CBSE Class 12 Marketing Question Paper 2020

SET-4
Series HMJ H$moS> Z§.
Code No. 336
amob Z§. narjmWu H$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.

{dnUZ
MARKETING
{ZYm©[aV g_` : 3 KÊQ>o A{YH$V_ A§H$ : 60
Time allowed : 3 hours Maximum Marks : 60

.336 1 P.T.O.

gm_mÝ` {ZX}e :
(i) Bg àíZ-nÌ _| Xmo IÊS> h¢ — IÊS> H$ : amoOJma H$m¡eb Am¡a IÊS> I : {df` H$m¡eb &
(ii) IÊS> H$ : amoOJma H$m¡eb (10 A§H$)
 {XE JE 6 àíZm| _| go {H$Ýht 4 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 1 A§H$ H$m h¡ &
 {XE JE 5 àíZm| _| go {H$Ýht 3 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 2 A§H$ H$m h¡ &
(iii) IÊS> I : {df` H$m¡eb (50 A§H$)
 {XE JE 12 àíZm| _| go {H$Ýht 10 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 1 A§H$ H$m h¡ &
 {XE JE 7 àíZm| _| go {H$Ýht 5 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 2 A§H$ H$m h¡ &
 {XE JE 7 àíZm| _| go {H$Ýht 5 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 3 A§H$ H$m h¡ &
 {XE JE 5 àíZm| _| go {H$Ýht 3 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 5 A§H$ H$m h¡ &
(iv) Bg àíZ nÌ _| 42 àíZ em{_b h¢ {OZ_| go 30 àíZm| Ho$ CÎma XoZo h¢ &
(v) g^r àíZm| Ho$ {deof ^mJ /IÊS> H$mo ghr H«$_ _| H$s{OE &
(vi) A{YH$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 & àË`oH$ àíZ 1 A§H$ H$m h¡ & 14=4

1. àñVw{V H$mo ~MmZo (save) Ho$ {bE {ZåZ{b{IV _| go {H$g H$mo bKwnW (emQ>©H$Q>) Ho$ ê$n _|
Cn`moJ {H$`m OmVm h¡ ? 1
(A) H§$Q´>mob + {eâQ> + Eg
(B) H§$Q´>mob + dr
(C) {eâQ> + Eg
(D) H§$Q´>mob + Eg
2. bú` CÝ_wI ì`dhma _| bJmZo hoVw {ZåZ{b{IV _| go H$m¡Z-gm à~b àoaUm _mZm OmVm h¡ ? 1
(A) g§Mma H$m¡eb
(B) AmYma^yV ì`{ŠVËd
(C) h[aV H$m`©
(D) ñd-A{^àoaUm
3. {ZåZ{b{IV _| go H$m¡Z-gm n`©Q>Z _| h[aV H$m`© Zht h¡ ? 1
(A) JÝVì` à~§YZ
(B) JÝVì` à~§YH$
(C) à{ejH$
(D) An{eîQ> nwZ…MH«$U à~§YZ
.336 2

General Instructions :
(i) This question paper consists of two parts viz. Section A : Employability
Skills and Section B : Subject Skills.
(ii) Section A : Employability Skills (10 Marks)
 Answer any 4 questions out of the given 6 questions of 1 mark each.
 Answer any 3 questions out of the given 5 questions of 2 marks each.
(iii) Section B : Subject Skills (50 Marks)
 Answer any 10 questions out of the given 12 questions of 1 mark each.
 Answer any 5 questions from the given 7 questions of 2 marks each.
 Answer any 5 questions from the given 7 questions of 3 marks each.
 Answer any 3 questions from the given 5 questions of 5 marks each.
(iv) This question paper contains 42 questions out of which 30 questions are to
be answered.
(v) All questions of a particular part/section must be attempted in the correct
order.
(vi) The maximum time allowed is 3 hrs.

SECTION A : Employability Skills (10 Marks)

Answer any 4 questions out of the given 6 questions of 1 mark each. 14=4
1. Which one out of the following is used as a shortcut to save a
presentation ? 1
(A) Ctrl+Shift+S
(B) Ctrl+V
(C) Shift+S
(D) Ctrl+S
2. Which is regarded as a drive required to engage goal oriented behaviour ? 1
(A) Communication Skills
(B) Basic Personality
(C) Green Jobs
(D) Self-Motivation
3. Which out of these is not a green job in Tourism ? 1
(A) Destination Management
(B) Destination Managers
(C) Trainers
(D) Recycling Waste Management
.336 3 P.T.O.

