CBSE Class 10 Question Paper 2026 Solution Marketing & Sales

FOR CBSE CLASS 10 EXAM PREPARATION

CBSE Class 10 2026
Question Paper
Solution · Marketing,
Sales
EXAM YEAR TYPE SUBJECT

CBSE Class 10 2026 Question Paper Solution Marketing, Sales

Notes · Sample Papers · Previous Year Papers · Mock Tests

m
m .co

m .co s e m
se g l a
Marking Scheme a
Strictly Confidential
(For Internal and Restricted use only)
Secondary School Examination, 2026 (Xth)
SUBJECT NAME : Marketing and Sales (Q.P. CODE /Set No. 412/99)

General Instructions: -
1 You are aware that evaluation is the most important process in the actual and correct m
m
assessment of the candidates. A small mistake in evaluation may lead to serious
.co
.co
problems which may affect the future of the candidates, education system and
s e m
em
teaching profession. To avoid mistakes, it is requested that before starting evaluation,

s
you must read and understand the spot evaluation guidelines carefully.
l a
l apolicy is a confidential policy as it is related to the confidentiality ag
2
of the ag
“Evaluation
examinations conducted, evaluation done and several other aspects. Its
leakage to public in any manner could lead to derailment of the examination
system and affect the life and future of millions of candidates. Sharing this
policy/document to anyone, publishing in any magazine and printing in
Newspaper/Website, etc. may invite action under various rules of the Board and
IPC.”
3 Evaluation is to be done as per instructions provided in the Marking Scheme. It should
not be done according to one’s own interpretation or any other consideration. Marking
Scheme should be strictly adhered to and religiously followed. However, while
m
evaluating, answers which are based on latest information or knowledge and/or

m .co
are innovative, they may be assessed for their correctness otherwise and due
marks be awarded to them. In Class-X, while evaluating two competency-based
s e
questions, please try to understand given answer and even if reply is not from
la
marking scheme but correct competency is enumerated by the candidate, due
g
4
marks should be awarded.
a
The Marking scheme carries only suggested value points for the answers.
These are in the nature of Guidelines only and do not constitute the complete answer.
The students can have their own expression and if the expression is correct, the due
marks should be awarded accordingly.
5 The Head-Examiner must go through the first five answer books evaluated by each
evaluator on the first day, to ensure that evaluation has been carried out as per the
instructions given in the Marking Scheme. If there is any variation, the same should
be zero after deliberation and discussion. The remaining answer books meant for
evaluation shall be given only after ensuring that there is no significant variation in the
m
m
marking of individual evaluators.
.co
.co m
6 Evaluators will mark ( √ ) wherever answer is correct. For wrong answer CROSS ‘X’
s e
em
be marked. Evaluators will not put right (✓) while evaluating which gives an

s l a
impression that answer is correct and no marks are awarded. This is most common
g
g la 7 If a question has parts, please award marks on the right-hand aside for each part.
mistake which evaluators are committing.

a Marks awarded for different parts of the question should then be totaled up and written
in the left-hand margin and encircled. This may be followed strictly.
8 If a question does not have any parts, marks must be awarded in the left-hand margin
and encircled. This may also be followed strictly.
9 If a student has attempted an extra question, answer of the question deserving more
marks should be retained and the other answer scored out with a note “Extra
Question”.

m .
.co s e m
MS-Marketing and Sales/412/99
s em 1 M990412
l a
g la ag
a For more Question Papers, Sample Papers, Notes & Syllabus visit Page 1 of 7

