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NMIMS/IGNOU/SMU/ANNAMALAI ASSIGNMENTS

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INTERNAL ASSIGNMENT APPLICABLE FOR JUNE 2020 EXAMINATION

Business Communication

1. Give examples of the following types of Biases in a sentence: Gender bias, Racial bias, Age bias, Disability bias. How can they be avoided?

2. Amazin.in has put up billboards across the main, arterial roads of Mumbai. The billboards advertise the Mega Independence Day Sale coming up. They hope their billboards can grab the attention of drivers and pedestrians on these busy roads. List the 8-steps in the Basic Communication Model and apply the model to Amazin.in’s billboard ad. (10 Marks)

3. a. You have just finished drafting a proposal for a coveted project. You want to make sure that you haven’t overlooked anything. What are the different proofreading techniques?

you’d employ to make sure your proposal is error-free? (5 Marks)

3. b. You’ve been shortlisted for an interview at your dream company. What are the different common types of Interviews you should mentally prepare yourself for? (5 Marks)

 

Business Law

1. Explain the statement “All Contracts are Agreement but all Agreements are not Contract” and provide two (2) examples demonstrating this statement

2. Explain in details two (2) real-life instances or cases dealing with any or all “Rights of Consumer” under Consumer Protection Act, 1986. (10 Marks)

3. Jack and Jill are two individuals who have passed out from engineering college in Mumbai. Jack and Jill both have attained 18 years of age. Now both want to start a startup for robotic services. Can you advise them:

a. What are (i) the different form of business, (ii) their pros and cons and (iii) what is best suited form of business which will be applicable to their start-up? (5 Marks)

b. Assuming that Jill lost both her parents when she was 5 years old and a court appointed a guardian for her. Then would there be any challenge in opening a start-up? (5 Marks)

 

Essentials of HRM

1. “Abhushan” is a Gems and Stones company which is in a rapid expansion mode. You have newly joined in as Head of HR. You realize that organization may need some re-structuring with regards to job role and responsibility allocation. You need to explain the concept and importance of Job Analysis to the top management. Write down the concept and importance of job analysis and in conclusion mention any 2 methods in data collection process of job analysis. (10 Marks)

2. Explain why recruitment is said to be a positive process and selection a negative one. List and explain some of the recruitment methods in the digital age. (10 Marks)

3. True Wanderer is a decade old leisure and travel company. As a part of the strategic decision to achieve its vision, it decides to conduct training for its call center and other staff selling over the counter products/offers. The company does a thorough research and decides to conduct trainings on the topic of ‘customer centricity’, realizing that giving importance to customers will be the only way to sustainable business. The company hires outside trainers to conducts training based on the outline created by the L&D department of the company. Almost 700 customer care executives and first line staff members are trained and after a year the company sees no effect on sales/ revenue.

a. What do you think is the reason behind failure of the above initiative? (5 Marks)

b. Elaborate on the concept of training need analysis with reference to the above case. (5 Marks)

 

Operations Management

1. List down briefly the various inventory management techniques prevalent in the industry. Discuss how some of these techniques would be applicable to a Medical Store in effective management of their inventories, i.e medical supplies. (10 Marks)

2. In the competitive business environment, there is a lot of strategic pressure on established companies to compete with the cheaper substitutes as well as maintain quality at the same time. Also there is a recent trend amongst consumers for "first copy/ duplicates" of branded products. Why do you think that these so called "Chinese manufacturers" are able to make products cheaper than most other products available? Also how do you think can competing and maintaining quality be achievable for companies for original branded products like Cadbury, Rayban, etc to tackle the other duplicate products? (10 Marks)

3. ABC Ltd is a leading corporate in India in FMCG. After an extensive research by their Marketing department they found out they should diversify into Foods & Beverages. The top management decided to get in the manufacturing of a coconut flavoured soft drink and a coconut flavoured milk based drink. Pumping capital in the venture into the business is not a major concern for the company as they have many regular investors on hand. The company would like to have a major presence with a pan India distribution network

a. Do you think the idea of getting into the business of a coconut flavoured drinks a feasible business/ product on for a FMCG company? Give your views with reasons. (5 Marks)

b. Assuming that the business idea would have a very encouraging response, suggest a suitable plant location to set up the beverage manufacturing. Give reasons for the same. (5 Marks)

