CBSE Class 11 Sample Paper 2026 Solution for Marketing

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2026

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CBSE | DEPARTMENT OF SKILL EDUCATION
MARKETING (SUBJECT CODE-812)
MARKING SCHEME FOR CLASS XI (SESSION 2025-2026)

Max. Time: 3 Hours Max. Marks: 60
General Instructions:
1. Please read the instructions carefully.
2. This Question Paper consists of 24 questions in two sections – Section A & Section B.
3. Section A has Objective type questions whereas Section B contains Subjective type questions.
4. Out of the given (6 + 18 =) 24 questions, a candidate has to answer (6 + 11 =) 17 questions in
the allotted (maximum) time of 3 hours.
5. All questions of a particular section must be attempted in the correct order.
6. SECTION A - OBJECTIVE TYPE QUESTIONS (30 MARKS):
i. This section has 06 questions.
ii. There is no negative marking.
iii. Do as per the instructions given.
iv. Marks allotted are mentioned against each question/part.
7. SECTION B – SUBJECTIVE TYPE QUESTIONS (30 MARKS):
i. This section contains 18 questions.
ii. A candidate has to do 11 questions.
iii. Do as per the instructions given.
iv. Marks allotted are mentioned against each question/part.

SECTION A: OBJECTIVE TYPE QUESTIONS

Page no.
Source Material Uni
of source
Q. No. QUESTION (NCERT/PSSCIVE t/ Marks
material
/ Cha
CBSE Study Material) p.
No.
Q. 1 Answer any 4 out of the given 6 questions on Employability Skills (1 x 4 = 4 marks)
i. d) Corresponds NCERT 1 4 1
ii. a) Listening NCERT 1 2 1
iii. b) Context Menu NCERT 3 123 1
iv. The difference between creativity and NCERT 4 153 1
innovation is that while creativity is about
just coming up with an idea, innovation is
about also coming up with ways to make
idea into reality.
v. b) Sustainable Development NCERT 5 172 1
vi. Goals NCERT 2 97 1
Q. 2 Answer any 5 out of the given 7 questions (1 x 5 = 5 marks)
i. d) This is what I want, won’t you please CBSE Study Material 1 7 1
make it?
ii. Segmentation, targeting and Positioning CBSE Study Material 3 64 1
iii. b)Hospital bed and tractor CBSE Study Material 1 6 1
iv. MARCUTUS CBSE Study Material 1 20 1

v. Generation Y includes people born after CBSE Study Material 3 69 1
the year 1980
vi. d)Macro environment CBSE Study Material 2 43 1
vii. c) Competition among all firms CBSE Study Material 2 59 1
Q. 3 Answer any 6 out of the given 7 questions (1 x 6 = 6 marks)
i. b) Economic dimension and Legal 2 51,52 1
dimension
ii. b) Initiator CBSE Study Material 5 143 1
iii. a) Intensive distribution CBSE Study Material 4 117 1
iv. Philip Kotler CBSE Study Material 1 7 1
v. Customer CBSE Study Material 5 134 1
vi. c)Public CBSE Study Material 2 60 1
vii. (a)Customer Focus Value proposition CBSE Study Material 3 86 1

Q. 4 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)
i. Interest & Opinion CBSE Study Material 3 76 1

ii. d)A blending of four strategic elements to CBSE Study Material 4 103 1
satisfy specific target markets
iii. b) Esteem Need CBSE Study Material 1 9 1

iv. c)Unique Selling proposition CBSE Study Material 3 85 1
v. d) Must be continually monitored by CBSE Study Material 2 44 1
Marketing Managers
vi. Undifferentiated Marketing CBSE Study Material 3 79 1

Q. 5 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. b) Soft Core Loyal CBSE Study Material 3 72 1

ii. Personality refers to the aggregate of CBSE Study Material 5 140 1
one’s behavior
iii. Time & Place utility or information or CBSE Study Material 1 22 1
possession utility or form utility
iv. b) Durable products CBSE Study Material 4 111 1

v. c) Word of mouth communication CBSE Study Material 4 115 1

vi. Marketing Intermediaries CBSE Study Material 2 58 1

Q. 6 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. Preparer CBSE Study Material 5 143 1
ii. c)Both(a) & (b) CBSE Study Material 1 24 1
iii. d)Promotion CBSE Study Material 4 115 1
iv. c)Belief CBSE Study Material 5 140 1
v. Gatekeeper CBSE Study Material 5 143 1
vi. b) Industrial market CBSE Study Material 2 58 1

