CBSE Class 12 Salesmanship Question Paper 2020

H$moS> Z§.
Code No. 355
amob Z§. narjmWu H$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.

ZmoQ> NOTE
(I) H¥$n`m Om±M H$a b| {H$ Bg àíZ-nÌ _o§ _w{ÐV (I) Please check that this question
n¥ð> 11 h¢ & paper contains 11 printed pages.

(II) àíZ-nÌ _| Xm{hZo hmW H$s Amoa {XE JE H$moS (II) Code number given on the right
>Zå~a H$mo N>mÌ CÎma-nwpñVH$m Ho$ _wI-n¥ð> na hand side of the question paper
{bI| & should be written on the title page of
the answer-book by the candidate.
(III) H¥$n`m Om±M H$a b| {H$ Bg àíZ-nÌ _| (III) Please check that this question
>42 àíZ h¢ & paper contains 42 questions.
(IV) H¥$n`m àíZ H$m CÎma {bIZm ewê$ H$aZo go (IV) Please write down the Serial
nhbo, CÎma-nwpñVH$m _| àíZ H$m H«$_m§H$ Number of the question in the
Adí` {bI| & answer-book before attempting it.
(V) Bg àíZ-nÌ H$mo n‹T>Zo Ho$ {bE 15 {_ZQ >H$m (V) 15 minute time has been allotted to
g_` {X`m J`m h¡ & àíZ-nÌ H$m {dVaU read this question paper. The
nydm©• _| 10.15 ~Oo {H$`m OmEJm & question paper will be distributed
10.15 ~Oo go 10.30 ~Oo VH$ N>mÌ Ho$db at 10.15 a.m. From 10.15 a.m. to
10.30 a.m., the students will read the
àíZ-nÌ H$mo n‹T>|Jo Am¡a Bg Ad{Y Ho$ Xm¡amZ question paper only and will not
do CÎma-nwpñVH$m na H$moB© CÎma Zht {bI|Jo & 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

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gm_mÝ` {ZX}e :
{ZåZ{b{IV {ZX}em| H$mo ~hþV gmdYmZr go n{‹T>E Am¡a CZH$m g™Vr go nmbZ H$s{OE :
(a) Bg àíZ-nÌ _| Xmo IÊS> h¢  IÊS> H$ … amoOJma H$m¡eb Am¡a IÊS> I … {df` H$m¡eb &
(b) IÊS> H$ … amoOJma H$m¡eb (10 A§H$)
(i) {XE JE 6 àíZm| _| go {H$Ýht 4 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 1 A§H$ H$m h¡ &
(ii) {XE JE 5 àíZm| _| go {H$Ýht 3 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 2 A§H$ H$m h¡ &
(c) IÊS> I … {df` H$m¡eb (50 A§H$)
(i) {XE JE 12 àíZm| _| go {H$Ýht 10 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 1 A§H$ H$m h¡ &
(ii) {XE JE 7 àíZm| _| go {H$Ýht 5 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 2 A§H$ H$m h¡ &
(iii) {XE JE 7 àíZm| _| go {H$Ýht 5 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 3 A§H$ H$m h¡ &
(iv) {XE JE 5 àíZm| _| go {H$Ýht 3 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 5 A§H$ H$m h¡ &
(d) Bg àíZ-nÌ _| 42 àíZ em{_b h¢ {OZ_| go 30 àíZm| Ho$ CÎma XoZo h¢ &
(e) g^r àíZm| Ho$ {deof ^mJ /IÊS> H$mo ghr H«$_ _| H$s{OE &
(f) A{YH$V_ g_` 3 K§Q>o h¡ &
IÊS> H$
(amoOJma H$m¡eb) (10 A§H$)
{XE JE 6 àíZm| ‘| go {H$Ýht 4 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 1 A§H$ H$m h¡ & 14=4

1. àíZ ~ZmZo Ho$ {bE eãXm| H$mo {\$a go ì`dpñWV H$s{OE & 1
fighting?/they/are/why

