CBSE Class 12 Question Paper 2024 Salesmanship

CBSE

Series &RQPS SET-4

Q.P. Code 355
 -   - 
Roll No. -    
Candidates must write the Q.P. Code
on the title page of the answer-book.

=       -    15  
=       -  24   
= -        -    -  -   
=

=  -     15        -     10.15 
   10.15   10.30     -        
-      
= Please check that this question paper contains 15 printed pages.
= Please check that this question paper contains 24 questions.
= 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.
= Please write down the serial number of the question in the answer-book
before attempting it.
= 15 minute time has been allotted to read this question paper. The question
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.

SALESMANSHIP
{ZYm©[aV g‘¶ : 3 KÊQo A{YH V‘ A§H : 60
Time allowed : 3 hours Maximum Marks : 60

3552 283 Page 1 P.T.O.

(i)      
(ii)  -  24         : -  - 
(iii) -     -      
(iv)   (6 + 18 =) 24        ()  3  
(6 + 11 =) 17      
(v)            
(vi)  – :   (30 )
()    06   
()      
()        
()    /      
(vii)  – :   (30 )
()    18   
()   11    
()        
()    /      

( )

1.      6     4      4 1=4
(i)  (FPO)      1
(a)    (b)   
(c)    (d)   
(ii)  ________     (Cells)     1
(a)  (b) 
(c)  (d) 

3552 Page 2

General Instructions :
(i) Please read the instructions carefully.
(ii) This Question Paper consists of 24 questions in two Sections : Section – A
& 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
(6 + 11 =) 17 questions in the allotted (maximum) time of 3 hours.
(v) All questions of a particular section must be attempted in the correct
order.
(vi) Section – A : Objective Type Questions (30 marks)
(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/part.
(vii) Section – B : Subjective Type Questions (30 marks)
(a) This section has 18 questions.
(b) A candidate has to do 11 questions.
(c) Do as per the instructions given.
(d) Marks allotted are mentioned against each question/part.

SECTION – A
(Objective Type Questions)
1. Answer any 4 out of the given 6 questions on Employability Skills. 4 1=4
(i) The full form of FPOs is 1
(a) Farmer Producer Organisations
(b) Food Producer Organisations
(c) Fertiliser Producer Organisations
(d) Fruit Producer Organisations
(ii) A _____ is an arrangement of cells in a vertical manner. 1
(a) Row (b) Cell
(c) Column (d) Workbook
3552 Page 3 P.T.O.

(iii) _______                1
(a)  (b) 
(c)  (d) 
(iv)  (SMART)     ‘R’     : 1
(a)  (b) 
(c)  (d) 
(v)   ________                 1
(a)  (b) 
(c)  (d) 
(vi)         : 1
/////

2.   7     5      5 1=5
(i)    FMCG    ________         1
(a)  (b) 
(c)  (d) 
(ii)        1
(a)  (b) 
(c)   (d)  
(iii)      1
(a)    (b)    
(c)     (d)     
(iv)              
   1
(a)   (b)  
(c)   (d)  
3552 Page 4

(iii) _______ refers to ability to continue to do something even when it is
difficult. 1
(a) Initiative (b) Perseverance
(c) Decisiveness (d) Efficiency
(iv) The letter ‘R’ in the acronym ‘SMART’ stands for 1
(a) Right (b) Result
(c) Realistic (d) Resource
(v) ______ in communication helps in knowing whether the receiver has
understood the message or not. 1
(a) Encoding (b) Decoding
(c) Channel (d) Feedback
(vi) Rearrange the words to form a sentence : 1
Street/is/across/house/the/His

2. Answer any 5 out of the given 7 questions. 5 1=5
(i) The ______ type sales organisations are most suitable for large scale
FMCG companies. 1
(a) Trade (b) Hybrid
(c) Product (d) Functional
(ii) Store based retailing includes 1
(a) ATM (b) Telemarketing
(c) Online Retailing (d) Hyper Market
(iii) Sales territories ensure 1
(a) Proper Market Coverage
(b) Perfect designing of products
(c) Impressive packaging of goods
(d) Developing a detailed label of product
(iv) Identify the financial compensation rewards best suited for making
payment to sales support personnel. 1
(a) Straight salary (b) Straight Commission
(c) Performance Bonus (d) Combination Plans
3552 Page 5 P.T.O.