SECTION B: SUBJECTIVE TYPE QUESTIONS

Source Material
Unit/ Page no. of
Q. (NCERT/PSSCIVE/
QUESTION Chap. source Marks
No. CBSE Study
No. material
Material)
Answer any 3 out of the given 5 questions on Employability Skills in 20 – 30 words each (2 x 3 = 6
marks)
Q. 7 Steps to be taken in favour of Fisheries NCERT 5 173,174 2
Sector:
 We can avoid the problems of over- fishing
by telling people about sustainable fishing
practices which control fishing and
provide enough
time for fish to breed and multiply.
 If you eat fish, buy only those which are
plentifully available and also in season (not
during breeding season

Steps to be taken in favour of
Transport Sector:
 Use public transport like buses or
trains
• Walk or cycle when possible
Use electric vehicles if possible
Q. 8 Value of Perseverance is highlighted in the NCERT 4 144,145 2
given question
Other three values are: 1. Confidence
2. Independence
3. Open-mindedness
(All 3 with explanation)
Q. 9 Four open ended questions can be: Q1. NCERT 1 55 2
What did you have for breakfast today?
Q2. How you commute to school everyday?
Q3. Where are you planning to go in upcoming
summer break?
Q4. Which subject you like the most?
Q. 10 Ways to build a network of people around NCERT 2 90 2
you:
1. Converse: Have a pleasant
appearance. For example, smile and
look at the person with confidence.
Start off with a question. For example,
how is the traffic in your
2. Engage: Share useful information. For
example, do not appear to be
superficial.
3. Tell: Share information on events or
activities that you know of. For

example, tell others about a fun fair in
your locality.
4. Communicate Regularly: Stay in touch.
For example, speak to your group of
people regularly.
5. Invite them for parties and get
togethers
6. Open-up: Show interest in getting to
know them. For example, asking them
about what they do in free time. Listen
to them patiently and take the
conversation ahead. For example, if
they mention they need someone to
organise a party, offer to share contact
of a known person with them.

7. Network Smartly: Talk to them about
things that are common between the
two. For example, a similar interest in
food or any common hobbies. Share
your experience with them. For
example, you can talk about your
recent vacation.
(Any 4 with explanation)
Q. 11 Steps to save a new word document NCERT 3 115 2
 Click on File and then click Save or
Save As.
Browse to the desired folder, type the
filename (for example, Hello World) in the
name textbox and click on Save
Answer any 3 out of the given 5 questions in 20 – 30 words each (2 x 3 = 6 marks)
Q. 12 Following useful outcomes can be gathered by CBSE Study Material 5 139 2
study of psychological level of consumer:
 How consumers think, feel, reason, react to
different environments and select between
different alternatives (e.g., brands,
products, and retailers)
 The behavior of consumers while shopping
or making other marketing decisions
 The extent of consumer knowledge or
information processing abilities which
influence decisions and marketing outcome
 What motivates consumers and their
decision-making strategies for different
products
 How can marketers adapt and improve
their marketing campaigns and marketing
strategies to more effectively reach the
consumer. (Any
four)

Q. 13 CBSE Study Material 4 118 2

Q. 14 Kids: Fruit Bread, Sweet Bread Youth: CBSE Study Material 3 76 2
White Bread, Pita Bread
Health Conscious: Whole Wheat bread,
Multigrain Bread
Food Lover: Garlic Bread, Kulcha Bread
Q. 15 Environmental Scanning is the identified CBSE Study Material 2 44 2
process.
Environmental scanning is a process of
scrutinizing and weighing up changes and
trends in marketing environment by
the firm. Through environmental analysis,
the management can develop an
Environmental Threat and Opportunity
Profile (ETOP) which gauges the impact of
various environmental forces on the
firm.
Q. 16 The concept stated here is of Customer CBSE Study Material 1 13 2
Value. Customer Value = Total Customer
Benefits – Total Customer Costs Customer
value is difference between the values
benefits the customer gains from owning a
product and cost of obtaining the product.
The cost of product is not limited to price
but also time and energy spent shopping.
Answer any 2 out of the given 3 questions in 30– 50 words each (3 x 2 = 6 marks)
Q. 17 (a) Societal Marketing Concept: The CBSE Study Material 1 27, 28, 32 3
societal marketing concept believes in giving
back to the society as it believes that the
company is profiting because of society and
hence it should also take measures to make
sure the society also benefits from the
company. The concept advocates to deliver
the customer satisfaction in a way that
preserves or enhances the customer’s and
the society’s well-being.
Relationship Marketing: The approach
suggests developing strong relationship with
its partners who are suppliers and
distributors. It will lead to better channel
arrangements, higher levels of cooperation,
less conflict, and increased efficiency. In
relationship marketing everyone is treated as
customers.
(c)Selling Concept: The concept is based on