2. Ñí` YmaUm Š`m h¡ ? 1

3. {ZåZ{b{IV _| go H$m¡Z-gm AmË_{dídmgr ì`{º$ H$m JwU h¡ ? 1
(A) YraO>
(B) AZwH§$nm
(C) à{V~Õ
(D) OwZyZ
4. S´>oqgJ Am¡a g§dmaZm _hÎdnyU© h¡ Š`m|{H$ do h_| __________ {XIZo _| _XX H$aVo h¢ & 1
(A) ~Zm-R>Zm
(B) _¡bm-Hw$M¡bm
(C) OO©a
(D) Cn`w©º$ g^r>
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General Instructions :
Read the following instructions very carefully and strictly follow them :
(a) This question paper consists of two parts viz. Section A : Employability
Skills and Section B : Subject Skills.
(b) Section A : Employability Skills (10 Marks)
(i) Answer any 4 questions out of the given 6 questions of 1 mark each.
(ii) Answer any 3 questions out of the given 5 questions of 2 marks each.
(c) Section B : Subject Skills (50 Marks)
(i) Answer any 10 questions out of the given 12 questions of 1 mark each.
(ii) Answer any 5 questions from the given 7 questions of 2 marks each.
(iii) Answer any 5 questions from the given 7 questions of 3 marks each.
(iv) Answer any 3 questions from the given 5 questions of 5 marks each.
(d) This question paper contains 42 questions out of which 30 questions are to
be answered.
(e) All questions of a particular part/section must be attempted in the correct
order.
(f) The maximum time allowed is 3 hours.
SECTION A
(Employability Skills) (10 Marks)
Answer any 4 questions out of the given 6 questions of 1 mark each. 14=4
1. Re-arrange the words to form a question. 1
fighting?/they/are/why
2. What is visual perception ? 1
3. Which of the following is a quality of a self-confident person ? 1
(A) Patience
(B) Compassionate
(C) Committed
(D) Passionate
4. Dressing and grooming are important because they help us to look
_____________ . 1
(A) Smart
(B) Untidy
(C) Shabby
(D) All of the above

.355 3 P.T.O.

5. GPS H$m nyU© ê$n Š`m h¡ ? 1
(A) ½bmo~b nmo{µOeqZJ {gñQ>_>
(B) ½bmo~b no_|Q> {gñQ>_>
(C) ½bmo~b àmoJ«m_ {gñQ>_>
(D) ½bmo~b nm°B§qQ>J {gñQ>_>
6. h[aV H$m`© Š`m h¢ ? 1
{XE JE 5 àíZm| ‘| go {H$Ýht 3 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 2 A§H$ H$m h¡ & 23=6
7. g§H$a ì`dgm` H$s {H$Ýht Xmo {deofVmAm| H$mo gyMr~Õ H$s{OE & 2
8. g§dmaZm AmË_-à~§YZ H$m¡ebm| H$m EH$ _hÎdnyU© ^mJ Š`m| h¡ ? 2
9. AmB©.gr.Q>r. (ICT) H$mo n[a^m{fV H$s{OE & {H$Ýht Xmo AmB©.gr.Q>r. CnH$aUm| Ho$ Zm_ Xr{OE & 2
10. B©-_¡b nVo _| nmgdS>© Ho$ {bE H$m¡Z-go dU© (H¡$aoŠQ>a) hmoZo Mm{hE, Vm{H$ dh A{YH$ gwa{jV
hmo gHo$ ? 2
11. h[aV H$m¡eb Š`m h¢ ? {H$Ýht Xmo H$m Zm_ ~VmBE & 2
IÊS> I
({df¶ H$m¡eb) (50 A§H$)
{XE JE 12 àíZm| ‘| go {H$Ýht 10 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 1 A§H$ H$m h¡ & 110=10
12. {~H«$s {d^mJ H$B© __________ H$mo amoOJma àXmZ H$aVm h¡ & 1
(A) bmoJm|>
(B) CËnmXm|>
(C) godmAm|
(D) òmoVm|>
13. {~H«$s g§JR>Z H$m _w»` H$m`© _________ à^md S>mbZm h¡ & 1
(A) bmoJm| na>
(B) AZw^dm| na
(C) H$m`© na
(D) {~H«$s na
14. ^maV _| IwXam ì`mnma ___________ àmê$nm| _| {d^m{OV h¡ & 1
(A) ñQ>moa AmYm[aV >
(B) µJ¡a-ñQ>moa AmYm[aV > >
(C) (A) VWm (B) XmoZm|
(D) Cn`w©º$ _| go H$moB© Zht
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5. What is the full form of GPS ? 1
(A) Global Positioning System
(B) Global Payment System
(C) Global Program System
(D) Global Pointing System

6. What are Green Jobs ? 1
Attempt any 3 questions out of the given 5 questions of 2 marks each. 23=6
7. List any two characteristics of hybrid business. 2
8. Why is grooming an important part of self-management skills ? 2
9. Define ICT. Name any two ICT devices. 2
10. What characters should the password have in an e-mail address, to make
it more secure ? 2
11. What are Green Skills ? Name any two. 2
SECTION B
(Subject Skills) (50 Marks)

Answer any 10 questions out of the given 12 questions of 1 mark each. 110=10
12. The sales department provides jobs to many ____________ . 1
(A) People
(B) Products
(C) Services
(D) Sources

13. The main task of a sales organization is to effect ____________ . 1
(A) People
(B) Experiences
(C) Task
(D) Sales
14. Retail formats in India are divided into __________ . 1
(A) Store based
(B) Non-store based
(C) Both (A) and (B)
(D) None of the above

.355 5 P.T.O.

