CBSE Class 10 Marketing and Sales Question Paper 2020

H$moS> Z§.
Code No. 99
amob Z§. narjmWu H$moS >H$mo CÎma-nwpñVH$m Ho$ _wI-n¥ð
Roll No. >na Adí` {bIo§ &
Candidates must write the Code on the
title page of the answer-book.

ZmoQ> NOTE
(I) H¥$n`m Om±M H$a b| {H$ Bg àíZ-nÌ _o§ _w{ÐV (I) Please check that this question
n¥ð> 11 h¢ & paper contains 11 printed pages.

(II) àíZ-nÌ _| Xm{hZo hmW H$s Amoa {XE JE H$moS (II) Code number given on the right
>Zå~a H$mo N>mÌ CÎma-nwpñVH$m Ho$ _wI-n¥ð> na hand side of the question paper
{bI| & should be written on the title page of
the answer-book by the candidate.
(III) H¥$n`m Om±M H$a b| {H$ Bg àíZ-nÌ _| (III) Please check that this question
>39 àíZ h¢ & paper contains 39 questions.
(IV) H¥$n`m àíZ H$m CÎma {bIZm ewê$ H$aZo go (IV) Please write down the Serial
nhbo, CÎma-nwpñVH$m _| àíZ H$m H«$_m§H$ Number of the question in the
Adí` {bI| & answer-book before attempting it.
(V) Bg àíZ-nÌ H$mo n‹T>Zo Ho$ {bE 15 {_ZQ >H$m (V) 15 minute time has been allotted to
g_` {X`m J`m h¡ & àíZ-nÌ H$m {dVaU read this question paper. The
nydm©• _| 10.15 ~Oo {H$`m OmEJm & question paper will be distributed
10.15 ~Oo go 10.30 ~Oo VH$ N>mÌ Ho$db at 10.15 a.m. From 10.15 a.m. to
10.30 a.m., the students will read the
àíZ-nÌ H$mo n‹T>|Jo Am¡a Bg Ad{Y Ho$ Xm¡amZ question paper only and will not
do CÎma-nwpñVH$m na H$moB© CÎma Zht {bI|Jo & write any answer on the
answer-book during this period.

{dnUZ Am¡a {dH«$`
MARKETING AND SALES

{ZYm©[aV g_` : 2 KÊQ>o A{YH$V_ A§H$ : 50
Time allowed : 2 hours Maximum Marks : 50
.99 1 P.T.O.

gm_mÝ` {ZX}e :
{ZåZ{b{IV {ZX}em| H$mo ~hþV gmdYmZr go n{‹T>E Am¡a CZH$m g™Vr go nmbZ H$s{OE :
(a) Bg àíZ-nÌ ‘| Xmo IÊS h¢  IÊS H$ : amoOJma H$m¡eb Am¡a IÊS I : {df¶ H$m¡eb &
(b) IÊS> H$ : amoOJma H$m¡eb (10 A§H$)
(i) {XE JE 6 àíZm| ‘| go {H$Ýht 4 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 1 A§H$ H$m h¡ &
(ii) {XE JE 5 àíZm| ‘| go {H$Ýht 3 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 2 A§H$ H$m h¡ &
(c) IÊS I : {df¶ H$m¡eb (40 A§H$)
(i) {XE JE 12 àíZm| ‘| go {H$Ýht 10 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 1 A§H$ H$m h¡ &
(ii) {XE JE 6 àíZm| ‘| go {H$Ýht 4 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 2 A§H$ H$m h¡ &
(iii) {XE JE 6 àíZm| ‘| go {H$Ýht 4 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 3 A§H$ H$m h¡ &
(iv) {XE JE 4 àíZm| ‘| go {H$Ýht 2 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 5 A§H$ H$m h¡ &
(d) Bg àíZ-nÌ ‘| 39 àíZ em{‘b h¢ {OZ‘| go 27 àíZm| Ho$ CÎma XoZo h¢ &
(e) g^r àíZm| Ho$ {deof ^mJ /IÊS> H$mo ghr H«$‘ ‘| H$s{OE &
(f) A{YH$V_ g_` 2 K§Q>o h¡ &
IÊS> H$
(amoOJma H$m¡eb) (10 A§H$)
{XE JE 6 àíZm| ‘| go {H$Ýht 4 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 1 A§H$ H$m h¡ & 14=4
1. EH$ àboI H$mo ImobZo Ho$ {bE {ZåZ{b{IV _| go H$m¡Z-gm Hw§$Or Omo‹S> Cn`moJ hmoVm h¡ ? 1
(A) Ctrl + V
(B) Ctrl + M
(C) Ctrl + S
(D) Ctrl + O
2. ____________ _| gOrd VWm {ZOud XmoZm| àH$ma H$s dñVwE± gpå_{bV h¢ & 1
(A) n`m©daU
(B) ñWb_§S>b
(C) Ob_§S>b
(D) Ord_§S>b
3. {hÝXÿ Xe©Z H$s {dMmaYmam {Oggo VZmd H$_ hmoVm h¡ VWm {Og_| AmgZ VWm gm±g boZo Ho$
Aä`mgm| H$s ûm¥§Ibm hmoVr h¡, dh h¡ : 1
(A) `moJ
(B) emar[aH$ ì`m`m_
(C) gmYZm
(D) àmH¥${VH$ g¡a H$aZm
.99 2

