CBSE Class 11 Sample Paper 2026 Solution for Salesmanship

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CBSE | DEPARTMENT OF SKILL EDUCATION
SALESMANSHIP (SUBJECT CODE-831)
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
Source Material Unit/ Page no.
Q. No. QUESTION (NCERT/PSSCIVE/ Chap. of source Marks
CBSE Study Material) No. material
Q. 1 Answer any 4 out of the given 6 questions on Employability Skills (1 x 4 = 4 marks)
i. (a) Assertive CBSE Study Material 1 2 1
ii. (d)Tongue CBSE Study Material 2 20 1
iii. The following factors affect the team building CBSE Study Material 2 21 1
(any 2) :-
a. Work Team Structure
b. Work Team Process
c. Diversity
iv. The following are activities needed CBSE Study Material 4 53 1
for effective time management (explain
any 1)
a. Setting and prioritizing goals
b. Creating a Schedule
c. Making Lists of tasks
d. Balancing work and leisure
e. Breaking large tasks into smaller tasks
v. (d) Ctrl + X CBSE Study Material 3 33 1
vi. Wild protection Act,1972 CBSE Study Material 5 65 1
Q. 2 Answer any 5 out of the given 7 questions (1 x 5 = 5 marks)
i. (a) Personal Selling CBSE Study Material 1 6 1
ii. (d) Petrol CBSE Study Material 2 40 1

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iii. A prospect is a qualified person or CBSE Study Material 3 53 1
organisation that has the potential to buy the
good or service, provided he has the money to
buy, authority to buy, and desire to buy.
iv. (b) Assumptive close CBSE Study Material 4 100 1
v. (d) One way communication CBSE Study Material 1 8 1
vi. Industry CBSE Study Material 2 36 1
vii. (a) Cold canvassing CBSE Study Material 2 57 1
Q. 3 Answer any 6 out of the given 7 questions (1 x 6 = 6 marks)
i. Indirect denial CBSE Study Material 4 92 1
ii. (c)Referral CBSE Study Material 3 65 1
iii. Attention CBSE Study Material 1 15 1
iv. Life insurance and investment plans CBSE Study Material 2 41 1
v. Friends and Aquaintances CBSE Study Material 3 58 1
vi. They are employed by manufacturers to sell CBSE Study Material 1 22 1
their product to retailers. Once the retailers
are convinced they place the orders to
wholesalers which ultimately lead to
company’s sale.
vii. Impulsive Consumers CBSE Study Material 2 46 1
Q. 4 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)
i. (b) Promotion mix CBSE Study Material 1 7 1
ii. (a) Business Services CBSE Study Material 2 41 1
iii. Bird dog’ is the nick-name given to the CBSE Study Material 3 58 1
persons like electric & water meter readers,
gas boys, milk suppliers, newspaper boys,
watchmen, servants, maids etc., who visit the
houses at a definite interval. They provide a
good deal of information relating to
households which the salesman can capitalize.
iv. a. Demonstration in use CBSE Study Material 4 86 1
b. Demonstration of specific features
v. (d) Excuses CBSE Study Material 4 89 1
vi. In this approach both buyer and seller work in CBSE Study Material 1 18 1
collaboration. Sales person after
understanding customer’s needs, works in the
direction of addressing those needs. It
involves two-way interaction.
Q. 5 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)
i. (b) Physical Quality CBSE Study Material 1 25 1
ii. A salesman encounters following types of CBSE Study Material 2 46 1
sales oriented customers (any two)
a. Loyal customer
b. New customer
c. Potential customer
d. Impulsive customer
e. Discount customer
iii. Product Approach CBSE Study Material 2 66 1
iv. Closing the Sale is the final stage in the selling CBSE Study Material 4 95 1
process.
v. (b) Indirect Denial or Yes…. But Method CBSE Study Material 4 92 1

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vi. The common objections raised by prospects CBSE Study Material 4 94 1
are : - (any 2)
a. Price objection
b. Payment objection
c. Service objection
d. Time to buy objection
Q. 6 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)
i. Stimulus response method CBSE Study Material 4 84 1
ii. Market Survey Reports CBSE Study Material 3 52 1
iii. (c) Speciality product CBSE Study Material 2 40 1
iv. (a) Approach CBSE Study Material 3 61 1
v. Features Advantages Benefits Selling CBSE Study Material 4 84 1
vi. Problem solving 1 17 1

SECTION B: SUBJECTIVE TYPE QUESTIONS
Source Material Unit/ Page no. of
Q.
QUESTION (NCERT/PSSCIVE/ Chap. source Marks
No.
CBSE Study Material) No. 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 Clear and concise PSSCIVE 1 4 2
Q. 8 1. Learning Formal / Informal/ Self-directed PSSCIVE 20 2 2
learning leads to acquiring some skills. Out
of the learnt skills
some skills may be preferred skills, and may
guide us shape our career. An attitude of
continuous learning helps us to update
ourselves with the required skill set that
keeps changing with the time.
2. Feedback : Peers, family and mentors
provide us with genuine feedback which help
us identify our hidden talents and
strengths.
Q. 9 Role of Government for the success of the CBSE STUDY 67 5 2
green economy : - MATERIAL
a. It makes policies and provides funds for
implementing plans and policies.
b. It makes laws to protect the environment
and takes action against law-breakers.
c. It sets up missions, such as the Green India
Mission and National Solar Mission to act on
green economy projects.
d. It works with scientists and educates the
public on environmentally safe practices
(pollution control, chemical free farming).
Q. 10 1. If you want to add something extra or PSSCIVE 117 3 2
remove some text after getting your report
checked by a teacher, you can easily do it in a
word document.
2. When making a resume (bio-data), it is
important not to make any spelling
mistakes. A word Processor helps you check
spelling and grammar so that you use
correct grammar, spelling and language.

