CBSE Class 12 Question Paper 2026 Salesmanship

FOR CBSE CLASS 12 EXAM PREPARATION

CBSE Class 12 2026
Question Paper ·
Salesmanship
EXAM YEAR TYPE SUBJECT

CBSE Class 12 2026 Question Paper Salesmanship

Notes · Sample Papers · Previous Year Papers · Mock Tests

m
m .co

m .co s e m
se g l a
a SET-4
Series : 1PQRS - 
Q.P. Code 355
 .  -   - 
Roll No. -    
Candidates must write the Q.P. Code
on the title page of the answer-book. m
m .co
m .co s e m
s e   l a
g l a ag
a SALESMANSHIP
{ZYm©[aV g‘¶ : 3 KÊQ>o A{YH$V‘ A§H$ : 60
Time allowed : 3 hours Maximum Marks : 60

       -    15  
 -        -    -  -   
m
       -  24   
.co
m         
        ,e-

  las
ag
  -     15        -     10.15
    10.15   10.30     -      
  -      
 Please check that this question paper contains 15 printed pages.
 Q.P. Code given on the right hand side of the question paper should be written
on the title page of the answer-book by the candidate.

o m
Please check that this question paper contains 24 questions.

mPlease write down the serial number of the question in m . c
c. o book

s e the answer-

e m at the given place before attempting it.
l a
l as  15 minute time has been allotted to read this questiong paper. The question
a
ag paper will be distributed at 10.15 a.m. From 10.15 a.m. to 10.30 a.m., the
candidates will read the question paper only and will not write any answer
on the answer-book during this period. {}

355 * 2372 1 P.T.O.

m .
.co s e m
s em l a
g la ag
a For more Question Papers, Sample Papers, Notes & Syllabus visit Page 1 of 16

  :
(i)    
  
(ii)  -     24   : -  - 
(iii) -        -       
(iv)   (6 + 18) = 24   ,   3    ()  
(6 + 11) = 17      
(v)                 
(vi) - :     (30 ) :
(a)    6   
(b)      
(c)       
(d)  /          
(vii) - :     (30 ) :
(a)    18   
(b)   11    
(c)       
(d)  /          

 – 
(   )

1.      6     4      41=4
(i)    ________     1
(A)   (B)  
(C)   (D)  

(ii)          -       
___________  /   1
(A)  (B) 
(C) - (D) 

(iii)      FFM      ? 1

355 * 2 {}

For more Question Papers, Sample Papers, Notes & Syllabus visit Page 2 of 16

m
m .co

m .co s e m
se g l a
General Instructions :
a
(i) Please read the instructions carefully.
(ii) This Question Paper consists of 24 questions in two sections – Section – A
and Section – B.
(iii) Section – A has Objective Type Questions whereas Section – B contains
Subjective Type Questions.
(iv) Out of the given (6 + 18) = 24 questions, a candidate has to answer m
m
(6 + 11) = 17 questions in the allotted (maximum) time of 3 hours. .co
(v) .co
All questions of a particular section must be attempted in the correct
s e m
em
order.
s l a
la – A : Objective Type Questions (30 Marks) :
(vi) Section
g ag
a (a) This Section has 6 questions.
(b) There is no negative marking.
(c) Do as per the instructions given.
(d) Marks allotted are mentioned against each question/Section.
(vii) Section – B : Subjective Type Questions (30 Marks) :
(a) This Section has 18 questions.
o m
(b)
. c
A candidate has to do 11 questions.
m
(c) Do as per the instructions given.
e against each question/Section.
la s
(d) Marks allotted are mentioned
ag
Section – A
(Objective Type Questions)
1. Answer any 4 out of the given 6 questions on Employability Skills. 41=4
(i) Every effective communication starts with ________. 1
(A) listening (B) reading
(C) writing m
(D) speaking
o
m c
. the job
c. o (ii) To achieve goals, one must always set a ___________ to m
s e get

e m done within a specified time limits.
l a 1

l as (A) areas (B) plans
ag
ag (C) deadlines (D) standards

(iii) What do you understand by FFM in relation to personality disorder ? 1

355 * 3 {}

m .
.co s e m
s em l a
g la ag
a For more Question Papers, Sample Papers, Notes & Syllabus visit Page 3 of 16

(iv) _________    ,        1
(A)  (B) 
(C)  (D) 