General Instructions :
Read the following instructions very carefully and strictly follow them :
(a) This question paper consists of two sections viz. Section A : Employability
Skills and Section B : Subject Skills.
(b) Section A : Employability Skills (10 Marks)
(i) Answer any 4 questions out of the given 6 questions of 1 mark each.
(ii) Answer any 3 questions out of the given 5 questions of 2 marks each.
(c) Section B : Subject Skills (40 Marks)
(i) Answer any 10 questions out of the given 12 questions of 1 mark each.
(ii) Answer any 4 questions out of the given 6 questions of 2 marks each.
(iii) Answer any 4 questions out of the given 6 questions of 3 marks each.
(iv) Answer any 2 questions out of the given 4 questions of 5 marks each.
(d) This question paper contains 39 questions out of which 27 questions are to be
answered.
(e) All questions of a particular part/section must be attempted in the correct
order.
(f) The maximum time allowed is 2 hours.

SECTION A
(Employability Skills) (10 Marks)
Answer any 4 questions out of the given 6 questions of 1 mark each. 14=4
1. Which of the following key combination is used to open a document ? 1
(A) Ctrl + V
(B) Ctrl + M
(C) Ctrl + S
(D) Ctrl + O
2. __________ includes both, living things as well as non-living things. 1
(A) Environment
(B) Lithosphere
(C) Hydrosphere
(D) Biosphere
3. The school of Hindu philosophy that reduces stress and includes a series
of postures and breathing exercises is : 1
(A) Yoga
(B) Physical exercise
(C) Meditation
(D) Taking nature walks
.99 3 P.T.O.

4. {ZåZ{b{IV _| go H$m¡Z-gm EH$ AmË_-{dídmgr ì`{º$ H$m JwU Zht h¡ ? 1
(A) YraO
(B) à{V~ÕVm
(C) µJ¡a-H$éUm_`r
(D) CËgmhr
5. ___________ à{H«$`m h¡ {OgHo$ Ûmam dV©_mZ AWdm hmb Ho$ g_mMma, gm_mÝ` {hV H$s _X|
AWdm {d{eîQ> {df` H$m H$WoVa (Q>oŠñQ>) V¡`ma {H$`m OmVm h¡ & 1
(A) ^mfU
(B) boI {bIZm
(C) AZwÀN>oX {bIZm
(D) Cn`w©º$ _| go H$moB© Zht
6. {ZåZ{b{IV _| go H$m¡Z-gm VZmd H$maH$ EO|Q> h¡ ? 1
(A) _mZ{gH$ amoJ
(B) {dKQ>Z
(C) Iwer
(D) ì`{º$Ëd
{XE JE 5 àíZm| ‘| go {H$Ýht 3 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 2 A§H$ H$m h¡ & 23=6
7. EH$ CÚ{_Vm H$s {S>J«r go àmßV {H$E Om gH$Zo dmbr {H$Ýht Mma Zm¡H$[a`m| H$m dU©Z H$s{OE & 2
8. EH$ \$mBb AWdm \$moëS>a H$mo H¡$go hQ>m`m ({S>brQ>) Om gH$Vm h¡ ? 2
9. ñdV§Ì ê$n go H$m`© H$aZo H$s `mo½`Vm H¡$go ~‹T>mB© Om gH$Vr h¡ ? 2
10. EH$ AW©ì`dñWm h[aV AW©ì`dñWm H$~ H$hbmVr h¡ ? 2
11. g§Mma H$s Om±M-gyMr H$s Q>r.gr.Eg. ~ZmBE & 2
IÊS> I
({df¶ H$m¡eb) (40 A§H$)
{XE JE 12 àíZm| ‘| go {H$Ýht 10 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 1 A§H$ H$m h¡ & 110=10

