CBSE Class 12 Salesmanship Question Paper 2019

SET-4
Series BVM H$moS> Z§.
Code No. 308
amob Z§. narjmWu H$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.

 H¥$n`m Om±M H$a b| {H$ Bg àíZ-nÌ _o§ _w{ÐV n¥ð> 8 h¢ &
 àíZ-nÌ _| Xm{hZo hmW H$s Amoa {XE JE H$moS >Zå~a H$mo N>mÌ CÎma -nwpñVH$m Ho$ _wI-n¥>ð> na
{bI| &
 H¥$n`m Om±M H$a b| {H$ Bg àíZ-nÌ _| >33 àíZ h¢ &
 H¥$n`m àíZ H$m CÎma {bIZm ewê$ H$aZo go nhbo, àíZ H$m H«$_m§H$ Adí` {bI| &
 Bg àíZ-nÌ H$mo n‹T>Zo Ho$ {bE 15 {_ZQ >H$m g_` {X`m J`m h¡ & àíZ-nÌ H$m {dVaU nydm©•
_| 10.15 ~Oo {H$`m OmEJm & 10.15 ~Oo go 10.30 ~Oo VH$ N>mÌ Ho$db àíZ-nÌ H$mo n‹T>|Jo
Am¡a Bg Ad{Y Ho$ Xm¡amZ do CÎma-nwpñVH$m na H$moB© CÎma Zht {bI|Jo &
 Please check that this question paper contains 8 printed pages.
 Code number given on the right hand side of the question paper should be
written on the title page of the answer-book by the candidate.
 Please check that this question paper contains 33 questions.
 Please write down the Serial Number of the question before
attempting it.
 15 minute time has been allotted to read this question paper. The question
paper will be distributed at 10.15 a.m. From 10.15 a.m. to 10.30 a.m., the
students will read the question paper only and will not write any answer on
the answer-book during this period.

{dH«$` H$bm
SALESMANSHIP
{ZYm©[aV g_` : 3 KÊQ>o A{YH$V_ A§H$ : 60
Time allowed : 3 hours Maximum Marks : 60

308 1 P.T.O.

gm_mÝ` {ZX}e :
(i) Bg àíZ-nÌ _| 33 àíZ em{_b h¡ {Og_| go Aä`Wu H$mo {g\©$ 25 àíZ H$aZo H$s µOê$aV
h¡ &
(ii) àíZ-nÌ Xmo IÊS>m| _| {d^m{OV h¡ &
IÊS> A
 ~hþ{dH$ënr` àíZ /[aº ñWmZ ^[aE /grYo àíZ : Hw$b 12 àíZ em{_b h¢ Omo
1 – 1 A§H$ Ho$ h¢ & BZ_| go {H$Ýht 10 àíZm| Ho$ CÎma Xr{OE &

 A{V bKw CÎmar` àíZ : BZ_| Hw$b 7 àíZ em{_b h¢, àË`oH$ 2 A§H$ Ho$ h¢ & BZ_| go
{H$Ýht 5 àíZm| Ho$ CÎma Xr{OE &
 bKw CÎmar` àíZ : BZ_| Hw$b 7 àíZ em{_b h¢, àË`oH$ 3 A§H$ Ho$ h¢ & BZ_| go
{H$Ýht 5 àíZm| Ho$ CÎma Xr{OE &
IÊS> ~
XrK© CÎmar` /{Z~ÝYmË_H$ àíZ : BZ_| Hw$b 7 àíZ em{_b h¢, àË`oH$ 5 A§H$ Ho$ h¢ & BZ_|
go {H$Ýht 5 àíZm| Ho$ CÎma Xr{OE &
General Instructions :

(i) This question paper contains 33 questions out of which the candidate
needs to attempt only 25 questions.

(ii) Question paper is divided into two sections.

SECTION A
 Multiple choice questions / Fill in the blanks/Direct questions :
contains total 12 questions of 1 mark each. Answer any 10 questions.
 Very short answer type questions : contains total 7 questions of
2 marks each. Answer any 5 questions.
 Short answer type questions : contains total 7 questions of 3 marks
each. Answer any 5 questions.

SECTION B
Long answer / Essay type questions : contains total 7 questions of 5 marks
each. Answer any 5 questions.

