MMPC010: Managerial Economics
1. What is Opportunity Cost? Explain with the help of an example why assumption of constant opportunity costs is very unrealistic.
2. Explain law of demand with the help of a demand schedule and demand curve. Does law of demand exist in the real world, explain with the help of an example.
3. How are Isoquants different from Isocost? Illustrate using graphs.
4. Monopoly has been stated as undesirable? Take any real life example of Monopoly in India and state its advantages and disadvantages.
5. Write short notes on the following:-
(a) Value Maximization
(b)Direct Costs and Indirect Costs
(c) Bundling
MMPC011 Social Processes and Behavioural Issues
1. What is organizational Behaviour? Discuss the society- environmentorganisation interface impact on the behavior of individuals, citing examples.
2. Briefly discuss different models to understand human behavior and explain their relevance in organisations. What are the determinants of personality and explain how personality traits impacts the orgnaisational behaviour, citing examples.
3. What is stress and explain it’s impact on organisations. Explain different types of stress and it’s effects. How can stress be minimized, explain with relevant examples.
4. Discuss the concept and evolution of organizational citizenship behaviour (OCB). Describe the antecedents of OCB and explain how organisation benefits with OCB, citing examples.
5. (a) Briefly explain the dimensions of optimism and discuss how having optimism in work place helps organisaitons.
(b) Briefly discuss the concept of spiritual intelligence in organisations and how spiritual intelligence has effect on managerial leadership. Explain with examples.
MMPC012: Strategic Management
1. What is the process of strategic management? Explain.
2. Describe the process for analyzing the external environment.
3. Explain the Resource Based View Model in light of the resources being the key to support the organizational performances.
4. Describe the various factors involved in formulating the competitive
strategy.
5. Discuss different types of strategic controls with respect to the strategy of an organization
MMPC013: Business Law
1. Discuss the modes of dissolution of a partnership and explain the grounds on which a court can order dissolution of a firm.
2. What is the objective of the Foreign Exchange Management Act? Discuss the mechanism for acquiring property in India by a non-resident and outside India by a resident.
3. Explain the necessity for the Insolvency and Bankruptcy Code 2016 (IBC-2016) and briefly discuss the four pillars of Institutional Infrastructure under IBC-2016.
4. Discuss the role of ‘Privacy’ in the context of Digital World. Discuss the personal Data Protection Bill, 2019.
5. Explain the applicability of Consumer Protection (E-Commerce) Rules, 2020 and discuss the duties and liabilities of e-commerce entities under these rules.
MMPC014: Financial Management
1. Discuss the concepts of ‘Profit maximisation’ and ‘Wealth maximisation’ and analyse which concept is superior to be an objective of a Firm.
2. Meet the Finance Manager of a company/firm of your choice and discuss with him the different sources of Working capital available to the firm. Also discuss which source is better for his firm and why? Write a note on your meeting.
3. Explain the relevance Theories of Dividend and comment which theory is more suited to the Indian Business Environment.
4. Good garden Company has currently an ordinary share capital of Rs 25 lakh, consisting of 25,000 shares of Rs 100 each. The management is planning to raise another Rs 20 lakhs to finance a major programme of expansion through one of four possible financing plans. The options are as under :
(a) Entirely through ordinary shares.
(b) Rs. 10 lakh through ordinary shares, and Rs. 10 lakh through long-term borrowings at 15% interest per annum.
(c) Rs. 5 lakh through ordinary shares, and Rs. 15 lakh through long-term borrowings at 16% interest per annum.
(d) Rs. 10 lakh through ordinary shares, and Rs. 10 lakhs through preference shares with 14% dividend.
The company’s expected EBIT will be Rs. 8 lakh. Assuming a corporate tax rate of 50%, determine the EPS in each alternative, and comment on the implications of financial leverage
5. Arun Engineering Co. is considering two investments. Each requires an initial investment of Rs 1,80,000. The cost of capital is 8%. The total cash inflow after tax and depreciation for each project is as follows:
Year Project A (Rs.) Project B (Rs.)
