COMMERCIAL APPLICATIONS

(Two Hours)
Answers to this paper must be written on the paper provided separately.
You will not be allowed to write during the first 15 minutes.
This time is to be spent in reading the question paper.
The time given at the head of this paper is the time allowed for writing the answers.

Attempt all questions from Section A and any four in Section B.

The intended marks for questions or parts of a question are given in the brackets [ ]

SECTION A (40 Marks)

(Attempt all questions from this Section.)

Question 1
Choose the correct answers to the questions from the given options. (Do not copy the question,
Write the correct answer only.) [20]
(i) Which one of the following is not one of the Ps of marketing mix?
(a) Process Mix (b) Product Mix
(c) Promotion Mix (d) Physical Distribution Mix

(ii) In which type of market, customers insert coupons/cash & collect the product?
(a) Telemarket (b) Automatic Vending Machines
(c) Catalogue Market (d) Mail Order Market

(iii) In which stage of product life cycle, promotional shifts from “buy my product” to “buy my brand”?
(a) Decline Stage (b) Introduction Stage
(c) Abandonment of Product (d) Growth Stage

(iv) ADVERGAMES means:

(a) Advertisement given on videogames (b) Advertisement given on radio
(c) Advertisement given on social media (d) Advertisement given on direct mails

(v) Services are produced and consumed at the same time which feature of services is mentioned
(a) Intangibility (b) Perishability (c) Inseparability (d) Variability

(vi) In the acronym AIDCAM, letter D stands for ___________

(a) Dedication (b) Desire (c) Dignity (d) None of these

(vii) Which of the following also known as ‘Pioneering Advertising’?

(a) Institutional Advertising (b) Product Advertising
(c) Reminder Advertising (d) Concept Advertising

(viii) The power and value which a brand adds to the product is known as __________.
(a) Personal Selling (b) Brand equity (c) Advertising (d) None of the above

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[TPS-Std. 10- Commercial Applications - Term 1 – 03/08/2023]
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 (ix) Personal selling is the most ___________ method.
(a) Flexible (b) Fixed (c) Rigid (d) Inflexible

(x) The __________ method of sales promotion means offering the product at below the normal price.
(a) Exchange Offers (b) Price – Off Offers
(c) Samples (d) Premium or Bonus Offer
(xi) “Amul builds healthy bodies” in an example of _________ feature of a good advertisement
(a) Suggestive Value (b) Sentimental Value
(c) Convection Value (d) Memorising Value

(xii) ..................shows the financial position of the organisation.

(a) Trading Account (b) Cash Book
(c) Profit and loss account (d) Balance sheet

(xiii) Standardised goods are sold by _____________

(a) Inspection (b) Description (c) Sample (d) Return basis

(xiv) Which kind of products are bread and milk?

(a) Speciality Products (b) Shopping Products
(c) Convenience Products (d) Unsought Products

(xv) ____________ pricing strategy is an appropriate where competition is very severe and products are
homogeneous.
(a) Parity (b) Skimming (c) Penetrating (d) Cost plus

(xvi) Place mix includes transportation, warehousing, inventory control and ________.
(a) Sales promotion (b) Channels distributions
(c) Price to be charged (d) Product range

(xvii) The __________ medium of the advertising media consists of posters, billboard, neon sign, sign
boards on buses and other public vehicles etc.
(a) Direct Mail(b) Radio (c) Films (d) Outdoor Advertising

(xviii) Which feature is pertaining to Introduction stage of PLC?

(a) Product is known all over the market.
(b) It is a risky stage.
(c) Competition is very severe.
(d) New versions of the product must be made available.

(xix) Consumer is considered as the king in __________

(a) Societal Marketing Stage (b) Production Oriented Stage.
(c) Marketing-Oriented Stage (d) Sales-Oriented Stage

(xx) ____________ refers to wrapping, crating, filling or compressing of goods to protect them for
soilage, pilferage, breakage, leakage, etc.
(a) Packaging (b) Labelling (c) Branding (d) Pricing

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[TPS-Std. 10- Commercial Applications - Term 1 – 03/08/2023]
This paper consists of 4 printed pages.
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 Question 2 [10]

(i) Distinguish between

(a) Marketing and Selling
(b) Institutional Advertising and Informative Advertising.
(ii) Justify the following statements.
(a) “Skimming pricing is an idea for introducing a product in the FMCG sector.”
(b) “Services are not homogeneous.”
(c) “Advertising is a Social Waste.”

Question 3 [10]
Answer the following questions:

(i) Enumerate four qualities of a good Salesman.

(ii) Define the term Institutional Advertising.
(iii) State any two strategies followed by marketing manager in Decline stage of PLC.
(iv) State any two objectives of advertising.
(v) Classify traditional markets on the basis of volume of business.

SECTION B (60 Marks)

(Answer any four questions from this Section.)

Question 4
(a) What is a Brand? How is it different from Branding? [5]
(b) Modern marketing has created several non-traditional markets.
Explain the main types of non-traditional markets. [5]

(c) What is the role of marketing in a commercial organization?

Explain with reference to Indian economy. [5]

Question 5
(a) Explain the features of posters and films as a media of advertising. [5]
(b) Distinguish between Advertising and Publicity. [5]
(c) If you are Marketing Manager of FMCG company and you find that your product, Anti-Wrinkle
Cream is in its maturity stage. Describe the steps that you would take to increase your sales in this
stage. [5]

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[TPS-Std. 10- Commercial Applications - Term 1 – 03/08/2023]
This paper consists of 4 printed pages.
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 Question 6
Write short notes on:
(a) Define promotion mix. Explain its four elements. [5]
(b) Accounting Cycle. [5]
(c) What is Direct Selling? Explain any two methods of direct selling. [5]

Question 7
(a) Discuss advantages offered by sales promotion. [5]
(b) Advertising has been criticised on various grounds. Explain. [5]
(c) What is Cost Plus Pricing? Mention three advantages of cost-plus pricing. [5]

Question 8
(a) Define brand promotion. Explain several methods manufacturers adopt to bring about brand
promotion? [5]

(b) Distinguish between advertising and personal selling. [5]

(c) Explain the essentials of a good brand. [5]

Question 9
Case Study

Shreya received an e-mail from the head office that she was urgently required to attend an official
meeting at Nagpur. She immediately browsed on computer and booked a next day morning Spice Jet
flight to Nagpur from Mumbai. She made payment by using Yes bank credit card. In the morning she
left home for the airport and took a bus most of the seats were vacant. She took a hotel very near to
the airport for night stay. In a hurry she had forgotten to carry some personal items of daily use so
she went to market to get them.

(a) Identify various types of services taken by Shreya. [5]

(b) What is a service? State three features of services. [5]
(c) What is a market? Identify the type of market where Shreya had gone to purchase some
personal items of daily use. [5]

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[TPS-Std. 10- Commercial Applications - Term 1 – 03/08/2023]
This paper consists of 4 printed pages.
4/4 Turn Over