308 2

IÊS> A$
SECTION A
{H$Ýht Xg àíZm| Ho$ CÎma Xr{OE & 110=10
Attempt any ten questions.

1. \w$Q>H$a _|, AmXoe H$m AmH$ma N>moQ>m naÝVw ___________ hmoVm h¡ &
(H$) {Z`{_V (I) g§JV
(J) A{Z`{_V (K) AË`{YH$
In Retail, order sizes tend to be small but
(a) Regular (b) Consistent
(c) Occasional (d) Many

2. EH$ \«|$MmBµOr, \«|$MmBµOa Ho$ CËnmXm| H$m {dH«$` ___________ H$aVm h¡ &
(H$) {Z`{_V ê$n go (I) AZÝ` ê$n go
(J) H$^r-H$^r (K) WmoH$ ê$n go
A franchisee sells a franchiser’s products
(a) Regularly (b) Exclusively
(c) Occasionally (d) Wholesale

3. {dH«$` à{V`mo{JVmE± ___________ A{^àoaUm àmoJ«m_ h¢ &
(H$) XrKm©d{Y (I) _Ü`md{Y
(J) Aënmd{Y (K) Cn`w©º$ g^r
Sales Contests are __________ incentive programmes.
(a) Long term (b) Medium term
(c) Short term (d) All of the above

4. {dH«$` ~b H$m H$m`© {ddaU H$WZ ___________ Ho$ {bE Cn`moJr h¡ &
(H$) ^Vu à{H«$`m
(I) M`Z à{H«$`m
(J) {dH«$` à{ejU
(K) {dH«$`H$Vm©Am| Ho$ _yë`m§H$Z
(L>) Cn`w©º$ g^r
Job description statement of salesforce is useful for
(a) Recruitment Process
(b) Selection Process
(c) Sales Training
(d) Evaluation of Salespeople
(e) All of the above

308 3 P.T.O.

5. aoIm {dH«$` g§JR>Z g§aMZm g~go A{YH$ __________ Ho$ {bE C{MV h¡ &
(H$) N>moQ>o AmH$ma Ho$ g§JR>Zm| (I) _Ü` AmH$ma Ho$ g§JR>Zm|
(J) ~‹S>o AmH$ma Ho$ g§JR>Zm| (K) Cn`w©º$ _| go H$moB© Zht
Line sales organization structure is most suitable for
(a) Small size organizations (b) Medium size organizations
(c) Large size organizations (d) None of the above

6. Cn^moº$m H$s OrdZ-e¡br _| __________ Ho$ H$maU n[adV©Z hmo ahm h¡ &
(H$) Amdm-Omhr (J{VerbVm) ~‹T>Zo
(I) à`moÁ` Am` _| ~‹T>moVar
(J) _r{S>`m Iwbmgm
(K) A§Vam©îQ´>r` ì`dgm` Ho$ ~‹T>Zo
(L>) Cn`w©º$ g^r
The lifestyle of consumer is changing due to
(a) Increase in mobility
(b) Increase in disposable income
(c) Media exposure
(d) Increase in international business
(e) All of the above

7. ñZ¡nS>rb __________ _| ñWm{nV EH$ B©-H$m°_g© H$ånZr h¡ &
(H$) `y.Eg.E. (I) `y.Ho$.
(J) O_©Zr (K) ^maV
Snapdeal is an E-commerce company based in
(a) U.S.A. (b) U.K.
(c) Germany (d) India
8. à^mdr joÌ {S>µOmBZ VWm {dH«$`H$Vm©Am| H$mo joÌm| H$m Am~§Q>Z H$m n[aUm_ hmoVm h¡
(H$) {dH«$` ~b Ho$ {ZînmXZ _| gwYma
(I) H$ånZr {ZînmXZ _| gwYma
(J) (H$) VWm (I) XmoZm|
(K) Cn`w©º$ _| go H$moB© Zht
Effective territory design and allocation of salespeople to territories
results in
(a) Improved salesforce performance
(b) Improved company performance
(c) Both (a) and (b)
(d) None of the above