15. dm°b_mQ>© g~go ~‹S>m ____________ h¡ & 1
(A) gwna_mH}$Q>>
(B) hmBna_mH}$Q>>
(C) {S>nmQ>©_|Q> ñQ>moa
(D) Ny>Q> ñQ>moa
16. ___________ Ho$ H$maU Cn^moº$m H$s OrdZe¡br ~Xb ahr h¡ & 1
(A) J{VerbVm _| d¥{Õ
(B) à`moÁ` Am` _| d¥{Õ >
(C) g§Mma _mÜ`_ (_r{S>`m) Iwbmgm
(D) Cn`w©º$ g^r
17. ñQ>moa ImobZm Am¡a ~§X H$aZm {dH«o$Vm H$s {µOå_oXmar H$m {hñgm hmo gH$Vm h¡ & (ghr/µJbV) 1
18. My±{H$ A{YH$ {~H«$s H$m AW© A{YH$ H$_reZ hmoVm h¡, Bg{bE {dH«o$Vm H$^r -H$^r CYma na
A{YH$ {~H«$s H$mo ____________ VH$ ~‹T>mVo h¢ & 1
(A) A`mo½` J«mhH$>
(B) `mo½` J«mhH$>
(C) (A) VWm (B) XmoZm|
(D) Cn`w©º$ _| go H$moB© Zht
19. àË`oH$ {~H«$s Ho$ {bE EH$ H$_reZ H$m ^wJVmZ {H$`m OmVm h¡, {Ogo {dH«o$Vm g\$bVmnyd©H$
_____________ H$a XoVm h¡ & 1
(A) Ama§^>
(B) IË_ (~§X>)
(C) H$mo{ee
(D) {dMma
20. g§JR>ZmË_H$ CÔoí`m| H$s àm{ßV Ho$ {bE bmoJm| H$mo {~H«$s Ho$ {bE {XE JE nwañH$ma
__________ hmo gH$Vo h¢ & 1
(A) _wAmdµOm nwañH$ma
(B) µJ¡a->_wAmdµOm nwañH$ma
(C) (A) VWm (B) XmoZm|
(D) Cn`w©º$ _| go H$moB© Zht
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15. Walmart is the largest ______________ . 1
(A) Supermarket
(B) Hypermarket
(C) Department store
(D) Discount store

16. The lifestyle of the consumer is changing due to ___________ . 1
(A) increase in mobility
(B) increase in disposable income
(C) media exposure
(D) All of the above

17. Opening and closing of stores can be a part of salesperson’s
responsibility. (True/False) 1

18. Since more sales means more commission, salespeople sometimes extend
more sales on credit to ____________ . 1
(A) Unworthy customers
(B) Worthy customers
(C) Both (A) and (B)
(D) None of the above

19. A commission is paid to salespeople for every sale they ___________
successfully. 1
(A) Initiate
(B) Close
(C) Try
(D) Thought

20. Rewards given to salespeople towards the attainment of organizational
objectives may be __________ . 1
(A) Compensation rewards
(B) Non-compensation rewards
(C) Both (A) and (B)
(D) None of the above

.355 7 P.T.O.

21. g§JR>Z Ho$ ~mha J«mhH$m| Ho$ {bE CËnmXm| Am¡a godmAm| H$mo ~oMZo ({nM) H$mo ____________
H$s AdYmaUm Ho$ ê$n _| OmZm OmVm h¡ & 1
(A) joÌ {~H«$s>
(B) ~OQ> {~H«$s>
(C) {dnUZ
(D) Cn`w©º$ g^r
22. __________ g§JR>ZmË_H$ BH$mB`m| VWm ì`{º$JV {~H«$s H${_©`m| H$mo gm¢no JE _mÌmË_H$
{~H«$s CÔoí` h¢ & 1
(A) à{V`mo{JVm>
(B) nXmoÞ{V>
(C) H$moQ>m
(D) ~OQ>>$>
23. Cn^moº$mAm| Ho$ EH$ g_yh, g§^mdZmAm| `m ^m¡Jmo{bH$ joÌm| H$mo EH$ {dH«o$Vm H$mo gm¢nm OmZm
__________ H$hbmVm h¡ & 1
(A) joÌ {~H«$s
(B) {dH«$` joÌ>
(C) {d^mOZ
(D) ~mµOma
{XE JE 7 àíZm| ‘| go {H$Ýht 5 àíZm| Ho$ CÎma Xr{OE & à˶oH$ àíZ 2 A§H$ H$m h¡ & 25=10