1 30,000 60,000
2 50,000 1,00,000
3 60,000 65,000
4 65,000 45,000
5 40,000 --
6 30,000 --
7 16,000 --
Calculate the Payback Period, Profitability Index and Net Present Value of both the projects.
MS01: Management Functions and Behaviour
1. Briefly discuss different tasks of a professional manager in order to achieve goals and objectives of an organisation.
2. Briefly describe the evolution and need of ‘Management by Objectives’ (MBO) and it’s process. Discuss the benefits of MBO and how effectively it can be implemented in an organisation, citing examples.
3. Describe and discuss the factors influencing the choice of structure in an organisation. Explain how organizational structure can be integrated with organizational objectives with examples.
4. How does ‘controlling’ play as an important function in an organisation? Explain the strategies to be used by organisation to exercise control, with examples.
5. Explain the determinants of Interpersonal Behaviour. Identify the skills required for developing interpersonal relationship to be an effective Manager.
MS02: Management of Human Resources
1. What are the primary objectives, focus, and purpose of Selection Tests and Interview in the whole process of Hiring in organisational set up? Critically examine their usefulness and importance in the short term and long term functioning and culture of the organisation. Draw from the experiences you are familiar with. Describe the organisation and the situation you are referring to.
2. What are the major ‘problems/errors’ which came in the way of ‘Effective Performance Appraisal Systems’ of any organization? Describe and explain with the help of your organizational experiences or the ones you are familiar with. Briefly explain the organization, situation and its fall out too support your reply.
3. Critically evaluate the state of workers’ participation in Management in the present day business scenario. Explain with examples your answer giving due details of the organizations and the sources you are referring to.
4. What are the “Principles of Learning” which are followed in developing ‘Effective Training Programmes’? Critically evaluate the ‘Training Environment’ you are exposed to vis-à-vis the ‘Principles of learning’ followed/not followed or the ones you are aware of. Briefly describe the situation and the organization to logically support your replies.
5. Define collective bargaining in your own words. Critically evaluate the state of collective bargaining in the present day business scenario. Explain with examples your answer giving due details of the organizations and the sources you are referring to.
MS03: Economic and Social Environment
1. a) Examine the interaction between Economic Environment and Business Management.
b) Discuss the relationship between economic and non-economic factors with the help of interaction matrix, giving examples.
2. What is the rationale for private sector development? Critically examine the problems and prospects of privatization.
3. Discuss the merits and demerits of currency convertibility for a developing economy.
4. a) Briefly discuss the significance and need for financial reforms.
b) What reforms have taken place in the small scale sector? Discuss with examples.
5. Examine the impact of economic reforms on growth rate of GDP and FDI.
6. Write short notes:
a) Public Sector in the present scenario
b) Economic Development
c) Importance of Balance of Payments
d) Role of Government.
MS04: Accounting and Finance for Managers
Q1. Explain the following Accounting concepts
a) Business entity concept
b) Accrual concept
c) Money measurement concept
d) Periodicity concept
Q2. Compute cash generated from Operations during the year 2021-22, from the following data:
Particulars April 1, 2021 March 31, 2022
Sundry debtors R. 30,000 R. 40,000
Sundry creditors 48,000 30,000
Outstanding expenses 3,000 6,000
Outstanding income 1,000 1,000
Stock in trade 55,000 60,000
Prepaid expenses 3,000 2,000
Accumulated depreciation (no retirements during the year) 50,000 60,000
Provision for doubtful accounts 1,500 2,000
Dividends payable -- 3,000
Bills receivable 10,000 12,000
Bills payable 8,000 6,000
Net income before taxes (as per profit and loss account)
Q3. The Colour Flow Ltd’s income statement for the preceding year is presented below. Except as noted, the cost/revenue relationship for the coming year is expected to follow the same pattern as in the preceding year. Income statement for the year ending March 31 is as follows:
Sales (20,000 bottles @ R. 25 each) R5,00,000
Variable costs R3,00,000
Fixed costs 1,00,000 4,00,000
Pre-tax profit 1,00,000
Less: Taxes (0.35) 35,000
Profit after tax 65,000
1. What is the break-even point in amount and units?
2. Suppose that a plant expansion will add R 50,000 to fixed costs and increase capacity by 60 per cent. How many bottles would have to be sold after the addition to break-even?