10 No marks to be deducted for the cumulative effect of an error. It should be penalized
only once.
11 A full scale of marks __________ (example 0 to 80/70/60/50/40/30 marks as given in
Question Paper) has to be used. Please do not hesitate to award full marks if the
answer deserves it.
12 Every examiner has to necessarily do evaluation work for full working hours i.e., 8
hours every day and evaluate 20 answer books per day in main subjects and 25
answer books per day in other subjects (Details are given in Spot Guidelines).This is
in view of the reduced syllabus and number of questions in question paper.
13 Ensure that you do not make the following common types of errors committed by the
Examiner in the past :-
Leaving answer or part thereof unassessed in an answer book.
Giving more marks for an answer than assigned to it.
Wrong totaling of marks awarded on an answer.
Wrong transfer of marks from the inside pages of the answer book to the title
page.
Wrong question wise totaling on the title page.
Wrong totaling of marks of the two columns on the title page.
Wrong grand total.
Marks in words and figures not tallying/not same.
Wrong transfer of marks from the answer book to online award list.
Answers marked as correct, but marks not awarded. (Ensure that the right tick
mark is correctly and clearly indicated. It should merely be a line. Same is with
the X for incorrect answer.)
Half or a part of answer marked correct and the rest as wrong, but no marks
awarded.
14 While evaluating the answer books if the answer is found to be totally incorrect, it
should be marked as cross (X) and awarded zero (0) Marks.
15 Any unassessed portion, non-carrying over of marks to the title page, or totaling error
detected by the candidate shall damage the prestige of all the personnel engaged in
the evaluation work as also of the Board. Hence, in order to uphold the prestige of all
concerned, it is again reiterated that the instructions be followed meticulously and
judiciously.
16 The Examiners should acquaint themselves with the guidelines given in the
“Guidelines for Spot Evaluation” before starting the actual evaluation.
17 Every Examiner shall also ensure that all the answers are evaluated, marks carried
over to the title page, correctly totaled and written in figures and words.
18 The candidates are entitled to obtain photocopy of the Answer Book on request on
payment of the prescribed processing fee. All Examiners/Additional Head
Examiners/Head Examiners are once again reminded that they must ensure that
evaluation is carried out strictly as per value points for each answer as given in the
Marking Scheme.





2


MS-Marketing and Sales/412/99 M990412







For more Question Papers, Sample Papers, Notes & Syllabus visit Page 2 of 7

m
m .co

m .co s em
se MARKING SCHEME gl
a
a
MARKETING AND SALES (Subject Code-412)
(PAPER CODE: 99) (M990412)
SET- 4

Q.N. EXPECTED OUTCOMES/VALUE POINTS Unit Pg.No Marks
SECTION – A 24
(Objective Type Questions) Marks
m
.co
1. Answer any 4 out of the given 6 questions on Employability 4x1=4
m
.co
skills.
(i) (A) Feedback U-1 P-4 1 e m
(ii) (D) e m
To promote personal growth and decision making U-2 P-43
l
1 as
(iii)
l as
(C) Worrying about stressors U-2 P-42 ag 1
(iv)ag (C) Temporary files U-3 P-77 1
(v) (A) Innovation U-4 P-93 1
(vi) (B) Environmental degradation U-5 P-105 1

2. Answer any 5 out of the given 6 questions. 5x1=5
(i) (C) Profit U-1 1
(ii) (D) Understanding the consumers’ needs/wants U-1 1
(iii) (C) A need or desire for the product
m U-3 1
(iv) (D) Identifying the prospects
m .co U-3 1
(v) (A) Market researcher
s e U-5

la
OR
(C) Account manager
ag
(There is ambiguity in the options given.)

(Reason- An account manager is responsible for managing
relationships with existing clients and creating new accounts-
customers, However the child might have related the term Account
Manager as a career in Accounting, not in Selling. So marks may be
awarded in this case)
(vi) (C) Technical knowledge about the product U-5 1
m
3.
c. o
mAnswer any 5 out of the given 6 questions. .co 5x1=5

m
(i) (B) Packaging
seU-2m
U-1 1

s e (ii) (B) Choosing the specific group of consumers to serve
g la U-3 1

g la (iii) (C) Setting the price a 1
a (iv) (D) Managing a team of sales representatives U-4 1
(v) (B) Interpersonal communication U-4 1
(vi) (D) Building relationships with customers U-5 1

