences.
Sales managers play a critical role in ensuring that their sales team follows ethical selling practices and avoids puffery and misrepresentation.
Train Salespeople on Ethical Selling Practices: Sales managers should provide their sales team with training on ethical selling practices.
This should include educating salespeople on what constitutes puffery and misrepresentation, as well as the legal consequences of engaging in these practices.
Salespeople should also be trained on the company’s code of ethics and values, and how to apply these principles in their selling efforts.
Set Realistic Expectations: Sales managers should set realistic expectations for their sales team regarding the performance of the product or service being sold.
This includes providing accurate information about the features, benefits, and limitations of the product or service, and avoiding exaggerations or unsupported claims. BCOS 186 Solved Free Assignment 2023
Salespeople should be encouraged to focus on the unique value proposition of the product or service, rather than making unrealistic promises.
Provide Salespeople with Accurate Information: Sales managers should ensure that salespeople have access to accurate and up-to-date information about the product or service they are selling.
This includes providing detailed product specifications, pricing information, and other relevant data.
Salespeople should also be informed about any changes or updates to the product or service, and how these changes may impact their sales efforts.
Monitor Sales Calls: Sales managers should monitor sales calls and other customer interactions to ensure that salespeople are following ethical selling practices. This can include listening in on phone calls or observing in-person meetings.
Sales managers can also provide feedback and coaching to salespeople to help them improve their selling skills and avoid puffery or misrepresentation.
Conduct Regular Performance Reviews: Sales managers should conduct regular performance reviews with their sales team to assess their performance and ensure that they are following ethical selling practices.
This includes reviewing sales reports and other data to identify any patterns or trends that may indicate puffery or misrepresentation.
Salespeople should also be provided with feedback on their performance, and given opportunities to improve their skills and knowledge.
Create Incentives for Ethical Selling: Sales managers can create incentives for their sales team to encourage ethical selling practices.
This can include rewarding salespeople for meeting sales targets without engaging in puffery or misrepresentation, or providing bonuses for salespeople who consistently receive positive feedback from customers.
By aligning incentives with ethical selling practices, sales managers can encourage their sales team to prioritize ethical behaviour in their selling efforts.
puffery and misrepresentation can have serious consequences for a company’s reputation and legal standing. BCOS 186 Solved Free Assignment 2023
Sales managers play a critical role in preventing these issues from occurring by ensuring that their sales team follows ethical selling practices.
This includes providing training on ethical selling practices, setting realistic expectations, providing accurate information, monitoring sales calls, conducting regular performance reviews, and creating incentives for ethical selling.
By taking these steps, sales managers can help their sales team build long-term relationships with customers, improve their sales performance, and avoid damaging ethical lapses.
Q 7) What do you understand by creative salesmanship ? Explain the Characteristics of Creative Selling.
Ans. Creative salesmanship refers to the ability of salespeople to come up with innovative and unique solutions to customer problems, using creative thinking and problem-solving skills to generate sales.
Creative salespeople are those who go beyond the traditional sales pitch and find ways to connect with customers, build rapport, and establish trust.
Customer-Centric Approach: Creative salespeople focus on the needs and interests of the customer, rather than on the product or service they are selling.
They take the time to understand the customer’s pain points, challenges, and goals, and use this information to tailor their sales approach to the customer’s specific needs.
This customer-centric approach helps to build trust and establish long-term relationships with customers.
Innovative Problem-Solving: Creative salespeople are skilled at finding innovative solutions to customer problems.
They use creative thinking and problem-solving skills to identify unique ways to address the customer’s needs and help them achieve their goals.
This can involve using new technologies, customizing products or services, or developing unique value propositions that set the business apart from competitors.
Effective Communication: Creative salespeople are skilled communicators who are able to effectively articulate the value of the product or service they are selling.
They use clear and concise language, and are able to adapt their communication style to suit the needs and preferences of the customer.
Effective communication is essential for building trust and establishing rapport with customers. BCOS 186 Solved Free Assignment 2023
Persistence: Creative salespeople are persistent and tenacious, and are able to overcome obstacles and objections to close sales.