 

Strategic Management

1. Godrej & Boyce has announced plans to set up a “Smart Factory” at Khalapur, a small town surrounded by villages at Raigad district about 60 kms from Mumbai? Perform a Stakeholder analysis comprising of 3 steps & outline all the processes that you shall follow as a consultant to Godrej to satisfy the needs of all stakeholders. (10 Marks)

2. Délifrance is a bakery company that produces "French style" bakery, savoury and snacking products that wishes to enter India’s Retail market. Conduct a PESTLE analysis for Délifrance in India & suggest whether Délifrance should enter India or otherwise. (10 Marks)

3. Pertamina is an Indonesian Oil & Gas corporation that wishes to enter India & is competing against Reliance Industries Limited.

a. As a consultant you are required to recommend whether backward integration or forward integration is a superior strategy to compete against RIL in India? Which one of the alternatives would you choose to your client & why? Justify with reasons. (5 Marks)

 

Decision Science

1. Identify the type of the variable in the following table

Variable

Data Type

a

Gender

b

Education Background

c

Satisfaction

d

Motivation

e

Exchange Rate

f

Gold price

g

Preference of cars

h

Teachers Feedback

i

Grades in post-graduation

j

Marital Status

k

Quality of services

l

Age group

m

GDP

n

Interest rate

o

Twitter comments

p

Facebook pictures

(10 Marks)

2. Following data of performance scores is available of employees working with a company. You are required to perform the following:

a. Make the frequency distribution, Calculate the frequency and the Cumulative frequency

b. Calculate the mean, median, quartiles and Mode

c. Calculate the variance and the standard deviation

Table: Performance score of the employees:

TABLE BELOW

52

33

70

95

57

61

47

60

57

64

54

94

38

61

89

48

50

39

94

63

59

31

88

46

68

88

93

48

82

82

72

73

74

70

92

76

98

91

80

68

32

33

31

75

54

48

62

53

36

64

63

66

92

98

91

42

36

54

71

86

84

55

33

43

91

34

64

67

89

78

47

62

97

92

53

56

68

55

36

67

93

42

51

77

36

93

51

66

44

66

63

33

68

79

92

76

83

53

86

76

35

40

43

46

55

41

36

39

42

96

42

77

60

53

38

51

95

56

93

63

48

69

49

33

95

37

83

64

83

62

96

34

85

32

40

85

39

59

77

62

35

34

39

92

54

89

36

45

83

34

86

90

39

61

88

86

55

33

77

40

69

54

30

38

79

77

44

59

95

34

38

91

80

90

58

40

88

45

95

71

80

43

89

53

61

40

31

61

58

53

88

94

91

63

60

94

98

53

53

45

50

34

75

74

90

98

87

66

(10 Marks)

3. a. In continuation with the data of performance scores of employees in previous example, perform the following:

a. Calculate the range and interquartile range

b. Calculate the z scores

c. Calculate the skewness and Kurtosis (using excel)

d. Comment on the distribution of the data

(5 Marks)

3. b. In continuation with the data of performance scores of employees in previous example,

perform the following:

a. Make the histogram

b. Plot the box-plot diagram

c. Plot the frequency polygon

d. Plot the Ogive diagram

(5 Marks)

Marketing Management

Mr. Amish has written a self-help book “Happy Happy” which can be read by people from all walks of life. The book revolves around a core idea of being happy in all stages of life. The publisher doesn’t have any distribution network of its own. Mr. Amish delivers session in many management schools on the topic “Happiness”. He is very popular among students and corporate. He also delivers session as a key note speaker in many management conclaves and seminars. Mr. Amish has no online and social media presence. He doesn’t write blogs or articles. Mr. Amish is a good author but has no idea about marketing and distribution of books. He hires you as a Marketing consultant for overall marketing and distribution of books.

