Question Papers For Board Examinations 2018

Class – XII

Subject – Salesmanship

Subject : Salesmanship

Class : XII

Year : 2018

General Instructions :

(i) This question paper is divided into four sections.
(ii) Section A contains fourteen questions carrying one mark each. Answer all the questions. Questions no. 1 to 14 are multiple choice questions in which you have to select one correct option out of the given options and write the same in your answer-book.
(iii) Section B contains nine short-answer type questions carrying 2 marks each. Answer all these questions.
(iv) Section C contains six short-answer type questions carrying 3 marks each. Answer all these questions.
(v) Section D contains two questions carrying 5 marks each. Answer both these questions.

Questions :

1.Line sales organisation structure is most suitable for
(a) Small-size organisations
(b) Medium-size organisations
(c) Large-size organisations
(d) None of the above 

2.The lifestyle of the consumer is changing due to
(a) Increase in mobility
(b) Increase in disposable income
(c) Media exposure
(d) Increase in International Trade
(e) All of the above 

3.Snapdeal is an E-commerce company based in
(a) USA
(b) UK
(c) Germany
(d) India 

4.Effective territory design and allocation of salespeople to territories results in
(a) Improved sales force performance
(b) Improved company performance
(c) Both (a) and (b)
(d) None of the above 
 
5.Some of the commonly used routing patterns are straight line, hopscotch, clover leaf and one of the following : 
(a) Rectangular
(b) Square
(c) Circular
(d) Hexagonal

6.Sales quotas are not suitable in
(a) Buyers market
(b) Sellers market
(c) Competitive market
(d) All of the above 

7.The first step in designing an effective compensation plan is to
(a) Set up specific objectives
(b) Examine the existing job descriptions
(c) Decide levels of pay or compensation
(d) Decide indirect payment plan 

8.Sales managers find the task of motivating salespeople difficult and important due to
(a) Changes in marketing environment
(b) Conflicting company objectives
(c) Unique nature of the sales job
(d) All of the above 

9.The main task of sales organisations is to effect
(a) Sales
(b) Purchases
(c) Distribution
(d) Advertising 

10.Large scale _________ is not possible in the absence of a proper sales organisation.
(a) sales
(b) production
(c) distribution
(d) packaging 

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Courtesy: CBSE