They are able to maintain a positive attitude and remain focused on their goals, even in the face of rejection or setbacks.
Persistence is an important characteristic of successful salespeople, as it allows them to stay motivated and driven, even in challenging situations.
Resourcefulness: Creative salespeople are resourceful and adaptable, and are able to find creative solutions to challenges and obstacles.
They are able to work with limited resources and find ways to maximize their impact. Resourcefulness is important for salespeople, as it allows them to overcome challenges and find new opportunities for growth and success.
Confidence: Creative salespeople are confident in their abilities and in the value of the product or service they are selling.
They are able to project this confidence to customers, and are able to build trust and establish credibility as a result.
Confidence is essential for successful salespeople, as it allows them to build relationships with customers and persuade them to take action.
Final , creative salesmanship is a powerful tool for businesses looking to improve their sales performance and build long-term relationships with customers.
Creative salespeople are those who are able to think outside the box, find innovative solutions to customer problems, and build rapport and trust with customers.
The characteristics of creative selling, including a customer-centric approach, innovative problem-solving, effective communication, persistence, resourcefulness, and confidence, are essential for successful salespeople.
By cultivating these characteristics in their sales team, businesses can improve their sales performance, differentiate themselves from competitors, and build a loyal customer base
Q 8) “The salespersons’ motivation directly impacts his sales performance and his ability to achieve sales targets.” Comment.
Ans. The role of a salesperson is crucial in any business as they are the ones responsible for generating revenue by selling products or services to customers.
A salesperson’s motivation is directly related to their sales performance and their ability to achieve sales targets. BCOS 186 Solved Free Assignment 2023
Motivation is the driving force behind a salesperson’s performance. It is the level of energy and enthusiasm that a salesperson brings to their job.
A highly motivated salesperson is more likely to perform well and achieve their sales targets, as they are driven to succeed and are willing to put in the effort required to achieve their goals.
Motivated salespeople tend to have a positive attitude towards their job, which is reflected in their interactions with customers.
They are more likely to be engaged in the sales process, and to be proactive in identifying and pursuing sales opportunities.
This positive attitude can have a significant impact on customer perceptions of the business, as it can help to establish trust and build rapport with customers.
On the other hand, a salesperson who lacks motivation is more likely to struggle to achieve their sales targets. They may be less engaged in the sales process and less proactive in pursuing sales opportunities.
They may also struggle to maintain a positive attitude, which can impact their interactions with customers and damage customer relationships.
Motivation can also impact a salesperson’s ability to handle rejection. Sales can be a challenging and competitive field, and salespeople are likely to encounter rejection and setbacks. BCOS 186 Solved Free Assignment 2023
A motivated salesperson is more likely to be resilient in the face of rejection, and to bounce back quickly from setbacks.
They are more likely to view rejection as an opportunity to learn and improve, rather than as a personal failure.
In contrast, a salesperson who lacks motivation may struggle to handle rejection, and may become demotivated or disengaged as a result. This can impact their ability to recover from setbacks and to maintain the energy and enthusiasm required to succeed in sales.
Sales managers play an important role in motivating their sales team. They can provide support, encouragement, and resources to help their sales team achieve their targets.
Sales managers can also help to create a positive and supportive work environment, which can help to foster motivation and engagement among salespeople.
There are several strategies that sales managers can use to motivate their sales team. These include:
Setting clear goals: Sales managers should set clear and achievable sales targets for their team, and provide regular feedback and support to help salespeople achieve these targets.
Clear goals help to focus salespeople’s efforts and provide a sense of direction and purpose.
Providing incentives: Incentives such as bonuses, commissions, and prizes can be effective motivators for salespeople.
They provide tangible rewards for good performance and help to create a sense of healthy competition among team members.
Offering training and development: Sales managers can offer training and development opportunities to help salespeople improve their skills and knowledge.
This not only helps to improve sales performance but also demonstrates a commitment to the personal and professional growth of the sales team.
Recognizing and rewarding good performance: Sales managers should recognize and reward good performance among their sales team.