1. What are the distribution channels that you will use to distribute the product across Indian market? Explain the same with reason. (10 Marks)

2. Suggest the Geographic, Demographic and behavioural segmentation for the book “Happy Happy” (10 Marks)

3. a. Explain five online social media platform through which you will promote the book. (5 Marks)

3. b. Explain the buyer decision making process for purchasing a self-help book. (5 Marks)

 

Financial Accounting & Analysis

1. Ms. Sandipa is the accounts executive for a company called SS Enterprises. Her job description requires her to supervise the process of recording of the transactions of business and to ensure that all accounting assumptions are taken care of. However, her junior executive is confused about the concepts of the accounting period assumption and the Separate entity assumption.

Elaborate how Sandipa can explain the concepts to her junior with the help of suitable example. (10 Marks)

2. Marry Kom is planning to invest in the share market. She has a profile of risk seeker investor but she believes that before investing it’s important to understand market ratios effectively. Discuss any five market ratios with their importance that Marry Kom should look into before undertaking any investment decision (10 Marks)

3. The following information is available in relation to Britannia Baby Company. The Company has profit before taxes of Rs 50 lacs. a. Classify and give reasons for the cash flows falling under the operating activities (5 Marks) b. Classify and give reasons for the cash flows falling under the investing activities (5 Marks)

Particulars Amount Rs in (Lacs) 1. Tangible assets purchased during the year 75 2. Depreciation charged on these tangible assets for the year @ 10% ? 3. Stock sold for the year 95 4. Loan given to Big Boy Company 150 5. Interest received from Big Boy company for the said loan @11.5% ? 6. Shares purchased of a company called as Arvind Mills 10 7. Dividend Received from Arvind Mills 1 8. Taxes paid for the year @ 30% ?

 

Business Statistics

Match No.

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

Player A

8

42

56

68

91

123

12

46

57

137

5

80

14

10

19

Player B

38

44

46

59

57

61

48

42

51

39

58

41

55

45

68

1. For the given data set representing the runs scored by two players in last 15 matches, conduct the following analysis:

i. Which average you will use to summarize the performance of the player? Find average runs scored for both of the players. Also give reasons for the choice of the average?

ii. If selection is possible on the basis of consistency, which player would you choose in the team? Perform the required statistics and justify the selection.

iii. Check whether there exists any relationship among the runs scored by two players using Karl Pearson coefficient of correlation and interpret the same. (10 Marks)

2. On the basis of the following data, the marketing manager wants to predict the sales volume for the locality on the basis of # households, number of cars and marketing expense Sl.No. Sales Volume #Households number of cars marketing expense 1 15727 161 3 180 2 9328 99 1 150 3 13681 135 2 175 4 12379 120 2 165 5 15351 164 3 178 6 24174 221 5 220 7 20154 179 4 205 8 20671 204 5 210 9 22978 214 5 128 10 13522 101 1 176 11 22471 231 5 226 12 19529 206 4 296 13 24216 248 3 240 14 11521 107 2 168 15 197.82 205 3 100

i. Draw three scatter plots of sales volume with each of the three variables and comment on their correlation.

ii. Regress the sales volume on #household, number of cars and marketing expense. Calculate R square and interpret the same.

iii. Determine which variable is/are significant variable/s. Is there any insignificant variable? If yes, regress again, by dropping the variable. Will dropping that variable increases the adjusted R square?

(10 Marks)

3. a. The height of the students in a certain class is following normal distribution with mean height as 165 cm and standard deviation of 25 cm. There are 60 students in that class. Determine

i. The number of students whose height is more than 158 cm.

ii. The number of students whose height is lying between 155 and 172 cm. (5 Marks)

3. b. Find the lowest height among the tallest 5 student in a class. (5 Marks)

Supply chain management

1. A medical device company sells branded power tools to the hospitals. The annual demand is approximately 1,800 batteries. The cost price per power tool is $250 for and estimated annual holding cost is 35% of the product’s value. It costs approximately $180 to place an order (ordering cost). The company currently orders 150 power tools per month (considering LT as 30 days).

