BBA 7th Semester
Fundamentals of Selling Board Question Paper 2025

TRIBHUVAN UNIVERSITY
FACULTY OF MANAGEMENT
Office of the Dean
November 2025
Full Marks:100 Pass Marks:50 Time:3 Hrs.
BBA /
Seventh Semester /
MKM 203:
Fundamentals of Selling

Candidates are required to give their answers in their own words as for as practicable.
The figures in the margin indicate full marks

Long Answer Questions
Section "A"

Brief Answer Questions:

[10 × 2 = 20]
1.

State the nature of selling.

2.

Mention any four duties of a sales representative.

3.

What is transactional analysis?

4.

How important is pricing knowledge when it comes to successful selling?

5.

List down the methods of prospecting.

6.

Write any two types of sales presentations.

7.

Mention the importance of closing a sale.

8.

State the types of sales jobs.

9.

Mention any two reasons for customer objections.

10.

Why do you think effective use of selling aids is essential?

Section "B"

Short Answer Questions:(Attempt any SIX Questions)

[6 × 5 = 30]
11.

Explain the process of selling step by step.

12.

Explain in brief the effective methods of handling objections.

13.

Describe the importance of non-verbal communication in sales.

14.

Explain why product knowledge is essential for a salesperson.

15.

Elucidate the characteristics of a good prospect.

16.

Describe the power of dramatization in influencing buyer decisions.

17.

What are the difficulties in closing a sale? Briefly explain.

Section "C"

Long Answer Questions:(Attempt any THREE Questions)

[3 × 10 = 30]
18.

Critically examine different theories of selling.

19.

Analyze how qualifications and skills determine the success of salespeople.

20.

Evaluate the role of listening and questioning in building customer trust.

21.

Discuss how effective handling of complaints can lead to long-term customer loyalty.

Section "D"

Comprehensive Answer / Case / Situation Analysis Questions:

[4 × 5 = 20]
22.

Analyze the following case carefully and answer the questions that follow:

A new furniture company has introduced a line of modern home décor products made from environmentally friendly materials. Although the concept is innovative, the company has been finding it difficult to attract and convince potential buyers. Consumers who walk into showrooms admire the designs but often hesitate when it comes to making purchase decisions. Many visitors seem influenced by cheaper alternatives available in the market. The company has invested in visual media promotions and partnered with local interior designers, but the overall sales remain far below expectations. Employees working in the showroom appear motivated but lack consistency in how they demonstrate the value of products. Some customers have raised concerns during conversations, and the staff's responses vary from one person to another. The leadership team is eager to establish the brand as a trustworthy name in sustainable furniture, but they feel their sales efforts are not aligned with this vision. They want the sales team to find ways of connecting better with potential customers and ensuring long-term loyalty in a competitive marketplace.

Questions:
a. Identify the difficulties faced by the company in establishing customer trust.
b. What role can product knowledge play in building stronger customer confidence? Discuss.
c. How can the presentation and demonstration process be made more impactful? Explain.
d. Suggest strategies for turning first-time buyers into loyal customers.