Class 10 Marketing and Sales Mock Test (ICSE)

Topics in Marketing and Sales

• Marketing concept and functions
• Marketing mix: product, price, place, promotion
• Advertising: media and merits
• Sales promotion and personal selling
• Branding, packaging and labelling

Marketing and Sales practice questions with answers

1. Q1Multiple choice·1 mark
   Which of the following refers to short-term incentives designed to encourage the immediate purchase or sale of a product or service?

   1. (a)Sales promotion
   2. (b)Direct marketing
   3. (c)Public relations
   4. (d)Personal selling
   Show answer and step marks

   1. Correct option: (a) Sales promotion+1

   Answer: (a)
2. Q2Multiple choice·1 mark
   The modern marketing concept places primary emphasis on which of the following?

   1. (a)Minimizing distribution costs
   2. (b)Maximizing factory production capacity
   3. (c)Selling existing products aggressively
   4. (d)Customer satisfaction and profitable volume
   Show answer and step marks

   1. Correct option: (d) Customer satisfaction and profitable volume+1

   Answer: (d)
3. Q3Multiple choice·1 mark
   Which advertising medium provides the highest mass reach combined with both sight and sound appeal?

   1. (a)Radio
   2. (b)Television
   3. (c)Billboards
   4. (d)Newspapers
   Show answer and step marks

   1. Correct option: (b) Television+1

   Answer: (b)
4. Q4Short answer·2 marks
   Briefly explain any two functions of marketing undertaken by a commercial enterprise.
   Show answer and step marks

   1. First function, any one of, with a brief explanation: market research (studying consumer needs, buying habits and market trends); product planning and development (designing products to suit consumer needs); standardisation and grading (setting quality standards and sorting goods into grades); packaging and labelling (protecting the product and giving information about it); branding (giving the product a distinctive name or mark); pricing (fixing a price suited to costs, competition and buyers); promotion (informing and persuading buyers through advertising and sales promotion); distribution (moving goods to consumers through transport, warehousing and channels).+1
   2. Second function, a different one from the same list, with a brief explanation.+1

   Answer: Any two of: market research (studying consumer needs and market trends), product planning and development (designing products to suit consumer needs), standardisation and grading, packaging and labelling, branding, pricing, promotion (advertising and sales promotion), distribution (transport and warehousing), each with a brief explanation.
5. Q5Short answer·2 marks
   State any two elements of the marketing mix and briefly explain each.
   Show answer and step marks

   1. First element named, any one of: product; price; place (physical distribution); promotion; or any other valid element (for services, people, process or physical evidence).+0.5
   2. Explanation of the first element: product is the good or service offered to satisfy consumer wants; price is the amount the buyer pays for it; place covers the channels and activities that make the product available where and when buyers need it; promotion covers advertising, personal selling and other ways of informing and persuading buyers.+0.5
   3. Second element named, a different one from the same list.+0.5
   4. Explanation of the second element.+0.5

   Answer: Any two of: product (the good or service offered to satisfy wants); price (the amount the buyer pays); place (making the product available where and when needed); promotion (informing and persuading buyers through advertising, personal selling and so on), each with its meaning.
6. Q6Long answer·4 marks
   Advertising plays a crucial role in modern commercial activities by creating product awareness and influencing consumer choice. (a) State any two merits of advertising to the manufacturers. (b) Explain any two factors that a business enterprise must consider while selecting an appropriate advertising medium.
   Show answer and step marks

   1. (a) First merit, any one of: introduces new products quickly to prospective buyers; increases demand and sales; makes mass production possible, giving economies of scale and lower cost per unit; builds brand image, goodwill and brand loyalty; helps to face competition; makes the work of salesmen easier; or any other valid merit to manufacturers.+1
   2. (a) Second merit, a different one from the same list.+1
   3. (b) First factor explained, any one of: nature of the product; the target audience (who the buyers are and where they live); cost of the medium and the advertising budget; reach or coverage of the medium (circulation or viewership); the objective of the advertisement; media used by competitors; frequency and timing needed for the message; or any other valid factor.+1
   4. (b) Second factor explained, a different one from the same list.+1

   Answer: (a) Any two of: introduces new products; increases demand and sales; enables mass production and lower unit cost; builds brand image and loyalty; helps face competition; eases salesmen's work. (b) Any two of: nature of the product; target audience; cost and budget; reach or coverage of the medium; objective of advertising; media used by competitors; frequency and timing, each briefly explained.

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