3. At what level of sales will be company be able to maintain its present pretax profit position even after expansion?
4. The company’s management feels that is should earn at least R 10,000 (pre-tax per annum) on the new investment. What sales volume is required to enable the company to maintain existing profits and earn the minimum required return on new investments?
5. Suppose the plant operates at full capacity after the expansion, what profit after tax will be earned?
Q4. What are the various types of investment proposals? Explain the various
discounted cash flow techniques used to evaluate investment proposals.
Q5. What is ‘Capital Structure’? Explain the features of an appropriate capital structure and discuss factors determining capital structure of a firm.
MS05: Management of Machines and Materials
1. Depending upon the focus of layout design there are some basic or classical types of Layouts.” Explain, in view of the statement, the types of plant layouts.
2. “The firm has to take into consideration both the technology of production and the social aspects of the work environment.” Comment on the statement.
3. What do you understand by mass production system? Explain the features of the mass production system.
4. Explain the concept of value engineering. Also, explain the various phases involved in the value engineering process.
5. “A purchase requisition is the primary and authorization document describing the needed items.” Comment on the statement. Also, explain the three most common types of requisition forms.
MS06: Marketing for Managers
1. (a) Discuss the meaning and scope of Marketing function. Explain the elements of Marketing mix and their importance in designing Marketing Strategy.
(b) Elaborate the role of Marketing is a developing country like India and areas of relevance (you may access secondary/internet sources.
2. (a) Discuss the concept of Product Life Cycle (PLC). Explain in what stage of PLC the forming products are:
i) Any brand of SUV of your choice
ii) Base mobile phone hand set.
(b) Who is consumer? Why it is vital to have a good knowledge of consumers and their behavior for marketers? Illustrate with an example.
3. (a) When and why a firm embarks on the idea of a new product development process? Discuss. Explain with reference to any consumer durable company of your choice and the reasons there of.
(b) Discuss the determinants of pricing for a product/service. Briefly explain various pricing methods used by the marketers and their advantages and limitations.
4. (a) Explain and discuss your understanding of sales forecast. If you were to forecast sales potential for a leading top end mobile brand how would you go about in undertaking the task. Discuss.
(b) A company is planning to launch a range of multigrain biscuits for health conscious senior citizens category. Suggest a suitable brand name and the distribution strategy for the said product. Give reasons for your choice.
MS07: Information Systems for Managers
1. "An operating system is a set of computer programs that control the computer hardware and acts as an interface with the application programs." Comment on the statement.
2. "The value of information is measured in terms of benefits to the organization". Explain, in view of the statement, the value and cost of information.
3. "Microsoft Business Solutions offers integrated business applications for small and mid-sized organizations and divisions of large enterprises as well." Comment on the statement.
4. "The traditional system life cycle divides the project into a series of steps, each of which has distinct deliverables, such as documents or computer programs." In view of the statement, explain the system development life cycle (SDLC) in brief.
5. "Metadata in a data warehouse is similar to the data dictionary in the context of a Database." Comment on the statement.
MS08: Quantitative Analysis for Managerial Applications
1. A car is purchased for Rs. 80,000. Depreciation is calculated at 5% per annum for the first 3"years and 10% per annum for the next 3 years. Find the money value of the car after a period"of 6 years.
2. “Whether to use primary data or secondary data depends on several factors.” Explain, in view"of the statement, the various factors affecting the choice of data.
3. A multiple choice quiz has 200 questions, each with 4 possible answers, out of which only"one is correct. What is the probability (using normal approximation to binomial distribution)"that sheer guesswork yields 25 to 30 correct answers for 80 problems (out of 200 problems)"about which the student has no knowledge?
