CBSE Class 12 Sample Paper 2026 Solution for Marketing

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CBSE | DEPARTMENT OF SKILL EDUCATION
MARKETING (SUBJECT CODE: 812)
MARKING SCHEME 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.

SECTION A: OBJECTIVE TYPE QUESTIONS

Unit/ Page no.
Source Material
Cha of
Q. No. QUESTION (NCERT/PSSCIVE/ Marks
p. source
CBSE Study Material)
No. material
Q. 1 Answer any 4 out of the given 6 questions on Employability Skills (1 x 4 = 4
marks)
i. a)Listening CBSE Study Material 1 2 1
ii. b) File>Save As>Type file NCERT 3 66-67 1
name>Save
iii. b) Avoidant NCERT 2 35 1
iv. a) Decisiveness NCERT 4 99 1
v. b) Urban Cutter CBSE Study Material 5 66-67 1
vi. c)Self-Aware CBSE Study Material 2 9 1
Q. 2 Answer any 5 out of the given 7 questions (1 x 5 = 5 marks)

i. a) Product line CBSE Study Material 1 12 1
ii. c) Heterogeneity CBSE Study Material 5 118 1
iii. c) Team Pricing CBSE Study Material 2 66 1
iv. By getting brand mark CBSE Study Material 1 7 1

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registered under Trademarks
Act
v. b) Intangibility CBSE Study Material 5 119 1
vi. No third party including CBSE Study Material 5 126 1
WhatsApp can read or listen to
messages
vii. c) Agent CBSE Study Material 3 79 1
Q. 3 Answer any 6 out of the given 7 questions (1 x 6 = 6 marks)

i. b) Protects CBSE Study Material 1 38 1
ii. d) Exchange CBSE Study Material 3 82 1
iii. Promotion through Trade Fairs CBSE Study Material 4 104 1
iv. a) Perceived value pricing CBSE Study Material 2 56 1
v. Customer Relationship CBSE Study Material 4 99 1
Management
vi. c) Counseling CBSE Study Material 5 119 1
vii. d)To persuade consumer to CBSE Study Material 4 92 1
buy
Q. 4 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. a) Risk Bearing CBSE Study Material 3 73 1
ii. a) Price is independent of the CBSE Study Material 2 45 1
other elements of the marketing
mix
iii. c) Social Media Marketing CBSE Study Material 5 124 1
iv. Any two out of Breadth, Depth CBSE Study Material 1 12 1
and Consistency ( ½ + ½ )
v. c) Public Relation CBSE Study Material 4 98 1
vi. d) Cost-plus pricing CBSE Study Material 3 60 1
Q. 5 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. c) Distribution CBSE Study Material 3 70 1
ii. c)Telemarketing CBSE Study Material 4 101 1
iii. b)The product must be ready CBSE Study Material 3 73 1
for consumers in the right place
iv. One quality of 5th P of CBSE Study Material 3 106 1
Marketing Mix, i.e. Packaging
is Attractive Appearance

v. c) There is low brand loyalty CBSE Study Material 1
vi. d) Market Penetration CBSE Study Material 2 59 1
Q. 6 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. Sales Promotion CBSE Study Material 4 98 1
ii. b) Product mix CBSE Study Material 1 32 1
iii. b) ₹ 25,000 CBSE Study Material 2 60 1
iv. c) Perceived Value Pricing CBSE Study Material 2 56 1
v. b) Producer – Consumer CBSE Study Material 3 76 1
vi. Resale Price Maintenance CBSE Study Material 2 62 1

