CBSE Class 12 Sample Paper 2022 for Salesmanship Term 1

CBSE | DEPARTMENT OF SKILL EDUCATION
SALESMANSHIP (SUBJECT CODE-831)
CLASS XII (SESSION 2021-2022)
BLUE-PRINT FOR SAMPLE QUESTION PAPER FOR TERM -1
Max. Time Allowed: 1½ Hours Max. Marks: 30

PART A - EMPLOYABILITY SKILLS (05 MARKS):

NO. OF QUESTIONS
UNIT NO. NAME OF THE UNIT
(1 MARK EACH)
Communication Skills-IV
1 2
Self-Management Skills-IV
2 2
Information and Communication Technology Skills-IV
3 2
TOTAL QUESTIONS 6 Questions
NO. OF QUESTIONS TO BE ANSWERED Any 5 Questions
TOTAL MARKS 1 x 5 = 5 marks

PART B - SUBJECT SPECIFIC SKILLS (25 MARKS):

UNIT NO. OF QUESTIONS
NAME OF THE UNIT
NO. (1 MARK EACH)
Sales Organisation
1. 16
Inside Selling / Store Based Retailing
2. 16

TOTAL QUESTIONS 32 Questions

NO. OF QUESTIONS TO BE ANSWERED 25 Questions

TOTAL MARKS 1 x 20 = 20 MARKS

831- SQP-Class-XII-T-1-2021-22 1

CBSE | DEPARTMENT OF SKILL EDUCATION
SALESMANSHIP (SUBJECT CODE-831)
CLASS XII (SESSION 2021-2022)
SAMPLE QUESTION PAPER FOR TERM -1
Max. Time Allowed: 1½ Hours Max. Marks: 30

General Instructions:
1. Please read the instructions carefully
2. This Question Paper is divided into 03 sections, viz., Section A, Section B and Section C.
3. Section A is of 05 marks and has 06 questions on Employability Skills.
4. Section B is of 20 marks and has 25 questions on Subject specific Skills.
5. Section C is of 05 marks and has 07 competency-based questions.
6. Do as per the instructions given in the respective sections.
7. Marks allotted are mentioned against each section/question.
8. All questions must be attempted in the correct order

SECTION A

Answer any 5 questions out of the given 6 questions on Employability Skills (1 x 5 = 5 marks)

1. Identify the form of Verbal Communication from the following : - 1
a) Sounds
b) Gestures
c) Body Language
d) Sign Language
2. A document is saved and shared in _____________format, to restrict the recipient to 1
modify it.
a) PPT
b) PDF
c) Word
d) Excel sheet
3. ___________ is a long sheet of rows and columns on the computer screen that helps 1
to manage and organise data in rows and columns.
a) Worksheet
b) Datasheet
c) Newsheet
d) Spreadsheet

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4. Which of the following is not a step of Active Listening ? 1
a) Absorb
b) Contact
c) Confirm
d) Demonstrate
5. Radhey, the sales manager of Tulip Creations got promoted twice within a span of 1
seven months because of his hardwork and reliable nature. The management was
also impressed with his systematic and organised working style. Identify Radhey’s
personality trait discussed here.
a) Extraversion
b) Agreeableness
c) Conscientiousness
d) Emotional Stability
6. Match the following :- 1
A. Paranoid i. they are not interested in social relationships
B. Antisocial ii. they believe that other people will harm them
C. Schizoid iii. they are impulsive and have problems in relationships
D. Borderline iv. they don’t follow rules and regulations
a) iv, ii, i, iii
b) ii, iv, i, iii
c) iii, i, ii, iv
d) i, iii, iv, ii

SECTION B

Answer any 20 questions out of the given 25 questions (1 x 20 = 20 marks)

7. The main task of sales organisation is to effect _________________ 1
a) Sales
b) Promotion
c) Production
d) Distribution
8. ___________is the final link between the manufacturer and the consumer. 1
a) Agent
b) Dealer
c) Retailer
d) Wholesaler
9. Kirana shops are also referred as :- 1
a) Hawkers and Peddlers
b) Market Traders
c) Street Traders
d) Mom & Pop shops

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10. Myntra is a major fashion e-commerce company based in _________________. 1
a) UK
b) USA
c) India
d) Germany
11. The factory outlets offer discounts ranging between ____________ all the year round. 1
a) 20% - 80%
b) 25% - 75%
c) 25% - 60%
d) 50% - 85%
12. Identify the retail format that sells a number of brands under one roof. 1
a) Supermarkets
b) Hypermarkets
c) Department Stores
d) Factory Outlets
13. Territorial Sales Organisation have many Problems, which they easily solve through 1
a) Hiring better skilled executives
b) Penalising the employees
c) Hiring a management consultant
d) Recording it in the register
14. Line sales Organisation is most suitable for 1
a) Large Organisation
b) One Man Firms
c) Small Size Organisation
d) Medium Size Organisation
15. Identify the marketing strategy under which a company tries to sell its products from 1
a vendor to a big store i.e. a customer will be able to find the product everywhere he
goes.
a) Intensive Distribution
b) Extensive Distribution
c) Inclusive Distribution
d) Exclusive Distribution
16. Today’s consumer is more knowledgeable and demanding, _____________and 1
_____________ growth has made a significant impact on the lives of consumer.
a) Legal & Social
b) Cultural & Economical
c) Environmental & Political
d) Industrial & Technological
17. Match the following :- 1
A. Department Stores i. these have clear defined target market
B. Convenience Stores ii. these do not sell fruits & vegetables
C. Speciality Stores iii. these are manufacturer owned stores
D. Factory Outlet iv. these can be handled by 2-3 employees
a) ii, iv, i, iii
b) iv, ii, iii, i
c) iii, i, iv, ii
d) i, iii, ii, iv