4. {ZåZ{b{IV MaUm| _| go H$m¡Z-gm CÚ{_Vm à{H«$`m H$m EH$ ^mJ Zht h¡ ? 1
(A) {dMma AÝdofU
(B) ì`dgm` {Z`moOZ
(C) g§Mma H$m¡eb
(D) Am±H$‹S>m {díbofU
5. ________ àX{e©V H$aVm h¡ EH$ ì`{ŠV Ho$ Ûmam AnZm H$m`© {~Zm {H$gr nm[aVmo{fH$ Ho$ H$aZo
H$s BÀN>m H$mo & 1
(A) emar[aH$ A{^àoaUm
(B) AmÝV[aH$ A{^àoaUm
(C) _Zmod¡km{ZH$ A{^àoaUm
(D) ~mø A{^àoaUm
6. g{H«$` hmoH$a gwZZo H$m {ZåZ{b{IV _| go H$m¡Z-gm ghr CXmhaU h¡ ? 1
(A) M§MbVm
(B) XoIZm
(C) àíZ nyN>Zo Ho$ {bE amoH$Zm
(D) Mohao Ho$ C{MV hmd-^md ~ZmZm

{XE JE 5 àíZm| _| go {H$Ýht 3 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 2 A§H$ H$m h¡ & 23=6

7. A{^àoaUm VWm CËàoaUm Ho$ òmoVm| H$s gyMr Xr{OE & 2

8. àñVwVrH$aU _| AmH$ma S>mbZo Ho$ MaUm| H$m C„oI H$s{OE & 2

9. bú` {ZYm©aU H$m Š`m AW© h¡ ? BgH$mo CXmhaU Ho$ Ûmam g_PmBE & 2

10. g{H«$` hmoH$a gwZZo Ho$ H$m¡ebm| Ho$ MaUm| H$m C„oI H$s{OE & 2

11. ñd-A{^àoaU _hÎdnyU© Š`m| h¡ ? g_PmBE & 2

IÊS> I : {df` H$m¡eb (50 A§H$)
{XE JE 12 àíZm| _| go {H$Ýht 10 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 1 A§H$ H$m h¡ & 110=10

12. `h Ho$db EH$ VËd g§JR>Z Ho$ {bE AmJ_ CËnÞ H$aVm h¡ VWm d¥{Õ H$m {ZYm©aU H$aVm h¡ 1
(A) _yë`
(B) àdV©Z
(C) ñWmZ
(D) CËnmX
.336 4

4. Which step out of the following is not a part of process of
entrepreneurship ? 1
(A) Idea exploration
(B) Business planning
(C) Communication skills
(D) Data analysis
5. ________ demonstrates a desire of an individual to do his/her work
without any external reward. 1
(A) Physiological Motivation
(B) Internal Motivation
(C) Psychological Motivation
(D) External Motivation
6. Which is the correct example for active listening ? 1
(A) Fidgeting
(B) Looking
(C) Interrupting to ask questions
(D) Making appropriate facial expressions

Answer any 3 questions out of the given 5 questions of 2 marks each. 23=6
7. List the sources of motivation and inspiration. 2
8. Mention the steps to insert shapes in a presentation. 2
9. What is meant by Goal Setting ? Explain it with an example. 2
10. State the steps for active listening skills. 2
11. Why is self-motivation important ? Explain 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. This is the only element that generates revenue for an organisation and
determines growth : 1
(A) Price
(B) Promotion
(C) Place
(D) Product
.336 5 P.T.O.

13. {ZåZ{b{IV _| go H$m¡Z-gm EH$ CËnmX Ho$ VËdm| _| gpå_{bV Zht {H$`m OmVm h¡ ? 1
(A) g§~Õ {deofVmE±
(B) _yb CËnmX
(C) bmoJmo
(D) ~«mÝS> _mH©$
14. {H$g ‘nr’ H$mo A{YH$Va Amdí`H$Vm gÝVw{îQ> BH$mB© Ho$ ê$n _| Cn`moJ {H$`m OmVm h¡ ? 1
(A) _yë`
(B) CËnmX
(C) àdV©Z
(D) ñWmZ
15. {ZåZ{b{IV _| go {dVaU Ho$ Ama§{^H$ {~ÝXþ H$s nhMmZ H$s{OE : 1
(A) _Ü`ñW
(B) gh`moJr EOoÝgr
(C) Cn^moŠVm
(D) CËnmXH$
16. VÝÌ {OgHo$ _mÜ`_ go dñVwE± CËnmXH$ go Cn^moŠVm VH$ OmVr h¢, h¡ ________ & 1
(A) ñWmZ
(B) CËnmX
(C) àdV©Z
(D) _yë`
17. CËnmX H$s ~obmoMXma _m±J Ho$ {bE Amn {H$g àH$ma Ho$ _yë` H$m {ZYm©aU H$a|Jo ? 1
(A) Ý`yZ
(B) _Ü`_
(C) Cƒ
(D) gaH$ma Ûmam {ZYm©[aV
18. àdV©Z H$mo bJmVma J«mhH$ H$mo ~«mÊS> Ho$ ~mao _| ________ Mm{hE VWm J«mhH$ {ZîR>m bmJy
H$aZr Mm{hE & 1
(A) gy{MV H$aZm
(B) g_PmZm
(C) `mX {XbmZm
(D) CnamoŠV H$moB© Zht
.336 6

