CBSE | DEPARTMENT OF SKILL EDUCATION

CURRICULUM FOR SESSION 2025-2026

MARKETING AND SALES (SUBJECT CODE - 412)
JOB ROLE: MARKETING ASSISTANCE
CURRICULUM FOR CLASS – X
COURSE OVERVIEW:

This is the basic course in Marketing where students will get the exposure of Marketing. The subject
gives them a vast and wide insight of the traditional and contemporary aspects in Marketing. The
input of basic fundamentals, coupled with the practical knowledge will be given to the students to
help them in understanding of contemporary marketing tactics and strategies.

OBJECTIVES OF THE COURSE:

Following are the main objectives of this course.

 To understand the classical marketing perspectives and contrasts these with newer views
from relational and service-based schools of marketing
 To understand the dynamics of various environmental factors on marketing so as that
students can think about a feasible marketing plan (process)
 To understand the utility of STP of marketing (i.e. Segmentation, Targeting, Positioning)
 To have an elementary knowledge of marketing mix, consumer behavior, and other
preliminary concepts and roles of marketing in society

SALIENT FEATURES:

 To understand the classical marketing perspectives and contrasts these with newer
views from relational and service-based schools of marketing
 To understand the dynamics of various environmental factors on marketing so as that
students can think about a feasible marketing plan (process)
 To understand the utility of STP of marketing (i.e. Segmentation, Targeting, Positioning)
 To have an elementary knowledge of marketing mix, consumer behavior, and other
preliminary concepts and roles of marketing in society.
 This course will empower the students to gain insights into what marketing practitioners
actually do and the decisions they have to make in day to day marketing. This course is an
effort to taught marketing in more creative and visual way with the coverage of advances in
new technology and the social web and how to take advantage of these in marketing
context. This course will also recognize the need to go further than the traditional 4P’s
approach and reflect on newer perspective, covering both the classical and modern theories
of marketing.
LIST OF EQUIPMENT AND MATERIALS:

The list given below is suggestive and an exhaustive list should be prepared by the vocational
teacher. Only basic tools, equipment and accessories should be procured by the Institution so that
the routine tasks can be performed by the students regularly for practice and acquiring adequate
practical experience.
Material Required for Store Operations Assistant:
1. Chart paper
2. Sketch pens
Teaching/Training Aids:
3. Computer
4. LCD Projector
5. Projection Screen
6. White/Black Boards
7. Flip Charts
8. Video and audio recorders

CAREER OPPORTUNITIES:

This basic course of marketing will teach the students to learn how to analyses consumer demand
and promote products to consumers. This course will allow students to work in many different areas
of sales and marketing. While all teach marketing concept, this course is tailored for particular
objective in order to most effectively prepare the students for their marketing career, which can
range from marketing executive to other upper ladder in marketing domain

VERTICAL MOBILITY

This course will assist the participating students to further update their career by vertically moving
either to BBA or B.Com and other marketing oriented applied undergraduate courses of different
university or they may also move to their corporate career by starting at M-1 level of corporate ladder
in role of marketing executives to different sector.

CURRICULUM:

This course is a planned sequence of instructions consisting of Units meant for developing
employability and Skills competencies of students of Class X opting for Skills subject along with other
subjects.
 MARKETING AND SALES (412)
Class - X (Session 2025-26)
Total Marks: 100 (Theory-50 + Practical-50)
MAX. MARKS
NO. OF HOURS
for Theory and
UNITS for Theory and Practical
Practical
220
100
Employability Skills
Unit 1 : Communication Skills-II 13 2
Unit 2 : Self-Management Skills-II 07 2
Part A

Unit 3 : ICT Skills-II 13 2

Unit 4 : Entrepreneurial Skills-II 10 2
Unit 5 : Green Skills-II 07 2
Total 50 10
Subject Specific Skills
Unit 1: Sales with other functions-
20 05
Introduction to Marketing Mix
Unit 2: Market (Segmentation, Targeting
and Positioning) 30 05
Part B

