CBSE Class 12 Marketing Question Paper 2019

SET-4

Series BVM H$moS> Z§.
Code No. 307
amob Z§. narjmWu H$moS >H$mo CÎma-nwpñVH$m Ho$ _wI-n¥ð >na
Roll No. 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.

{dnUZ
MARKETING

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

307 1 P.T.O.

gm_mÝ` {ZX}e :
(i) Bg àíZ-nÌ _| 33 àíZ em{_b h¢ {OZ_| go Aä`Wu H$mo {g\©$ 25 àíZ H$aZo H$s µOê$aV
h¡ &
(ii) àíZ-nÌ Xmo IÊS>m| _| {d^m{OV h¡ &
IÊS> H$
 ~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$b 7 àíZ em{_b h¢, àË`oH$ Ho$ 2 A§H$ h¢ & BZ_| go
{H$Ýht 5 àíZm| Ho$ CÎma Xr{OE &
 bKw CÎmar` àíZ : BZ_| Hw$b 7 àíZ em{_b h¢, àË`oH$ Ho$ 3 A§H$ h¢ & BZ_| go {H$Ýht
5 àíZm| Ho$ CÎma Xr{OE &
IÊS> I
XrK© CÎmar` /{Z~ÝYmË_H$ àíZ : BZ_| Hw$b 7 àíZ em{_b h¢, àË`oH$ Ho$ 5 A§H$ 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.

307 2

IÊS> H$
SECTION A
~hþ{dH$ënr` àíZ (àË`oH$ 1 A§H$)
Multiple Choice Questions (1 mark each)
{ZåZ{b{IV _| go {H$Ýht Xg àíZm| Ho$ CÎma Xr{OE : 110=10
Answer any ten of the following questions :
1. \$ZuMa, Q>obr{dµOZ g¡Q>, ao{\«$OaoQ>a {ZåZ{b{IV àH$ma H$s dñVwAm| Ho$ CXmhaU h¢ :
(H$) em°qnJ
(I) {d{eîQ>
(J) gw{dYm
(K) Am¡Úmo{JH$
Furniture, T.V. sets, Refrigerators are the examples of the following type
of goods :
(a) Shopping
(b) Speciality
(c) Convenience
(d) Industrial
2. H$m`m©b` CnH$aU Bg loUr Ho$ CËnmXm| Ho$ AÝVJ©V AmVo h¢ :
(H$) Cn^moº$m
(I) Am¡Úmo{JH$
(J) {d{eîQ>
(K) gw{dYm
Office equipment falls under this category of products :
(a) Consumer
(b) Industrial
(c) Speciality
(d) Convenience
3. {ZåZ{b{IV _| go `h Vob H$s n¡Ho$qOJ Ho$ {bE R>rH$ ahoJm :
(H$) bH$‹S>r H$s noQ>r
(I) JÎmo H$m {S>ã~m
(J) ~moam
(K) ~moVb
Out of the following, this will be suitable for packaging oil :
(a) Wooden Box
(b) Cardboard box
(c) Sack
(d) Bottle
307 3 P.T.O.

4. {H$gr CËnmX Ho$ OrdZ Ho$ àmapå^H$ dfmªo _| ~hþV A{YH$ _yë` dgyb H$aZo H$s Zr{V H$mo
H$hm OmVm h¡
(H$) _ŠIZ ~Q>moaZo dmbr _yë` Zr{V
(I) ~mµOma ^oXZo dmbr _yë` Zr{V
(J) ZoVm AZwgaU _yë` Zr{V
(K) µJ¡a-à{VñnYm©Ë_H$ _yë` Zr{V
The policy of charging very high price in the initial stages of the life of a
product is called
(a) Skimming-the-Cream Price Policy
(b) Penetrating Price Policy
(c) Follow-the-Leader Price Policy
(d) Non-competitive Price Policy
5. {ZåZ{b{IV _| go `h EH$ Zr{V {ZYm©aU H$m CÔoí` Zht h¡ :
(H$) {d{Z`mo{OV ny±Or na {ZYm©[aV Xa go Am` àmá H$aZm
(I) à{VñnYm© H$m gm_Zm H$aZm
(J) ny±Or àmá H$aZo H$s bmJV KQ>mZm
(K) ~mµOma _| {hñgoXmar ~ZmE aIZm `m ~‹T>mZm
This one of the following is not an objective of pricing :
(a) To achieve target rate of return on invested capital
(b) To face competition
(c) To reduce the cost of raising capital
(d) To maintain or improve share of the market
6. `h EH$ {demb \w$Q>H$a {dH«$` à{VîR>mZ h¡ {Og_| J«mhH$ EH$ hr N>V Ho$ ZrMo AnZr
Amdí`H$VmAm| H$m bJ^J gmam gm_mZ IarX gH$Vo h¢ :
(H$) ~hþg§»`H$ XþH$mZ
(I) {d^mJr` ^§S>ma
(J) gw{dYm ñQ>moa
(K) OZab ñQ>moa
It is a large scale retail establishment where customers can buy almost
all their requirements under one roof :
(a) Multiple shop
(b) Departmental store
(c) Convenience store
(d) General store