4. What do you understand by sampling? What are the two types of sampling? Name them."Explain in brief any one type of sampling.
5. “Time series analysis is one of the most powerful methods in use, especially for short-term"forecasting purposes.” Comment on the statement.
MS09: Managerial Economics
1. “The definition of cost is quite different for the economist than for an accountant”. Discuss with the help of an income statement calculating both accounting as well as economic profit.
2. “Market demand curve is the total of the quantities demanded by all individual consumers in an economy at each price”. Show the derivation of market demand curve diagrammatically.
3. Explain the following concepts briefly:
(a) Price Elasticity of Demand
(b) Arc Elasticity of demand
4. Explain the relationship between Average Product, Marginal Product, and Average Variable Cost, Marginal Cost with the help of diagrams.
5. “Perfect competition and monopoly are two extreme market conditions which we rarely come across in real world of business”. Discuss their relevance in today’s business world.
6. Write short notes on the following:
(a) Product Differentiation
(b) Discounting Principle
(c) Returns to Scale
MS10: Organisational Design, Development and Change
1. Briefly describe and discuss different contemporary approaches to job design and the major difficulties faced to implement job design.
2. Explain the objectives and purpose of organizational analysis. Discuss and describe any two methods of organizations analysis and their merits and demerits.
3. What is Organisation Development? Briefly discuss the stages of organisation development and the factors contributing to the success of organisational development with examples.
4. Briefly discuss the roles of a change agent and the competencies and skills required for a change agent in order to be effective.
5. Explain the meaning and purpose of an organisation design. Describe and discuss in detail the factors affecting organisation design.
MS11: Strategic Management
1. Describe the role of political-legal factors as an opportunity as well as threat to a business organization. Illustrate with the help of an example.
2. What is the purpose of PESTLE analysis? Discuss with the help of
examples.
3. Assume that you are a part of top management in low cost airlines. What should be the organization culture for your organization so that it can maintain its position in the market after the pandemic? Discuss.
4. Identify a company of your choice from a manufacturing industry. Analyze the company’s industry environment from an international perspective.
5. Describe the role of strategic control in helping the organization to balance the interaction between the businesses’s internal and the external environment.
MS21: Social Processes and Behavioural Issues
1. What is Organisational Behaviour? Describe and discuss different models to understand organizational Behaviour and explain how managers can control human behavior at work for the benefit of all. cite examples.
2. What is Diversity Management? Explain the need and reasons for diversity in organizations. What strategies can be adopted by the organisation for effective implementation of diversity management.
3. What are the different factors influencing perception? Explain. Describe perceptual organisation and the strategies used by employees to manage impressions, citing examples.
4. Briefly discuss the concepts in Behaviour Modification and it’s process. How does behavior modification be applied in organizations for it’s improvement. Explain with examples.
5. How can organisations promote empowerment? What are the pros and cons of empowering employees in organisations? Discuss citing examples.
MS22: Human Resource Development
1. What is the usefulness of Competency Mapping in overall organizational functioning? What are the basic steps followed in conducting Competency Mapping of an organization. Explain with an example.
2. What are the generally followed phases in implementing Organization Development programmes in an organization? Are there any conditions which play important role in success of Organization Development in an organization? Explain with relevant examples.
3. How do you distinguish between Information and Knowledge? Explain through the roles of a Knowledge Manager as to how do they help leveraging professional expertise in an organizational setup. Explain with relevant organizational examples you are familiar with. Describe the organization you are referring to.
4. Explain the objectives of compensation-cum-reward system. Describe the compensation system of any organization you are aware of. Discuss the psychological basis of rewards. Briefly describe the organization you are referring to.
5. Explain the concept of HRD Audit. Describe the process of HRD audit being done in any organization you are familiar with. Discuss the multi source feedback system of HRD audit. Briefly describe the organization you are referring to.