13. Which out of the following is not included in the components of a
product ? 1
(A) Associated feature
(B) Core product
(C) Logo
(D) Brand mark

14. Which ‘P’ is mostly used as a need-satisfying entity ? 1
(A) Price
(B) Product
(C) Promotion
(D) Place

15. Identify the starting point of distribution from the following : 1
(A) Intermediaries
(B) Facilitating agencies
(C) Consumers
(D) Manufacturers

16. The mechanism through which goods move from the manufacturer to the
consumer is ________. 1
(A) Place
(B) Product
(C) Promotion
(D) Price

17. For an inelastic demand of products, which type of price will be fixed by
you ? 1
(A) Low
(B) Moderate
(C) High
(D) As decided by the Government

18. Promotion has to continuously ________ the customers of the brand and
enforce customers’ loyalty. 1
(A) Inform
(B) Persuade
(C) Remind
(D) None of the above

.336 7 P.T.O.

19. ________ YZ am{e h¡ Omo EH$ CËnmX AWdm godm Ho$ {bE br OmVr h¡ & 1

20. \w$Q>H$a {dH«o$Vm H$mo dñVwAm| Ho$ {dH«$` Ho$ níMmV² {ZåZ{b{IV _| go {H$gH$m H$m`© g_mßV
Zht hmoVm ? 1
(A) WmoH$ {dH«o$Vm
(B) CËnmXH$
(C) _Ü`ñW
(D) ghm`H$ EOoÝgr
21. Bg A{ÛVr` ‘nr’ _| ñd`§ H$s nhMmZ VWm ì`{ŠVËd h¡ : 1
(A) CËnmX
(B) _yë`
(C) ñWmZ
(D) àdV©Z
22. ~hþV gmao ì`{ŠV BgHo$ A{ZÀNw>H$ h¢ : 1
(A) g_mMma-nÌ {dkmnZ
(B) Mb{MÌ {dkmnZ
(C) Q>obr-{dnUZ
(D) Ka Ho$ ~mha H$m {dkmnZ
23. `h {dnUZH$Vm© VWm BgHo$ b{jV J«wn Ho$ ~rM Amngr g_P n¡Xm H$aZo go gå~pÝYV h¡ : 1
(A) ì`{ŠVJV {dH«$`
(B) OZ gånH©$
(C) àdV©Z
(D) àm`moOZ

{XE JE 7 àíZm| _| go {H$Ýht 5 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 2 A§H$ H$m h¡ & 25=10
24. {dVaU Ho$ EH$ ñVa _mÜ`_ H$mo g_PmBE & 2
25. boZXoZ g§~§Yr H$m`© H$mo g_PmBE & 2
26. EH$ {gZo_m hm°b VWm EH$ \$mñQ> \y$S> ñWb na EH$ gm_mÝ` AmH$ma Ho$ gm°âQ> qS´>H$ Ho$ {bE
CËnmXH$ H$mo {^Þ àH$ma go ^wJVmZ H$aZm n‹S>Vm h¡ & Cn`w©ŠV _| C„o{IV _yë`-{ZYm©aU {d{Y
H$s nhMmZ H$s{OE VWm g_PmBE & 2
27. AmnZo EH$ CËnmX ~mµOma _| CVmam & `h ‘n[aM`mË_H$ pñW{V’ _| h¡ & Bg pñW{V _| Amn
{dnUZ H$s H$m¡Z-gr aUZr{V`m± AnZmE±Jo ? 2
28. ‘gw{dYmOZH$ CËnmXm|’ Ho$ {H$Ýht Xmo àH$mam| H$mo g_PmBE & 2
29. {gZo_m {dkmnZ Ho$ bm^m| H$mo g_PmBE & 2
30. àdoe (^oXZ) _yë`-{ZYm©aU Zr{V AnZmZo Ho$ {bE AZwHy$b n[apñW{V`m| H$s gyMr ~ZmBE & 2