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SECTION B: SUBJECTIVE TYPE QUESTIONS
Page
Source Material Unit/ no. of
Mark
Q. No. QUESTION (NCERT/PSSCIVE/ Chap. source
s
CBSE Study Material) No. materia
l
Answer any 3 out of the given 5 questions on Employability Skills in 20 – 30 words
each (2 x 3 = 6 marks)
Q. 7 Importance of Self- CBSE Study Material 2 9 2
motivation (Any two points)
 It increases individual’s
energy and activity.
 It directs an individual
towards specific goals.
 It results in initiation and
persistence of specific
activities
 It affects cognitive
processes and learning
strategies used for
completing similar tasks.
1 Mark for each point
Q. 8 Entrepreneurial CBSE Study Material 4 44 2
Competencies
 Taking Initiative: It is about
making the first move
towards setting up of an
enterprise and taking action.
 Seeking and Acting on
Opportunity: An
entrepreneur is always on
the look-out or searching for
opportunity and is ready to
exploit it in the best
interests of the enterprise.
(or any other relevant
point)
Q. 9 Features of Spreadsheet CBSE Study Material 3 14 2
Application
 Built-in functions make
calculations easier, faster,
and more accurate.
 Large volumes of data can
be easily handled and
manipulated.
 Data can be exported to or
imported from other
software.
 Data can be easily
represented in pictorial form
like graphs or charts.

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 Formulae are automatically
recalculated whenever
underlying data values are
changed. (Any two)
Q. 10 Do’s before an interview CBSE Study Material 1 5 2
(Any 4)
 Get a good night's sleep the
night before.
 Do research.
 Eat a good breakfast.
 Prepare questions
beforehand.
 Know who will be
interviewing and learn a bit
about their background.
 Know your strengths and
puttogether a list of them.
 Turn off your cell phone
 Prepare a solid list of
references

Do’s after an interview
(Any 4)
 Do let the interviewer decide
when the interview is over.
 Do ask the interviewer when
you will hear from him or her
again if he or she does not
offer the information.
 Drop off a thank you note.
Always thank interviewer
afteryou have left.
 Follow up appropriately.
 Create a list of items that you
did well and you like to
improve on

Q. 11 Steps to toxin free homes CBSE Study Material 5 67 2
1. Avoid Plastic food packaging
2. Use non toxic cleaning and
washing products
3. Purchase furniture
formaldehyde free
4. Don’t use Mon-stick
cookware
Answer any 3 out of the given 5 questions in 20 – 30 words each (2 x 3 = 6 marks)
Q. 12 Push Strategy: If the strategy CBSE Study Material 4 106 2
adopted is to motivate and &107
persuade the intermediaries‟
to make effort to increase the
sales the strategy is called
push strategy. It emphasizes

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more of personal selling along
with advertising and other trade
promotional measures.
Pull Strategy: The pull
Strategy emphasizes on
consumers. If the customer
demands particular goods from
the retailer and the retailers
want the same from the
wholesalers and thewholesalers
in turn asking the manufacturers
to provide that kind of goods.
(1 Mark each)

Q. 13 Basis Skimming Penetr CBSE Study Material 2 64 2
Pricing ation
Policy Pricing
Policy
1.Price Higher Below
Charge Prices competi
d tive
level
2.Obje To recover To
ctive initial capture
investment market
share
(1 mark each for correct
difference)
Q. 14 Disadvantages of Online CBSE Study Material 5 124 2
Marketing
1. Impersonal: marketing can
become impersonal, due to the
virtual nature of message and
content delivery to a desired
audience.
2. Competitive: Online
marketing can also be crowded
and competitive. Although the
opportunities to provide goods
and services in both local and
far-reaching markets is very
high but still significant amount
of competition exists.
3. Catching Attention:
Companies investing in online
marketing may find
visitors‘attention is difficult to
capture due to the number of
business also marketing their
products and services online.
(Any two points)

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Q. 15 Consumer Goods
CBSE Study Material 1 16 2

Convenience Shopping Speciality Unsought
goods Goods Goods Goods

Torch Furniture Vaccinations

Cotton
Clothes

( ½ mark for each product’s
correct identification with the
category of product)
Q. 16 Objectives of Sales CBSE Study Material 4 102 2
Promotion
1. Increased trial: Existing
customers will increase the
sales volume as they will buy in
bulk.
2. Increasing Loyalty: Loyalty
keeps customers buying even
when it is no more the
cheapest and the best.
3. Widening Usage: Here the
marketer has to tell the users of
other uses.
4. Creating awareness:
Though this job is left to
advertising, but there are
number of sales promotions
very effective at making people
aware of products through joint
promotions with other product
or service which is already well
known in the market.
(or Any other relevant point)