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18. The firms dealing in _____________ usually have large and complex sales 1
organisation structure.
a) Cars
b) Televisions
c) Water Purifiers
d) Plus Size Clothes
19. Trade Type Sales Organisation enjoy customer loyalty and are able to develop 1
successful customer relationship however they face problems due to :
a) Quick Decision making
b) No scope of individual responsibility
c) Dominance of Chairman over the proceedings
d) Duplication of efforts and increased expenses
20. The development in technology and point of sale systems has streamlined 1
___________to a great extent.
a) Performing Inventory
b) Maintaining Registers
c) Restocking of Goods
d) Displaying of Goods
21. Walmart is the largest ___________ 1
a) Supermarket
b) Hypermarket
c) Depart Store
d) Discount Store
22. Sales Organisation stimulates _______and reaches out to the potential customers. 1
a) Demand
b) Production
c) Promotion
d) Distribution
23. Globally if we compare the penetration of organised retail, USA tops the chart 1
followed by Taiwan and Malaysia. It dominates________percentage of organised
retailing.
a) 8
b) 12
c) 85
d) 95
24. Sales Organisation involves transfer of ownership of merchandise on terms 1
satisfactory to both the _________and the ____________.
a) consumer and marketer
b) producer and dealer
c) wholesaler and agent
d) distributor and retailer
25. Line Sales Organisation is the oldest and simplest form of sales organisation that is 1
characterised by _______.
a) Authority flowing Upwards
b) Authority flowing Downwards
c) Authority flowing Diagonally
d) Authority flowing Horizontally

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26. Choose the example of Hypermarket from the following :- 1
a) Walmart
b) Shoppers Stop
c) Bombay Bazar
d) Metro Cash & Carry
27. Match the following :- 1
A. Line Sales Organisation i. Managers need to be experts in limited skills.
B. Product Sales Organisation ii. Develops ‘Yes man’
C. Hybrid Sales Organisation iii. Suitable for FMCG companies
D. Functional Sales Organisation iv. Also referred as Matrix Sales Organisation
a) iv, i, iii, ii
b) iii, ii, i, iv
c) ii, iii, iv, i
d) i, iv, ii, iii
28. A retail store having physical presence in a building or other structure that offers 1
goods and services to its customers face to face is referred to as ____________.
a) Online Retailing
b) Brick & Mortar Retailing
c) Click & Mortar Retailing
d) Non Store Based Retailing
29. Pearl Ltd. is a distributor of specialised and niche market products, its sales 1
organisation structure would be_____________.
a) Large
b) Complex
c) Simple
d) Complicated
30. Choose from the following, the basis used by Indian Railways for establishing its Sales 1
Organisation structure.
a) Zone
b) Services
c) Division
d) Territory
31. Product Type Sales Organisations are most suitable to : 1
a) Firms having different type of customers
b) Firms with large product portfolio
c) Firms having various functional departments
d) Firms providing Line and Staff Authority to President-sales

SECTION C
(COMPETENCY BASED QUESTIONS)

Answer any 5 questions out of the given 7 questions (1 x 5 = 5 marks)

32. ASSERTION (A) : A Sales Organisation works in dual capacity. 1
REASON(R): It motivates wholesalers and retailers to stock the products and
stimulates customers to buy these products.
a) Both the statements (A) and (R) are correct and (R)is the right explanation of (A)
b) Both the statements (A) and (R) are correct but (R)is not the right explanation of
(A)
c) Statement (A) is correct and statement (R) is incorrect
d) Both statements (A) and statement (R)are incorrect

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33. The letter ‘S’ in SKU stands for ________________. 1
a) Stock
b) Store
c) Seller
d) Salesperson
34. _______________Sales Organisation is characterised by dominance of Chairman in 1
the proceedings.
a) Trade Sales Organisation
b) Committee Sales Organisation
c) Territorial Sales Organisation
d) Line & Staff Sales Organisation
35. 1
In and Out stores at Hindustan Petroleum Pumps are mostly open 24 x 7 and are
visited by customers who make quick purchases in small quantities while their
vehicles get refueled. Name this store based retail format.
a) Supermarkets
b) Specialty Stores
c) Department Stores
d) Convenience Stores
36. 1
Identify the disadvantage of functional Sales Organisation from the following :-
a) Successful Customer Relationship
b) Increased Customer Loyalty
c) Buck Passing of Responsibility
d) Supervision of employees is very easy
37. 1
Ramesh and Ravi are sales managers in A&B Cosmetic Pvt. Ltd. Both the managers are
highly educated, innovative and competent. They always keep in mind the
technological improvements, shifts in consumer preferences and competition in the
market while formulating policies and preparing the future plans. What type of sales
organisation structure would A&B Cosmetics Pvt. Ltd. design in the light of
competence and experience of its managers?
a) Small and Simple
b) Large and Simple
c) Small and Complex
d) Large and Complex
38. 1
Sanaya, the Department Manager of XYZ Mall has been vertically shifted to a higher
designation. Now, she has comparatively greater authority and responsibilities. Her
responsibilities comprise of executing merchandising plans and achieving sales goals
of other departments. She supervises the training and develops managers. Identify
the higher designation she is promoted to.
a) Store Manager
b) Group Manager
c) General Manager
d) Sales Demonstrator

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