Personal Selling and Salesmanship Question Paper 2025 [Gauhati University University FYUGP BCom 5th Sem]

If you are a B.Com 5th Semester student of Gauhati University, this post will help you a lot. Here we are sharing the Personal Selling and Salesmanship Question Paper 2025 for Marketing Major under the NEP FYUGP.

This question paper is useful for students preparing for the upcoming Gauhati University BCom 5th Sem Personal Selling and Salesmanship exam.

Gauhati University 

Commerce (Marketing)
BCM0500704 – Personal Selling and Salesmanship
Year: 2025
Time: 2.5 Hours
Full Marks: 60

1. Answer the following as directed. 1x8=8

1. What is the significance of understanding buyer behaviour in sales?
   (i) It eliminates the need for research
   (ii) It reduces the need for customer interaction
   (iii) It allows for tailored sales strategies that meet customer needs
   (iv) It focuses solely on product features and benefits

2. The process of looking up and checking ‘leads’ is called
   (i) Prospecting
   (ii) Pre-approach
   (iii) Approach objections
   (iv) Handling prospecting

3. Buying motives are important to salespeople because they
   (i) Help in preparing sales reports
   (ii) Indicate why customers buy products
   (iii) Determine production levels
   (iv) Replace advertisement

4. When a salesperson listens to a buyer’s concern and gives suitable answers, it is called
   (i) Prospecting
   (ii) Handling objections
   (iii) Post-sales service
   (iv) Approach

5. The tour diary of a salesperson mainly contains
   (i) List of customers visited, date, and purpose of visit
   (ii) Details of product specifications
   (iii) Market research findings
   (iv) Company budget information

6. Salesmanship is called an ‘art’ because it
   (i) Depends on personal traits and creative skills
   (ii) Has fixed rules and scientific procedures
   (iii) Can be automated
   (iv) Focuses only on theory

7. Which of the following is least likely to be a personal selling situation?
   (i) A tailor discussing fabric choice with a customer
   (ii) A real estate agent negotiating a home sale
   (iii) An online chatbot responding to automated queries
   (iv) A salesperson demonstrating a washing machine

8. In the context of personal selling, the term ‘value proposition’ primarily refers to
   (i) The discount offered to a buyer
   (ii) The unique combination of benefits promised to the customer
   (iii) The salesperson’s monthly target
   (iv) The company’s advertising slogan

2. Answer any six of the following question: 2x6=12

1. Define sales management.

2. Mention any two career opportunities available in the field of selling.

3. What do you mean by intrinsic and extrinsic motivation?

4. What is meant by qualifying a prospect?

5. What do you mean by handling objections in selling?

6. Define cash memo.

7. What is an order book?

8. What do you mean by a sales report?

9. State any two measures to make selling an attractive career.

10. State any two ethical principles that a salesperson should follow.

3. Answer any four of the following question. 5x4=20

1. Discuss the nature of personal selling.

2. Explain Maslow’s Need Hierarchy theory of motivation.

3. Describe the various types of personal selling situations.

4. What are the important characteristics of motivation? Discuss.

5. Distinguish between personal selling and salesmanship.

6. What are the essential elements of a good sales presentation?

7. Explain the significance of post-sales activities in building customer relationships.

8. What is a tour diary? Mention the main contents of it.

4. Answer any two of the following question. 10x2=20

1. Discuss the importance of personal selling and explain the various types of salespersons engaged in the selling process.

2. Discuss the various myths associated with selling. What qualities should a good salesperson possess to counter these misconceptions?

3. What do you mean by buying motives? Describe the different types of buying motives and state their significance in personal selling.

4. Define the sales process and describe the various steps involved in converting a prospect into a customer.

5. Define a sales manual. Discuss its significance and describe the essential contents of an effective sales manual.

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Must Visit: GU BCom 5th Semester All Study Materials,Solved Papers

Why This Question Paper Is Useful

i) It helps you understand the exam pattern
ii) You can see the type of questions asked
iii) Helpful for revision before exams
iv) Very useful for Accounting Major students
v) Good for practice and confidence

How This Question Paper Helps in Exam Preparation

By reading this question paper, students can understand important topics and mark distribution. Practicing previous year question papers helps in writing better answers and managing time during the exam.

Frequently Asked Questions (FAQs)

Q1. Where I can get this Personal Selling and Salesmanship paper in pdf?
Ans: This question paper is for B.Com FYUGP 5th Semester students available in the treasure notes website.

Q2. Where I can get Solution of this Personal Selling and Salesmanship Question Paper 2025?
Ans: You can get free solution of this complete Personal Selling and Salesmanship Question Paper only on the treasure notes website. 

Q3. Is this question paper based on the FYUGP syllabus?
Ans: Yes, this question paper follows the FYUGP syllabus and exam pattern 2025 of Gauhati University.

Q4. Where can I get Complete Solution of BCom 5th Sem Major Subjects for free?
Ans: Please do visit our main page of Gauhati University FYUGP BCom 5th Sem link given below.

Q5. Can other B.Com students use this question paper?
Ans: Yes, other B.Com students can also refer to it, but it is mainly useful for Marketing Major students.

Final Note

This Gauhati University B.Com FYUGP 5th Semester Marketing Major Personal Selling and Salesmanship Question Paper 2025 pdf is a useful resource for exam preparation. Practice it properly to score better marks.

Best of luck for your exam 👍