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Q. 11 Entrepreneurs often exhibit certain CBSE Study Material 59 4 2
attitudes. Similarly, some attributes related
to one’s attitude are needed to have the
right mindset for achieving entrepreneurial
success. Some of these are as follow:
1. Use imagination: In entrepreneurship, use
of imagination and creativity provides a
structure to entrepreneurs to think out of
the box, consider alternatives, try
unconventional ways to do things and
continuously improvise and iterate.

2 Take moderate risks: Moderate risk takers
are those entrepreneurs who are often
characterized as willing to assume a
moderate amount of risk in business, being
neither overly conservative nor likely to
gamble.
Answer any 3 out of the given 5 questions in 20 – 30 words each (2 x 3 = 6 marks)
Q. 12 Integrity of Character: He should possess the CBSE Study Material 1 25 &26 2
qualities of honesty and integrity. He is to
gain the confidence of the customer. He
should be loyal to the employer as well as to
the customer. As he is face-off of the
company so he should hold a strong
character.
Business Sense – He or she understands that
you are in business to make a profit and
quickly learns the ins and outs of the
organization.
Q. 13 1. It provides the salesman knowledge of CBSE Study Material 2 46 2
different market segments-Market
segmentation is a way of arranging the
customers into smaller groups according to
their type. The salesman can communicate
properly by preparing target specific,
relevant marketing messages for each group
while selling.
2. It indicates customers’ potential to
purchase - What is important in selling is not
surface differences, but the differences that
actually affect buying behaviour. What
triggers each person to buy is in fact his/ her
purchasing capacity. This also helps in
setting price for the product/ service
Q. 14 1. People normally display resistance to new CBSE Study Material 4 89 2
and unfamiliar ideas and goods. Therefore,
many consumers raise objections in the
normal course.

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2. Certain prospects raise objections as they
are not 100% sure about the product or
service offered, i.e, they are only partially
satisfied and are waiting for more
explanation, classifications, additional
features about the sales proposition.
Q. 15 1. Go for it Attitude : As the salesman and CBSE Study Material 4 98 2
the prospect move along the various stages
of the selling process, it is better on the part
of the salesman to remain calm and handle
the situation with enough confidence.
2. Seize Attention : To be successful
salesman should always try to hold and seize
the attention of the prospect towards the
product. He should avoid diverting the
prospect’s attention to other things.
Q. 16 A good prospect has definite characteristics CBSE Study Material 3 56 2
and stands out for several qualities:(any 2)
1. A good prospect is someone who has a
problem that the product can solve
efficiently and cost effectively.
2. A good prospect has a goal that the
company’s product can help to achieve.
3. A good prospect has the power to make
the buying decision.
4. A good prospect is someone who likes the
salesman, the company and their product.
5. A good prospect is a center of influence ;
someone who can open doors for other
prospects.
6. A good prospect is easy to sell to and
service.
Answer any 2 out of the given 3 questions in 30– 50 words each (3 x 2 = 6 marks)
Q. 17 Personal selling facilitates creating demand, CBSE Study Material 1 10 3
minimizing wastage of efforts and
conducting actual sales :-
a. Creates Demand – With increasing
competition, the companies believe in
personal selling as an important tool to push
the product in the market. A salesman helps
in creating demand of the product by
describing its functions and demonstrating
the product. A good salesman has
knowledge of both his and the competitor’s
product. They act as suggestion holders,
create demand and generate sales.
b. Minimizing wastage of efforts – Personal
selling involves minimum wastage of efforts

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as compared to other promotional tools like
advertisement. It is directly interacting with
the prospect and save time which leads to
minimizing time and resources.
c. Results in Actual Sale – Advertising and
sales promotion techniques can only attract
attention and arouse desire. By themselves
they cannot create sale. Under personal
selling, a salesman finds prospective buyers,
demonstrates the product, explain its
operation, and convinces the customers to
buy the product. Np other method of
promotion can perform all these functions.
Therefore, personal selling does the entire
job of selling.
Q. 18 Any 3 points from the following. Increases CBSE Study Material 2 35 3
the self-confidence of the salespersons : Due
to knowledge of the
product and its application according to the
customer’s needs, salesman gains
confidence and expertise in handling
prospects.
(ii) Satisfaction to customers: Prospects
expect salespersons have good and reliable
knowledge to guide them for improved
operations of the product. He can guide
them about how to use and what
precautions should be taken while using that
product. When a prospective customer finds
salesman convincing enough, the sales
presentation becomes more acceptable.
(iii) Increase in sales through better services
to the prospects: A satisfied customer makes
repeat orders and also recommends it to
others.
(iv) Better position over competitors – With
adequate knowledge of rival companies and
their products, he can put across superiority
of his own product.
Q. 19 Yes the statement is true. There are many CBSE Study Material 2 57 3
sources which a salesman can tap. The
below are the sources of information:
1. Fellow salesman
2. Customers
3. Office records
Explain each individually