Answer any 2 out of the given 3 questions in 30– 50 words each (3 x 2 = 6 marks)
Q. 17 Basis Advertise Word of CBSE Study 4 95 3
ment mouth Material
communi
cation
1.Cont Controllabl Non-
rol e Element controllab
le
Element
2.Form Paid form Unpaid
of form of
Communic commun
ation ication
3.Sour Organisati Users &
ce on Influenc
ers
(1 mark each for correct difference)

6

Q. 18 Marketing Strategy in Growth Stage CBSE Study 1 27 3
1) Product quality is maintained and Material
additional features and support
services may be added.
2) Pricing may remain same as the
firm enjoys increasing demand with
little competition.
3) Distribution channels are added as
demand rises and customers accept
the product.
4) Promotion is aimed at a broader
audience.(Any three points)
Q. 19 Functions Performed by wholesaler CBSE Study 3 81 3
Buying And Selling: The wholesaler Material
make an estimate of demand for the
goods, and then purchase and
assembly different varieties of goods
from different manufacturers spread
throughout the country. They also
undertake import of goods from
different countries.
Storage: Wholesaler keep the goods
assembled by them in their
warehouse to supply them to retailers
whenever require .They help the
manufacturers and retailers by making
storage arrangement.
Transportation: Wholesalers make
transportation arrangement from the
premises of manufacturers to their
godowns and from their godowns to
the retail stores. They often maintain
their own fleet of vehicles for this
purpose. (or Any other relevant point)
Answer any 3 out of the given 5 questions in 50– 80 words each (4 x 3 = 12 marks)
Q. 20 Basis of Discriminatory Pricing CBSE Study 2 62 & 63 4
i) Discrimination on the basis of Material
customer segment – the
product / service is sold at
different prices to different
customer groups, e.g. Indian
Railway charges lower fare for
students.
ii) Discrimination on the basis of
product form – different version
of the same product are sold at
different places. Based on
image differences, e.g. a
company may sell two varieties
of a bathing soap Rs.2 and Rs
50 respectively, through the
difference in their cost of Rs 10
only.

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iii) Locational discrimination – the
product is sold at different
prices at two places even
though the cost is the same at
both the places, e.g. a cinema
theatre charges different prices
for seats close to the screen
and higher for the seats located
far off ie different for ground
floor and balcony seats.

iv) Time discrimination – Prices
differ according to the season
or time of the day. Public
utilities like taxi charge higher
rate at night. Similarly, 5 star
hotels charge a lower price for
their rooms during off-season
v) Image discrimination – the
same product is priced at
different levels on the basis of
difference in image, e.g. a
perfume company may price its
perfume @ 500 Rs each in an
ordinary bottle and @ 1000Rs
in a fancy bottle with a different
name and image.
(Any 4 with explanation) ( ½ mark
for the point, ½ for explanation)

Q. 21 Advantages of online Marketing CBSE Study 5 122 & 4
1. Brand Awareness – Online Material 123
marketing helps in creating awareness
about the product and the brand by
use of internet.
2. Measure Impact: A key benefit of
using online channels for marketing a
business or product is the ability to
measure the impact of any given
channel.
3. Acquiring Valuable Customers: it
helps to find how visitors acquired
through different channels interact
with a website or landing page
experience. Of the visitors that convert
into paying customers, further analysis
can be done to determine which
channels are most effective at
acquiring valuable customers.
4. Use of Analytics: Analytics on web
or mobile app experiences can help
determining which online marketing
channels are the most cost-effective
at acquiring customers.

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5. Better medium: Through data we
can get a quick view of which
channels are effective at acquiring
and driving higher lifetime value for
customers as there are different
mediums such as email marketing,
online advertising, and mobile
marketing, to find which drives repeat
purchases to prior customers.

