CBSE Class 12 Sample Paper 2026 for Salesmanship

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SAMPLE
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2026

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CBSE | DEPARTMENT OF SKILL EDUCATION
SALESMANSHIP (SUBJECT CODE: 831)
Blue-Print for Sample Question Paper for Class XII (Session 2025-2026)
Max. Time: 3 Hours Max. Marks: 60

PART A - EMPLOYABILITY SKILLS (10 MARKS):

SHORT
OBJECTIVE
ANSWER
TYPE
UNIT TYPE TOTAL
NAME OF THE UNIT QUESTIONS
NO. QUESTIONS QUESTIONS
1 MARK 2 MARKS
EACH EACH
1 Communication Skills- IV 1 1 2
2 Self-Management Skills- IV 2 1 3
Information and Communication
3 1 1 2
Technology Skills- IV
4 Entrepreneurial Skills-IV 1 1 2
5 Green Skills-IV 1 1 2
TOTAL QUESTIONS 6 5 11
NO. OF QUESTIONS TO BE
Any 4 Any 3 07
ANSWERED
TOTAL MARKS 1x4=4 2x3=6 10 MARKS

PART B - SUBJECT SPECIFIC SKILLS (50 MARKS):
SHORT
SHORT DESCRIPTIVE/
OBJECTIVE ANS.
ANS. LONG
TYPE TYPE
TYPE ANS. TYPE
UNIT QUESTIONS QUES.- TOTAL
NAME OF THE UNIT QUES.- I
II
QUESTIONS
NO. QUESTIONS
2 3
1 MARK 4 MARKS
MARKS MARKS
EACH EACH
EACH EACH
1 Sales Organization 7 1 1 1 10
Inside Selling/Store 1
2 9 1 1 12
based selling
3 Field Selling 8 1 - 2 11
Motivation and
4 compensation for 1 12
8 2 1
salesman
TOTAL QUESTIONS 32 5 3 5 45
NO. OF QUESTIONS
26 Any 3 Any 2 Any 3 34
TO BE ANSWERED
2x3= 3x2=
TOTAL MARKS 1 x 26= 26 4 x 3 = 12 50 MARKS
6 6

Pg. 1

CBSE | DEPARTMENT OF SKILL EDUCATION
SALESMANSHIP (SUBJECT CODE: 831)
Sample Question Paper for Class XII (Session 2025-2026)
Max. Time: 3 Hours Max. Marks: 60

General Instructions:
1. Please read the instructions carefully.
2. This Question Paper consists of 24 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 (6 + 18 =) 24 questions, a candidate has to answer (6 + 11 =) 17
questions in the allotted (maximum) time of 3 hours.
5. All questions of a particular section must be attempted in the correct order.
6. SECTION A - OBJECTIVE TYPE QUESTIONS (30 MARKS):
i. This section has 06 questions.
ii. There is no negative marking.
iii. Do as per the instructions given.
iv. Marks allotted are mentioned against each question/part.
7. SECTION B – SUBJECTIVE TYPE QUESTIONS (30 MARKS):
i. This section contains 18 questions.
ii. A candidate has to do 11 questions.
iii. Do as per the instructions given.
iv. Marks allotted are mentioned against each question/part.

Pg. 2

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. As per „The Big Five‟, personality classification, identity the personality trait 1
that is Creative, curious and cultured.
a. Openness b. Consciousness
c. Extraversion d. Obsessive

ii. What type of need is a social form of motivation involving a competitive drive 1
to meet the standards of excellence?
a. Need for affiliation b. Need for achievement
c. Need for love d. Need for growth
iii. List two Components of a spreadsheet. 1
a. Headers and footers b. Table and charts
c. Rows and columns d. Formulas and functions
iv. A formula in Calc always starts with a/an sign. 1
a. = b. /
c. * d. #
v. Identify the fear of an entrepreneur that works on the presumption that 1
everything could go wrong in business.
vi. You‟re in a meeting at work, and one of your colleagues is sharing their 1
thoughts on a new project. What could you do to demonstrate active
listening skills during this conversation?
a. Glance at your phone occasionally to check for urgent messages.
b. Interrupt their speech to ask questions or share your own ideas.
c. Make eye contact, nod your head, and provide verbal affirmations like
“yes” or “I see”.
d. Tune out and start daydreaming about your upcoming vacation.

Q. 2 Answer any 5 out of the given 7 questions (1 x 5 = 5 marks)
i. What is the main task of sales organization? 1
a. To effect sales b. To earn profits
c. To achieve targets d. To work efficiently
ii. Define Organized Retailing. 1

iii. Which type of sales territory is most suitable for territories which contain 1
both urban and non-urban areas?
a. Cloverleaf b. Wedge
c. Hopscotch d. Circle
iv. Give the meaning of extrinsic motivation. 1

v. Name the type of Compensation Plan used by Tupperware to compensate 1
its salespeople.
a. Straight commission b. Performance Bonuses
c. Straight salary d. Salary plus incentive
vi. List one responsibility of Retail-in-product-demonstrator. 1

vii. Which is 'not' a type of Non Compensation Reward? 1
a. Opportunity for promotion b. Sense of accomplishment
c. Performance Bonus d. Recognition

