✓ Board-verified
Business Studies · 2026 · 6 marks
CBSE 2026 · Region 1 · Set 2 · Q34
(a) Explain the following tools of promotion mix: (i) Advertising (ii) Personal selling (iii) Sales-promotion
(a)
Explain the following tools of promotion mix :
(i)
Advertising
(ii)
Personal selling
(iii)
Sales-promotion
OR
(b)
Explain the following features of marketing :
(i)
Needs and wants
(ii)
Creating a market offering
(iii)
Customer value
Marking-scheme solution
(i)
Advertising
• It is the most commonly used impersonal form of
communication, which is paid for by the marketers (sponsors) to
promote some goods or service.
• The most common modes of advertising are ‘newspapers’,
‘magazines’, ‘television’, and ‘radio’.
(ii)
Personal selling
• It is a personal form of communication which involves oral
presentation of message in the form of conversation with one or
more prospective customers for the purpose of making sales.
• Companies appoint salespersons to contact prospective buyers ,
to develop personal relationships, to create awareness about the
product and develop product preferences with the aim of making
sale.
(iii)
Sales -Promotion:
• Sales promotion refers to short-term incentives, which are
designed to encourage the buyers to make immediate purchase of
a product or service.
• Sales promotion activities include offering cash discounts, sales
contests, free gift offers, and free sample distribution designed to
promote to customers, tradesmen/ middlemen and to salespersons
in order to boost the sales of a firm.
OR
Q (b) Explain the following features of marketing:
(i)
Needs and wants
(ii)
Creating a market offering
(iii)
Customer value
(i)
Needs and wants
• A need is a state of felt deprivation or feeling of being deprived
of something and do not pertain to a particular product, which
is basic to human whereas wants are culturally defined objects
that are potential satisfiers of needs
• A marketer’s job in an organization is to identify needs of the
target customers and develop products and services that satisfy
such needs.
(ii)
Creating a market offering
• Market offering refers to a complete offer for a product or
service, having given features like size, quality, taste, etc; at a
certain price; available at a given outlet or location and so on.
• A good ‘market offer’ is the one which is developed after
analysing the needs and preferences of the potential buyers.
(iii)
Customer value
• A product will be purchased only if it is perceived to be giving
greatest benefit or value for the money.
• The job of a marketer is to add to the value of the product so
that the customers prefer it in relation to the competing
products and decide to purchase it.
More from Marketing
- Explain the following functions of marketing: (i) Customer support services (ii) Branding (iii) Product designing and development (iv) Marketing…2025
- Which of the following statements is incorrect about Personal Selling?2023
- ‘A good physical distribution system should provide for an accurate and speedy processing of orders in the absence of which goods will reach the…2023
- ‘X Ltd.' is engaged in the manufacturing of cars. The company surveyed the market and found that customers need a car which runs on eco-friendly fuel…2023
- From the picture given below identify the promotional tool used by the organisation to achieve its communication objectives:2025
- Match the various items of Column - I with the respective statement in Column-II. Column- I Column- II a. Advertising (i) Creates a positive image…2023
- In which of the following situations, a company will fix high price for its product?2023
- The pouch depicted below contains packets of different flavours of chips. Identify the level of packaging of the pouch:2026
CBSE Class 12 Business Studies past-paper question from the 2026 board exam, with the answer as CBSE’s own marking scheme gives it. Where our answers come from.