(v)       ________   ___________      1

(vi)   -    ? 1

2.   7     5      51=5
(i) _____          1

(ii)           ,     
 _____    1

(iii)    : 1
(A)      
(B)   -     
(C)        -     
(D)       - -   

(iv)   _____    1
(A)  (B)  
(C)  (D) 

(v)       _____       
     1

(vi)  _____       ,      
         1
(A)   (B) 
(C)   (D)  

(vii) ,        _____     1
(A)    (B)    
(C) -  (D)  

355 * 4 {}

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m
m .co

m .co s em
se g la
a
(iv) A _________ is a rectangle shaped box, where the rows and columns
meet. 1
(A) column (B) grid
(C) formula (D) cell

(v) Self-doubt comes when we do not have confidence in ________ and
our ___________. 1
m
(vi) What is roof top rainwater harvesting ?
m 1
.co
.co s e m
2. em
Answer any 5 out of the given 7 questions.
s l
51=5 a
la
(i) __________ retailing is based on principle of singularity.
g ag 1
a
(ii) If the management of a firm follows centralised policy then most of
the sales related decisions are taken by _________. 1

(iii) A field salesperson : 1
(A) Stays in office throughout the day.
(B) Avoids engaging with the customers.
(C) Uses only e-mails for communicating with customers.
m
.co
(D) Interacts face to face with customers at their place.

(iv) Motivation is a _________ process. e m 1
(A) Emotional las
(B) Psychological
(C) Sociological ag
(D) Physiological

(v) Sales organisation involves transfer of goods on terms satisfactory to
both the marketer and __________. 1

(vi) A ________ in store is responsible for executing merchandising plans,
achieving sales goals and supervising training. 1
(A) Group Manager (B) General Manager
m
.co
(C) Department Manager (D) Sales Demonstrator
m
c. o (vii) The Salary, Commission and Bonuses are collectively referred
s e m as 1

s em (A) Net Profit Income
g l a
la (B) Current Spendable Income a
ag (C) Non Compensation Rewards
(D) Combination Rewards

355 * 5 {}

m .
.co s e m
s em l a
g la ag
a For more Question Papers, Sample Papers, Notes & Syllabus visit Page 5 of 16

3.   7     6      61=6
(i)  _____         1

(ii)     _____      1
(A) 10 – 25 (B) 25 – 50
(C) 25 – 75 (D) 25 – 90

(iii)       ,       
  _____    1
(A)   (B) 
(C)  (D) 

(iv)      _____       1
(A)    (B)  
(C)   (D)  

(v)    _____     1
(A)            
(B)     
(C)           
(D)           

(vi)                ? 1

(vii)           ____      1

4.   6     5      51=5
(i)             _____   
   1
(A)  (B) 
(C)  (D) 

(ii)           _____   1
(A)  (B)  
(C)   (D) 

355 * 6 {}

For more Question Papers, Sample Papers, Notes & Syllabus visit Page 6 of 16

m
m .co

m .co s e m
se g l a
3. Answer any 6 out of the given 7 questions.
a 61=6
(i) Sales Volume Quotas are derived from the territorial ________. 1

(ii) The manufacturer owned stores offer discounts ranging ________. 1
(A) 10% – 25% (B) 25% – 50%
(C) 25% – 75% (D) 25% – 90%

(iii) Under Line and Staff sales organisation, the formal authority of m
m
managers means to _______ immediate subordinates. 1 .co
(A) Suggest .co (B) Control
s e m
s em
(C) Punish (D) Oblige
g l a
l a a
(iv)agThe ________ is not a dominant format of retailing found in India. 1
(A) Factory Outlets (B) Discount Stores
(C) Speciality Stores (D) Convenience Stores

(v) Intensity of desire is the amount of ________. 1
(A) time & effort taken by salesman to convince the customer
(B) Knowledge & Skill of the salesman
(C) Effort & Commitment the salesman is ready to expand m
.co
(D) Physical & mental effort that the salesman is ready to put forth
m
s e
la
(vi) What would be the shape of sales territory of a company making
machines for Sugar Mills ?
ag 1

(vii) Under committee type sales organisation, the implementation of
plans is done by ________. 1