307 4

7. Bg_| Z Vmo H«o$Vm {dH«o$Vm Ho$ `hm± OmVm h¡ Am¡a Z {dH«o$Vm Ho«$Vm Ho$ `hm± :
(H$) {d^mJr` ^§S>ma
(I) OZab ñQ>moa
(J) S>mH$ Ûmam ì`dgm`
(K) gwna ~mµOma
In this neither the buyer visits the seller’s place nor the seller visits the
buyer’s place :
(a) Departmental store
(b) General store
(c) Mail order business
(d) Super market

8. {dnUZ {_lU Ho$ g§X^© _|, g§dY©Z H$m AW© h¡
(H$) goëg_¡Z H$s goëg _¡ZoOa Ho$ nX na nXmoÞ{V
(I) ~oMo OmZo dmbo CËnmXm| H$s g§»`m _| d¥{Õ
(J) ~oMo OmZo dmbo CËnmXm| H$s JwUdÎmm _| gwYma
(K) gå^m{dV J«mhH$m| H$mo H$moB© dñVw IarXZo hoVw ào[aV H$aZo H$s à{H«$`m
In the context of Marketing Mix, promotion means
(a) Promoting a salesman to the post of Sales Manager
(b) Increasing the number of products to be sold
(c) Improving the quality of the products to be sold
(d) The process of persuading prospective customers to buy a product

9. `h {dH«$` H$s VH$ZrH$m| _| go EH$ Zht h¡ :
(H$) àXe©Zr
(I) _wµâV _| Z_yZm| H$m {dVaU
(J) BZm_r à{V`mo{JVm
(K) {dkmnZ
It is not one of the sales techniques :
(a) Exhibition
(b) Distribution of the free samples
(c) Prize contest
(d) Advertising

307 5 P.T.O.

10. {ZåZ{b{IV _| go H$m¡Z-gm H$WZ ghr h¡ ?
(H$) {dkmnZ Am¡a àMma EH$ hr h¢
(I) {dkmnZ Am¡a ì`{º$JV {dH«$` EH$ hr h¢
(J) ì`{º$JV {dH«$` Am¡a {dH«$` H$bm (goëg_oZ{en) n`m©`dmMr h¢
(K) {dH«$` àdV©Z (goëg à_moeZ) Ho$ AÝVJ©V {dkmnZ em{_b h¡
Which of the following statements is correct ?
(a) Advertising and Publicity are the same
(b) Advertising and Personal selling are the same
(c) Personal selling and Salesmanship are synonymous
(d) Advertising is included under Sales Promotion

11. _m±J H$s Amem _| BZH$m CËnmXZ {H$`m Om gH$Vm h¡ Ed§ g§§J«hU {H$`m Om gH$Vm h¡ :
(H$) CËnmX
(I) godmE±
(J) Cn`w©º$ XmoZm|
(K) Cn`w©º$ _| go H$moB© Zht
These can be produced in anticipation of demand and can be stored :
(a) Products
(b) Services
(c) Both of the above
(d) None of the above

12. \o$g~wH$ Am¡a `y-Q>çy~ ________ ßboQ>\$m°_© Ho$ Zm_ h¢ &
(H$) aobdo
(I) gmoeb _r{S>`m
(J) npãbH$
(K) amOZ¡{VH$
Facebook and You Tube are the names of _________ platforms.
(a) Railway
(b) Social Media
(c) Public
(d) Political
307 6