Unit 3: Basic concept of Sales and

30 10
selling
Unit 4: Careers in selling 20 10
Unit 5: Skills in selling 20 10
Total 120 40

Practical Work
Project 10
Viva 05
Part C

Practical File 50 15
Demonstration of skill competency
via Lab Activities 20

Total 50
50
GRAND TOTAL 220 100

NOTE: The detailed Curriculum/ Topics to be covered under Part A: Employability Skills
can be downloaded from CBSE website.
DETAILED CURRICULUM/TOPICS:
The detailed Curriculum/ Topics to be covered under Part A: Employability Skills can be
downloaded from CBSE website.
Part-A – SUBJECT SPECIFIC SKILLS (Class - X)

S. Units Duration in Hours

No.
1 Unit 1: Sales with other functions- Introduction to Marketing Mix
20

2 Unit 2: Market Process 30

3 Unit 3: Sales process 30

4 Unit 4: Careers in selling 20

5 Unit 5: Skills in selling 20

TOTAL DURATION 120

UNIT SUB-UNIT SESSION/ ACTIVITY/ PRACTICAL

Unit I: Session 1 : Theory:

Sales with Marketing Mix  Introduction to Marketing Mix
other  Types of Marketing Mix
functions-  Significance/ Importance of Marketing Mix
Introductio  Product / Service
n to  Place/Distribution
Marketing  Price
Mix Session 2: 4ps  Promotion
Activity - Power point
presentation on the four tools of Marketing Mix

UNIT: II Market Session 1 : Market  Introduction

Process Segmentation  Concept of Market Segmentation
 Bases for segmenting consumer markets
 Understanding Segmentation
 How is the segmentation done
 Requirements for Effective Segmentation

Activity -
 Pick up a product of your choice and identify
the segment for that product
Make a PowerPoint presentation on market
segmentation
 Session 2 :  Evaluating the segment
Market Targeting  Selecting the segment
 Strategies of Market Targeting
Activity –
 Make a presentation on the concept of targeting
the market
 Choose a product or service of your choice and
identify which strategy of targeting would you
choose for that product or service
Session 3 :  Positioning Strategies/Bases
Positioning the Activity –
Product  Make a presentation on the importance of
positioning the product in the market
 Give a list of products to the students and ask
them to position them on particular attributes and
then present in class as to why they chose
a particular attribute of positioning of a particular
product
Unit-III: Sales Process Session 1 :  Introduction
Prospecting  What is prospect
 Characteristics of a good prospect
 Qualifying (or selecting ) the prospects
Activity
 Prepare a presentation on Process of selling
and present it in the class.
 Role-playing in the class, wherein, some
students act as prospective customers and
some are asked to do Prospecting
Session 2 -  Planning the presentation (Pre- Approach)
Planning the  Approach
Approach (Pre-  Demonstration
Approach) Activity
 Role-playing in the class, wherein, some
students act as prospective customers and
some are asked to do Prospecting
Session 3 - • Types of objections
Objections and Activity
Handling Objections:  Visit to a mall and let the students have a word
with the salesperson and first hand experience
of handling objections
 Role-playing in the class, wherein, some
students are asked to raise objections and
some are asked to handle them
Session 4 - Closing  Introduction
the Sale  Techniques of Closing Sales
Activity
 Visit to a mall and let the students have a word
with the salesperson and first-hand experience
of “Closing a Sale‟
Role-playing in the class, wherein, a situation is
given and the students are asked „Close a
Sale‟
 Session 1 –  Challenges : Pricing and Packaging
Challenges in the Activity
selling career  Discussion of problems with the help of
situations and find out solutions from students'
perspective
Session 2 - Skills in  Skills in Selling and their training
Selling and their
Activity –
training
Role play enactment
Unit IV – Careers in
Selling
Session 3 – Roles  Role of Sales person
of a sales person  Responsibilities of Sales person
Activity –
 Enlist obligations and commitments of
salespersons
Session 4 –  Aftersales services and techniques
Aftersales services  Why to provide After Sales Service?

