CBSE Class 10 Marketing and Sales 2019 Question Paper

1. Name the channel of distribution that is used for selling goods through mail order.

2. The breaking of market into smaller units consisting of people with similar tastes and behaviour is called

(a) Positioning
(b) Target
(c) Segment
(d) All of the above

3. Big Bazaar and Reliance have positioned themselves as economical stores. Identify the type of positioning strategy adopted by them.

(a) On the basis of price
(b) On the basis of quality
(c) On the basis of users
(d) On the basis of customer benefit

4. Name the highest post in sales to which a sales manager can be promoted.

5. When a product is successfully priced higher than its objective monetary value, then the related customer value is called

(a) Positive customer value
(b) Negative customer value
(c) Both (a) and (b)
(d) None of the above

6. The first step in the salesperson’s overview is

(a) Prospecting
(b) Qualifying
(c) Placing presentation
(d) Objections and handling objections

7. Advertising and sales promotion are the examples of which P of Marketing Mix ?

(a) Product
(b) Promotion
(c) Price
(d) Place

8. What has become almost mandatory for a salesman to facilitate expert discussion ?

9. A list of questions is prepared before selling a product by a salesman. What is it called ?

10. Factors like age group, income level and gender are considered in which type of segmentation ?

(a) Geographic
(b) Behavioural
(c) Psychographic
(d) Demographic

11. What is meant by functional relationship ?

12. During the presentation the customer might show some curiosity or raise certain questions. What is it called ?

13. What is meant by a ‘Product’ ?

14. Enlist the range of positions a salesman can achieve in his career.

15. How can a salesperson make a presentation more effective ?

16. Explain the pricing strategy that you will opt to bring out a new product.

17. What is meant by ‘approach’ ?

18. Give the meaning of ‘prospecting’.

19. List the various steps involved in sales process overview.

20. How is segmentation done by marketers ? Explain briefly.

21. Discuss the following qualities of a good salesperson :

(a) People skills
(b) Communication skills
(c) Market information

22. How has Internet revolution affected the sales in today’s era ? Explain.

23. How does a salesperson contribute to revenue generation for the firm ? Explain.

24. As a salesperson, prepare a list of any six questions for selling a Mixer Grinder.

25. Explain the characteristics of a good prospect.

26. Discuss the following positioning strategies :

(a) Customer benefits, and
(b) Different product class

Section B

Attempt any three questions

27. Distinguish between hard skills and soft skills.

28. Explain the various types of objections.

29. Explain the following responsibilities of a salesperson :

(a) To collect payments, and
(b) To build company’s image

30. Explain any five job related difficulties in the selling career of a salesman.

31. Explain any five techniques of closing sales.