CBSE Class 12 Question Paper 2025 Solution Salesmanship

Marking Scheme
Strictly Confidential
(For Internal and Restricted use only)
Senior School Certificate Examination, 2025
SUBJECT NAME SALESMANSHIP (Q.P. CODE 355)

General Instructions: -

1 You are aware that evaluation is the most important process in the actual and correct
assessment of the candidates. A small mistake in evaluation may lead to serious problems
which may affect the future of the candidates, education system and teaching profession.
To avoid mistakes, it is requested that before starting evaluation, you must read and
understand the spot evaluation guidelines carefully.
2 “Evaluation policy is a confidential policy as it is related to the confidentiality of the
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 News Paper/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
evaluating, answers which are based on latest information or knowledge and/or 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 questions,
please try to understand given answer and even if reply is not from marking scheme
but correct competency is enumerated by the candidate, due marks should be
awarded.
4 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 delibration and discussion. The remaining answer books meant for evaluation
shall be given only after ensuring that there is no significant variation in the marking of
individual evaluators.
6 Evaluators will mark( √ ) wherever answer is correct. For wrong answer CROSS ‘X” be
marked. Evaluators will not put right (✓)while evaluating which gives an impression that
answer is correct and no marks are awarded. This is most common mistake which
evaluators are committing.
7 If a question has parts, please award marks on the right-hand side for each part. 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”.

355 1 P.T.O.

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.

355 2

Set 4 >

MARKING SCHEME
SALESMANSHIP

SECTION A
(Objective Type Questions) (30 Marks)

1. Answer any 4 out of the given 6 questions on Employability Skills. 41=4

(i) (C) Natural

(ii) (C) Articles

(iii) (C) Perseverance

(iv) (B) Line

(v) Stress

(vi) (D) Removing distractions

2. Answer any 5 out of the given 7 questions. 51=5

(i) (D) Direct face to face interaction

(ii) Setting sales targets

(iii) (B) Product sales organisation

(iv) (C) End point

(v) (C) Psychological

(vi) (D) Vice President – Sales Field

(vii) (A) Intensity of desire

355 3 P.T.O.

3. Answer any 6 out of the given 7 questions. 61=6

(i) 30,000 sq. ft. (ranges between 20,000 sq. ft. to 40,000 sq. ft.)

(ii) convenience stores

(iii) (B) Ensure distribution of goods

(iv) (A) Mobility

(v) (D) Combination plans

(vi) (D) large & complex

(vii) (A) Undertaking account analysis

4. Answer any 5 out of the given 6 questions. 51=5

(i) manufacturer owned stores

(ii) (A) Spencer’s

(iii) (A) Straight salary

(iv) (A) low

(v) (C) Competent and innovative

(vi) Time, Effort

5. Answer any 5 out of the given 6 questions. 51=5

(i) Trade Sale Organisation

(ii) (C) Department Manager

(iii) (D) Non-compensation Rewards

(iv) (C) large

(v) (C) Dividend

(vi) (B) Quantitative
355 4

6. Answer any 5 out of the given 6 questions. 51=5

(i) Shows a combination of product, functions and Geography

(ii) Product Production

(iii) Company Perks

(iv) (A) Rupee

(v) (D) Sales support personnel

(vi) (B) scheduling

SECTION B
(Subjective Type Questions) (30 Marks)

Answer any 3 out of the given 5 questions on Employability Skills. Answer each question
in 20 – 30 words. 32=6

7. Active listening helps in : 1
4=2
2

(a) to obtain information
1
mark
2
(b) to understand
for each
benefits
(c) to learn

(d) to build and maintain relationships

(e) to reduce conflicts

(f) to enjoy

8. The benefits of Green jobs are : 12=2

(a) increase the efficiency of energy and raw material 1 mark for
each benefits
(b) control waste and pollution

(c) reduce greenhouse emissions

(d) protect and restore ecosystem

(e) support adaptation to the effects of climate change

355 5 P.T.O.

9. The five parameters of ‘Big Five Factor’ are : (Explain any two) 1
+ 1 2=2
2 2

(a) Openness 1
mark
2

(b) Consciousness for heading
1
mark for
(c) Extraversion 2
exp.
(d) Agreeableness

(e) Neuroticism

10. Steps to protect spreadsheet : 2

(a) Click on tools and select protect spreadsheet

(b) Protect Document dialog box appears

(c) Type in a password

(d) Type the same password in the confirm textbox

(e) Click on ok

(f) Now when you close the file and open again, if will ask for password

11. Explanation of Qualities of Entrepreneur : 12=2

(a) Hard work- As hard work is a key to success, so every entrepreneur
must possess the quality of hard work to get the desired output. While
running a business, one problem or the other may arise every day. The
entrepreneur has to be vigilant so as to identify the problems and solve
them as early as possible. This requires hard work on the part of the
entrepreneur.

(b) Decision making ability- An entrepreneur should have the ability to take
decision in every situation for the growth of their business. In running an
enterprise, an entrepreneur has to take a number of decisions. Therefore
the person must be capable of making suitable and timely decisions.