12. {dnUZ Ho$ {H$g VarHo$ Ho$ Ûmam EH$ \$_© ~mµOma _| CnbãY {H$gr dñVw Ho$ {df` _| J«mhH$m|
H$mo gy{MV H$aVr h¡ ? 1
(A) {dnUZ
(B) g§~§Y ~ZmZm
(C) g§Mma
(D) Cn`w©º$ _| go H$moB© Zht
.99 4

4. Which of the following is not a quality of a confident person ? 1
(A) Patience
(B) Commitment
(C) Uncompassionate
(D) Passionate

5. __________ is the process of creating a non-fiction text about current or
recent news, items of general interest or specific topics. 1
(A) Speech
(B) Article writing
(C) Paragraph writing
(D) None of the above

6. Which of the following is a stress causing agent ? 1
(A) Mental illness
(B) Disintegration
(C) Happiness
(D) Personality

Answer any 3 questions out of the given 5 questions of 2 marks each. 23=6

7. Describe any four jobs that you can get with an entrepreneurship degree. 2

8. How can a file or folder be deleted ? 2

9. How can the ability to work independently be enhanced ? 2

10. When is an economy called a green economy ? 2

11. Enlist the TCS of Communication checklist. 2
SECTION B
(Subject Skills) (40 Marks)

Answer any 10 questions out of the given 12 questions of 1 mark each. 110=10

12. Through which mode of marketing is the firm able to inform the target
customers regarding the availability of the product in the market ? 1
(A) Marketing
(B) Relationship building
(C) Communication
(D) None of the above

.99 5 P.T.O.

13. ì`mdgm{`H$ g§~§Y {OZ_| H«o$VmAm| VWm {dH«o$VmAm| Ho$ _Ü` ~hþV-go boZXoZ gpå_{bV hmoVo h¢
VWm Omo ~hþV dfm] VH$ ahVo h¢, H$hbmVo h¢ : 1
(A) {H«$`mË_H$ g§~§Y
(B) boZXoZ g§~§{YV g§~§Y
(C) H$_©Mm[a`m| VWm _mb H$s ì`dñWm g§~§{YV g§~§Y
(D) Cn`w©º$ _| go H$moB© Zht
14. {ZåZ{b{IV _| go {dH«$` AmOr{dH$m H$m CƒÎm_ ñVa H$m¡Z-gm h¡ ? 1
(A) H$m`©joÌ {dH«$` à~§YH$
(B) joÌr` {dH«$` à~§YH$
(C) OmoZb {dH«$` à~§YH$
(D) amîQ´>r` {dH«$` à~§YH$
15. __________ H$mo n[a^m{fV {H$`m Om gH$Vm h¡ VWm _mnm Om gH$Vm h¡, A{YJ_ VWm
Aä`mg Ho$ Ûmam àmßV {H$`m VWm `h H$m`© {d{eîQ> hmoVm h¡ & 1
(A) hmS>© H$m¡eb
(B) gm°âQ> H$m¡eb
(C) g§Mma H$m¡eb
(D) Cn`w©º$ _| go H$moB© Zht
16. EH$ à^mdr àñVw{V V¡`ma H$aZo Ho$ {bE, Bgo hmoZm Mm{hE : 1
(A) O{Q>b
(B) gab
(C) {df_ ê$n
(D) Cn`w©º$ _| go H$moB© Zht
17. {ZåZ{b{IV _| go H$m¡Z-gm EH$ àXe©Z H$m ê$n Zht h¡ ? 1
(A) ñbmBS²>g
(B) {MÌ
(C) hmW {_bmZm
(D) à_mU-nÌ
18. ^maVr` {dkmnZ Xþ{Z`m _| EH$ AbJ N>{d ~ZmZo Ho$ {bE {d{^Þ {M•m| `m CXmhaUm| H$m
Cn`moJ {H$`m OmVm h¡ & `h {deof ê$n go ghm`H$ hmoVm h¡ `{X AmnH$m lmoVmJU h¡ : 1
(A) A{e{jV
(B) Ñ{îQ>hrZ
(C) {e{jV
(D) ~ham VWm Jy§Jm
.99 6