This can include public recognition, rewards, and opportunities for advancement. Recognizing good performance helps to build morale and motivation among salespeople. BCOS 186 Solved Free Assignment 2023
Providing a supportive work environment: Sales managers should create a supportive work environment that fosters motivation and engagement among salespeople.
This can include providing resources, support, and encouragement, as well as creating a positive and inclusive workplace culture.
Q 9) Explain the significance of ‘trial close’ in closing the sale with suitable examples.
Ans. The trial close is a sales technique that is used to gauge a customer’s interest and intention to buy before attempting to close the sale.
It involves asking a question or making a statement that encourages the customer to reveal their thoughts on the product or service being offered.
The trial close is an important step in the sales process because it helps the salesperson to determine the customer’s level of interest and to address any concerns or objections that the customer may have.
The trial close is significant in closing the sale because it allows the salesperson to gather information about the customer’s needs, wants, and preferences.
By asking a question or making a statement that encourages the customer to reveal their thoughts, the salesperson can gain valuable insights into the customer’s motivations for buying the product or service.
This information can then be used to tailor the sales pitch and to address any objections or concerns that the customer may have.
For example, if a salesperson is selling a car to a customer, they might use a trial close to gauge the customer’s interest in the vehicle.
They might say something like, “Would you like to take a test drive and see how the car feels on the road?” This question is designed to encourage the customer to reveal their thoughts on the car and to gauge their level of interest.
If the customer responds positively, the salesperson can use this information to tailor their sales pitch and to address any concerns or objections that the customer may have. BCOS 186 Solved Free Assignment 2023
Another example of a trial close in action is in the sale of a software product. A salesperson might ask the customer, “Would you like to see a demonstration of the software in action?” This question is designed to gauge the customer’s level of interest in the product and to encourage them to reveal any concerns or objections that they may have.
If the customer responds positively, the salesperson can use this opportunity to demonstrate the features and benefits of the software, and to address any concerns or objections that the customer may have.
The trial close is also significant in closing the sale because it can help the salesperson to identify any objections or concerns that the customer may have, and to address them before attempting to close the sale.
By asking a question or making a statement that encourages the customer to reveal their thoughts, the salesperson can gain valuable insights into the customer’s concerns and objections.
This information can then be used to tailor the sales pitch and to address any concerns or objections that the customer may have.
For example, if a salesperson is selling a smartphone to a customer, they might use a trial close to identify any objections or concerns that the customer may have.
They might say something like, “Do you have any concerns about the features of the smartphone?” This question is designed to encourage the customer to reveal any concerns or objections that they may have.
If the customer expresses concerns about the battery life of the phone, the salesperson can use this information to address the concern and to provide information about the phone’s battery life.
the trial close is a significant step in closing the sale because it allows the salesperson to gather information about the customer’s needs, wants, and preferences. BCOS 186 Solved Free Assignment 2023
By asking a question or making a statement that encourages the customer to reveal their thoughts, the salesperson can gain valuable insights into the customer’s motivations for buying the product or service.
The trial close can also help the salesperson to identify any objections or concerns that the customer may have, and to address them before attempting to close the sale.
Overall, the trial close is an essential sales technique that can help salespeople to close more sales and to build stronger relationships with their customers.
Q 10) What are the primary and secondary responsibilities of a Sales professional?
Ans. A sales professional is responsible for representing a company’s products or services to potential customers with the goal of driving sales revenue.
In order to be successful, a sales professional must have a combination of skills, including excellent communication and interpersonal skills, knowledge of the product or service being sold, and a deep understanding of the customer’s needs and preferences.
Primary Responsibilities of a Sales Professional:
Prospecting: One of the primary responsibilities of a sales professional is to identify potential customers who may be interested in purchasing the company’s products or services.
This involves researching and identifying potential leads, qualifying them based on their needs and budget, and making contact with them to schedule a sales presentation or demo. BCOS 186 Solved Free Assignment 2023
Building Relationships: Another important responsibility of a sales professional is to build strong relationships with customers.
This involves listening to their needs, providing guidance and advice on the product or service being sold, and ensuring that their expectations are met throughout the sales process.