MS23: Human Resource Planning
1. Explain the review process of human resource planning. Discuss how it balances the competing and conflicting elements. Describe the job evaluation methods citing examples.
2. Define role description and explain the uses of role descriptions. Cite suitable examples.
3. What is orientation? What is an orientation kit? Identify the importance of orientation and tell how you would orient a new management trainee? Illustrate.
4. Explain various approaches to managing information at the macro and micro level of an organisation.
5. Explain the need, purpose and the scope of the HR Audit. Discuss the similarities and differences between the HR Audit and Financial Audit citing examples.
MS24: Industrial Relations
1. Discuss in brief various privileges and rights enshrined in Indian constitutions for fair labour practices? How employer organisation, manager union and trade union in India has transformed the relation of employer and employee.
2. What are the recent trends in the labour supply that fluctuates with demographic, economic and societal conditions? Explain with the help of examples how collective bargaining in private sector is different from public sector.
3. Articulate various issues involved in the Participative Forums in India and how these forums should be design to address these issues.
4. How corporate culture and Ethics and values give structural dimension to an organization?
5. Why does culture affect the organization functioning in globalized environment? What significant changes have been witnessed in the
industrial relations management during the 1990?
MS41: Working Capital Management
1. Discuss the various factors that you would take into consideration before assessing the working capital requirements
2. You are required to prepare a Cash Budget of XYZ Ltd. for the months April, 2023 to July, 2023 (four months) from the details given below:
(a) Estimated sale during 2023 (Rs.)
Feb. March April May June July Aug.
12,00,000 12,00,000 16,00,000 20,00,000 18,00,000 16,00,000 14,00,000
b) On an average 20% of sales are cash sales. The credit sales are realized in the third month (January sales in March).
c) Purchases amount to 60% of sales.
d) Variable expenses (other than sales commission) constitute 10% of sales and there is a time lag of half a month in these payments.
e) Commission on sales is paid at 5% of sales value and payment is made in the third month.
f) Fixed expenses per month amount to Rs. 75,000 approximately.
g) Other items anticipated: Due
Interest payable on deposits Rs. 1,60,000 (April, 2023)
Sales of old assets Rs. 1,25,000 (May, 2023)
Payments of tax Rs. 80,000 (June, 2023)
Purchase of fixed assets Rs. 6,50,000 (July, 2023)
h) Opening cash balance Rs. 1,50,000
3. As a Finance Manager, which sources you would prefer to raise short term loans from the money market for meeting working capital needs of your business and why?
4. The Balance Sheet of Alpha Co. Ltd. is as given below.
Balance Sheet of Alpha Co. Ltd. as on 31 st March 2023
Assets Rs. lakhs Liabilities Rs. lakhs
Fixed assets 1,000 Equity shares of Rs. 400 10 each
Current assets: Retained earnings 400
Raw materials 200 11% Debentures 600
Work-in-progress 300 Public deposits 200
Finished goods 150 Trade Creditors 160
Debtors 200 Bills payable 200
Cash at bank 110 960
Total 1,960 Total 1,960
You are required to calculate the amount of maximum permissible bank finance by all three methods for working capital as per Tandon Committee Norms. Assume the level of core current assets to be Rs. 60 lakhs. Calculate
the current ratios as recommended by the committee, assuming that the bank has granted MPBF.
5. If you are finance manager of an MNC, what circumstances would you consider using Eurocurrency markets? Also explain why you have selected these markets instead of borrowing from domestic markets.
MS42: Capital Investment and Financing Decisions
1. What do you understand by cost of capital? Explain the process to compute cost of capital for debt and equity.
2. Discuss features of a project and explain the project life cycle concept. Discuss the general steps for managing each ‘Work Package’ within a specified project.
3. Explain the concept of uncertainty and risk in the context of projects. Discuss the various techniques used for measurement of project risk.
4. Explain the various non traditional sources of long term financing and discuss the circumstances when they can be used.
5. Discuss the various forms of mergers. What are the driving forces for mergers and acquisitions? Discuss various step involved in a merger.