the belief that customers, be individual or
organizations will not buy enough of the
organization’s products unless they are
persuaded to do so. So, organizations should
undertake selling
and promotion of their products for success.
Q. 18 Basis Market Market CBSE Study 4 113 3
Skimming Penetration MaterialM
Policy Policy
Objecti Its objective Its
ve is to objective is
skim the to gain a
market by foothold in
selling at a a highly
premium competitive
price. market.
Prices High Prices Low prices
are charged are charged
Q. 19 Meaning of Positioning: Positioning CBSE Study Material 3 85,86 3
isconcerned about creating a perception in a
consumer’s mind about the nature of
company and its products relative to
competitors.
Positioning is done by developing a Unique
Selling Proposition (USP) or identification of
particular appeal that the firm can present to
the customers in each target segment. Bases
of positioning can be Physical Positioning and
Perceptual Positioning.
Answer any 3 out of the given 5 questions in 50– 80 words each (4 x 3 = 12 marks)
Q. 20 a) Economic Environment: The economic CBSE Study Material 2 50-54 4
environment relates to all the economic
determinants that influence commercial
and consumer compliance. The term
economic environment indicates all the
external economic circumstances that
affect the purchasing practices of
customers and markets. Hence, it
influences the production of the business
b) Social Environment: The social
environment of a country determines
the value system of the society which in
turn
affectsthe marketing of products.
Sociological factors such as caste
structure,
mobility of labour, customs, cultural
heritage, view towards scientific
methods etc. might have a far-reaching
impact on business.

c) Technological Environment:
Technological environment refers to
the state of technology in
the areas of manufacturing,
mining, construction, materials
handling, transportation
and information technology.
Advancements in technology leads to
greater productivity,
d) Legal Environment: The political
environment includes all laws,
government agencies and constitutional
provisions affecting or limiting business
organizations within a society. It is
essential for marketers to be aware of
such provisions, incentives,
Government's intervention and
restrictions in business as these factors
make great influence on business
decisions
Q. 21 1. Geographic /Demographic segmentation: CBSE Study Material 4
It consists of defining customers
according to their country of birth
and their location. Important variables
according to Geography may be global,
global regional,
national, National regional, city/state,i
neighbourhood/ local, topography, and
climate. Another basis may be
geographical density – urban, suburban,
and rural. Next basis may be the climate
– warm, cold, and rainy.
2. Personal Demographics segmentation.
Populations are often broken down
into categories on the basis of age,
gender, ethnic origin, education, income,
occupation, Religion, Family size, Stage
of family life cycle, social status/class,
etc. In Demographic segmentation, the
market is divided into segments on the
basis of readily observable
personal characteristics such as age,
gender, ethnicity, etc. It offers a wide
variety of bases for segmentation.
3. Socio Economic Segmentation:
The populations are broken down according
to income, employment, education,
social class, home/car ownership, etc.
Segmenting by income is very popular,
especially for cars, luggage,
vacations and fashion goods.
College-going students have different

demands than the people who after
good higher education join the
companies as executives, and those who
are illiterates.

4. Behavioral Segmentation:
Emphasis is placed on differences in
peoples’ values and not on differences in
socio-demographic profiles. It takes into
consideration the purchasing behaviour
as the starting point, how frequently
they buy, how loyal they are, what
benefits they seek, when they buy, etc
5. Psychographic segmentation: It
examines mental characteristics and
predispositions connected with
purchasing habits. It is related with
similarity of values and lifestyles. It is
concerned with the interests, activities
and opinions of consumers, and is often
related to life styles. Consumers buy
things because of the personality,
lifestyle and the consumer values they
hold. People who think about the world
in a similar way will respond similarly to
the marketing mix.
(any 4 with explanation)
Q. 22 a) Product CBSE Study Material 4 110,113,1 4
“Their products include chips, biscuits, 15 &116
sweets and squashes”
A product is an item that is built or
produced to satisfy the needs of a certain
group of people. Product can be tangible
good or intangible service.

b) Price
“ It charges a comparatively higher price
than its competitors as it sells quality
products”
The price of the product is basically the
amount that a customer pays for
consuming it. Price is a very important
component of the
marketing mix definition. It is
crucial in determining the organization’s
profit and survival.
c) Place
“It has five of its own retail shops. It also
sells its products through various grocery
stores”