(v)     ________        1
(vi) ________    800-5000       1
(a)   (b)  
(c)   (d)  
(vii)           ? 1

3.   7     6      6 1=6
(i)           ________    1
(a)    (b)   
(c)    (d)   
(ii)          1
(a)  (b)  
(c)  (d)  
(iii)         ________    1
(a)   (b) 
(c)  (d) 
(iv)               
________    1
(v)        -        1
(a)   (b)  
(c)   (d)  
(vi) ______            
   1
(vii)                 
      ,         
________  ________      1
(a) ,  (b) , 
(c) -,  (d) , 

3552 Page 6

(v) The purpose of Sales Department is to get the goods used by the
ultimate ______. 1
(vi) The area of _____ stores is between 800 – 5000 sq. feet. 1
(a) Hyper Markets (b) Discount Stores
(c) Super Markets (d) Speciality Stores
(vii) Which is the first dimension of current spendable income ? 1

3. Answer any 6 out of the given 7 questions. 6 1=6
(i) The sales organization structure of companies producing on large
scale is 1
(a) Small and Simple (b) Small and Complex
(c) Large and Simple (d) Large and Complex
(ii) Identify the example of Discount stores from the following : 1
(a) Walmart (b) Kids Kemp
(c) West side (d) Vishal Megamart
(iii) The customers and prospects are _____ from one sales territory to
another. 1
(a) same (b) similar
(c) homogeneous (d) heterogeneous
(iv) A salesperson will be _____ motivated if he finds his job inherently
rewarding and satisfying. 1
(v) Identify the responsibility that is not performed by retail in-store
demonstrator. 1
(a) Product Display (b) Product Packaging
(c) Product Experience (d) Product Preparation
(vi) ______ are quantitative objectives assigned to sales organisational
units and individual sales personnel. 1
(vii) ABC Ltd. manufacturing cars used a number of sales promotional
techniques during Navratri this year to boost up their sales, this
indicates that the structure of a sales organisation is influenced by
the _____ & _____. 1
(a) Sale and Purchase (b) Demand and Supply
(c) Customs and Traditions (d) Production and Distribution

3552 Page 7 P.T.O.

4.   6     5      5 1=5
(i)           _________     1
(a)  (b) 
(c)    (d) -  
(ii)          ? 1
(iii)  ()        ________    1
(a)    (b)   
(c)  (d)   
(iv) ________    ,         
    1
(a)   (b)  
(c)   (d)  
(v)             ? 1
(a)    (b)   
(c)    (d) -   
(vi)               
                 1

5.   6     5      5 1=5
(i)        1
(ii)          ,     1
(a)      
(b)           
(c)         
(d)          
(iii)       -  ,       
     1
(a)     (b)    
(c)     (d)    
(iv)  ________   ,          
        1
3552 Page 8

4. Answer any 5 out of the given 6 questions. 5 1=5
(i) Field sales-people spend most of their time on _____ to sell products. 1
(a) Road (b) Telephone
(c) Administrative tasks (d) Face to face contact
(ii) How much discount is given by factory outlets to their customers ? 1
(iii) Under Line Sales Organisation, the authority flows 1
(a) Upwards (b) Downwards
(c) Diagonally (d) Horizontally
(iv) A _____ consists of a group of customers, prospects or geographical
areas assigned to a salesperson. 1
(a) Field selling (b) Sales Territory
(c) Sales Organisation (d) Sales Quota
(v) Under what category will you categorise mom & pop shops ? 1
(a) Organized retailing (b) Unorganised retailing
(c) Online retailing (d) Non-store based retailing
(vi) Suman, an employee of Zyra Ltd. has been vertically shifted from the
post of Assistant Manager to Sales Manager. Identify the
compensation reward used by Zyra Ltd. 1

5. Answer any 5 out of the given 6 questions. 5 1=5
(i) Give two examples of Company Perks. 1
(ii) Choose from the following, what is not an advantage of straight
commission. 1
(a) It leads to bad debts.
(b) It encourages hardworking salesmen.
(c) It is directly linked to performance.
(d) It benefits the company during slack season.
(iii) Identify the sales volume quota used when prices of products
fluctuate considerably. 1
(a) Budget Sales Volume Quota (b) Rupee Sales Volume Quota
(c) Unit Sales Volume Quota (d) Point Sales Volume Quota
(iv) A _____ makes an attempt to satisfy the consumer needs by
providing the right merchandise at right time, right place and right
price. 1

3552 Page 9 P.T.O.

(v)     ,       1
(a)           
(b)         
(c)        
(d)  ,        
(vi) _________        1
(a)    
(b)   / 
(c)     
(d)       

