CENTRE FOR ADVANCEMENT OF STANDARDS IN EXAMINATIONS

(GEMS ASIAN SCHOOLS)

COMMON REHEARSAL EXAMINATIONS 2023
(ALL INDIA SENIOR SCHOOL CERTIFICATE EXAMINATION)

MARKETING (812)
CLASS XII (SESSION 2022-23)
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.

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 SECTION A: OBJECTIVE TYPE QUESTIONS
Q.1 Answer any 4 out of the given 6 questions on Employability skills (1 x 4 = 4
marks)
i. An entrepreneur faces difficulty in lack of adequate resources, raw 1
material, infrastructure, machinery and unavailability of monetary
resources on time. Which barrier of entrepreneurship if highlighted in
the above sentence?

ii. Which is the short cut key to add a new slide. 1

(a) Ctrl+N
(b) Ctrl+M
(c) Ctrl+B
(d) Ctrl+P

iii. You are extremely hardworking and an organized person. Which 1

personality trait do you exhibit?
(a) Extraversion
(b) Emotional stability
(c) Cooperative and agreeable
(d) Conscientiousness

iv. Identify the entrepreneur who uses his technical expertise to create 1
and offer machines, tools and methods through constant innovation
to make industrial processes seamless and efficient.
(a) Technical entrepreneur
(b) Business entrepreneur
(c) Professional entrepreneur
(d) First generation entrepreneurs

v. Which of the following is characterized by an extreme feeling of self- 1

importance?
(a) Narcissistic personality disorder
(b) Borderline personality disorder
(c) Dependent personality disorder
(d) Schizoid personality disorder

vi. Mr Sharma has a spreadsheet with a list of 500 items in his shop. A 1
customer comes and asks for a particular item. How should he
arrange the data so that he can find that item fast? What would Mr
Sharma do? He will:
(a) apply filter.
(b) sort the data.

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 (c) use password.
(d) format data.

Q.2 Answer any 5 out of the given 7 questions (1 x 5 = 5 marks )

i. In the _________product, needs of the customer are identified through 1
market research surveys and the manufacturer/marketer adds the
benefit on his own to the product.
(a) Branded
(b) Potential
(c) Augmented
(d) Generic

ii. ______________is a form of internet marketing that involves the 1

promotion of websites by increasing their visibility in search engine
results pages primarily through paid advertising.
(a) Email marketing
(b) Search engine marketing
(c) Social media marketing
(d) Display advertising

iii. Availability of quality goods at competitive prices ____________social 1

welfare of the society.
(a) neutralizes
(b) minimizes
(c) maximizes
(d) diminishes

iv. Relate with an example on how the total product personality is 1

enhanced through its associated features.

v. Since production and consumption go in simultaneously, there is no 1

chance to rectify a faulty product before it reaches the customer. It’s
difficult to standardize the quality of service. Identify the feature.
(a) Intangibility
(b) Heterogeneity
(c) Simultaneity
(d) Non-Ownership

vi. Give one difference between traditional marketing and online 1

marketing.

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vii. __________ refers to the process of collecting goods from different 1
manufactures from different places for the purpose of sale to retailers.
(a) Warehousing
(b) Assembling
(c) Facilitating
(d) Sorting

Q.3 Answer any 6 out of the given 7 questions (1 x 6 = 5 marks)

i. LG offers wide variety of electrical appliances. This is an example of 1
(a) Product mix Width
(b) Product mix Depth
(c) Product mix Length
(d) Product mix Consistency

ii. Carrefour, Spinneys, Lulu and Waitrose are examples of ___________. 1

(a) wholesalers
(b) retailers
(c) agents
(d) industrial distributors

iii. State an example of OOH. 1

iv. In a highly competitive market when the products are non- 1

differentiated which pricing method is to be adopted?
(a) Penetration pricing
(b) Leader pricing
(c) Discrimination pricing
(d) Break-even pricing

v. Give the full form of ATL and BTL. 1

vi. On the basis of customization and empowerment radiology falls 1

under:
(a) low customization and low empowerment of employees
(b) high customization but low empowerment
(c) low customization and high empowerment
(d) high customization and high empowerment

vii. ___________ is used for products with characteristics of high value 1

and technically complex, which are sold to industrial users.
(a) Sales promotion
(b) Advertising

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 (c) Personal selling
(d) Publicity

Q.4 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. ____________are independently owned firms who purchase product 1
in bulk and store it until they resell it.
(a) Agents
(b) Retailers
(c) Wholesalers
(d) Manufacturers

ii. Which among the following methods of pricing are generally used by 1
service industries?
(a) Discriminatory pricing
(b) Mark up pricing
(c) Leader pricing
(d) Price lining

iii. Identify the service quality compromised if the financial advisor does 1
not possess the required skills and knowledge regarding tax
regulations.
(a) Competence
(b) Access
(c) Responsiveness
(d) Courtesy

iv. Give two examples of emergency goods. 1

v. The least cost per customer happens in- 1

(a) consumer Promotion
(b) trade Promotion
(c) advertising
(d) personal selling

vi. Skimming policy is effective under which of the following conditions: 1

(a) when demand is less elastic
(b) when demand is elastic
(c) when demand is inelastic
(d) moderate demand