  1. Determine the ordering, holding, and total inventory costs for the current order quantity.
  2. Determine the economic order quantity (EOQ).
  3. How many orders should be placed per year using the EOQ?
  4. Determine the ordering, holding, and total inventory costs for the EOQ.

2. M/s Futurama, handles a variety of imported auto components. One of the key components is suspension systems. Considering the criticality of this part, company has built a separate storage facility that has annual fixed cost of US$,5000. Since the components are imported, company is incurring following ordering costs

  • Delivery cost per order = US$2000
  • Import Duty per Order = US$300
  • Custom Fees per Order = US$200
  • Import License per annum = US$200

There is a total demand of 12000 pieces per annum (monthly demand of 1000 pieces with a standard deviation of 100 pieces). The supply lead time is 1 month with a standard deviation of 0.3 month. company is conveniently placing one order every month with an average qty of 1000. The cost per piece is US$30. The annual holding cost rate is 30%. Calculate cycle stock and safety stock point if the firm is willing to tolerate a 1% chance (Z0.99 = 2.32) of a stockout during an order cycle. Also calculate the total cost of inventory.

3. a. Explain the situation, when it is advisable to use exponential smoothing methods of forecasting over the moving average method of forecasting. For a product in the growth phase of life cycle, which method would you prefer any why?

3. b. State the difference between the key inventory indicators; Inventory Turns Ratio and Days of Inventory Outstanding. Income statement of Alexa Corporation from 2019 showed the cost of goods sold (COS) was $39.40 million, and its average inventory value during the same period was $8.32 million. Calculate company’s number of Inventory Turns Ratio (ITR) for that year and Days of Inventory Outstanding (DIO).

Capital Market and Portfolio Management

1. Calculate the standard deviation and return of portfolio consisting of 60% of Security A

and 40% of Security B.

Year Security A return(%) Security B return(%)

2015 10 18

2016 12 15

2017 9 11

2018 10 9

2019 5 7

(10 Marks)

2. Calculate the return as per CAPM for each of the company’s stock, identify whether they

are underpriced, overpriced or correctly priced and advise accordingly. Returns of T- Bill

is 9%.

Stock Expected Return Beta

Titan 24% 1.8

Nestle 30% 1.5

Eicher Motors 12% 1.2

HDFC 25.9% 1.3

Sensex 22%

(10 Marks)

3. An investor was tracking SBI and HDFC mutual funds whose return and beta are as given below:

Observed

Return

Beta

Portfolio SBI 18% 0.75

Portfolio HDFC 25% 1.25

Return on the market portfolio is 11%, while the risk-free return is 8%. Assume standard

Deviation of the market to be 7%.

a. Compute the Jensen index for each of the funds and comment which one is better.

(5 Marks)

b. Compute the Treynor index for each of the funds and comment which one is better

 

Strategic Financial Management

1. From the following information of the two projects calculate the net present value and

suggest which of the two projects should be accepted assuming a discount rate of 10%.

TABLE GIVEN BELOW

Project X Project Y Initial Investment ₹ 25,000 ₹ 30,000 Estimated Life 5 years 5 years Scrap Value ₹1,500 ₹2,000

The profits before depreciation and after taxes are as follows:

Years 1 2 3 4 5 Project X(₹) 5,000 10,000 12,000 7,000 3,000 Project Y(₹) 20,000 10,000 7,000 5,000 2,000

2. Nisha has completed her MBA and has joined a company which was going to raise fund from long term sources such as Debt and Equity. Nisha was asked by her manager to prepare a report on which could be a better source of funding for the firm mentioning the advantages of each to be presented to the Management so that it is easy for them to take the decision. Help her to prepare the report. (10 Marks)

