Personal Selling — DU Bachelor of Management Studies Previous Year Question Papers

Roll Number Question 1 - (a) Define Personal Selling. Discuss its importance in modern marketing organizations. How does personal selling differ from advertising and sales promotion? marketing. (b) Explain the functions of a salesperson with suitable examples from business-to-business Question 2 - (a) "Personal selling is both a career and a profession." Explain this statement in light -of sales ethics and trust-building. (b). Explain various ways a sales representative can build trust with a potential buyer. Support your answer with an example from industry practice. (10+8=18 marks) Question 3 -Case Study: You are a sales executive for a company selling eco-friendly water purifiers. A potential client is hesitant due to cost and performance concerns. (a) Identify the stage of the selling process you are currently in. (b) Outline how you would handle the client's objections using suitable techniques. (c) Suggest a closing method for this sale and justify your choice. Question 4 - (a) Explain the AIDAS theory of selling. How can a salesperson apply this model during a personal sales presentation? (b) Compare the Right Set of Circumstances Theory and the Buying Formula Theory. Which is (10+8=18 Marks) more relevant in a digital sales environment? Question 5 - (a) Explain the main types of objections encountered during a sales presentation. Suggest suitable techniques for handling objections effectively. (b) Discuss the importance of Post-sale follow-up in maintaining customer satisfaction. How does effective post-sale communication foster long-term relationships? (10+8=18 Marks) Question 6 - Write short notes on any two of the following (i) Sales territory and procedure for setting it up (ii) Importance of sales knowledge (iii) Building trust through ethical selling