CBSE Class 12 Sample Paper 2026 Solution for Salesmanship

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CBSE | DEPARTMENT OF SKILL EDUCATION
SALESMANSHIP (SUBJECT CODE: 831)
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
Source Material Page
Unit/
Q. (NCERT/PSSCIVE no. of
QUESTION Chap Marks
No. / CBSE Study source
. No.
Material) material
Q. 1 Answer any 4 out of the given 6 questions on Employability Skills (1 x 4 = 4 marks)
i. a. Openness PSSCIVE 2 33 1
ii. a. Need for achievement CBSE Study 2 9 1
Material
iii. c. Row and Column PSSCIVE 3 41 1
iv. a. = CBSE Study 3 27 1
Material
v. Fear of failure: The fear of failure works on CBSE Study 4 43 1
the presumption that everything could go Material
wrong in the business
vi. c. Make eye contact, nod your head, and NCERT 1 4 1
provide verbal affirmations like “yes” or “I
see”.
Q. 2 Answer any 5 out of the given 7 questions (1 x 5 = 5 marks)
i. a. To effect sales. CBSE Study 1 3 1
Material
ii. Organized retailing refers to the trading CBSE Study 2 18 1
activities undertaken by licensed retailers. Material
They also pay sales tax, income tax, etc.

1

iii. b. Wedge CBSE Study 3 43 1
Material
iv. When a salesperson is externally CBSE Study 4 55 1
motivated by rewards such as pay, formal Material
recognition, awards, perks etc., it refers to
extrinsic motivation.
v. a. Straight commission . CBSE Study 4 60 1
Material
vi. Direct communicator CBSE Study 2 32 1
Great Communicator Material
Develop Report

vii. c. Performance Bonus CBSE Study 4 66 1
Material
Q. 3 Answer any 6 out of the given 7 questions (1 x 6 = 6 marks)
i. a. Product type sales organization CBSE Study 1 12 1
Material
ii. c. Sales management CBSE Study 2 32 1
Material
iii. The main motive of establishing sales CBSE Study 3 39 1
territories is to simplify the planning and Material
controlling of selling function.
iv. They are also extremely dedicated to CBSE Study 4 55 1
become top performers (the "play to win" Material
part). By displaying the passion and
intensity it takes to achieve the deal, they
try to satisfy the best interests of prospects
and clients.
v. a. Department Stores. CBSE Study 2 25 1
Material
vi. The pre-requisites essential in case of a CBSE Study 3 50 1
field sales personnel are Mobility, Material
Prioritizing by area and territory
management. (any 2)
a. Retailer CBSE Study 2 20 1
vii. Material
Q4. Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)
i b. When there is a One-man firms. CBSE Study 1 8 1
Material
ii. b. Specialty store. CBSE Study 2 24 1
Material
iii. Field salespeople are required to move out CBSE Study 3 49 1
to sell things whereas, the inside sale Material
people sell things over the phone.
iv. c. Facilitator CBSE Study 2 30 1
Material
v. a. Workload analysis CBSE Study 3 42 1
Material
vi. The biggest advantage of salary plus CBSE Study 4 62 1
incentive plans is their flexibility. Sales Material
behavior can be rewarded frequently and
specific behaviors can be reinforced or
stimulated quickly.

2

Q5. Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. b. Line CBSE Study 1 7 1
Material
ii. Hawkers & peddlers have no permanent CBSE Study 2 18 1
shops and form the major part of Material
unorganized sector.

iii. c. Both A and B CBSE Study 3 39 1
Material
iv. b. Non-financial. CBSE Study 4 66 1
Material
b. Simple. CBSE Study 1 5 1
v. Material
vi. In case of field sales representatives, CBSE Study 3 50 1
mobility is king. Field sales personnel need Material
information for customer interactions while
they are on the travel– information related
to customer names, location, and
telephone numbers should be able to be
located quickly and centrally, either by
location or name.