12. Importance of Sales Org. (Any two points) 12=2

355 6

(a) The purpose of Sales Ong. is not only to sell quads to distribution but to
1
ensure that the ultimate consumer uses them mark
for
(b) Plan and organise the function essential to transfer goods from factory to point

consumer

(c) Sales Org. should ensure distribution of goods through all channels

(d) It facilitates large scale production

(e) It stimulates demand and reaches out to potential consumers

(f) It reduces the risks of purchase and finance department

(g) It provides jobs

(h) It helps in dividing and fixing authority

(i) It reduces duplication of work

(j) It ensures proper supervision of sales force

13. The first two stages of motivation are : 12=2
1 mark for
(a) A felt need or desire each stage
(b) A stimulus in which needs have to be aroused

14. The prominent reasons of establishing sales territories are : (explain any two) 12=2
1 mark
(a) Obtaining proper market coverage for each
explanation
(b) Establishing salesperson’s job and responsibilities

(c) Adding to sales force morale

(d) Evaluating sales performance

(e) Controlling sales force

(f) Improving customer relations

(g) Reducing selling expense

(h) Coordinating of selling and other marketing functions

355 7 P.T.O.

15. Extrinsic motivation means the sales person is motivated by external forces. For
examples. 1+1=2
pay, formal recognition, awards, perks etc. 1 mark def. 1 marks ex.

16. The factors responsible for the changing lifestyle of consumers are mobility,
increase in dispensable income, media exposure, increase in international
1 mark for each factor
exposure. 1
4=2
2

17. The benefits of territorial sales organisation are : (any three) 13=3
(a) Better control over sales person 1 mark
for each
(b) Better service to consumers benefits

(c) Reduction in transport cost
(d) Meeting competition effectively
(e) It involves manufacturers to understand local problems.

18. Organized Retailing Unorganized Retailing 13=3
1 mark
1. It refers to trading activities – If refers to trading activities for each
undertaken by licensed undertaken by non-licensed benefits
retailers retailers
2. The pay income tax sales tax – They hardly pay any taxes
etc.
3. They are based on principle – They are based on principle of
of unity singularity

19. The measures undertaken by an organisation to enforce a sense of
accomplishment among its salesforce are : (any three) 13=3
(a) Ensure that the salesforce understand their roles and 1 mark
for each
responsibilities. point
(b) Establish and clarity the link between effort, performance and rewards.
(c) Set clear goals and objectives for sales performance.
(d) Reinforce feeling of worth while accomplishment in communication with
the salesforce.

20. The type of Sales Organisation Ravi is working is ‘Live Sales Organisation’

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Advantages : (Any three) 1
3=1 1
2 2
(a) No delay in policy formulation as well as implementation 1 mark for
identification
(b) There is no confusion of authority
1
mark for
(c) The responsibility cannot be shifted 2
each adv.
(d) The enables develop strong executives and gives opportunity
to capable to rise up
Disadvantages : (Any three) 1
3=1 1
2 2

(a) It fosters generality, rather than specialism 1
mark
2

(b) There is too much responsibility on one person for each
disadvantages
(c) One person can be good either in planning on 1+1 1 +1 1 =4
2 2
implementation

(d) It leads to develop ‘yes man’

(e) With too much of authority concentrated in topman,
business is being held up due to loss of the man

(f) Subordinates don’t get opportunity to grow and develop

21. The widely use shapes of territory to assist in efficient and effective
market coverage are : 1
 1 4=4
2 2

(a) Wedge 1
mark for name of shape
1
2 2
(b) Hopscotch mark for explanation

(c) Circle

(d) Cloverleaf

Explain these shapes

22. The important field sales activities of a field sales representative are : 14=4

(a) Generating new business through regular visits to prospects and
clients.

355 9 P.T.O.

(b) Holding responsibility identification of the prospects till closing
of the sale deal in the absence of inside sales representatives.

(c) Ensuring an effective customer inclusion process by enhancing
their satisfaction level.

(d) Safeguarding the interest of high net worth customers and
visiting them frequently on as and when required.

23. (a) The compensation plan, the sales manager plans to adopts is
Straight Commission :
(b) Advantages : (Any three) 1
3=1 1
2 2
(i) It encourages efficient and hardworking salesman to 1 mark for
perform better, which leads to superior performance identification
results. 1
mark for
(ii) As income is directly linked to performance, it is perceived 2

as a more equitable compensation method in comparison to each adv.
straight salary method.
(iii) It attracts more and more efficient workers and eliminates
incompetent, inefficient workers.
(iv) This method benefits during slack season of sales.
Disadvantages : (Any three) 1
3=1 1
2 2
(i) It contributes little to loyalty of salesman as they are only 1
mark
2
concerned with sales.
for each
(ii) Sales people may neglect cultivating and pursuing disadvantages
potentially profitable long run customers in favour of easy
sales.
(iii) A problem may arise if these is no capping on earthing as 1+1 1 +1 1 =4
2 2
the sales people may earn more than their managers or
1
co workers which may result in negative competition. 2
(iv) It may lead to accumulation of bad debts because
sometimes the salespeople extend more sales on credit to
unworthy customers.

24. Explain any four responsibilities of a retailer in store product demonstrator
from the following : 1
+ 1 4=4
2 2
(a) Direct Communicator 1
mark to heading
2
355 10 1
mark for explanation
2

(b) Great Communicator
(c) Develop Rapport
(d) Product Preparation
(e) Product Display
(f) Product experience
(g) Product Ambassador

355 11 P.T.O.