CBSE Class 10 Marketing and Sales Question Paper 2019

SET-4
Series JMS 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.

 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 _| >31 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 31 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.

{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 :
(i) Bg àíZnÌ ‘| 31 àíZ em{‘b h¢ {OZ‘| go Aä¶Wu H$mo {g’©$ 23 àíZ H$aZo H$s µOê$aV h¡ &
(ii) àíZnÌ Xmo IÊS>m| ‘| {d^m{OV h¡ &
I. IÊS> H$
 ~hþ{dH$ënr¶ àíZ/[a³V ñWmZ ^[aE/grYo àíZ : Hw$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 : Bg_| Hw$b 7 àíZ em{‘b h¢, à˶oH$ 2 A§H$ Ho$ h¢ &
BZ‘| go {H$Ýht 5 àíZm| Ho$ CÎma Xr{OE &
 bKw CÎmar¶ àíZ : Bg‘| Hw$b 7 àíZ em{‘b h¢, à˶oH$ 3 A§H$ Ho$ h¢ & BZ‘| go
{H$Ýht 5 àíZm| Ho$ CÎma Xr{OE &
II. IÊS> I
 XrK© CÎmar¶/{Z~ÝYmË‘H$ àíZ : Bg‘| Hw$b 5 àíZ em{‘b h¢, à˶oH$ 5 A§H$ Ho$
h¢ & BZ‘| go {H$Ýht 3 àíZm| Ho$ CÎma Xr{OE &
General Instructions :

(i) This question paper contains 31 questions out of which the candidate
needs to attempt only 23 questions.

(ii) Question paper is divided into two sections :

I. 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.

II. SECTION B
 Long answer/Essay type questions : contains total 5 questions
of 5 marks each. Answer any 3 questions.

99 2

IÊS> H$
SECTION A

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

1. S>mH$ AmXoe Ûmam ~oMo OmZo dmbo ‘mb Ho$ {bE Cn¶moJ {H$E OmZo dmbo {dVaU ‘mܶ‘ H$m
Zm‘ Xr{OE &
Name the channel of distribution that is used for selling goods through
mail order.

2. ~mµOma H$mo N>moQ>r BH$mB¶m| ‘| ~m±Q>Zm {OZ_| g‘mZ é{M VWm ì¶dhma dmbo ì¶{³V hm|,
H$hbmVm h¡
(H$) pñW{V-{ZYm©aU
(I) bú¶
(J) IÊS>
(K) Cn`w©³V g^r
The breaking of market into smaller units consisting of people with
similar tastes and behaviour is called
(a) Positioning
(b) Target
(c) Segment
(d) All of the above

3. {~J ~mµOma VWm [abm¶§g Zo AnZo-Amn H$mo {‘V춶r ñQ>mog© Ho$ ê$n ‘| ñWm{nV H$a {b¶m
h¡ & BZHo$ Ûmam Cn¶moJ H$s JB© pñW{V-{ZYm©aU aUZr{V H$s nhMmZ H$s{OE &
(H$) ‘yë¶ Ho$ AmYma na
(I) JwUdÎmm Ho$ AmYma na
(J) Cn¶moJH$Vm©Am| Ho$ AmYma na
(K) Cn^mo³Vm {hVbm^ Ho$ AmYma na
Big Bazaar and Reliance have positioned themselves as economical
stores. Identify the type of positioning strategy adopted by them.
(a) On the basis of price
(b) On the basis of quality
(c) On the basis of users
(d) On the basis of customer benefit
99 3 P.T.O.

4. {dH«$¶ ‘| Cg gdm}ƒ nX H$m Zm‘ Xr{OE {Og na EH$ {dH«$¶ à~§YH$ H$mo nXmoÞV {H$¶m Om
gH$Vm h¡ &
Name the highest post in sales to which a sales manager can be
promoted.