Q6. Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. A sales organization comprises people CBSE Study 1 3 1
working together to market product or Material
service.

ii. Non-store retailers are those who operate CBSE Study 2 21 1
through fixed point of sale outlets located Material
and designed to attract a high volume of
walk-in customers at their homes or offices
through direct selling, telemarketing and e-
commerce.

iii a. Cloverleaf. CBSE Study 3 43 1
Material
iv. d. Goal CBSE Study 4 55 1
Material
v. Reward system management involves the CBSE Study 4 58 1
selection and use of organizational Material
rewards to direct the behavior of sales
people towards the attainment of
organizational objectives.

vi. d. Fast Moving Consumer Goods. CBSE Study 1 3 1
Material

3

SECTION B: SUBJECTIVE TYPE QUESTIONS
Source Material Page
Unit/
Q. (NCERT/PSSCIVE/ no. of
QUESTION Chap. Marks
No. CBSE Study source
No.
Material) material
Answer any 3 out of the given 5 questions on Employability Skills in 20 – 30 words each (2 x 3 = 6
marks)
Q7. S: Specific - Goals should be stated in PSSCIVE 2 29 2
specific terms. Vague goals are difficult to
attain.
M: Measurable- If we do not set our goals
in measurable terms, it is difficult to assess
whether we have achieved them or not.
• A: Action-oriented - Effective goal
Setting should include action-based steps
that one will follow to achieve the goal.
R: Realistic – Goals must always be
realistically attainable.
• T: Timely - Goals must have deadlines.
But one must always set a deadline to get
the job done within a specified time limit.
Q8. To insert cells, the steps are: CBSE Study 3 21 2
1. Select the range of cells where you want Material
to insert a block of cells.
2. Select Cells option from the Insert
menu.
3. The Insert Cells dialog box appears.
4. Select the appropriate option and click
OK.
To delete cells, the steps are:
1. Select the range of cells where you want
to delete a block of cells.
2. Select Delete Cells option from the Edit
menu.
3. The Delete Cells dialog box appears.
4. Select the appropriate option and click
OK.
Q9. 1. Use non-toxic cleaning and washing CBSE Study 5 67 2
products: Using natural, non-toxic cleaning Material
products can reduce the amount of toxins
released into the environment. These
products can be made at home using
ingredients like vinegar, baking soda, and
essential oils.
2. Avoid plastic food packaging: Toxins in
plastic packaging can seep into our food
and harm our health by disrupting our
hormones and development. To reduce
the amount of toxins in our homes, we can
choose alternative packaging like glass or
paper.

4

Q10. 1. It is an economic activity done to create, PSSCIVE 4 80 2
develop and maintain a profit-oriented
organization.
2. It begins with identifying an opportunity
as a potential to sell and make profit in the
market.

Q11. Music CBSE Study 2 10 2
Books Material
Activities
Expansive Thoughts
Explain any two of the above source.

Answer any 3 out of the given 5 questions in 20 – 30 words each (2 x 3 = 6 marks)

Q12. a. Due to lack of proper sales organization CBSE Study 1 3 2
large scale production is impossible. Mass Material
production and mass sales are intertwined.
b. A properly working sales organization
reduces risk to other departments. If the
sales department works inefficiently, the
purchase and finance departments will be
at risk
Q13. ABC analysis is done to estimate sales CBSE Study 3 42 2
potential estimate of geographic area, if Material
the sales potential is high, it is categorized
as „A‟, average sales potential is
categorized as „B‟, while below average
sales potential is classified as „C‟ category.