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Q.5 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)
i. The most widely used marketing channel for FMCG goods are 1
(a) zero level
(b) one level
(c) two level
(d) direct marketing

ii. Give the full form of CMS. 1

iii. Retailers create _______by keeping a large number of products of 1

different varieties in stock to sell them to the customers whenever they
require.
(a) time utility
(b) hoarding
(c) demand
(d) scarcity

iv. Suggest one primary packaging material for the following products. 1
a) Honey
b) Breakfast Cereals

v. The _____ strategy works well during recession. 1

(a) promotional
(b) customer relationship
(c) push
(d) pull

vi. Identify the pricing policy adopted by a company which has large 1
number of perfect substitutes present in the market.
(a) Full cost pricing
(b) Going rate pricing
(c) Follow the leader pricing
(d) Cost plus pricing

Q.6 Answer any 5 out of the given 6 questions (1 x 5 = 5 marks)

i. _______________ means mutual understanding between the marketer 1
and their target groups.

ii. A _______label showcases the quality or standard of a product offered 1

for sale.
(a) Brand label
(b) Grade label

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 (c) Descriptive label
(d) Informative label

iii. ____________pricing policy is generally used for perishable goods like 1

vegetables.
(a) Every-day low pricing
(b) Team pricing
(c) Price lining
(d) Leader pricing

iv. Calculate BEP in units, if the fixed expenses are ₹ 50,000, Variable 1
expenses per unit is ₹ 25 and selling price per unit is ₹ 35.
(a) 1000 units
(b) 5000 units
(c) 500 units
(d) 100 units

v. Order processing, transportation, warehousing and inventory control 1

are components of _____________.
(a) Distributors
(b) Promotional strategy
(c) Transactional function
(d) Physical distribution

vi. Identify the pricing policy where, the prices of one or a few items may 1
be cut temporarily to attract customers to the store and in the process
to buy other regular-priced products of the same company.

SECTION B: SUBJECTIVE TYPE QUESTIONS

Answer any 3 out of the given 5 questions on Employability Skills (2 x 3 =6 marks)
Answer each question in 20 - 30 words.
Q.7 What is meant by self- awareness? List the steps in practising self- 2
awareness.

Q.8 Decisiveness is the ability to make profitable and quick decisions. List 2
the process of decisiveness.

Q.9 State the meaning of the term ‘active cell’ and ‘cell range’ in a 2
spreadsheet?

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Q.10 Organizational skills refer to the ability of making optimal use of one’s 2
time, energy and resources to achieve one’s goals. Explain how goal
setting helps in achieving the organizational objectives.

Q.11 Write a short note on intrinsic motivation. 2

Answer any 3 out of the given 5 questions in 20 – 30 words each (2 x 3 = 6 marks)

Q.12 Explain any 2 prize promotion techniques. 2

Q.13 Describe the profitability objectives of pricing. 2

Q.14 “The 5G services in India is rolled out in select cities and will be 2
expanded to the entire country over the next couple of years. It is
expected to bring fundamental changes across several sectors,
including education, health, agriculture and banking.”
In the light of the above statement, which marks the beginning of the
use of the next generation network in the country, explain any 2
advantages of online marketing.

Q.15 State any 4 qualities of a good packaging. 2

Q.16 “Newspapers depend on the advertising revenue to operate. There is a 2

slow and steady erosion of newspaper readership levels due to some
limitations in this type of advertising.” State any 4 disadvantages of
newspaper advertising.

Answer any 2 out of the given 3 questions in 30 – 50 words each (3 x 2 = 6 marks)

Q.17 Distinguish Personal selling and sales promotion on the basis of 3
(a) Objective
(b) Interaction
(c) Market

Q.18 “Industrial Products are widely used as inputs to produce consumer 3

products.” Discuss the features of industrial products.

Q.19 Explain the factors concerning the producer in selection of channels of 3

distribution.

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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 “Five years, commitment of 30 per cent local sourcing and a planned 4
investment of ₹ 10,500 crore is what Swedish furniture retailer Ikea
had to make to launch its first store in India in Hyderabad. It has not
been an easy journey - Ikea India launch was much delayed because of
regulatory norms and quality commitments and has ensured that it
adapts to local tastes and prices to win over customers in a market that
is dominated by a multitude of vendors selling ready-made or made-
to-order furniture.”
In the above context analyze any 4 external factors affecting pricing for
Ikea.

Q.21 Zara is a home maker who is planning to start an online business of 4

handmade jewelry on a small scale and with limited budget.
Considering the above:
(a) Suggest and explain any 2 suitable social media platforms for
her to promote her product.
(b) Appraise her on any 2 advantages of using social media.

Q.22 Highlighting any 4 features of the introduction stage, suggest the 4

marketing strategies for a car manufacturing company which is about
to launch driverless cars.

Q.23 “Channel of distribution creates place, possession and time utilities by 4

helping in the smooth flow of goods and services from the place of
production to the place of consumption.” Analyze the various
functions performed by middlemen in the channel of distribution.

Q.24 Elucidate on the following factors affecting the selection of promotion 4

mix.
(a) Product features
(b) Buyer readiness
(c) Type of buyer
(d) Type of distribution

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