MS43: Management Control Systems
1. Explain the important attributes of Management Control Systems and discuss the importance of behavioral dimensions in designing management control systems.
2. What is a Responsibility Centre and why are responsibility centres established? Briefly explain each type of responsibility centre.
3. What is a Performance Measurement system? Explain the various metrics used for performance measurement.
4. What are the objectives of reward and compensation plans? Discuss in detail the various types of short term and long term incentive plans.
5. Explain the risk characteristics of a bank and discuss the role of management control system in containing these risks.
MS51: Operations Research
1. The ABC Company has been a producer of picture tubes for television sets and certain printed circuits for radios. The company has just expanded into full-scale production and marketing of AM and AM-FM radios. It has built a new plant that can operate 48 hours per week. Production of an AM radio in the new plant will require 2 hours, and production of an AM-FM
radio will require 3 hours. Each AM radio will contribute Rs 40 to profits, while an AM-FM radio will contribute Rs 80 to profits. The marketing department, after extensive research has determined that a maximum of 15AM radios and 10 AM-FM radios can be sold each week
a) Formulate a linear programming model to determine the optimum production mix of AM and FM radios that will maximize profits.
b) Solve this problem using the graphical method.
2. Discuss briefly:
a) The general similarities between dynamic programming and linear programming.
b) How dynamic programming differs conceptually from linear programming?
3. A company has three plants at locations A, B, and C, which supply to a warehouse located at D, E, F, G, and H. monthly plant capacities are 800, 500 and 900 units, respectively. Monthly warehouse requirements are 400, 400, 500, 400 and 800 units. Unit transportation costs (in `) are given below. Determine an optimum distribution for the company in order to minimize the total transportation cost. https://i.imgur.com/lJiKNRf.png
4. What constitutes inventory ordering costs, carrying costs and stock-out costs? Explain the behaviour and relationship of these costs.
5. A has two ammunition stores, one of which is twice as valuable as the other. B is an attacker who can destroy an undefended store, but he can only attack one of them. A can successfully defend only one of them. A learns that B is about to attack one of the stores but does not know which. What should he do?
MS52: Project Management
1. What is project management? Discuss the components of project feasibility analysis with suitable examples.
2. Discuss the importance of market and demand analysis in project management.
3. Draw a network diagram for the activities given below and determine the critical path.
Activity Description Predecessor Duration (Months)
A Design Plant - 12
B Select Site A 8
C Select Vendor A 4
D Select Personnel A 3
E Prepare Site B 12
F Manufacture Generator C 18
G Prepare Operations Manual C 5
H Install Generator E,F 4
I Train Operators D,G 9
J Obtain License H,I 6
4. What is Work Breakdown Structure (WBS)? Develop a WBS for a project in which you are going to build a bicycle. Try to identify all the major components and provide three levels of detail.
5. Discuss the role of Total Quality Management practices in Project Management.
MS53: Production/Operations Management
1. What do you mean by my input-transform-output process in production/operations management? Develop Input – Process - Output block diagram for the following.
a. Bank
b. Hospital
c. Restaurant
d. University
2. What is capacity planning? Discuss the aspects and determinants of capacity planning with suitable examples.
3. Discuss various qualitative methods of forecasting.
4. Hip Replacements, Inc. has a master production schedule for its newest model, as shown below, a setup cost of `50, a holding cost per week of `2, a beginning inventory of 0, and a lead time of 1 week. What are the costs of using lot-for-lot for this l0-week period?
5. What is Just-in-Time production? How does it differ from Manufacturing Resource Planning (MRP)? What is MRP-JIT system?
MS54: Management Information Systems
1. Discuss the information requirements for different decision-making stages with suitable examples.
2. What design considerations in online systems are especially important for it or different from conventional systems, and in what way? Give examples.