Place or distribution refers to making the
product available for customers at
convenient and accessible places. We
have to position and distribute the
product in a place that is accessible to
potential buyers
d) Promotion
“It regularly uses different communication
tools to increase its sales”
Promotion represents the different
methods of communication that are used
by marketer to inform target
audience about the product
Q. 23 Consumer Decision Process CBSE Study Material 5 146 4
1.Problem Recognition: During the first
stage of the consumer decision making
process, the consumer becomes aware
of the difference between the actual
state and ideal state. This stage
motivates the individual to achieve the
desired state of affairs. Here they may
also play a role through creating a new
ideal state or by increasing
dissatisfaction with the actual state.
2. Information Search: In the second stage,
the consumer gathers information
related to his/her fulfilment of a desired
state of affairs. This search identifies
alternative means of problem solution.
High involvement purchases may invite
large information searches, while low
involvement purchases require little
search activity. The number of brands
that a consumer actually considers in
making a purchase decision is known as
the evoked set. Marketers seek to
influence consumer decisions during the
process of search by providing
persuasive information about their goods
or services in a format useful to
consumers.
3. Evaluation of Alternatives: The third step
in the consumer decision making process
is to evaluate the evoked set of options
identified during the search step. The
result of the evaluation stage helps in
choosing a brand or product in the
evoked set or might also result in a
decision to start search for additional
alternatives, when all those which were
identified during the initial search seem

to be unsatisfactory. To complete this
analysis, the consumers develop a set of
evaluation criteria to guide the selection.
4. Purchase Decision and Action: The search
and alternative evaluation stages of the
decision process result in the final
purchase decision and the act of making
the purchase. At this stage, the
consumer has evaluated each alternative
in the evoked set based on his/her
personal set of evaluative criteria and
lowered the alternatives down to one.
Marketers can smooth the purchase
decision and action by helping
consumers through providing finance,
delivery, and installation and so on.
5. Post-Purchase Evaluation: The purchase
act might result in one of two:
Satisfaction – The buyer feels satisfied at
the reduction of the gap between the
actual and the ideal states or might
experience dissatisfaction with the
purchase. Consumers are generally
satisfied if purchases meet with their
expectations.
Dissatisfaction – Sometimes, however,
consumers experience some post
purchase anxieties, called cognitive
dissonance. It is a thought that one has
not made the right decision. The
consumer attempts to reduce this
anxiety by searching for additional
information that supports his/her choice.
The marketer can help by providing
supportive information to the buyer and
also by positive marketing
communications.
8. (Any 4 with explanation)
Q. 24 Scope of marketing CBSE Study Material 1 15,16,17 4
1. Goods: A tangible item which can be an
article, commodity, material,
merchandise, supply, wares produced
from agricultural, construction,
manufacturing or mining
2. Services: Products that have intangible
properties such as banking, consultancy,
education, insurance, accounting,
expertise, medical treatment or
transportation
3. Experience: Marketers can create stage
and market experiences to the
customers. For example, Water Park, and

theme parks provide experience
marketing. Another different real-life
experience is been enjoyed by customers
at modern retail outlets. Now retailing is
not an activity involved in just selling
goods to the customers, it has now
become an experience.
People: Marketing can help people to
market themselves. Politicians are the
most suitable and common example of
people marketing. Politicians market
themselves to the customers (voters) by
promising them certain bundle of
benefits. Cricketers, film stars, authors,
painters, musicians and sportsperson
market themselves.
4. Places: Cities, state and nation can be
marketed to the consumers. Place
marketers include real estate developers,
commercial banks, businesses etc. One
can’t forget the incredible India
campaign by Indian government to
market India as tourist spot. In India,
Bangalore is known as the Silicon Valley
of India. Kerala is known as God’s own
country.
5. Organization: Organizations market
themselves to create and boost their
image in customer’s mind. They try to
create a unique and favourable image
in the eyes of customers that can give
organizations an edge over others in
the market place. ‘Tata group comprising
of multiple brands, stands for trust and
quality globally.
6. Property: Properties, whether tangible
like real estate or intangibles like
stocks can be marketed to the
customers. Properties are bought and
sold and this exchange process seeks
the role of marketing. Real estate
developers (DLF, Unitech, and
Supertech) develop property and seek
buyers for the same. Same is the case
with any investment company that
wishes to sell its securities to individuals
as well as institutions.
7. Events: Marketers promote different
events from time to time their customers.
These events can be for individuals or
organizations. Sports events like
Commonwealth games, Cricket world cup

series, Musical Concert, Awards and
Fashion shows, etc are events.
8. Information: Information is basically
produced and marketed and distributed
by universities, schools, colleges,
newspapers, magazines, books etc to the
customers at a price. The customers here
might be parents, students and
communities.

9. Ideas: Every marketer offers some idea.
Some offer it for money others do it for
society in general. Marketers make
profit from society and they shall also
give back to the society. Social marketing
comprises of creating
awareness on few ideas like Family
Planning, AIDS awareness, child labour,
domestic violence, wearing of helmet
while driving, blood and eye donation
etc.
(Any 8 points with explanation)

Study Materials
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Model Papers Class 6 Notes

Sample Papers Class 7 Notes
Half Yearly Sample Papers Class 8 Notes

Class 9 Notes
Important Resources
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Periodic Table
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