308 4

9. Hw$N> gm_mÝ` ê$n go Cn`moJ {H$E OmZo dmbo AZw_mJ©U VarHo$ h¢, grYr aoIm, {M{~S²>S>r
(hm°nñH$m°M), Šbmodabr\$ VWm {ZåZ{b{IV _| go EH$ :
(H$) Am`VmH$ma (I) dJm©H$ma
(J) d¥ÎmmH$ma (K) fS²>^wOmH$ma
Some of the commonly used routing patterns are straight line, hopscotch,
cloverleaf and one of the following :
(a) Rectangular (b) Square
(c) Circular (d) Hexagonal

10. {dH«$` H$moQ>m __________ Ho$ {bE Cn`wº$ Zht h¢ &
(H$) H«o$Vm ~mµOma (I) {dH«o$Vm ~mµOma
(J) à{V`moJr ~mµOma (K) Cn`w©º$ _| go H$moB© Zht
Sales quotas are not suitable in
(a) Buyers market (b) Sellers market
(c) Competitive market (d) None of the above

11. à^mdr nm[al{_H$ `moOZm V¡`ma H$aZo H$m àW_ MaU h¡
(H$) {d{eîQ> CÔoí`m| H$m {ZYm©aU
(I) dV©_mZ H$m`© {ddaU H$m _yë`m§H$Z
(J) doVZ AWdm nm[al{_H$ Ho$ ñVam| H$m {ZU©`
(K) AàË`j doVZ `moOZm H$m {ZU©`
The first step in designing an effective compensation plan is
(a) Set up specific objectives
(b) Examine the existing job descriptions
(c) Decide levels of pay or compensation
(d) Decide indirect payment plan

12. {dH«$`H$Vm©Am| H$mo ào[aV H$aZm __________ Ho$ H$maU _hÎdnyU© h¡ &
(H$) {dnUZ n`m©daU _| n[adV©Zm|
(I) nañna-{damoYr H$ånZr CÔoí`m|
(J) {dH«$` H$m`© H$s ~oOmo‹S> ({d{eï>) àH¥${V
(K) AbJ-AbJ àoaH$ n¡Ho$O
(L>) Cn`w©º$ g^r
It is important to motivate salespeople due to
(a) Changes in marketing environment
(b) Conflicting company objectives
(c) Unique nature of the sales job
(d) Separate motivational package
(e) All of the above
308 5 P.T.O.

{H$Ýht nm±M àíZm| Ho$ CÎma Xr{OE & 25=10
Attempt any five questions.

13. joÌr` {dH«$` g§JR>Z H$m Š`m AW© h¡ ?
What is meant by territorial sales organization ?

14. {dH«$` g§JR>Z Ho$ {H$Ýht VrZ H$m`mªo H$m C„oI H$s{OE &
State any three functions of sales organization.

15. aoIm {dH«$` g§JR>Z g§aMZm H$m Š`m AW© h¡ ?
What is meant by line sales organization structure ?

16. g§J{R>V \w$Q>H$a ì`mnma Ho$ ê$n Ho$ bm^m| H$s ì`m»`m H$s{OE &
Explain the advantages of organized retail format.

17. 24  7 ~¢Jbyé _| EH$ ~‹S>o AmH$ma H$m ñWm{nV EH$b \w$Q>H$a ì`mnmar h¡ & CgHo$ g¡H$‹S>m|
ñWmZr` ZmJ[aH$ {Z`{_V J«mhH$ h¢ & hmb hr _| Bgr BbmHo$ _| Xmo ~‹S>r amîQ´>r` \w$Q>H$a
ûm¥§IbmAm| Zo AnZo gwna_m{H©$Q> Imob {XE h¢ & 24  7 H$m ñdm_r hmoZo Ho$ H$maU Amn Š`m
H$a|Jo Am¡a Š`m| ?
24  7 is a large well established individual retailer in Bangalore. He has
a regular clientele of hundreds of local citizens. Recently two major
national retail chains have opened supermarkets in the same locality.
Being an owner of the 24  7, what will you do and why ?

18. joÌ H$m à~§Y H$aZo _| H$ån{Z`m| Ûmam gm_Zm H$s OmZo dmbr {H$Ýht Xmo à_wI g_ñ`mAm| na
àH$me S>m{bE &
Highlight any two major problems faced by companies in managing the
territory.

19. BbmH$m (joÌ) {dH«$` Ho$ {bE Ü`mZ _| aIZo `mo½` eVmªo (pñW{V`m|) H$m C„oI H$s{OE &
State the pre-requisites to be considered in field selling.