3. What do you mean by data communication? Discuss various types of
WEEK 1 2 3 4 5 6 7 8 9 10 Gross requirements 0 0 50 0 0 35 15 0 100 0 Scheduled receipts Projected on hand 0 0 0 0 0 0 0 0 0 0 0 Net requirements 0 0 50 0 0 35 15 0 100 0 Planned order receipts 50 35 15 100 Planned order releases 50 35 15 100
electronic Signals.
4. Outline the basic sequence of steps to acquiring a DBMS. What steps are most important? Discuss.
5. Identify major issues related to the use of the computer. Explain how the computer has affected the individual’s pattern of habits and thinking.
MS61: Consumer Behaviour
1. How can the VALS 2 typology be used to develop advertisement campaigns for a chain of health clubs? Which particular segments would you target and why?
2. Identify the kinds of information that a consumer may collect to form his or her attitude. How can it help his brand evaluation later?
3. What purchase decision process would occur for a family in the purchase of Refrigerator? Think of your own family. Which individuals in your family have the roles of gatekeeper, influencer, decider, buyer, and user? To what extent do these roles change across different product categories?
4. Suppose that you are a marketing manager of a company that has started manufacturing washing machine. How will you anticipate, analyse and respond to the post-purchase feelings of your customers?
5. Discuss the concept of cognitive dissonance and its implications for marketing decision with suitable example.
6. Write short notes on following
a. Buy Grid Model of organisational buying behaviour
b. Subliminal Perception Techniques
c. Subcultures and their Influence.
MS62: Sales Management
1. (a) Distinguish sales from marketing and explain the terms. Elaborate the need and scope for the interdependence between sales and distribution functions.
(b) Explain the terms “Personal Selling” and “Salesmanship” with suitable illustrations. Try and track the growing importance of personal selling in the last decade. (You may access secondary data sources/Internet-source)
2. (a) What are Selling Skills? List out the sellings skills and the role, scope and significance in selling jobs. Pickup one each from FMCG Company and another from a service firm and explain the importance of these skills. .
(b) What is negotiation? Discuss the steps involved in negotiation.
3. (a) What are the components of compensation? Explain the various kinds of compensation plans (both direct and indirect).
(b) Why does territory planning assumes a key responsibility of a sales
manager? Discuss the approaches to territory design in managing the sales function effectively.
4. (a) What are the needs and the reasons for establishing sales organization in an enterprise? Discuss.
(b) Explain the need and objectives of monitoring sales forces. Discuss the basic issues in the evaluating process of salesman.
MS63: Product Management
1. (a) What constitute a product? Discuss the role and scope of product management function in an organization. Highlight the key possible responsibilities of a product manager in a automobile company.
(b) Explain the term product line and the bases for product line extensions by taking suitable example from an Indian FMCG company of your choice.
2. (a) Discuss the various stages involved in Product Life Cycle (PLC). What decisions are to be considered for putting PLC concept into operation? Elaborate.
(b) Explain the concept of pricing and its relationship with other elements of marketing mix. Discuss the various types of pricing methods available to the marketers.
3. (a) Distinguish Product from a brand. Discuss the strategic relevance of branding with an example.
(b) What do you understand by the term positioning and its importance for the marketer? Discuss the various positioning strategies available for a marketer.
4. (a) List out and discuss the various reasons for the growing importance of packaging in today’s market environment. (You may access secondary data/internet sources). Discuss the major functions of packaging.
(b) Identify the factors that determine the decision to offer new product by firm. Illustrate.
MS64: International Marketing
1. The EPRG framework has implications on the strategy formulation process. Explain with help of example in the India context.
2. What do you understand by the term political risk? In your opinion is it country specific or firm specific or both? Elaborate giving examples.
3. What are the different parties in a letter of credit? Explain the step-by-step procedure of realising export proceeds.
4. Why do you think a company should or should not market the same product in the same way around the world? Explain with the help of suitable examples.
5. With the help of an example explain how a marketing manager can use ”country attractiveness / competitive strength” matrix to define the direction of growth for the organisation.