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Answer any 3 out of the given 5 questions in 50– 80 words each (4 x 3 = 12 marks)
Q. 20 Marketing of products to customers, CBSE Study Material 1 14 4
companies use different approaches,
depending on the nature of product or
services, resources of the organization,
expertise or others.
1. Stimulus Response Selling Approach

2. Mental State Approach

3. Need Satisfaction Approach

4. Problem Solving Approach

Explain each individually
Q. 21 1. Getting a series of affirmative answers: CBSE Study Material 4 99 4
One of the methods of closing the sale
involves asking a number of questions to
ensure that the prospect gives positive
answers to the questions. The objective
behind this is that when the prospect says
many ‘yes’ on small points, he would also
say agree to purchase of the product.
2. Narrowing the choice: Prospects may find
it difficult to decide or choose when they are
offered wide range of products especially in
the case of apparels, shoes, jewellery etc.
The salesman narrows down the choice by
asking them to retain what they like and
remove others making it easy to quickly
choose from among a selected variety.
3. Closing on minor points: There are some
prospects who find it difficult to make major
decisions. Hence, a salesman tries to get the
confirmation of the buyers over minor
points – color, size, brand, delivery date,
payment system, etc. for example: do you
like red color or white? Do you want to
make cash payment or purchase on credit?
When the salesman attains the consent of
the prospect on smaller points, he may close
the sale a later by seeking order.
4. Successful business story close: Under this
method the salesman provides information
and testimonial of people satisfied by the
purchase of such goods. The incident must
be real and not unreal. They must be related
to the product being offered.

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Q. 22 a. Satisfied Customers: Customers who are CBSE Study Material 3 58 4
satisfied give the names of those who are
interested in similar products, apart from
repeated buying. Many of the bankers ask
their present customers who are satisfied
with the services of the bank, about the
prospects.
The Insurance Advisor of Birla Sunlife
Insurance asks five names of the persons
who are known to the customer and are in
need of insurance products.
b. Telephone Directory or Mailing List:
Prospects names can be generated through
telephone directory or mailing lists. Panda
and Sahadev (2012) call it prospect pool,
which may be constructed from four main
sources: Leads (salespersons know nothing),
Referrals, orphans (salesperson left the
company) and customers,
c. Influencers: People because of their
position, authority, responsibility,
accomplishments,
or personality exercise more influence.
These people are found in all spheres –
social, business, religious, political, etc.
People refer them while buying. Film
personalities and celebrities influence the
buying process.
d. Non-competing sales Force: Prospects
names can be got from salespersons of
noncompeting products. These salespersons
know about the requirements and purchase
managers, who place orders. A salesperson
supplying copiers can tell about computers.
One can know by listening or observing the
buyer of the products.
Q. 23 Consumer products CBSE Study Material 2 40 4

a) A convenience product is a consumer
product or service that customers normally
buy frequently, immediately and without
great comparison or buying effort, for
example laundry detergents, fast food, sugar
etc.
b) Shopping products are a consumer
product that the customer usually compares
on attributes such as quality, price and style
in the process of selecting and purchasing.
The consumer spends much more time and

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effort in gathering information and
comparing alternative
c) Speciality products are consumer products
and services with unique characteristics or
brand identification for which a significant
group of consumers is willing to make a
special purchase effort; for example cars,
professional and high-prices
photographic equipment, designer clothes
etc
d) Unsought products are those consumer
products that a consumer either does
not know about or knows about but does
not consider buying under normal
conditions. Consumers do not think about
these types of consumer products normally,
at least not until they need them.
Q. 24 a) Direct Denial Method: Normally a CBSE Study Material 4 92 4
salesman should avoid confrontation or
contradiction with the prospects. However,
at times, it is essential to do the same while
meeting objections. As the name implies, in
this method the prospect is told that he is
mistaken.
Indirect Denial or Yes…. But Method: This is
one of the most popular and widely used
methods of overcoming objections raised by
the prospects. It is also often termed as side-
stepping method.
b) Reverse Position Method :This is also
known as ‘why method’ or ‘question
method’. Under this method, the salesman
asks the prospect questions relating to the
objections raised such as ‘why’ and ‘what do
you really mean, madam
c) Boomerang Method :In this method, the
objection of the prospect is converted into a
reason favorable for purchase. This method
is also known as ‘translation method’
because it converts the objection in the
minds of prospects into a reason for making
a purchase. In other words, when the
prospect raises an objection, the salesman
pitches and converts the objection into a
strong reason for making the purchase.

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Study Materials
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Important Resources
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