Unit V – Skills in selling Session 1 – Hard  Meaning and type of skills

skill  Distinguish between Hard and soft skill
Soft skill  perspective

Session 2 -  need and objective

Communication  Elements in the typical communication
Skills

 What is negotiation
 Effective negotiation skill
Session 3 –
Negotiation skill

 Meaning / How to work

Session 4 –
Influencing skill

Session 5 –
Emotional quotient  Meaning

Session 6 –
Personal  Meaning
Grooming/Ethical  Business Ethics
behavior
 PRACTICAL GUIDELINES FOR CLASS - X

Assessment of performance:

The two internal examiners, assigned for the conduct and assessment of Practical Examinations
each in Secondary School Curriculum (Under NSQF). Question for the viva examinations should
be conducted by both the examiners. Question to be more of General nature, project work or the
curriculum. Investigatory Project especially those that show considerable amount of effort and
originality, on the part of the student, should get suitable high marks, while project of a routine or
stereotyped nature should only receive MEDIOCRE marks.
Procedure for Record of Marks in the Practical answer-books:

The examiner will indicate separately marks of practical examination on the title page of the
answer-books under the following heads:-

Project -10 marks

Projects for the final practical is given below .Student may be assigned

Viva based on Project -05 marks

The teacher conducting the final practical examination may ask verbal questions related to the
project, if ny, done by the student. Alternatively, if no project has been assigned to the students,
viva may be based on questions of practical nature from the field of subject as per the Curriculum

Practical File -15 Marks

Students to make a power point presentation / assignment / practical file / report, Instructor shall
assign them any outlet to study the elements in retailing.

Suggested list of Practical –

1. Students shall prepare a project on marketing mix (for multiple products) of an organisation.

2. Students shall prepare a file containing analysis of types and features of a product being
produced by different companies. Data collected shall be justified with marketing
fundamentals.

3. A project shall be prepared highlighting the characteristics of products during various stages
of product life cycle.

4. A practical file shall be prepared by collecting various sales promotion tools(Coupons, point
of sales/web coupons etc.) to increase short term sales and their effects on company’s profit
and sales volume.
5. Students may choose a few(8-10) products/ services and identify suitable targeting,
segmentation and positioning basis for them. A detailed project shall be prepared on the
same.

6. Prepare a project on the process of selling by interviewing a salesman in your locality.

7. Identify few firms which practice traditional marketing as well as web -marketing? Create a
practical file for the same.

8. PPT on the 4 tools of Marketing mix?

9. Analysis the types and features of the product

 Analysis the types and features of the product

 Collect data of different companies who used-

10. Penetration pricing/skimming pricing during introducing stage, their profit, sales volume.

 Collection of various sales promotion tools(Coupons, point of sales/web coupons etc.)

to increase short term sales and their effects on company’s profit and sales volume.

 Choose a product/ service of your choice and identify which strategy of targeting
would you choose for that product/service.

 Take at least 25 different types of products & develop Basis of Segmentation suitable
for them.

Product Possible Basis Strategy of target Market Marketing Strategy

of Segmentation Marketing served Required

11. Prepare a PPT on process of selling.

 Interact with salesman (in a mall/ in your house)

 Technique of closing sales.

 Words used by them.

Sentences Collection of
 12. Classify those sentences on the basis of the different technique of closing sales.

 Comparative the types of products/paying capacity of buyers.

 After sales service.

Aqua When

Refrigrator Time Duration

A.C Amount Spend.

Mobile Company Relation with

Car Customer

Grievance Handling

13. How is traditional marketing different from web -marketing?

Demonstration of skill competency in Lab Activities -20 marks

Guidelines for Project Preparation:

The final project work should encompass chapters on:

a) Introduction,

b) Identification of core and advance issues,

c) Learning and understanding, and

d) Observation during the project.