CBSE | DEPARTMENT OF SKILL EDUCATION

MARKETING AND SALES (SUBJECT CODE - 412)

Blue-Print for Sample Question Paper for Class X (Session 2023-2024)
Max. Time: 2 Hours Max. Marks: 50
PART A - EMPLOYABILITY SKILLS (10 MARKS):

OBJECTIVE SHORT
UNI TYPE ANSWER TYPE TOTAL
T NAME OF THE UNIT QUESTIONS QUESTIONS QUESTIO
NO. 1 MARK 2 MARKS NS
EACH EACH
1 Communication Skills - II 1 1 2
2 Self-Management Skills - II 2 1 3
3 ICT Skills - II 1 1 2
4 Entrepreneurial Skills - II 1 1 2
5 Green Skills - II 1 1 2
TOTAL QUESTIONS 6 5 11
NO. OF QUESTIONS TO BE
Any 4 Any 3 07
ANSWERED
10
TOTAL MARKS 1x4=4 2x3=6
MARKS

PART B - SUBJECT SPECIFIC SKILLS (40 MARKS):

SHORT DESCRIPTIVE/
OBJECTIVE
ANSWER LONG ANS.
UNI TYPE
TYPE TYPE TOTAL
T NAME OF THE UNIT QUESTIONS
QUESTIONS QUESTIONS QUESTIONS
NO.
1 MARK 2 MARKS
4 MARKS EACH
EACH EACH
Sales with other
I functions: Introduction 3 1 1 5
to Marketing Mix
Market (Segmentation,
II Targeting and 3 1 1 5
Positioning)
Basic concept of Sales
III 6 2 1 9
and selling
IV Careers in selling 6 1 1 8
V Skills in selling 6 1 1 8
TOTAL QUESTIONS 24 6 5 35
NO. OF QUESTIONS
20 Any 4 Any 3 27
TO BE ANSWERED
TOTAL MARKS 1 x 20 = 20 2x4=8 4 x 3 = 12 40 MARKS

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CBSE | DEPARTMENT OF SKILL EDUCATION
MARKETING AND SALES (SUBJECT CODE - 412)

Sample Question Paper for Class X (Session 2023-2024)

Max. Time: 2 Hours Max. Marks: 50

General Instructions:
1. Please read the instructions carefully.
2. This Question Paper consists of 21 questions in two sections: Section A & Section B.
3. Section A has Objective type questions whereas Section B contains Subjective type
questions.
4. Out of the given (5 + 16 =) 21 questions, a candidate has to answer (5 + 10 =) 15
questions in the allotted (maximum) time of 2 hours.
5. All questions of a particular section must be attempted in the correct order.
6. SECTION A - OBJECTIVE TYPE QUESTIONS (24 MARKS):
i. This section has 05 questions.
ii. Marks allotted are mentioned against each question/part.
iii. There is no negative marking.
iv. Do as per the instructions given.
7. SECTION B – SUBJECTIVE TYPE QUESTIONS (26 MARKS):
i. This section has 16 questions.
ii. A candidate has to do 10 questions.
iii. Do as per the instructions given.
iv. Marks allotted are mentioned against each question/part.

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 SECTION A: OBJECTIVE TYPE QUESTIONS
Q. 1 Answer any 4 out of the given 6 questions on Employability Skills (1 x 4
= 4 marks)
i. Which of the following is an effect of negative stress? 1
a. Increase in productivity
b. Good mental health
c. Psychosomatic disorders
d. Emotional stability
ii. Which of the following characteristics helps an individual to inculcate 1
discipline that further helps him/her in consistent efforts to move
towards goal?
a. Self-awareness
b. Self-regulation
c. Self-motivation
d. Independence
iii. Name the operating system developed by Microsoft. 1
a. Windows
b. Disk Operating System
c. Linux
d. Firefox
iv. Using which of the following can change settings? 1
a. Search box
b. Recycle bin
c. Control panel
d. Taskbar
v. Creation of sustainable solutions for social problems that leads to 1
social change by employing entrepreneurial mindset, processes and
operations can be referred to as ____________:
a. Social entrepreneurship
b. Agricultural entrepreneurship
c. Small-scale entrepreneurship
d. Economic entrepreneurship
vi. Identify the commercial function to be performed by an entrepreneur. 1
a. Innovation
b. Controlling
c. Planning
d. Marketing

Q. 2 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. Name the two main types of Marketing Mix. 1
ii. Who proposed 4Ps classification of Marketing Mix? 1
a. Philip Kotler
b. William J. Stanton
c. E Jerome McCarthy
d. Henri Fayol
iii. A dress designer wishes to sell his unique exclusive dress to wealthy 1
customers. Which pricing strategy should he use?
a. Penetration
b. Skimming
c. Cost-plus pricing
d. Hour-based pricing