Demonstrating Products: Sales professionals are also responsible for demonstrating the product or service being sold to potential customers.
This involves showcasing the features and benefits of the product or service, explaining how it can solve the customer’s problem, and addressing any objections or concerns the customer may have.
Closing Sales: The ultimate goal of a sales professional is to close sales and generate revenue for the company.
This involves using a range of sales techniques and strategies to persuade the customer to make a purchase, negotiating terms and conditions, and ensuring that the sale is completed to the satisfaction of both the customer and the company.
Secondary Responsibilities of a Sales Professional:
Sales Reporting: In addition to their primary responsibilities, sales professionals are also responsible for keeping accurate records of their sales activities.
This involves tracking leads, managing contacts, and documenting sales progress and outcomes.
Market Research: Sales professionals may also be responsible for conducting market research to identify trends and opportunities in the market.
This involves gathering data on customer preferences, competitor activity, and industry trends in order to inform sales strategies and tactics.
Customer Service: Sales professionals may also be called upon to provide customer service and support to existing customers.
This involves answering questions, providing assistance with product or service issues, and ensuring that customer needs are met in a timely and effective manner.
Product Development: Finally, sales professionals may play a role in product development and improvement. BCOS 186 Solved Free Assignment 2023
This involves providing feedback from customers to inform product development, identifying areas for improvement, and making suggestions for new product features or enhancements.
Section – C
11) Write short notes on:
(a) Digital Marketing
(b) Tour diary
Ans.Digital marketing is the use of digital channels such as search engines, social media, email, mobile apps, and websites to promote a brand, product, or service.
With the increasing use of the internet and digital devices, digital marketing has become an important part of any marketing strategy.
Search Engine Optimization (SEO)
SEO involves optimizing a website’s content and structure to improve its ranking in search engine results pages (SERPs).
The goal is to increase organic traffic to a website, which can result in higher brand awareness, increased website traffic, and improved lead generation.
SEO techniques include on-page optimization, such as optimizing page titles, meta descriptions, and content for relevant keywords, and off-page optimization, such as link building and social media engagement.
Search Engine Marketing (SEM)
SEM involves paid advertising on search engines such as Google or Bing. Advertisers bid on specific keywords, and their ads are displayed in the SERPs when a user searches for those keywords.
The goal of SEM is to drive traffic to a website and generate leads or sales. SEM can be highly targeted, allowing advertisers to reach specific audiences based on demographics, interests, and other factors.
Social Media Marketing (SMM)
SMM involves using social media platforms such as Facebook, Twitter, LinkedIn, and Instagram to promote a brand or product.
The goal is to build a community of followers and engage with them through content such as posts, images, and videos. BCOS 186 Solved Free Assignment 2023
SMM can also involve paid advertising on social media platforms, allowing advertisers to reach specific audiences and increase engagement.
Content Marketing
Content marketing involves creating and sharing valuable, relevant, and consistent content to attract and retain a clearly defined audience.
The goal is to drive profitable customer action, such as lead generation or sales. Content can take many forms, including blog posts, videos, infographics, and whitepapers.
Email Marketing
Email marketing involves sending targeted, personalized messages to a list of subscribers. The goal is to promote a brand or product, drive traffic to a website, and generate leads or sales.
Email marketing can be highly effective, with high open and click-through rates when done correctly.
Mobile Marketing
Mobile marketing involves reaching customers on their mobile devices through channels such as SMS, push notifications, and mobile apps.
The goal is to deliver relevant content to customers at the right time and place, increasing engagement and driving sales.
Importance of Digital Marketing
Digital marketing has become increasingly important in the current business landscape. Here are some reasons why:
Increased reach: Digital marketing allows businesses to reach a larger audience than traditional marketing methods. With the internet and social media, businesses can reach customers all over the world, regardless of their location.
Better targeting: Digital marketing allows businesses to target specific audiences based on demographics, interests, and behavior. This makes marketing more effective and efficient, as businesses can reach the right people with the right message.