4. Answer any 5 out of the given 6 questions. 51=5
(i) Sales Trainees who are learning the sales job, are paid ______ as
compensation. 1
m
.co
(A) Salary (B) Commission
m
m .co (C) Bonus (D) Incentive
s em
s e la management
(ii) All of the following activities are a must for territory
g
g la except ________. a 1
a (A) Routing (B) Pricing
(C) Planning (D) Scheduling

355 * 7 {}

m .
.co s e m
s em l a
g la ag
a For more Question Papers, Sample Papers, Notes & Syllabus visit Page 7 of 16

(iii)   SKU  ‘S’     _____  1
(A)  (Store) (B)  (Stock)
(C)  (Small) (D)  (Service)

(iv)        ‘     ’  ? 1

(v)             : 1
(A)   (B)   : 
(C)   (D)   

(vi) ‘ ’ _____       1

5.   6     5      51=5

(i)       _____   1
(A)   (B)  
(C)   (D)  

(ii) -            ,    _____
      1
(A) 5,000 (B) 20,000
(C) 30,000 (D) 50,000

(iii)       _____         1

(iv) ..          _____  
                , 
          1
(A)   (B)  
(C)   (D)  

355 * 8 {}

For more Question Papers, Sample Papers, Notes & Syllabus visit Page 8 of 16

m
m .co

m .co s e m
se g l a
a
(iii) The letter ‘S’ in acronym SKU stands for _______. 1
(A) Store (B) Stock
(C) Small (D) Service

(iv) Which type of sales organisations are characterised by ‘Buck passing
of responsibility’ ? 1
m
m .co
(v) .co
Identify the responsibility of a field salesperson from the following. 1
s e m
s em l a
ag
(A) Road Shows (B) Restocking of shelves
g la Opening of store
(C) (D) Closing of store
a
(vi) ‘Shopper’s Stop’ is an example of ________ retail format. 1

5. Answer any 5 out of the given 6 questions. 51=5
(i) The main task of a sales organisation is to effect _________. 1
(A) Sales o m (B) Production
c
. Motivation
(C) Display m
(D)
e
las
g
a is neither too small nor too big but
(ii) The size of supermarkets
generally up to _________ sq. feet. 1
(A) 5,000 (B) 20,000
(C) 30,000 (D) 50,000

(iii) The sales executives mostly refer to sale territories as ______ areas. 1

o m
m S.K. Ltd. follows __________ financial compensation mmethod . c
c. o (iv) compensate e to
its salespeople because it provides a sensesof security to
e m l avolume.
las them as their income does not fluctuate with the g
sales
a 1

ag (A) Straight Salary (B) Straight Commission
(C) Performance Bonus (D) Combination Plan

355 * 9 {}

m .
.co s e m
s em l a
g la ag
a For more Question Papers, Sample Papers, Notes & Syllabus visit Page 9 of 16

(v)              ,
   _____    1

(vi) “- -           ”
      : 1
(A)  (B) 
(C)  (D) 

6.   6     5      51=5
(i)      _____       1

(ii)  , -,         _____   
    1

(iii)        , ,      
               
  _____     1
(A)    (B)   
(C)    (D)   

(iv)         _____      
   1

(v)             ? 1
(A)           
(B) -         
(C)         
(D)           

(vi)               _____
   1
(A)   (B)  
(C)   (D)  

355 * 10 {}

For more Question Papers, Sample Papers, Notes & Syllabus visit Page 10 of 16

m
m .co

m .co s em
se g la
a
(v) Sales activities can be well coordinated provided sales responsibility,
line authority and _________ are defined. 1

(vi) “Sometimes non-financial rewards are coupled with financial
rewards.” Choose such reward from the following : 1
(A) Bonus (B) Dividend
(C) Interest (D) Promotion m
o m .co
c
Answer any 5 .out of the given 6 questions. 5  1 = 5 em
em commission compensation plan may lead to accumulation of glas
6.

las
(i) Straight
a 1
ag________.