6.   6     5      5 1=5
(i)     _________          
  ,    -     1
(a)   (b)  
(c)   (d)  
(ii)         ? 1
(iii)             ? 1
(a)        
(b)       
(c)       
(d)       
(iv)          ________   1
(v)             : 1
(a)  (b) 
(c)  (d) 
(vi)    ________        1
(a)   - (b)   -
(c)    (d) -  -
3552 Page 10

(v) The Sales Manager of a firm will adopt hybrid sales organization
when 1
(a) it sells goods both in domestic & international market.
(b) it deals with different segments of customers.
(c) it has a large product portfolio.
(d) it shows combination of product, functions and Geography.
(vi) Sales Organisations are important for : 1
(a) designing the product
(b) developing package/wrapper of the product
(c) ensuring distribution of goods
(d) coordinating the activities of production department

6. Answer any 5 out of the given 6 questions. 5 1=5
(i) Donyal is working as _____ in departmental store and his main
responsibilities are merchandise presentation, customer service and
inventory control. 1
(a) Sales Manager (b) Group Manager
(c) General Manager (d) Department Manager
(ii) Who decides the shape of the Sales territory ? 1
(iii) Which of the following is not an advantage of Line Sales Organization ? 1
(a) Develops ‘Yes Man’
(b) Quick Decision Making
(c) No Confusion of Authority
(d) No Delay in Policy Formulation
(iv) The most commonly used commission base is ______. 1
(v) Choose the pre-requisite of a field sales personnel from the following : 1
(a) Mobility (b) Direction
(c) Motivation (d) Persistence
(vi) Organisational rewards can be classified into ______ 1
(a) Financial and Non-financial
(b) Compensation and Non-compensation
(c) Financial and Compensation
(d) Non-financial and Non-compensation

3552 Page 11 P.T.O.

–
( )

     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

19.            3

3552 Page 12

SECTION – B
(Subjective Type Questions)

Answer any 3 out of the given 5 questions on Employability Skills. Answer
each question in 20 – 30 words. 3 2=6
7. Why is it important to listen attentively ? 2

8. Explain the ‘Paranoid’ Personality disorder. 2

9. Name any four presentation Softwares. 2

10. What is meant by ‘First Generation Entrepreneurs’ ? 2

11. Define Green Jobs. 2

Answer any 3 out of the given 5 questions in 20-30 words each. 3 2=6
12. Explain ABC Analysis. 2

13. Differentiate between Product sales and Solution sales. 2

14. List out two advantages of Trade type Sales Organisation. 2

15. Under what situations are performance bonuses used to reward a
salesman ? 2

16. State the reasons responsible for changing lifestyle of consumers. 2

Answer any 2 out of the given 3 questions in 30-50 words each. 2 3=6
17. Enumerate the characteristics of Convenience stores. 3

18. Identify the type of sales organization that is characterized by buck
passing of responsibility. State its two advantages also. 3

19. Mention three characteristics of a motivated salesperson. 3

3552 Page 13 P.T.O.

  5     3    ( ) 50-80     3 4 = 12
20. “           , -  , 
          ”        
     4

21.                 
    4

22. “                
-    ”          
   4

23. “        -    
   ”          4

24. “                  ”
                   4
__________

3552 Page 14

Answer any 3 out of the given 5 questions in 50-80 words each. 3 4 = 12
20. “A retailer as a facilitator educates customers, conducts transactions,
performs inventory and opens and closes the store.” Describe the functions
of a retailer in the light of the statement. 4

21. Briefly explain the organization related and marketing mix related factors
that affect the structure of a Sales Organisation. 4

22. “Field Sales involves, sales representative meeting face to face with
prospective customers to sell company’s products.” State the most
important field sales activities of a sales representative. 4

23. “Recognition both formal and informal is an integral part of most
salesforce reward systems.” Distinguish between formal and informal
Recognition. 4

24. “The last step in the procedure of planning a sales territory is Assigning
sales personnel to territories.” Briefly explain the steps in the procedure
of planning a sales territory prior to this step in chronological order. 4
__________

3552 Page 15 P.T.O.

3552 283 Page 16

CBSE STUDY MATERIAL

CBSE Board

INFORMATION CLASS STUDY MATERIAL

1 Time Table 09 Sample Paper
10 Sample Paper
2 Result
11 Sample Paper
3 Syllabus 12 Sample Paper

OTHER RESOURCES
09 Question Paper
Maps of India, Maps of World
Writing Skill Formats 10 Question Paper
Periodic Table 11 Question Paper
12 Question Paper
Class 9 Notes
Class 10 Notes
NCERT Book
Class 11 Notes
Class 12 Notes NCERT Solutions

ENTRANCE EXAMS

JEE Main CLAT CUET UG
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