Class 12 Entrepreneurship: CBSE Marking Scheme (2023-24) | Sample Papers for Class 12 Commerce PDF Download

 Page 1


Marking Scheme (2023-24) 
Subject: Entrepreneurship (066) 
Class: XII 
 
 
Part A 
 Answers Marks  
1 d. Both Quantitative and Qualitative analysis  1 
2 c. i and ii 1 
3 c. iii and v 1 
4 c. Ambient 1 
5 c. i, ii, iii and iv 1 
6 d. Public Relations 1 
7 d. Rs. 4,35,000 1 
8 c. Umbrella branding 1 
9 b. Secondary market  1 
10 a. Both Assertion (A) and Reason (R) are true and Reason (R) is the correct 
explanation of Assertion (A) 
1 
11 d. Sujata AI ltd. raised funds from Mr. Bansal, an affluent individual in exchange for 
ownership equity 
1 
12 b. Both Assertion (A) and Reason (R) are true but Reason (R) is not the correct 
explanation of Assertion (A) 
1 
13 c. Assertion (A) is true but Reason (R) is false 1 
14 c. Identifying a product or service through innovation  1 
15 a. Read Trend 1 
16 b. Preparation 1 
17 a. Political 1 
18 b. Organising resources   
Page 2


Marking Scheme (2023-24) 
Subject: Entrepreneurship (066) 
Class: XII 
 
 
Part A 
 Answers Marks  
1 d. Both Quantitative and Qualitative analysis  1 
2 c. i and ii 1 
3 c. iii and v 1 
4 c. Ambient 1 
5 c. i, ii, iii and iv 1 
6 d. Public Relations 1 
7 d. Rs. 4,35,000 1 
8 c. Umbrella branding 1 
9 b. Secondary market  1 
10 a. Both Assertion (A) and Reason (R) are true and Reason (R) is the correct 
explanation of Assertion (A) 
1 
11 d. Sujata AI ltd. raised funds from Mr. Bansal, an affluent individual in exchange for 
ownership equity 
1 
12 b. Both Assertion (A) and Reason (R) are true but Reason (R) is not the correct 
explanation of Assertion (A) 
1 
13 c. Assertion (A) is true but Reason (R) is false 1 
14 c. Identifying a product or service through innovation  1 
15 a. Read Trend 1 
16 b. Preparation 1 
17 a. Political 1 
18 b. Organising resources   
Part B 
19 It should clearly state the problem 
Identify target group facing the problem 
Find the market acceptability of the solution to the problem 
(Any two) 
OR 
 
There are basically five ways in which creative ideas can be generated: 
1. Develop a new product or service. 
2. Improve an existing product or service 
3. Find a new process or resource for manufacturing a product. 
4. Find new markets for existing products or services. 
5. Find a new use of an existing product or service. 
(Any two) 
2 
 
 
 
 
 
 
 
2 
20 1. Direct Sales Strategy: where sales people attack the competition head on when 
talking to the customer. They talk about each feature of the competition’s product and 
compare 
it to theirs. The term "negative selling" refers to the direct sales approach. 
2. Indirect Sales Strategy: They apply more subtle techniques by demonstrating 
features and benefits not available with the competition’s products or services without 
ever mentioning them by name. This more sophisticated, positive sales strategy 
requires research and analysis of the competition. 
2 
21 a. Demand:  
The demand assessment will be based on the size of market being targeted, i.e., local 
markets, market at state level or national/international market. It will also involve a 
study of the target groups of consumers, their preferences, tastes and other related 
variables. 
b. Cost and price of product: 
It is important to determine the cost of the product and its comparison with available 
products in the market. Cost variable of competitors in terms of transportation delays, 
wastage,  storage etc., have to be studied to spot cost advantage. This will influence the 
delivery mechanism of the identified product or service. 
2 
22 1. Franchising changed the working of the startups because already the product carriers 
a name in the market already which is the most difficult part of business to establish.  
 
2. Startups take up training to understand the product and franchisors make franchises 
fully conversant with the product/services that they have to offer. 
 