13. Business relationships that involve many transactions between buyers
and sellers and last for many years are called : 1
(A) Functional relationships
(B) Transactional relationships
(C) Logistical relationships
(D) None of the above

14. Out of the following, which is the highest level in a selling career ? 1
(A) Field Sales Manager
(B) Area Sales Manager
(C) Zonal Sales Manager
(D) National Sales Manager

15. ___________ can be defined and measured, acquired through learning and
practice and are task-specific. 1
(A) Hard skills
(B) Soft skills
(C) Communication skills
(D) None of the above
16. To make an effective presentation, it should be : 1
(A) Complex
(B) Simple
(C) Heterogeneous
(D) All of the above
17. Which out of the following is not a form of demonstration ? 1
(A) Slides
(B) Figures
(C) A handshake
(D) Testimonials
18. Various symbols or illustrations are used to create a distinctive image in
Indian advertising. This is especially helpful in case your target audience
is : 1
(A) Illiterate
(B) Visually impaired
(C) Literate
(D) Deaf and dumb

.99 7 P.T.O.

19. {ZåZ{b{IV _| go H$m¡Z-gm à^mdr dJuH$aU ({d^mOZ) H$s EH$ Amdí`H$Vm Zht h¡ ? 1
(A) gwb^
(B) {_Vì``r
(C) _mnZr`
(D) H$m\$s ~‹S>m
20. EH$ àH$meH$ {dXoem| _| AnZr nhþ±M (ZE J«mhH$) ~ZmZm MmhVm h¡ & CgHo$ {bE
{ZåZ{b{IV _| go àdV©Z H$m H$m¡Z-gm g~go H$_ bmJV dmbm ({_Ëì``r) àH$ma hmoJm ? 1
(A) {dH«$` àdV©Z
(B) ao{S>`mo {dkmnZ
(C) Am°ZbmBZ {dkmnZ
(D) g_mMma-nÌ {dkmnZ

21. ____________ {dnUZ {_l _| hmoVo h¢, CËnmX, _yë`, ñWmZ VWm àdV©Z Am¡a Bgo _w»`V:
_yV© dñVwAm| Ho$ {bE Cn`moJ {H$`m OmVm h¡ & 1
(A) godm
(B) dñVw
(C) XmoZm| (A) VWm (B)
(D) Cnamoº$ H$moB© Zht

22. àË`j _ob AmS>©a CXmhaU h¢ : 1
(A) AàË`j {dVaU
(B) VrZ-ñVar` {dVaU _mÜ`_
(C) àË`j {dVaU
(D) Cnamoº$ H$moB© Zht
23. EH$ Xoe H$s OZg§»`m H$s g§aMZm (g§KQ>Z) H$m Š`m AW© h¡ ? 1
(A) _Zmod¥ÎmnaH$ {d^mOrH$aU
(B) OZgm§p»`H$s` {d^mOrH$aU
(C) b¢{JH$ {d^mOrH$aU
(D) Cnamoº$ H$moB© Zht

.99 8

19. Which of the following is not a requirement for effective segmentation ? 1
(A) Accessible
(B) Economical
(C) Measurable
(D) Large enough

20. A publisher wants to reach new customers overseas. Which would be the
most cost-effective form of promotion ? 1
(A) Sales promotion
(B) Radio advertisement
(C) Online advertisement
(D) Newspaper advertisement

21. ____________ marketing mix comprises of product, price, place and
promotion, and is used mainly for tangible goods. 1
(A) Service
(B) Product
(C) Both (A) and (B)
(D) None of the above

22. Direct mail orders are the examples of : 1
(A) Indirect distribution
(B) Three-levels of channels of distribution
(C) Direct distribution
(D) None of the above

23. What does the composition of human population of a country mean ? 1
(A) Psychographic segmentation
(B) Demographic segmentation
(C) Gender segmentation
(D) None of the above

.99 9 P.T.O.