Increased engagement: Digital marketing allows businesses to engage with customers through various channels, such as social media and email. This engagement can build brand loyalty and result in increased sales and customer retention. BCOS 186 Solved Free Assignment 2023
Measurable results: Digital marketing allows businesses to track the results of their marketing efforts. This makes it easier to determine what is working and what is not, and adjust strategies accordingly.
Cost-effective: Digital marketing can be more cost-effective than traditional marketing methods. For example, social media advertising can be highly targeted and cost less than print or TV advertising.
ANS.b) A tour diary is a record of a tour, whether it be a musical tour, a travel tour, or any other type of tour. It can be written in various forms, including a blog, a journal, or a series of social media posts.
The purpose of a tour diary is to document the experiences, thoughts, and emotions of the person on the tour, as well as to share those experiences with others.
Creating a tour diary can be a fun and rewarding experience, whether you are a musician, a traveler, or simply someone who wants to document a journey. Here are some tips for creating a tour diary:
Decide on a format: Before you begin, decide on the format for your tour diary. Will it be a blog, a journal, or a series of social media posts? Consider which format will work best for your purposes and your audience.
Set a goal: What do you hope to achieve with your tour diary? Do you want to document your experiences for yourself, or do you want to share them with others? Having a clear goal in mind will help you focus your writing and make your tour diary more effective. BCOS 186 Solved Free Assignment 2023
Write regularly: To create a compelling tour diary, you need to write regularly. Set aside time each day or week to document your experiences, thoughts, and emotions. This will help you stay focused and engaged throughout your tour.
Be honest and authentic: Your tour diary should reflect your true experiences and emotions. Don’t be afraid to be honest and authentic, even if your experiences are not always positive. This will make your tour diary more relatable and engaging for your audience.
Use multimedia: A tour diary is not just about writing. You can also use photos, videos, and other multimedia to enhance your storytelling. Consider including photos or videos of your performances, the places you visit, or the people you meet.
Engage with your audience: Your tour diary is not just for yourself; it is also for your audience. Engage with your audience by responding to comments, asking for feedback, and sharing your experiences on social media. This will help you build a community around your tour diary and keep your audience engaged.
Reflect on your experiences: At the end of your tour, take some time to reflect on your experiences and what you have learned. This will help you gain new insights and perspectives, and it will also help you create a more meaningful and compelling tour diary.
12) Distinguish between:
(a) Door-in-the-Face Technique and Foot-in-the-door Technique
(b) Organization Skills and Persuading Skills
Ans. The Door-in-the-Face technique and Foot-in-the-door technique are two persuasive tactics that are commonly used in sales, marketing, and fundraising.
These techniques are based on the principles of social psychology and are designed to influence people’s behavior by using a series of small requests or concessions that gradually lead to a larger, more significant request.
The Door-in-the-Face technique is a persuasive tactic in which a person starts with an unreasonable request or demand and then follows it up with a smaller, more reasonable request. BCOS 186 Solved Free Assignment 2023
The idea behind this technique is that the initial request is so large and unreasonable that the person will reject it outright.
However, when the person is presented with a smaller, more reasonable request, they are more likely to comply because they feel that the second request is a concession made by the person making the request.
For example, a salesperson may ask a potential customer to purchase an expensive product or service, knowing that the customer is unlikely to agree to the high price.
However, after the customer has refused the initial request, the salesperson may then follow up with a smaller request, such as asking the customer to sign up for a free trial or to provide their contact information.
This second request is more reasonable, and the customer is more likely to comply because they feel that they have already received a concession from the salesperson.
The Foot-in-the-Door technique is a persuasive tactic in which a person starts with a small request or action and then gradually builds up to a larger request.
The idea behind this technique is that people are more likely to agree to a larger request if they have already agreed to a smaller request or have taken a small step in that direction.
For example, a charity organization may ask people to sign a petition or to make a small donation. BCOS 186 Solved Free Assignment 2023
Once the person has made this small commitment, the organization may then follow up with a larger request, such as asking the person to volunteer their time or to make a larger donation.
The person is more likely to comply with the larger request because they have already taken a small step in that direction.