(ii) The increase in the number of chain stores, hyper-markets,
department stores etc. have led to the growth of _________ retailing. 1

(iii) Radha the sales manager of Zenith Ltd. is very intelligent,
experienced, competent and very quickly makes changes in sales
plans, to adjust as per changes in market. The sale organisation

om & Large
structure of Zenith Ltd. would be _________. 1
(A) Small & Complex (B) .cComplex
(C) Large & Simple
s e(D)m Simple & Complex
(iv) The sales potential of aag
la
geographical unit can be estimated through
__________ analysis. 1

(v) Choose from the following, what is not an advantage of straight
commission compensation reward ? 1
(A) It encourages hardworking salesmen.
(B) Sometimes salespeople may earn more than their managers.
(C) It is directly linked to performance. m
m .co
.co
(D) It benefits the company during slack season.
e m
e m l a
(vi) The standard amount of the company’s total productsthat must be
las sold by a salesperson is referred as : ag 1
ag (A) Sales Quota (B) Budget Quota
(C) Rupee Quota (D) Unit Quota

355 * 11 {}

m .
.co s e m
s em l a
g la ag
a For more Question Papers, Sample Papers, Notes & Syllabus visit Page 11 of 16

 – 
(   )

     5     3    20-30     32=6

7.         2

8.        ? 2

9.       ?      2

10. -      2

11.           2

  5     3    20-30     32=6

12.      2

13.           ? 2

14.           2

15.           2

16. “                
   ”    2

  3     2    30-50     23=6

17.                  3

18.  -                
    3

355 * 12 {}

For more Question Papers, Sample Papers, Notes & Syllabus visit Page 12 of 16

m
m .co

m .co s e m
se g l a
Section – B
a
Subjective Type Questions
Answer any 3 out of the given 5 questions on Employability skills in 20-30
words each. 32=6

7. Name any four communication barriers. 2
m
m .co
.co
8. What do you understand by personality development ? 2
e m
em l as
9. s
What is formatting in spreadsheets ? Give any two examples.
la ag 2

a g
10. Write the contribution of non-technical entrepreneurs. 2

11. Give any four examples related to Green workers services. 2

Answer any 3 out of the given 5 questions in 20-30 words each. 32=6

12. Define Motivation. 2

. c om
s emsolve their problems ?
13. How do territorial sales organisations 2

g la
14. State any two characteristicsaof Department stores. 2

15. Differentiate between product sales & solution sales. 2

16. “Establishing sales territories facilitates proper market coverage and
controlling the sales force.” Explain. 2

m
m Answer any 2 out of the given 3 questions in 30-50 words each.
c. o 2  3 = 6
c.17.o Write any three advantages of the type of sales organisation
s e m that is
s em designed on the basis of types of customers. g l a 3
la a
ag 18. State any three qualities of an in-store demonstrator that help him to
establish a quick rapport with his customers. 3

355 * 13 {}

m .
.co s e m
s em l a
g la ag
a For more Question Papers, Sample Papers, Notes & Syllabus visit Page 13 of 16

19.                 
      3

  5     3    50-80     3  4 = 12

20. “   ,    ,        , 
      ”   4

21. “                
        ”         
    4

22.                 
                
               
  ,     4

23. Onyx Ltd.               
                   
     4

24. “                 
       ”           
   4

____________

355 * 14 {}

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m .co s em
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19. List any three ways in which a successful salesman may be recognized for
their efforts and hard work. 3

Answer any 3 out of the given 5 questions in 50-80 words each. 3  4 = 12

20. “The financial strength of the company, price of its products, product mix m
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and volume of production of the firm affect the sales organisation
e m
structure.” Explain.
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4
as
las ag
g
a selling is a traditional but more effective approach, for sales of high
21. “Field
value products and supporting inside sales representatives.” In the light
of the statement, explain the importance of field selling. 4

22. After her father’s sudden demise, Pritika took charge of their retail outlet
dealing only in footwears. She instructed the manufacturers to use quality

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raw material and produce stylish and comfortable footwears to increase
. c
the profits. Identify and state the characteristics of Pritika’s retail format.
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23. Dhruvi the sales manager ag of Onyx Ltd. has been assigned the
responsibility of revising the sales territory according to the latest
developments in the market. Explain first four steps undertaken by
Dhruvi to revise the sales territory. 4

24. “Motivation is the major inspirational force that induces salesmen into
o
action and ready to face any challenge their job offers.” In the light of the m
m . c
. co statement, explain the characteristics of a motivated salesman.
s e m 4

s em _______________
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a

355 * 15 {}

m .
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s em l a
g la ag
a For more Question Papers, Sample Papers, Notes & Syllabus visit Page 15 of 16

355 2372
* 16 {}

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