Q14. 1. They are easy to administer. CBSE Study 4 65 2
2. It ensures stable income to salesmen, Material
thus giving him/her a sense of security.
3. It inculcates loyalty for the company in
the minds of salespeople.
4. The sales manager can exercise better
control over the sales force.
(Any two)

Q15. It is recognition. Recognition, both formal CBSE Study 4 66 2
and informal is an integral part of most Material
sales force reward systems. Informal
recognition refers to “nice job” praises and
similar admiration usually delivered in a
private conversation or correspondence
between a sales manager and a
salesperson

5

Q16. Store based retailers have a shop or store CBSE Study 2 21 2
establishment. It is different from non- Material
store retailing as in non-store retailers are
those who operate through fixed point of
sale outlets located and designed to
attract a high volume of walk-in customers
at their homes or offices through direct
selling, telemarketing and e-commerce.

Answer any 2 out of the given 3 questions in 30– 50 words each (3 x 2 = 6 marks)
Q17. The sales organization structure is affected CBSE Study 1 5 3
by various factors such as product and Material
service related factors, organization-
related factors, marketing mix-related
factors and external factors. Any three
factors can be explained.

Q18. Retail salesperson act as a facilitator for CBSE Study 2 30 3
successfully running a retail store. His Material
responsibilities are:
 Direct communicator
 Product display
 Develop report
 Product preparation
Any two of the above can be explained

Q19. The following Non compensation rewards CBSE Study 4 67 3
are discussed in the statement : - Material
1.Company Perks – Companies provide
perks to the members of a successful
sales team as “extras” add up without
spending any money. For example – free
use of a company car, subsidized gym
memberships or luxury apartments.
2. Job Security – High performing
salespeople may be assured that they
have job security in the organization.
3. Knowledge of results – A positive
feedback and attention from a boss is a
top non – financial incentive for
employees. The salesperson who is given
the sales report of his sales efforts, firm’s
progress and his contribution to that, gets
further encouraged and sets even higher
goals to achieve.

6

Answer any 3 out of the given 5 questions in 50– 80 words each (4 x 3 = 12 marks)
Q20.  Advantages of trade type sales CBSE Study 1 11 4
organization. 1. Build successful Material
customer relationships. 2.
Depending upon customer
requirements and consumer
behavior sales and market planning
can be developed. 3. Increased
customer loyalty.
 Disadvantages
1. Expensive organizations. 2.
Duplication of efforts. 3. Coordinating
and controlling sales across different
customers is difficult in large firms.
Any two of each can be explained.

Q21. Procedures for Setting up or Revising CBSE Study 3 41 4
Sales Territories In setting up or in revising Material
sales territories, there are four steps: (1)
Selecting control unit, (2) Undertaking an
Account Analysis, (3) Developing work
load analysis of sales person (4)
Combining control units into Sales
territories, (5) Adjusting for coverage
difficulty and redistricting tentative
territories. Each step will be briefly
explained

Q22. It is a Convenience store: Convenience CBSE Study 2 22 4
stores are now getting popular at fuel Material
stations where people can avail of the
regular shopping while their vehicles get
refueled. They are small outlets, which are
near residential areas to serve the needs
of the locality. Other types of stores are:
 Departmental store
 discount store
 Hypermarket
 Factory outlet
Any two of the above can be explained

Q23. ABC is following straight commission CBSE Study 4 60 4
method. In this method, a commission is Material
paid to salespeople for every sale they
close successfully. Therefore, more the
number of sales deals closed by a
salesman, higher will be his compensation.

7

This compensation plan provides strong
financial incentive to maximize
performance, but limits the control that can
be exercised by a salesperson. - The huge
direct-sales industry including companies
like Tupperware and Avon pays straight
commission. This is because the large
number of salespeople working for these
organizations makes salary-payments
impractical. - The most popular and widely-
used commission base is the “sales
volume”. On this base, a certain
percentage is paid to the salesperson,
known as the “commission rate”.

(1) Obtaining Proper Market Coverage CBSE Study 3 39 4
Q24. (2) Establishing salesperson’s job and Material
responsibilities
(3) Adding to Sales Force Morale
(4) Evaluating Sales Performance
(5) Controlling Sales force
(6) Improving customer relations

8

Study Materials
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Important Resources
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Periodic Table
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