3. The following information is given for Delta Ltd.

Earnings per share

₹ 15

Dividend per share

₹5

Cost of Capital

15%

Internal Rate of Return On Investment

20%

Retention Ratio

65%

Calculate the market price per share using

a. Gordon’s Dividend Model (5 Marks)

b. Walter’s Dividend Model

 

Strategic Cost Management

1. A company has a contribution/sales ratio of 50%. It maintains a MOS of 25%. If its annual

fixed cost is Rs. 50 lakhs, calculate:

BE sales, MOS, Total Sales, Total Variable Cost and Profit

 

2. The following information is available from the records of Alpha Ltd. For the year 2019:

You are required to prepare a master budget.

Rs.

Sales of product A 25.0 Lakhs

Sales of product B 75.0 Lakhs

Material cost 55% of sales

Direct wages 50,000 per month per worker

Factory Overheads:

Indirect Labor:

Works Manager 1 0,000.0 per month

Foreman 5 ,000.0 per month

Stores and spares 5.0% of sales

Depreciation of machinery 1 50,000.0

Light and power 1 00,000.0

Repairs and maintenance 1 50,000.0

Other expenses 15% of direct wages

Administration expenses 2 00,000.0 per annum

(10 Marks)

3. You are a consultant hired to advise ABC Limited on ROI and help with decision making

for additional order. The company has provided you following information:

Particulars Amount (Rs.)

Sales (2,00,000 units at Rs. 20) 4,000,000

Less: Variable costs @ Rs. 15 per unit 3,000,000

Contribution Margin 1,000,000

Less: Fixed costs 750,000

Division Profit 250,000

The amount of division investment is Rs. 15,00,000 and the target rate of return on

investment is 20%

a. Based on the information provided calculate ROI and Residual income of ABC Limited

(5 Marks)

b. Assume that division has offer to sell 50,000 units at Rs. 25 per unit. If additional order

is accepted, the variable cost per unit will remain the same. However, fixed costs would

increase by Rs. 250,000. A further additional investment of Rs. 10,00,000 would also be

required. Analyze the impact on residual income.

International Logistics & Supply Chain Management

1. A food and nutrition company FNC foods is having operations in Russia. The company is exploring international opportunities for which they have orders for their products in the UAE countries. Explain the strategic approach of the company for successful order execution and brand building activities with the customers internationally. (10 Marks)

2. The company is into chemical manufacturing and exploring opportunities outside India by launching its products across the most potential and growing European countries. What is the approach strategy that the company would employ for the successful identification of markets and launch? Select a country of your choice in Europe, analyze and suggest logistics and SCM strategies which can enhance the service quality with on time availability and generating good market share of the company.

(10 Marks)

3. A food company named Kakrawala Foods is in the Indian market for about past 20 years. The company had gained reputation and brand identity in the domestic market by serving various flavors targeting the youth segment. It has orders from a reseller in USA to market the products in USA. The order types differ as per seasons ranging from FCL to LCL.

a. Work out a logistics plan and routes how it must ship the products and what elements of quality aspects are to be taken care and considered while doing so like containers and packaging. (5 Marks)

b. What kind of production planning and pricing patterns it need to implement as the product is shipped to a reseller and the supply chain strategies to be followed?

(5 Marks)

 

Advanced Supply Chain Management

1. As a Supply Chain department head, you are stocking large inventory to improve customer service level. However, there is a high pressure from the management to reduce inventory cost. Explain with examples how you will plan for inventory optimization without affecting customer service. (10 Marks)

2. As a production planning head you are required to decide on a suitable aggregate plan for an export order. The demand forecasted are shown below, for next 6 periods. You have with you at present 1050 workmen and each can produce 1 unit per month (all months have same working days). The beginning inventory is zero. The production cost is $100 per unit and includes material and labor cost. If you want to increase the workforce hiring cost would be $30 per workman and to reduce the workforce the layoff cost would be $70 per workman. Inventory holding cost is $20/unit per month and backorder will incur $50/unit/month. Make Chase and Level strategy and explain with reason which strategy you will recommend.