Pg. 3

Q. 3 Answer any 6 out of the given 7 questions (1 x 6 = 6 marks)
i. Which type of sales organization would be most suitable for ITC, a top 1
FMCG marketer in India offering products such as foods, personal care,
Education and Stationery, Safety Matches, Lifestyle Retailing, and
Agarbattis? Choose from the following options:
a. Product type sales organization b. Functional type sales organization
c. Trade type sales organization d. Territorial type sales organisation
ii. Which of the following is NOT one of the primary areas of responsibility for 1
retail in-store product demonstrators?
a. Product preparation b. Customer interaction
c. Sales management. d. Product promotion
iii. What is the main motive of establishing a Sales territory? 1
iv. Enumerate two characteristics of motivated salesman. 1
v. Shopper's Stop is what type of retail store? 1
a. Departmental store b. Speciality store
c. Discount stores d. Supermarkets
vi. Mention any two pre-requisites essential in case of a field sales personnel. 1
vii. Who is the final link between manufacturer and consumer? 1
a. Retailer b. Wholesaler
c. Agent d. Broker

Q. 4 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)
i. When is „Line‟ organization most suitable? 1
a. When there are a number of products b. When there is a one-man firm
c. When there are a number of functions d. When there is a partnership
ii. Which retail store is of the size 800-5000 square feet? 1
a. Departmental store b. Speciality store
c. Discount stores d. Supermarkets
iii. Distinguish between field salespeople and inside salespeople. 1
iv. The salesperson acts as a for successfully running a retail store. 1
a. Agent b. Instructor
c. Facilitator d. Mentor
v. The is undertaken based on time and effort taken by the 1
salesperson to cover a geographical unit.
a. Workload analysis b. Account analysis
c. Sales Quota d. Sales territory
vi. List any one advantage of salary plus incentive plan. 1

Q. 5 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)
i. Identify the type of Sales Organization in which only one person has the 1
authority.
a. Line and Staff b. Line
c. Product type d. Trade type
ii. Give the meaning of hawker and peddler. 1
iii. What is a sales territory? 1
a. A group of consumers or prospects assigned to a salesperson.
b. A geographic area assigned to a salesperson.
c. Both A and B
d. Neither A nor B
iv. Certificate of appreciation is what type of non-compensation reward? 1
a. Financial b. Non-financial
c. Basic d. Comprehensive

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v. In case a company offers niche market products, what type of sales 1
organization structure would it have?
a. Complex b. Simple
c. Large d. Specialised
vi. What do you mean by mobility in field sales? 1

Q. 6 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)
i. Define Sales organization. 1
ii. What is meant by non-store retailing? 1
iii. Which shape of sales territory should be used, if the firm deals in industrial 1
goods?
a. Cloverleaf b. Wedge
c. Hopscotch d. Circle
iv. Out of the following which is not a dimension of motivation? 1
a. Intensity of desire b. Persistence
c. Direction d. Goal
v. What is meant by reward system management? 1
vi. What is meant by „FMCG‟ mean? 1
a. Fast moving cost goods b. Fast moving cost gross
c. Fast moving consumer goods d. Fast moving consumer gross

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. 7 Explain the meaning of SMART acronym in goal setting. 2
Q. 8 Write the steps to insert and delete cells in Open office calc. 2
Q. 9 State any two practical methods that can be employed to decrease the 2
amount of toxins produced in households.
Q. 10 Elaborate any two characteristics of entrepreneurship. 2
Q. 11 Explain any two sources of motivation. 2

Answer any 3 out of the given 5 questions in 20 – 30 words each (2 x 3 = 6 marks)
Q. 12 State any two importance of sales organization. 2
Q. 13 Explain the concept of ABC Analysis? 2
Q. 14 State any two advantages of Straight Salary Compensation Plan. 2
Q. 15 Mentioning an employee as a star performer is what type of non- 2
compensation reward?
Q. 16 What is store based retailing and how is it different form non sore based 2
retailing?

Answer any 2 out of the given 3 questions in 30– 50 words each (3 x 2 = 6 marks)
Q. 17 Describe any three factors affecting sales organization structure. 3
Q. 18 Who act as a facilitator for successfully running a retail store? Discuss 3
his/her any two responsibilities.
Q. 19 “Company Perks, Job Security & Knowledge of results play an important 3
role in motivating salespeople” Explain the Non compensation rewards
discussed here.

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Answer any 3 out of the given 5 questions in 50– 80 words each (4 x 3 = 12 marks)
Q. 20 Explain any two advantages and any two disadvantages of Trade type Sales 4
Organization.

Q. 21 Describe the procedure to set up or revise sales territory. 4

Q. 22 In and out stores at HP petrol pumps are what type of store based retail 4
format? Also, explain any two other types of retail store format.

Q. 23 ABC Ltd wants to give a commission to salespeople for every sale they 4
close successfully. Therefore, more the number of sales deals closed by a
salesman, higher will be his compensation. Identify the compensation plans
ABC is following and explain it.

Q. 24 Describe any four points of purpose for establishing sales territories. 4

Pg. 6

Study Materials
Notes

Model Papers Class 6 Notes

Sample Papers Class 7 Notes
Half Yearly Sample Papers Class 8 Notes

Class 9 Notes
Important Resources
Class 10 Notes
Periodic Table
Class 11 Notes
Writing Skills / Formats

Maps of India / World Class 12 Notes

Books and Solutions

NCERT Books
NCERT Book Solutions
HC Verma Chapter Wise Solutions
RD Sharma Solutions
CGBSE Solutions