2 
 
 
 
 
 
Page 3


Marking Scheme (2023-24) 
Subject: Entrepreneurship (066) 
Class: XII 
 
 
Part A 
 Answers Marks  
1 d. Both Quantitative and Qualitative analysis  1 
2 c. i and ii 1 
3 c. iii and v 1 
4 c. Ambient 1 
5 c. i, ii, iii and iv 1 
6 d. Public Relations 1 
7 d. Rs. 4,35,000 1 
8 c. Umbrella branding 1 
9 b. Secondary market  1 
10 a. Both Assertion (A) and Reason (R) are true and Reason (R) is the correct 
explanation of Assertion (A) 
1 
11 d. Sujata AI ltd. raised funds from Mr. Bansal, an affluent individual in exchange for 
ownership equity 
1 
12 b. Both Assertion (A) and Reason (R) are true but Reason (R) is not the correct 
explanation of Assertion (A) 
1 
13 c. Assertion (A) is true but Reason (R) is false 1 
14 c. Identifying a product or service through innovation  1 
15 a. Read Trend 1 
16 b. Preparation 1 
17 a. Political 1 
18 b. Organising resources   
Part B 
19 It should clearly state the problem 
Identify target group facing the problem 
Find the market acceptability of the solution to the problem 
(Any two) 
OR 
 
There are basically five ways in which creative ideas can be generated: 
1. Develop a new product or service. 
2. Improve an existing product or service 
3. Find a new process or resource for manufacturing a product. 
4. Find new markets for existing products or services. 
5. Find a new use of an existing product or service. 
(Any two) 
2 
 
 
 
 
 
 
 
2 
20 1. Direct Sales Strategy: where sales people attack the competition head on when 
talking to the customer. They talk about each feature of the competition’s product and 
compare 
it to theirs. The term "negative selling" refers to the direct sales approach. 
2. Indirect Sales Strategy: They apply more subtle techniques by demonstrating 
features and benefits not available with the competition’s products or services without 
ever mentioning them by name. This more sophisticated, positive sales strategy 
requires research and analysis of the competition. 
2 
21 a. Demand:  
The demand assessment will be based on the size of market being targeted, i.e., local 
markets, market at state level or national/international market. It will also involve a 
study of the target groups of consumers, their preferences, tastes and other related 
variables. 
b. Cost and price of product: 
It is important to determine the cost of the product and its comparison with available 
products in the market. Cost variable of competitors in terms of transportation delays, 
wastage,  storage etc., have to be studied to spot cost advantage. This will influence the 
delivery mechanism of the identified product or service. 
2 
22 1. Franchising changed the working of the startups because already the product carriers 
a name in the market already which is the most difficult part of business to establish.  
 
2. Startups take up training to understand the product and franchisors make franchises 
fully conversant with the product/services that they have to offer. 
 
2 
 
 
 
 
 
3. The start-ups can grow fast without having to increase labour, operating costs and 
blocking running expenses because normally buyers straight walk up to them.  
 
(Any two) 
 
OR 
 
Buyers can be of two types: General Buyers and Industrial Buyers.  
 
If more buyers of the particular product belong to general category then there will be 
more middlemen. The reason is that the product has to reach the ultimate customer who 
can be anywhere in the country and to reach them, numerous middlemen are required.  
 
In case of industrial buyers there will be fewer middlemen. The reason is the industry 
is the ultimate consumer and to reach them there is no need to have many 
intermediaries in between. 
 
 
 
 
 
 
2 
23 Factors involved in sensing opportunities 
 
1. Ability to perceive and preserve basic ideas 
Spotting an idea often triggers the process of sensing an opportunity. The following are 
the various sources which lead to the emergence of basic ideas. 
a) Problems: When a problem exists, an idea leads to a solution to resolve that 
problem, it emerges as a business opportunity. 
b) Change: A change in social, legal, technological aspects etc. leads to new 
opportunities to start a business. 
c) Inventions: New products or services leads to new business opportunities. 
d) Competition: Competition often results in emergence of new and better ideas that 
result in new business opportunities. 
e) Innovation: Creating new things of value as well as new and creative processes that 
add value to the existing products or services. For example, computers to tablets. 
 
2. Ability to harness different sources of information 
Various sources like magazines, journals, books, seminars, trade shows, family 
members, customers, friends etc. help in getting information that results in evolution of 
basic ideas. Bringing together various sources of information and knowledge, and 
analyze it to the best possible extent. The analysis helps in the identification of the 
right opportunity to start a new business. 
 
3. Vision and creativity 
Creativity in innovating a solution and vision. The entrepreneur should be able to 
2