6. Customer Analysis: Helps to
analyse group of customers that have
strong engagement behavior and high
potential for upsell for higher
engagement.
(Any 4 with explanation) ( ½ mark
for the point, ½ for explanation)
Q. 22 Apart from core product, the following CBSE Study 1 7&8 4
components make up for total product Material
offering:
COMPONENTS OF PRODUCT
COMPONE DESCRIPTI EXAMP
NT ON
ASSOCIAT Characteristi Fragra
ED cs of the nce,
FEATURES product that moistur
help in izing
distinguishin ability,
g it from that white
of colour
competitor. etc of
These ‘X’
enhance the soap
product
personality.
BRAND Name, term, Name
NAME sign, symbol, of ‘X’
design or a soap
combination
of them
intended to
identify the
goods or
services of
one seller
and to
differentiate
them from
those of the
competitors.
Brand image
is developed

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through
advertising
and other
promotional
tools.
Registered
brand mark
is called
trade mark.

LOGO Brand Image
mark/symbol/ of a
picture that Pigeon
helps in is logo
identification of dove
of the soap
product/
brand.
PACKAGE Packaging
helps in
protection of
the product,
provides
information
about the
product and
increases
aesthetics
and sales
appeal
(serves as
promotional
tool)
LABEL Label is part
and parcel of
package. It
includes
written
information
about the
product
specifying its
features,
composition,
performance.
Any 4 components, with example
(1 mark for each component and its
explanation, including example)

10

Q. 23 Factors Pertaining to Product CBSE Study 3 85 &86 4
 Price of the Product. The products of Material
a lower price have a long chain of
distributors. As against it, the products
having higher price have a smaller
chain. Very often, the producer
himself has to sell the products to the
consumers directly.
 Perishability. The products which are
of a perishable nature need lesser
number of the intermediaries or
agents for their sale. Under this very
rule, most of the eatables (food items),
and the bakery items are distributed
only by the retail sellers.
 Size and Weight. The size and
weight of the products too affect the
selection of the middlemen. Generally,
heavy industrial goods are distributed
by the producers themselves to the
industrial consumers
 Technical Nature. Some products
are of the nature that prior to their
selling, the consumer is required to be
given proper instructions with regard
to its consumption. In such a case
less of the middlemen arc) required to
be used.
 Goods Made to Order. The products
that are manufactured as per the
orders of the customers could be sold
directly and the standardized items
could be sold off only by the
middlemen.
 After-Sales Service. The products
regarding which the after-sales
service is to be provided could be sold
off either personally or through the
authorized agents.

(Any 2 with explanation)
Factors pertaining to Company

 Level of Production. The
manufacturers who are financially
sound and are of a larger category,
are able to appoint the sales
representatives in a larger number
and thug could distribute the
commodities (products) in larger
quantities. As against it, for the
smaller manufacturers, it becomes
necessary to procure the services of
the wholesalers and the retail traders.

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 Financial Resources of the
Company. From the financial point of
view, the stronger company needs
less middlemen
 Managerial Competence and
Experience. If some producer lacks in
the necessary managerial experience
or proficiency, he will depend more
upon the middlemen. The new
manufacturers in the beginning remain
more dependent upon the middlemen.

(Any 2 with explanation)

Q. 24 Public Relations is a broad set of CBSE Study 4 98 4
guidelines which makes use of Material
advertising, annual reports, brochures,
event sponsorships, and undertaking
social projects like helping poor and
environment to build or maintain a
favourable image with its various
publics. Thus, PR is a generic term for
a range of specialist and sophisticated
skills involved in communication with
publics through, primarily, broadcast,
published media.
Sponsorship like other marketing
activities is more than a century old. It
entered the oxford Dictionary around
1930. To sponsor something is to
support financially or in-kind an event,
activity, person, or organisation
financially or through the provision of
products or services to reach specified
business goals for commercial
advantage. A sponsor is the individual
or group that provides the support.
(2 Marks each)

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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

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