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iv. Arrange the following in correct sequence: 1
I – Segmentation
II – Positioning
III – Targeting
a. I, II, III
b. II, III, I
c. I, III, II
d. III, II, I
v. What is the one basic difference between consumer market and 1
business market?
vi. Identify the type of positioning strategy which is helpful in case target 1
audience is illiterate:
a. Positioning on the basis of different product class
b. Positioning on the basis of symbols or illustrations
c. Positioning on the basis of quality
d. Positioning on the basis of product characteristics

Q. 3 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. Sale process is __________ process 1

ii. What should be done by a salesman when an objection is raised by the 1

customer?
a. Ignore it
b. Listen to it
c. Interrupt and continue his presentation
d. Listen to it and handle it
iii. In which kind of products, sale may take time and may not be 1
completed in one call or one meeting?
iv. Name the last step of selling process that help in repeat purchases and 1
building customer loyalty.
v. Planning the presentation is also called as: 1
a. Approach
b. Pre-approach
c. Prospecting
d. Concluding
vi. Who constitute „Leads‟ in the sales process? 1
a. Number of customers
b. Number of persons who require the goods
c. Number of persons who require the goods and are willing to buy
d. Number of persons who may be possible customers

Q. 4 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. Which one of the following depicts a job-related difficulty for a sales 1
person?
a. Competition with low-priced competitors
b. Competition with high-priced competitors
c. No competition
d. Limited competition

ii. State the meaning of lead pipeline. 1

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 iii. The key to building relationship is being responsive to customer's 1
needs. Which kinds of skills required by salesman are reflected here?
a. Communication skills
b. People skills
c. Self-management skills
d. Information and technology skills
iv. State the first and foremost duty of every salesman. 1
v. Who acts as spokesperson of consumers? 1
vi. Name any two after sale services techniques. 1

Q. 5 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. Which one of the following is not a hard skill? 1
a. Finance
b. Communication
c. Typing
d. Accounting
ii. What is the aim of communication, in context of marketing? 1
a. To increase sales
b. To satisfy competitors
c. To influence the consumer behaviors in favour of firm‟s
products/services
d. To ensure maximum attendance of sales personnel on the job
iii. Identify the term used for receiver‟s response to the sender‟s message- 1
a. Source
b. Target
c. Feedback
d. Media
iv. The aim of negotiation is : 1
a. To ensure best deal for customer
b. To ensure best deal for salesperson
c. To ensure mutually acceptable deal for both parties
d. To increase sale turnover
v. When will a salesman EQ be considered good? 1
vi. A salesman should neither be under-dressed, nor be over-dressed. 1
Which soft skill is being referred to here?
a. Personal grooming
b. Influencing skills
c. Ethical behaviour
d. Negotiation skills

SECTION B: SUBJECTIVE TYPE QUESTIONS

Answer any 3 out of the given 5 questions on Employability Skills (2 x 3 = 6 marks)

Answer each question in 20 – 30 words.
Q. 6 State any two benefits of working independently. 2
Q. 7 All people look forward to vacations for de-stressing and rejuvenation. State 2
any other two ways by which people can manage stress.
Q. 8 How can a file/folder be copied using keyboard? 2
Q. 9 Discuss the role of entrepreneurs as „Innovators„ and as „Agents‟. 2
Q. 10 Name the various technique available to the sale person to close the sale. 2

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Answer any 4 out of the given 6 questions in 20 – 30 words each (2 x 4 = 8 marks)
Q. 11 State any two points of significance of Marketing Mix. 2
Q. 12 Mention any two requirements for effective segmentation. 2
Q. 13 Ruhaan is a salesman. He is very hardworking and often tries to approach 2
everyone for selling the goods. One of his friends Rohini suggested him to
approach good prospects. State any two characteristics of good prospects.
Q. 14 Enumerate tips for making sales presentation effective. 2
Q. 15 Why the training is required for sale force in marketing 2
Q. 16 “Communication is to listen more than talk” Do you agree? Answer in two 2
lines.

Answer any 3 out of the given 5 questions in 50– 80 words each (4 x 3 = 12 marks)
Q. 17 Advertising through various media is the most common and traditional form of 4
promotion used by business firms. Discuss any four other ways to promote
goods and services.
Q. 18 Rounak is working as marketing manager in a business firm dealing in 4
manufacturing and sale of readymade garments. He wishes to consider the
composition of population of whole country and produce and sell the garments to
target market accordingly.
a. Which basis of market segmentation is being considered by Rounak?
b. State the six factors included in the type of market segmentation
identification (a) above.
Q. 19 During the presentation, the customers may raise objections in the form of 4
questions. Such objections need to be tackled by the salesperson cautiously.
Discuss how should salesman handle objections related to high price and
objections related to procrastination.
Q. 20 Explain what sort a company information that should be possessed by 4
salesman in order to be able to discuss confidently with his present and
prospective buyers.
Q. 21 Discuss any four negotiation skills required by salesmen in order to ensure 4
success in their career.

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