Both the Door-in-the-Face and Foot-in-the-Door techniques have their advantages and disadvantages.
The Door-in-the-Face technique can be effective in getting people to agree to a smaller request after they have rejected a larger request.
However, if the initial request is too unreasonable, it can backfire and lead to the person becoming more resistant to the smaller request.
Additionally, if the person realizes that they are being manipulated or pressured, they may become less willing to comply with any request.
The Foot-in-the-Door technique can be effective in getting people to agree to a larger request by first getting them to agree to a smaller request.
However, if the initial request is too small or insignificant, it may not lead to any further action or commitment from the person.
Additionally, if the person feels that they are being manipulated or pressured, they may become less willing to comply with any request, regardless of its size.
Both techniques can be applied in a variety of settings, including sales, marketing, fundraising, and social activism.
In sales and marketing, these techniques can be used to persuade customers to purchase products or services, sign up for subscriptions, or provide contact information.
In fundraising, these techniques can be used to encourage people to make donations or to volunteer their time.
In social activism, these techniques can be used to mobilize support for a cause or to encourage people to take action on an issue.
Ans b) Organization skills and persuading skills are two essential qualities that play a crucial role in the success of any individual, especially in their professional life.
Organization skills refer to the ability to manage tasks, prioritize activities, and ensure efficient utilization of time and resources.
On the other hand, persuading skills refer to the ability to convince and influence others to act in a particular way or make a particular decision.
Organization Skills:
Organization skills are crucial for individuals working in any field or industry. In today’s fast-paced world, time is of the essence, and the ability to manage tasks and time effectively is essential for achieving personal and professional
goals.Organization skills include a range of activities, including planning, prioritizing, delegating, and monitoring progress. BCOS 186 Solved Free Assignment 2023
These skills enable individuals to stay focused on their goals, avoid distractions, and complete tasks in a timely and efficient manner.
Effective planning is the foundation of organization skills. It involves setting goals, identifying tasks, and developing strategies to achieve those goals. Prioritizing tasks is another important aspect of organization skills.
It involves categorizing tasks based on their level of importance and urgency and allocating time and resources accordingly. Delegating tasks to team members is also a critical organizational skill.
It involves identifying team members’ strengths and weaknesses and assigning tasks that align with their capabilities.
Monitoring progress is an essential aspect of organization skills. It involves tracking the progress of tasks, identifying any obstacles or challenges, and making adjustments as necessary.
Monitoring progress helps individuals stay on track and ensure that their efforts are aligned with their goals.
Persuading Skills:
Persuading skills are essential for individuals in sales, marketing, advertising, and any other field that requires them to influence others’ decisions.
Persuading skills involve a range of activities, including effective communication, active listening, empathy, and creativity.
Persuading skills enable individuals to build trust and rapport with their audience, understand their needs and preferences, and present persuasive arguments that align with their goals.BCOS 186 Solved Free Assignment 2023
Effective communication is the foundation of persuading skills. It involves conveying information clearly and concisely, using appropriate language and tone, and adapting communication style to the audience’s needs and preferences.
Active listening is another important aspect of persuading skills. It involves paying attention to the audience’s verbal and nonverbal cues, asking questions, and clarifying information to ensure that the message is understood.
Empathy is also an essential aspect of persuading skills. It involves understanding the audience’s perspective, recognizing their emotions and concerns, and showing genuine interest and concern for their needs and preferences.
Creativity is another important aspect of persuading skills. It involves developing innovative and compelling arguments that resonate with the audience’s needs and preferences.
Interrelation between Organization Skills and Persuading Skills:
Organization skills and persuading skills are closely interrelated. Individuals who possess strong organization skills are better able to plan, prioritize, and allocate time and resources effectively, enabling them to devote more time and effort to developing persuasive arguments and building relationships with their audience.
Similarly, individuals who possess strong persuading skills are better able to communicate their ideas, understand their audience’s needs and preferences, and develop persuasive arguments that align with their goals.
They can build trust and rapport with their audience, establish credibility, and influence their decisions effectively.