IGNOU BCOS-186 Assignment 2026-27
Personal Selling and Salesmanship
Last updated by IGNOU: 07 Aug 2026. Guide written from the official PDF on 26 Oct 2026, 04:24 am.
| Course code | BCOS-186 |
|---|---|
| Course title | Personal Selling and Salesmanship |
| Programme | Bachelor of Commerce; B.Com (FYUP)BCOMF, BBA, BCOMG, BCOMOL, BCOMFOL |
| School | School of Management Studies |
| Assignment code | BCOS – 186/TMA/2026-27 |
| Session | July 2026 and January 2027 |
| Maximum marks | 100 |
| Weightage | 30% |
| Last date (June exam) | 15 Mar 2027 |
| Last date (December exam) | 15 Oct 2027 |
| Medium | English, Hindi |
About the BCOS-186 assignment
The BCOS-186 assignment covers all course blocks on personal selling and salesmanship. Topics include customer behaviour, salesperson motivation, selling situations, compensation, professional skills, ethical and legal issues, objection handling, closing sales, and sales documentation.
This Tutor Marked Assignment has 12 compulsory questions across three sections. Section A has five questions worth 10 marks each, Section B has five worth 6 marks each, and Section C has two questions with two parts worth 5 marks each. The total is 100 marks, with a 30% weightage in the final assessment.
What the assignment asks
| Question | Marks | Topic |
|---|---|---|
| Q1 | 10 | Discuss why salespeople need to understand customer behaviour, using examples. |
| Q2 | 10 | Explain motivation in personal selling and apply Maslow’s theory to motivating salespeople with examples. |
| Q3 | 10 | Describe different selling situations and illustrate them with suitable examples. |
| Q4 | 10 | Discuss how revised motivation programmes and compensation plans could improve sales force performance for a consumer durables company facing declining revenue. |
| Q5 | 10 | Analyse the qualities and competencies of successful salespeople and their contribution to lasting customer relationships through business examples. |
| Q6 | 6 | Discuss techniques companies use to motivate their salespeople. |
| Q7 | 6 | Describe ethical and legal concerns in selling with examples. |
| Q8 | 6 | Analyse why customer interest may not lead to a sale and explain methods for overcoming objections and closing sales. |
| Q9 | 6 | Explain techniques for responding to customer queries and objections during sales presentations, with examples. |
| Q10 | 6 | Explain the purposes and importance of preparing sales reports and documents. |
| Q11 | 5x2 | Write short notes on a salesperson’s organisational skills and the stages of sales presentation and demonstration. |
| Q12 | 5x2 | Distinguish interpersonal skills from organisational skills, and buyers from consumers, including examples for the latter distinction. |
This is a summary of each question. Download the official PDF above for the exact questions and word limits.
How to write and submit it
- Complete the one Tutor Marked Assignment prescribed for this course.
- Attempt every question in all three sections, including both parts of Questions 11 and 12.
- Read the assignment instructions in the Programme Guide before preparing your answers.
- Submit the assignment to the Coordinator of your Study Centre.
- Assignment submission within the prescribed schedule is compulsory for eligibility to appear in the term-end examination.
Submission dates: 15 March 2027 (June term-end exam); 15 October 2027 (December term-end exam). Dates can differ by session; these follow the current listing rather than the earlier dates printed in the PDF.
Frequently asked questions
Which session is the BCOS-186 assignment for?
The listing identifies the July 2026 and January 2027 sessions. The PDF labels the assignment 2026-27 and states that it is valid from 1 July 2026 to 30 June 2027.
What are the submission deadlines for BCOS-186?
The current listing gives 15 March 2027 for the June term-end exam and 15 October 2027 for the December term-end exam. Dates can differ by session; the PDF prints earlier 2026 deadlines.
How many questions must I answer?
All 12 questions are compulsory. Questions 11 and 12 each contain two parts, and both parts must be attempted.
What are the maximum marks and assignment weightage?
The assignment carries 100 marks and contributes 30% to the final assessment.
Where should I submit the BCOS-186 assignment?
Submit it to the Coordinator of your Study Centre. Submission according to the prescribed schedule is required to be eligible for the term-end examination.
In which languages is this assignment available?
The official listing provides English and Hindi versions.
Other IGNOU BCOMF assignments
All BCOMF assignments →Assignment details and PDFs come from IGNOU's official website; the guide is a summary of the official PDF. Always check the latest instructions and last dates on ignou.ac.in or with your Regional Centre before submitting.