{XE JE 6 àíZm| ‘| go {H$Ýht 4 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 2 A§H$ H$m h¡ & 24=8

24. ‘CËnmX’ H$mo g_PmBE & 2

25. ~mµOma {d^mOZ AdYmaUm H$mo g_PmBE & 2

26. {dVaU Ho$ CZ _mÜ`_m| H$mo g_PmBE {OZ_| _Ü`ñW gpå_{bV hmoVo h¢ & 2

27. {dH«$` à{H«$`m AdbmoH$Z Ho$ àW_ Mma MaUm| H$m dU©Z H$s{OE & 2

28. dm{f©H$ aIaImd AZw~§Y H$m Š`m AW© h¡ ? 2

29. ghr àH$ma Ho$ g§Mma Ho$ CÔoí`m| H$m dU©Z H$s{OE & 2

{XE JE 6 àíZm| ‘| go {H$Ýht 4 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 3 A§H$ H$m h¡ & 34=12

30. {dnUZ {_l Ho$ 3 {dñVmaH$ ‘nr’ h¢ & CZHo$ Zm_ Xr{OE VWm CÝh| g_PmBE & 3

31. ~mµOma Ho$ CZ Xmo dJm} H$s {ddoMZm H$s{OE {OZHo$ {bE àmW{_H$Vm na dJuH$aU ({d^mOZ)
{H$`m OmVm h¡ & 3

32. {dnUZ {_l Ho$ _hÎd H$s {ddoMZm H$s{OE & 3

33. Amn EH$ {dH«o$Vm h¡ & AmnH$m à{V`moJr H$_ _yë` na Amn O¡gr dñVwE± ~oM ahm h¡ & Bg
pñW{V go Amn H¡$go {ZnQ>|Jo ? 3

34. EH$ g§^mdr H$mo AÀN>m g§^mdr H$~ _mZm Om gH$Vm h¡ ? 3

35. {Z`w{º$ go nyd© EH$ {dH«o$Vm Ho$ ^mdZmË_H$ JwUH$ H$mo Š`m| Om±Mm OmVm h¡ ? 3

{XE JE 4 àíZm| ‘| go {H$Ýht 2 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 5 A§H$ H$m h¡ & 52=10

36. bmoH${à` _yë`{ZYm©aU VH$ZrH$m| H$mo g_PmBE & 5

37. AnZo H$m`© _| g\$b hmoZo Ho$ {bE EH$ {dH«o$Vm Ho$ Amdí`H$ H$m¡ebm| H$m dU©Z H$s{OE & 5

38. ‘pñW{V-{ZYm©aU’ (nmo{µOpíZ¨J) H$s {d{^Þ aUZr{V`m| H$mo g_PmBE & 5

39. {ZåZ{b{IV g§~§{YV Amn{Îm`m| H$s {ddoMZm H$s{OE : 5

(a) Q>mb-_Q>mob
(b) JwßV Amn{Îm`m±
.99 10

Answer any 4 questions out of the given 6 questions of 2 marks each. 24=8

24. Explain ‘Product’. 2

25. Explain the concept of market segmentation. 2

26. Explain the channels of distribution which involve middlemen. 2

27. Describe the first four steps in sales process overview. 2

28. What is meant by Annual Maintenance Contract ? 2

29. Describe the objectives of right kind of communication. 2

Answer any 4 questions out of the given 6 questions of 3 marks each. 34=12

30. There are three extended ‘Ps’ of marketing mix. Name and explain them. 3

31. Discuss two broad categories of the markets for which segmentation has
to be done primarily. 3

32. Discuss the importance of marketing mix. 3

33. You are a salesman. Your competitor is selling the same goods at a lower
price. How will you handle this situation ? 3

34. When can a prospect be considered as a good prospect ? 3

35. Why is it important to access the emotional quotient of a salesman before
appointing him ? 3

Answer any 2 questions out of the given 4 questions of 5 marks each. 52=10

36. Explain the popular pricing techniques. 5

37. Discuss the various skills required by a salesman to be successful in his
job. 5

38. Explain the various strategies related to ‘positioning’. 5

39. Discuss the objections related to the following : 5
(a) Procrastinating
(b) Concealed objections

.99 11 P.T.O.