.336 8

19. ________ is the amount of money charged for a product or service. 1

20. Whose job does not end with selling of goods to the retailer ? 1
(A) Wholesalers
(B) Manufacturers
(C) Intermediaries
(D) Facilitating agencies
21. This unique ‘‘P’’ has its own identity or personality : 1
(A) Product
(B) Price
(C) Place
(D) Promotion
22. A large number of people are averse to : 1
(A) Newspaper Advertising
(B) Cinema Advertising
(C) Telemarketing
(D) Out-of-Home Advertising
23. It is concerned with creating mutual understanding between the
marketer and its target group : 1
(A) Personal Selling
(B) Public Relations
(C) Promotion
(D) Sponsorship

Answer any 5 questions from the given 7 questions of 2 marks each. 25=10
24. Explain one-level channel of distribution. 2
25. Explain transactional function. 2
26. A consumer has to pay different price for a normal size soft drink in a
cinema hall and at a fast food stall. Identify and explain the pricing
method stated above. 2
27. You launched a product. It is in ‘Introduction Stage’. Which marketing
strategies will be adopted by you during this stage ? 2
28. Explain any two categories of ‘convenience products’. 2
29. Explain the advantages of cinema advertising. 2
30. List the conditions favouring penetration pricing policy. 2
.336 9 P.T.O.

{XE JE 7 àíZm| _| go {H$Ýht 5 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 3 A§H$ H$m h¡ & 35=15

31. ì`{ŠVJV {dH«$` VWm {dH«$` àdV©Z _| AÝVa H$s{OE & 3

32. \$_© Ho$ {bE _yë` _hÎdnyU© H¡$go h¡ ? 3

33. n¡Ho$qOJ Ho$ {d{^Þ ñVam| H$mo g_PmBE & 3

34. _yë`-{ZYm©aU Ho$ ‘bm^àXVm’ CÔoí` H$mo g_PmBE & 3

35. \w$Q>H$a {dH«o$VmAm| Ûmam {Zînm{XV {H$E OmZo dmbo {d{^Þ H$m`m] H$m dU©Z H$s{OE & 3

36. {dVaU àUmbr _| _Ü`ñWm| H$s ûm¥§Ibm _| ^mJrXmam| Ho$ Mma g_yh gpå_{bV hmoVo h¢ & BZH$s
gyMr V¡`ma H$s{OE VWm BÝh| g_PmBE & 3

37. {d{eîQ> dñVwAm| H$mo {dH«$` H$aZo hoVw AmnHo$ Ûmam AnZmB© OmZo dmbr {dnUZ aUZr{V
g_PmBE & 3

{XE JE 5 àíZm| _| go {H$Ýht 3 àíZm| Ho$ CÎma Xr{OE & àË`oH$ àíZ 5 A§H$ H$m h¡ & 53=15

38. Am¡Úmo{JH$ CËnmXm| Ho$ àH$ma g_PmBE & 5

39. ‘Am°Z-bmBZ {dnUZ’ Ho$ bm^mo§ VWm hm{Z`m| H$s {ddoMZm H$s{OE & 5

40. BZ {XZm| Cn`moJ H$s OmZo dmbr {d{^Þ àdV©Z VH$ZrH$m| H$mo g_PmBE & 5

41. EH$ CËnmX H$m _yë`-{ZYm©aU H$aVo g_` Ü`mZ _| aIo OmZo dmbo {d{^Þ AmÝV[aH$ H$maH$m|
H$mo g_PmBE & 5

42. EH$ C{MV {dVaU _mÜ`_ H$m M`Z H$aVo g_` Ü`mZ _| aIo OmZo dmbo CËnmX gå~ÝYr
H$maH$m| H$mo g_PmBE & 5

.336 10

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

31. Distinguish between Personal selling and Sales promotion. 3

32. How is price significant for firms ? 3

33. Explain various levels of packaging. 3

34. Explain ‘Profitability’ objective of pricing. 3

35. Describe the various functions performed by retailers. 3

36. A chain of intermediaries comprises a set of four participants of
distribution system. Make a list of these and explain them. 3

37. Explain the marketing strategy adopted by you for selling specialty
goods. 3

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

38. Explain the types of industrial products. 5

39. Discuss advantages and disadvantages of ‘Online Marketing’. 5

40. Explain various promotion techniques which are in use these days. 5

41. Explain various internal factors to be kept in consideration while
deciding price of a product. 5

42. Explain factors pertaining to the product while selecting a suitable
channel of distribution. 5

.336 11 P.T.O.