MS65: Marketing of Services
1. Briefly discuss the services marketing mix and the services marketing triangle.
2. What guidelines you would follow for developing an advertising campaign for a service organization? Discuss by taking the example of a commercial bank or an insurance company.
3. Briefly describe the gaps model and explain the significance of the five gaps that the model identifies.
4. Identify any basic hospital service like an X-ray analysis or a complete health check examination in three medical establishments in your city. Do you find any price variations?
What in your view are the reasons for these variations?
5. Write short notes on following
a. Four Modes of Service Delivery
b. Significance of Internal Marketing.
c. Yield Management
MS91: Advanced Strategic Management
1. Describe the concept of corporate planning. Discuss the implementation of corporate planning in detail.
2. Discuss the nature and scope of corporate management and its role in non-business organizations, giving examples.
3. “Different market structures have different viewpoints with respect to competition”. Explain the statement with respect to market structures and sustainable competitive advantage.
4. Discuss the issues and challenges in knowledge management in the present competitive environment.
5. Select any service organization of you choice and explain how Information Technology has enhanced the quality of service of this organization.
6. Write short notes:
a) Social Audit
b) Innovation and Creativity
c) Dynamic Environment
d) Narayana Murthy Committee
MS92: Management of Public Enterprises
1. Briefly discuss the various organizational forms of Public Sector Enterprises.
2. Discuss the ways in which government control is exercised in Public Sector enterprises.
3. Discuss the methods of Parliamentary Control of Public Sector enterprises with special reference to the following:-
(a) Legislative Questions
(b) Legislative Debates
4. There are several factors which have to be taken into account while trying to develop approaches to evaluate the performance of Public Enterprises. Discuss.
5. Explain the following marketing concepts with reference to Public Enterprises:-
(a) Marketing Mix
(b) Market Segmentation
6. Discuss the various strategies used for disinvestments. How is privatization different from liberalization? Explain.
MS93: Management of New and Small Enterprises
1. What are the various components of entrepreneurial competencies? Differentiate between Competence and Skill.
2. Explain the concept of Break- Even Analysis. Discuss how Break Even Point is calculated.
3. Define market demand. Discuss the various elements which determine market demand.
4. “Plant location is a strategic decision that has to be arrived at after careful deliberations of various factors involved.” With reference to the statement given above discuss the factors that have to be taken into account while locating a plant.
5. Why is Stabilization phase regarded as the most critical phase in the life of any enterprise? Discuss the stabilization strategies adopted to stabilize an enterprise.
6. Write short notes on the following:-
(a) Venture Capital
(b) Securities and Exchange Board of India
(c) Principle of Conservatism
MS95: Research Methodology for Management Decisions
1. Discuss the various experimental designs as powerful tools to study the cause-and-effect relationships among variables in research.
2. A parliamentary study on the issue of self-rule for the District of Chandigarh involved surveying 2,000 people from the city's population regarding their opinions on several issues related to self-rule. Chandigarh is a city in which many neighbourhoods are poor, and many neighbourhoods are rich, with very few neighbourhoods falling between the extremes. The researchers who were administering the survey had reasons to believe that the opinions expressed on the various questions would be highly dependent on income. Which method was more appropriate, stratified sampling or cluster sampling? Explain briefly.
3. Three samples of five, four and five moor car tyres are drawn respectively from three brands, A, B and C, manufactured by three machines. The lifetime of these tyres (in ‘000 miles) is given below. Test whether the average lifetime of the three brands of tyres is equal or not.
4. Describe the major events of your college life to a group of your friends. You make a 3 minutes presentation and ask for their reactions to the presentations and their suggestions for improvement on the focus of the presentation theme. List out the suggestions they make to you.
5. You may go through various issues of any management journal(s). You may likely come across a regression model for estimating, sales, advertisement expenditure, price or any other variable. Discuss how the model may be used for the following:
a. Explanation purposes.
b. Prediction of the future value of the dependent variable.
c. Helping the decision maker decides what to do to achieve a given object
A B C 45
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