24. µJ¡a-_wAmdµOm nwañH$ma Š`m h¢ ? 2

25. én`m| H$s {~H«$s _mÌm H$moQ>m Š`m h¡ ? 2

26. joÌ Ho$ AmH$ma go AmnH$m Š`m A{^àm` h¡ ? {H$Ýht Xmo Ho$ Zm_ ~VmBE & 2

27. {S>ñH$mC§Q> ñQ>moa H$s {deofVmE± Š`m h¢ ? 2

28. {~H«$s g§JR>Z Š`m h¡ ? 2

29. àoaUm Ho$ àW_ Xmo MaUm| H$m CëboI H$s{OE & 2

30. ‘‘BZ-ñQ>moa AmYm[aV {~H«$s’’ go Š`m A{^àm` h¡ ? 2

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21. The concept of pitching products and services to clients outside the
organization is known as ___________ . 1
(A) Field sales
(B) Budget sales
(C) Marketing
(D) All of the above

22. ___________ are quantitative objectives assigned to sales organizational
units and individual sales personnel. 1
(A) Contests
(B) Promotions
(C) Quotas
(D) Budgets

23. A group of consumers, prospects or geographical areas assigned to a
salesperson are known as _____________ . 1
(A) Field selling
(B) Sales territory
(C) Segmentation
(D) Market
Attempt any 5 questions from the given 7 questions of 2 marks each. 25=10

24. What are non-compensation rewards ? 2

25. What is Rupee sales volume quota ? 2

26. What do you mean by territory shape ? Name any two. 2

27. What are the features of a discount store ? 2

28. What is a Sales Organization ? 2

29. State the first two stages of motivation. 2

30. What is meant by ‘‘In-store based selling’’ ? 2

.355 9 P.T.O.

{XE JE 7 àíZm| ‘| go {H$Ýht 5 àíZm| H$m CÎma Xr{OE & à˶oH$ àíZ 3 A§H$ H$m h¡ & 35=15

31. {~H«$s g§JR>Z H$mo H$m¡Z-go H$maH$ à^m{dV H$aVo h¢ ? 3

32. aoIm g§JR>Z Ho$ bm^m| H$m CëboI H$s{OE & 3

33. grYo doVZ `moOZm H$s hm{Z`m± Š`m h¢ ? 3

34. ‘A{^àoaU’ Ho$ {d{^Þ Am`m_ Š`m h¢ ? 3

35. {dH«$`H$bm _| A{^àoaU H$m Š`m _hÎd h¡ ? 3

36. {~H«$s gwH$maH$ Ho$ H$m`© Š`m h¢ ? 3

37. hmB{~«S> g§JR>Z H$s g§aMZm H$m dU©Z H$s{OE & 3

{XE JE 5 àíZm| ‘| go {H$Ýht 3 àíZm| H$m CÎma Xr{OE & à˶oH$ àíZ 5 A§H$ H$m h¡ & 53=15

38. O~{H$ {dH«o$Vm H$mo ZJXr H$s Vah Hw$N> ^r AmH${f©V Zht H$aVm h¡, bo{H$Z H$^r-H$^r
µJ¡a-{dÎmr` nwañH$ma ^r {~H«$s Q>r_ H$mo CËgm{hV H$aVo h¢ & Š`m Amn gh_V h¢ ? H$maU
Xr{OE & 5

39. {~H«$s H$moQ>m {ZYm©[aV H$aZo H$s à{H«$`m Ho$ ~mao _| {dñVma go MMm© H$s{OE & 5

40. ~VmBE {H$ Am¡nMm[aH$ VWm AZm¡nMm[aH$ nhMmZ {dH«$` ~b nwañH$ma àUm{b`m| H$m EH$
A{^Þ ^mJ H¡$go h¡ & 5

41. ñQ>moa-AmYm[aV \w$Q>H$a ì`mnma Š`m h¡ ? `h µJ¡a-ñQ>moa AmYm[aV \w$Q>H$a ì`mnma go H¡$go {^Þ
h¡ ? 5

42. joÌ {Z`moOZ Ho$ MaUm| H$m dU©Z H$s{OE & 5

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Attempt any 5 questions from the given 7 questions of 3 marks each. 35=15

31. What factors affect sales organization ? 3

32. State advantages of Line organization. 3

33. What are the disadvantages of straight salary plan ? 3

34. What are different dimensions of ‘motivation’ ? 3

35. What is the importance of motivation in salesmanship ? 3

36. What are the functions of a sales facilitator ? 3

37. Describe the structure of a hybrid organization. 3

Attempt any 3 questions from the given 5 questions of 5 marks each. 53=15

38. Whereas nothing attracts salesmen like hard cash, but sometimes
non-financial rewards also charge up the sales team. Do you agree ? Give
reason. 5

39. Discuss the procedure for setting sales quota in detail. 5

40. Explain how formal and informal recognition is an integral part of
salesforce reward systems. 5

41. What is store-based retailing ? How is it different from non-store based
retailing ? 5

42. Describe the steps in territory planning. 5

.355 11 P.T.O.