4. Answer any 5 out of the given 6 questions. 5x1=5
(i) The etiquette of business is set of written and unwritten rules U-5 P-93 1
of conduct that make social interactions run more smoothly.
(B) To create a marketing mix that satisfies the target market U-2 1
om
(ii)

m .
(iii)
.c
(A) Identifying potential customers who are most likely to U-3 1
s e
em
MS-Marketing and Sales/412/99
s
3 M990412
l a
g la ag
a For more Question Papers, Sample Papers, Notes & Syllabus visit Page 3 of 7

buy
(iv) (A) Manufacturing U-4 1
(v) (C) Identify needs and preference of buyers U-5 1
(vi) (D) Persuasion U-3 1

5. Answer any 5 out of the given 6 questions. 5x1=5
(i) (A) Increases the number of prospects contacted U-5 1
(ii) (A) Secure favourable terms for both parties U-5 1
(iii) (C) Maintaining up-to-date product knowledge U-4 1
(iv) (D) Sales representative U-4 1
(v) (D) Convince the prospect to make a purchase U-3 1
(vi) (B) Completing the transaction with the customer U-3 1
SECTION – B 26
(Subjective Type Questions) Marks
Answer any 3 out of the given 5 questions on Employability 3x2=6
skills. Answer each question in 20 – 30 words.
6. Linguistic Barriers : U-1 P-21 2
The inability to communicate using a language is known as language
barrier to communication. They are the most common barriers,
which cause misunderstandings and misinterpretations between
people.
7. Steps : U-2 P-44 2
1. Understand your emotions - observe your behaviour and note
the things you need to work on.
2. Rationalise - Not to take decision abruptly.
3. Practise - Do meditation & yoga to keep yourself calm.
(Full marks to given only if the entire process is explained)
8. (a) Sometimes we get mails from companies who are U-3 P-77 1
advertising a product or trying to attract customers to
their website. Such mails are called SPAM.
1
(b) We should never respond to SPAM and delete it on regular
basis.
9. (i) Every business needs to be unique and special. U-4 P-94 2
(ii) A person needs a lot of money to start a business. to 98
(iii) Person having a big business is an entrepreneur.
(iv) Entrepreneurs are born not made.
(Any 2 points)
10. 1. Save energy by switching off lights and fans when not in U-5 P-111 2
use.
2. Use natural light as much as possible.
3. Use energy efficient lights (LED bulbs) and appliances.
(Any two points & other relevant/similar points may be awarded
marks)
Answer any 4 out of the given 6 questions in 20 – 30 words each. 4x2=8
11. Penetration pricing is when a firm brings out a new product into a U-1 P-11 2
new or existing market, it may feel that it needs to make quick sales
MS-Marketing and Sales/412/99 4 M990412

For more Question Papers, Sample Papers, Notes & Syllabus visit Page 4 of 7

m
m .co

m .co s e m
se
in order to establish itself and to make it possible to produce larger
quantities. It may start at offering the product at a lower price and g l a
once the product has penetrated well in the market the prices are a
increased.
12. (1) Segment should be measurable U-2 P-29 2
(2) The segment should be accessible
(3) The segment should be substantial or large
(4) The segment should be feasible
m
.co
(5) The segment should be different

o
(Explain any 2 points) m m
Prospects canm
. c 2 s
e
13.
s emight become your customers. A prospect can be an
also be called potential customers. This means U-3 P- 44
g l a
g a
persons who
l or an institution.
individual a
14.
a
The purpose of a presentation is to convince the customer to buy the U-3 P- 49 2
product. In order for a presentation to be good, following points
should be kept in mind :
- It should be simple
- It should be convincing
- It should be made according to customer’s perspective
- It should be eye catchy and involving
o m
c
- It should be in the language the customer can.easily understand.