A{V bKw CÎmar` àíZ (àË`oH$ 2 A§H$)
Very Short Answer Questions (2 marks each)
{ZåZ{b{IV _| go {H$Ýht nm±M àíZm| Ho$ CÎma Xr{OE : 25=10
Answer any five of the following questions :
13. \w$Q>H$a ì`mnm[a`m| VWm WmoH$ ì`mnm[a`m| Ho$ ~rM A§Va Ho$ {H$Ýht Xmo {~ÝXþAm| H$mo ~VmBE &
Give any two points of difference between Retailers and Wholesalers.
14. {d{eîQ> CËnmX ñQ>moa VWm OZab ñQ>moa _| A§Va ñnîQ> H$s{OE &
Distinguish between Speciality Stores and General Stores.
15. S>mH$ Ûmam ì`dgm` Š`m hmoVm h¡ ?
What is Mail Order Business ?
16. godmAm| Ho$ {dnUZ _| AmZo dmbr {H$Ýht Xmo g_ñ`mAm| H$mo ~VmBE &
State any two problems faced in marketing of services.
17. BÝQ>aZoQ> _mH}$qQ>J go Amn Š`m g_PVo h¢ ?
What do you mean by Internet Marketing ?
18. g_mMma-nÌm| Ûmam {dkmnZ Ho$ H$moB© Xmo bm^ g_PmBE &
Explain any two advantages of Newspaper Advertising.
19. EH$ AÀN>o {dH«o$Vm Ho$ H$moB© Xmo JwU g_PmBE &
Explain any two qualities of a good salesman.
bKw CÎmar` àíZ (àË`oH$ 3 A§H$)
Short Answer Questions (3 marks each)
{ZåZ{b{IV _| go {H$Ýht nm±M àíZm| Ho$ CÎma Xr{OE : 35=15
Answer any five of the following questions :
20. Am¡Úmo{JH$ CËnmX Š`m hmoVo h¢ ? {H$Ýht VrZ àH$ma Ho$ Am¡Úmo{JH$ CËnmXm| Ho$ CXmhaU Xr{OE &
What are industrial products ? Give examples of any three types of
industrial products.
21. "dñVwAm| Ho$ Zm_H$aU' (~«mpÝS>¨J) go Amn Š`m g_PVo h¢ ? EH$ AÀN>o ~«mÝS> Zm_ H$s H$moB©
Mma {deofVmE± ~VmBE &
What do you understand by ‘Branding’ ? Give any four characteristics of a
good brand name.
22. {dnUZ _| _yë` {ZYm©aU Ho$ _hÎd H$mo g_PmBE &
Explain the importance of pricing in marketing.
23. A{YH$V_ bm^ H$_mZm hr _yë` {ZYm©aU H$m EH$_mÌ CÔoí` Zht hmoZm Mm{hE & Š`m| ?
Profit maximisation should not be the sole objective of pricing. Why ?
307 7 P.T.O.

24. {dH«$` (d|qS>J) _erZ| Š`m hmoVr h¢ ? CZHo$ JwU d AdJwU ~VmBE &
What are vending machines ? Give their merits and demerits.

25. Q>obr{dµOZ {dkmnZ Ho$ bm^ d Xmof ~VmBE &
State the advantages and drawbacks of Television Advertising.

26. gmoeb _r{S>`m VWm H$mJO AmYm[aV _r{S>`m Ho$ ~rM AÝVa ñnîQ> H$s{OE &
Distinguish between Social Media and Paper Based Media.
IÊS> I
SECTION B
{ZåZ{b{IV _| go {H$Ýht nm±M àíZm| Ho$ CÎma Xr{OE : 55=25
Answer any five of the following questions :

27. CËnmX OrdZ MH«$ H$s AdYmaUm H$mo g_PmBE &
Explain the concept of Product Life Cycle.

28. _yë` {ZYm©aU H$s {H$gr EH$ nÕ{V H$s MMm© H$s{OE & CgHo$ bm^m| d hm{Z`m§o H$mo ~VmBE &
Discuss any one method of Pricing. State its advantages and
disadvantages.

29. EH$ Cn^moº$m CËnmX Ho$ {bE {dVaU Ho$ _mÜ`_m| H$m MwZmd H$aVo g_` Amn {H$Z H$maH$m| na
{dMma H$a|Jo ?
What factors would you consider while selecting the channels of
distribution for a consumer product ?

30. AmYw{ZH$ ì`dgm` _| _Ü`ñWm| H$s ^y{_H$m H$m narjU H$s{OE & Š`m CZH$mo g_má H$a {X`m
OmZm Mm{hE ?
Examine the role of middlemen in modern business. Should these be
eliminated ?

31. g§dY©Z {_lU Š`m h¡ ? g§jon _| BgHo$ KQ>H$m| H$mo g_PmBE &
What is Promotion Mix ? Explain its components in brief.

32. ì`{º$JV {dH«$` Ho$ {d{^Þ MaUm| H$m dU©Z H$s{OE &
Describe the various steps in Personal Selling.

33. ""`{X Amn AnZo ì`dgm` H$mo ~‹T>mZo H$m à`ËZ H$a aho h¢, Vmo gmoeb _r{S>`m ~hþV _XXJma
hmo gH$Vm h¡ &'' Bg H$WZ Ho$ g_W©Z hoVw gmoeb _r{S>`m Ho$ bm^m| H$mo ~VmBE &
‘‘If you are trying to promote your business, social media can be a huge
help.’’ Give the advantages of social media to support this statement.

307 8 00