5. O~ {H$gr CËnmX H$m ‘yë¶-{ZYm©aU g’$bVmnyd©H$ CgHo$ b{jV ‘m¡{ÐH$ ‘yë¶ go A{YH$ h¡,
Vmo g§~§{YV Cn^mo³Vm ‘yë¶ H$mo H$hVo h¢
(H$) gH$mamË‘H$ Cn^mo³Vm ‘yë¶
(I) ZH$mamË‘H$ Cn^mo³Vm ‘yë¶
(J) XmoZm| (H$) VWm (I)
(K) Cn`w©³V ‘| go H$moB© Zht
When a product is successfully priced higher than its objective monetary
value, then the related customer value is called
(a) Positive customer value
(b) Negative customer value
(c) Both (a) and (b)
(d) None of the above

6. {dH«o$Vm AdbmoH$Z H$m àW‘ MaU h¡
(H$) nyd}jU
(I) Ah©H$mar
(J) ñWmnZ àñVw{V
(K) Amn{Îm¶m± VWm Amn{Îm¶m| go {ZnQ>Zm
The first step in the salesperson’s overview is
(a) Prospecting
(b) Qualifying
(c) Placing presentation
(d) Objections and handling objections

99 4

7. {dkmnZ VWm {dH«$¶ g§dY©Z {dnUZ {‘l Ho$ {H$g nr Ho$ CXmhaU h¢ ?
(H$) CËnmX
(I) àdV©Z (g§dY©Z)
(J) ‘yë¶
(K) ñWmZ
Advertising and sales promotion are the examples of which P of
Marketing Mix ?
(a) Product
(b) Promotion
(c) Price
(d) Place

8. {deofk {ddoMZm H$mo gwJ‘ ~ZmZo hoVw EH$ {dH«o$Vm Ho$ {bE ³¶m àm¶: A{Zdm¶© ~Z J¶m h¡ ?
What has become almost mandatory for a salesman to facilitate expert
discussion ?

9. EH$ CËnmX Ho$ {dH«$¶ go nyd© {dH«o$Vm Ûmam àíZm| H$s EH$ gyMr V¡¶ma H$s OmVr h¡ & Bgo ³¶m
H$hVo h¢ ?
A list of questions is prepared before selling a product by a salesman.
What is it called ?

10. {H$g àH$ma Ho$ I§S>H$aU ‘| Am¶w dJ©, Am¶ ñVa VWm qbJ O¡go H$maH$m| H$m ܶmZ aIm OmVm
h¡ ?
(H$) ^m¡Jmo{bH$
(I) ì¶mdhm[aH$
(J) ‘Zmod¥ÎmnaH$$
(K) OZgm§p»¶H$s¶
Factors like age group, income level and gender are considered in which
type of segmentation ?
(a) Geographic
(b) Behavioural
(c) Psychographic
(d) Demographic
99 5 P.T.O.

11. H$m¶m©Ë‘H$ g§~§Y H$m ³¶m AW© h¡ ?
What is meant by functional relationship ?

12. àñVw{V Ho$ g‘¶ Cn^mo³Vm Hw$N> {Okmgm {XIm gH$Vm h¡ AWdm Hw$N> àíZ CR>m gH$Vm h¡ &
Bgo ³¶m H$hVo h¢ ?
During the presentation the customer might show some curiosity or raise
certain questions. What is it called ?

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

13. ‘CËnmX’ H$m ³¶m AW© h¡ ?
What is meant by a ‘Product’ ?

14. CZ nXm| Ho$ Zm‘ Xr{OE {OÝh| {dH«o$Vm AnZo noeo ‘| àmßV H$a gH$Vm h¡ &
Enlist the range of positions a salesman can achieve in his career.

15. EH$ {dH«o$Vm àñVw{V H$mo H¡$go A{YH$ à^mdr ~Zm gH$Vm h¡ ?
How can a salesperson make a presentation more effective ?

16. ‘yë¶-{ZYm©aU H$s Cg aUZr{V H$mo g‘PmBE {OgH$m M¶Z Amn EH$ ZE CËnmX H$mo àma§^
H$aZo ‘| H$a|Jo &
Explain the pricing strategy that you will opt to bring out a new product.