{H$Ýht nm±M àíZm| Ho$ CÎma Xr{OE & 35=15
Attempt any five questions.

20. {dH«$` à~§YH$ Ho$ {bE {dH«$`H$Vm©Am| Ho$ {bE {dH«$` H$moQ>m {ZYm©aU Š`m| Amdí`H$ h¡ ?
Why is it important for a sales manager to set quotas for salespeople ?

308 6

21. {dH«$`H$bm _| A{^àoaUm H$m Š`m _hÎd h¡ ?
What is the significance of motivation in salesmanship ?

22. ""`{X Amn {dH«$`H$Vm© H$mo R>rH$ doVZ XoVo h¢, Vmo AmnH$mo EH$ AÀN>m àoaH$ {dH«$`H$Vm© {_b
OmEJm &'' {Q>ßnUr H$s{OE &
‘‘If you pay a salesperson enough, you will have a well-motivated
salesperson.’’ Comment.

23. {dH«$`H$Vm©Am| Ho$ ì`dhma Ho$ {ZX©oeZ hoVw g§JR>ZmË_H$ nwañH$ma H¡$go _hÎdnyU© h¢ Vm{H$
g§JR>ZmË_H$ CÔoí`m| H$mo àmá {H$`m Om gHo$ ? g_PmBE &
Explain how organizational rewards are important to direct the
behaviour of salespeople towards the attainment of organizational
objectives.

24. ~mø A{^àoaUm H$m Š`m AW© h¡ ? CXmhaUm| H$s ghm`Vm go g_PmBE &
What is meant by extrinsic motivation ? Explain with the help of
examples.

25. joÌ {S>µOmBZ H$aZo H$s H$m`©{d{Y H$m dU©Z H$s{OE &
Describe the procedure for designing a territory.

26. ^maV _| \w$Q>H$a ì`mnma Ho$ n[aÑí` H$mo g_PmBE &
Explain the Retailing scenario in India.

IÊS> ~
SECTION B

{H$Ýht nm±M àíZm| Ho$ CÎma Xr{OE & 55=25
Attempt any five questions.

27. ñdMm{bV {~H«$s (d|qS>J) _erZ Ho$ bm^ VWm gr_mE± Š`m h¢ ?
What are the benefits and limitations of automatic vending machines ?

28. gwna _m{H©$Q> VWm hmBna _m{H©$Q> _| AÝVa ñnîQ> H$s{OE &
Differentiate between super market and hyper market.

308 7 P.T.O.

29. `{X Amn 100 {dH«$`H$Vm©Am| dmbr EH$ ~‹S>r ~hþamîQ´>r` H$ånZr Ho$ Cn^moº$m CËnmXm| H$s EH$
_hÎdnyU© ì`mdgm{`H$ BH$mB© Ho$ {dH«$` à{ejH$ {Z`wº$ {H$E OmVo h¢, Vmo Amn CZH$s {deof
à{ejU Amdí`H$VmAm| H$m {ZU©` H¡$go H$a|Jo ?
If you are appointed as a sales trainer for a consumer products strategic
business unit of a large multi-national company with 100 salespeople,
how would you decide their specific training needs ?

30. bmBZ VWm ñQ>m\$ àH$ma Ho$ {dH«$` g§JR>Z Ho$ bm^m| VWm hm{Z`m| H$mo g_PmBE &
Explain the advantages and disadvantages of line and staff type sales
organization.

31. {ddoMZm H$s{OE {H$ EH$ {dH«$`H$Vm© H$m H$m`© {dH«$` AmXoe àmá H$aZo Ho$ CnamÝV ^r nyam
H¡$go Zht hmoVm &
Discuss why a salesperson’s job is not over even after getting an order.

32. {dH«$` _mÌm H$moQ>m {ZYm©aU H$s {d{Y`m| na àH$me S>m{bE &
Highlight the methods for setting the sales volume quota.

33. {dH«$`H$Vm© Ho$ {bE "nXmoÞ{V H$m Adga' àoaH$ ~b Ho$ ê$n _| Š`m| _mZm OmVm h¡ ?
How is ‘opportunity for promotion’ considered as a motivational force to
salesmen ?

308 8