s
- It should give a solution to the problem em being faced by the
customer.
g la
(Any 2 points) a
15. It means knowledge about the marketplace. The knowledge about U-4 P- 65 2
both urban and rural markets is very essential for a successful
salesman. A sales man should explore different market segments,
existing and perspective buyers, their needs and preferences, their
purchasing power and their buying behaviour.
16. Emotional Control- Ability to keep emotions in check during U-5 P- 88 2
negotiations. (1 mark)
mImportance- At times a salesman can be frustrated but he has to m.c om
. o
c control his emotions during meetings to avoid unfavourable results. se
s em (1 mark) g l a
la a
ag
Answer any 3 out of the given 5 questions in 50 – 80 words each 3x4=12
17. Every business organization has to determine its marketing mix for U-1 P-6&7 4
the satisfaction of needs of the customers. Marketing mix represents
a blending of all four elements namely product, price, promotion
and place.
It helps in pursuing consumer oriented marketing as it serves
as a direct link between the organization and its customers.
It helps in increasing the sales and earning higher profits.
m .
.co
It gives consideration to various elements of the market
e m
em
MS-Marketing and Sales/412/99 5 M990412
l as
las ag
ag For more Question Papers, Sample Papers, Notes & Syllabus visit Page 5 of 7




system.
There is a balanced relation between these elements.
Marketing mix facilitates meeting the requirement of
different types of customers. Product design, pricing,
promotion and distribution will depend upon the needs and
purchasing power of the customers.
Marketing mix signifies that its four elements are closely
inter-related. Decisions or changes in one element usually
affect decisions or changes in the other.
(Any 4 points) (1x4=4)
18. Positioning the product means pitching the product or creating a place U-2 P- 4
for one’s product in the market in relation to competitor’s product. For 34&35
attaining a place, the firm has to highlight certain features of its products
which make it unique or different from competitor’s product.
(1mark)
Strategies :
(1) On basis of product characteristics or customer benefits
(2) On the basis of price
(3) On the basis of quality
(4) On the basis of user
(5) On the basis of symbols or illustrations
(6) On the basis of different product class
(3 marks for explaining any 3 strategies)
19. Processes are a five step procedure to conclude a sale : U-3 P- 43 4
(1) PROSPECTING : A sales person has to find a new set of
customers on a continuous basis. Thus the first step is to find
prospects who will buy the product.
(2) QUALIFYING : After collecting the database of prospective
customers the sales person must find out which buyers
would buy the product.
(3) PLACING PRESENTATION : Based on the information
collected during customer research the salesperson tries to
plan a presentation to convince customers.
(4) OBJECTIONS AND HANDLING OBJECTIONS : Solving
of queries which a prospective customer might have
during presentation.
(5) CLOSING THE SALE : Includes actions and
communications after dealing with objections.
(Full marks to be awarded only if the entire process is explained)
20. After sales service refers to various processes which make sure that U-4 P-72 4
customers are satisfied with the products and services of the
organization. It means that sold products and services meet or
surpass the expectations of the customers.
By demonstrating care about his customers, a salesman builds a
good relationship with the customers which can bring them back.




MS-Marketing and Sales/412/99 6 M990412

For more Question Papers, Sample Papers, Notes & Syllabus visit Page 6 of 7

m
m .co

m .co s em
se la
After sales service includes plans of a follow up call or a visit by the
salesman to ensure everything went well. g
Any problem or complaint should be handled promptly toa leave the
customers satisfied.

21. The term business ethics refer to a system of moral principles and U-5 P-95 4
rules of conduct applied in business. In basic words, business ethics
should be conducted according to certain self-recognized moral
standards. A sales person is always bound by certain ethical
principles and rules of conduct which reflects its responsibility,
authority and dignity. Some examples of Business ethics are: m
m .co
.co
(1) Being fair in business dealings
e m
(2) Knowingly not harming the other party
em l as
(3) s
Reasonable and fair price of the product
la resorting to holding, black marketing etc ag
(4)
agNot
Importance:
If everyone in business follows business ethics everyone of them
would be benefitted and the image of the business community shall
improve in the eyes of public.
(2+2=4 marks)

-oOo-

m
m .co
s e
g la
a

m
m .co
m .co s e m
s e g l a
g la a
a

m .
.co s e m
em
MS-Marketing and Sales/412/99
s
7 M990412
l a
g la ag
a For more Question Papers, Sample Papers, Notes & Syllabus visit Page 7 of 7