17. ‘àñVmd’ H$aZo H$m ³¶m AW© h¡ ?
What is meant by ‘approach’ ?

18. ‘nyd}jU’ H$m AW© Xr{OE &
Give the meaning of ‘prospecting’.

19. {dH«$¶ à{H«$¶m AdbmoH$Z ‘| gpå‘{bV {d{^Þ MaUm| H$s gyMr ~ZmBE &
List the various steps involved in sales process overview.

99 6

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

20. {dnUZH$Vm©Am| Ûmam I§S>rH$aU H¡$go {H$¶m OmVm h¡ ? g§jon ‘| g‘PmBE &
How is segmentation done by marketers ? Explain briefly.

21. EH$ AÀN>o {dH«o$Vm Ho$ {ZåZ{b{IV JwUm| H$s {ddoMZm H$s{OE :
(H$) ì¶{³V H$m¡eb
(I) g§àofU H$m¡eb
(J) ~mµOma gyMZm
Discuss the following qualities of a good salesperson :
(a) People skills
(b) Communication skills
(c) Market information

22. dV©‘mZ ¶wJ ‘| BÝQ>aZoQ> H«$m§{V Zo {dH«$¶ H$mo H¡$go à^m{dV {H$¶m h¡ ? g‘PmBE &
How has Internet revolution affected the sales in today’s era ? Explain.

23. ’$‘© H$s Am¶ CËn{Îm ‘| {dH«o$Vm {H$g àH$ma ¶moJXmZ H$aVm h¡ ? g‘PmBE &
How does a salesperson contribute to revenue generation for the firm ?
Explain.

24. EH$ {dH«o$Vm Ho$ ê$n ‘| {‘³ga J«mBÝS>a ~oMZo hoVw {H$Ýht N>h àíZm| H$s gyMr V¡¶ma H$s{OE &
As a salesperson, prepare a list of any six questions for selling a Mixer
Grinder.

25. EH$ AÀN>o nyd}jU (J«mhH$) H$s {deofVmAm| H$mo g‘PmBE &
Explain the characteristics of a good prospect.

26. {ZåZ{b{IV pñW{V-{ZYm©aU aUZr{V¶m| H$s {ddoMZm H$s{OE :
(H$) Cn^mo³Vm {hVbm^, VWm
(I) {d{^Þ CËnmX dJ©
Discuss the following positioning strategies :
(a) Customer benefits, and
(b) Different product class

99 7 P.T.O.

IÊS> I
SECTION B

{H$Ýht VrZ àíZm| Ho$ CÎma Xr{OE & 53=15
Attempt any three questions.

27. hmS>© pñH$ëg VWm gm°âQ> pñH$ëg ‘| AÝVa ñnîQ> H$s{OE &
Distinguish between hard skills and soft skills.

28. {d{^Þ àH$ma H$s Amn{Îm¶m| H$mo g‘PmBE &
Explain the various types of objections.

29. EH$ {dH«o$Vm Ho$ {ZåZ{b{IV Xm{¶Ëdm| H$mo g‘PmBE :
(H$) ^wJVmZ EH${ÌV H$aZm, VWm
(I) H$ånZr H$s N>{d ~ZmZm
Explain the following responsibilities of a salesperson :
(a) To collect payments, and
(b) To build company’s image

30. EH$ {dH«o$Vm Ho$ {dH«$¶ noeo go g§~§{YV {H$Ýht nm±M H${R>ZmB¶m| H$mo g‘PmBE &
Explain any five job related difficulties in the selling career of a
salesman.

31. {dH«$¶ g‘m{ßV H$s {H$Ýht nm±M VH$ZrH$m| H$mo g‘PmBE &
Explain any five techniques of closing sales.

99 8