Month

1

2

3

4

5

6

Demand

600

900

1200

2000

1400

800

(10 Marks)

3. You are doing production planning and the performance of your organization depends on the accuracy of the demand forecast you make for it.

a. Explain the six-step approach you may take to ensure that your will conduct an effective forecast. (5 Marks)

b. What error analysis will you do so as to determine the accuracy of the forecast you are making?

(5 Marks)

 

Decision Analysis & Modeling

1. Decision Analysis involves a systematic decision making process. Explain the approaches to the study of Decision Analysis and Modeling with a suitable example. (10 Marks)

2. Explain the application of simulation in business analysis. (10 Marks)

3. a. Solve the following problem: Maximize Z = 40a + 35b Subject to: 4a + 6b <= 120 8a + 6b <= 192 and a and b both are nonnegative (5 Marks)

3. b. What is the difference between the assumption of linearity and continuity in LPP? (5 Marks)

 

Sales Management

1. The management of ABC & Co. is losing sales due to superior product offerings by their competitors’

Please help the management of ABC & Co. to change their Product Policy and Product offerings you may give illustrations for the same. (10 Marks)

2. Trained Man Power is an important aspect for sales growth, how does a company recruit the right sales Personnel and trains them to meet their objectives. (10 Marks)

3. CASE STUDY - Cipla

Cipla is one of the biggest manufactures of bulk drugs and formulations.

The company has introduced several formulations and active pharmaceutical ingredients (APIs). It commissioned the second phase of its manufacturing operations in Goa and has entered into a research alliance for biopharmaceutical products with a Bangalore=based biotech company This makes it one of the leading Pharma companies of India

Cipla exports a wide range of APIs and formulations to over 150 countries. Cipla has entered into new arrangements with leading US generic companies for the supply of a wide range of finished dosage formulations. They have obtained approvals from USFDA, MHRA of UK, PIC of Germany and WHO, for most of their drugs. Its overall profitability was due to the optimisation of resources and implementation of rigorous cost control measure.

Cipla focuses on technological excellence and innovation to improve its performance both in domestic and international market. The company has already accepted the growing importance of strategic alliances for research, manufacture and marketing, in the changing business environment.

a. Outline the Strengths of Cipla in having a competitive edge in the International market (5 Marks)

b. Do its arrangements with US companies help in Product development? (5 Marks)

 

Marketing Strategy

1. The Finance Minister, India announced reduction in corporate tax rates in Sep-2019. Why is it important for companies in Indian Manufacturing sector, and what are 5 ways (with examples of companies) in which leading companies in the sector can benefit from the development from the point of view of Marketing Strategy? (10 Marks)

2. Customer buying behaviour plays an important role in Marketing Strategy, and is affected by four key factors/influences/characteristics. You are working as a Marketing Strategy Consultant. Help your clients by identifying and explaining the major influences on buying behaviour with reasons for application in brand communication/ promotion for the following products/companies/places: (1) Statue of Unity, (2) Netflix India. (10 Marks)

3. Ravi, a fifth generation entrepreneur, hails from a family with expertise in food and beverages industry. Ravi founded ‘XYZ F&B’ in 2020 with a vision to launch and build the first Indian billion-dollar brand in premium chocolates, and feature among top 3 international brands in the same category by 2030. Ravi has hired you as a consultant.

a. Explain various stages and their characteristics in an industry life cycle, with specific comments regarding the current stage of premium chocolates industry in India.

(5 Marks)

b. There are 5 key ways to identify competitive advantages for a brand/ differentiate from other brands, as a part of differentiation and positioning strategy; explain these with suggestions in context of ‘XYZ F&B’, and suggest a positioning strategy for ‘XYZ F&B’. (5 Marks)

 

International Marketing

1. United Kingdom recently marched out of EU after a long fought battle for BREXIT. Companies have started moving out of UK as it no longer remains the doorway to Europe. Also it has to fight high inflation, labour shortage and many other issues as an outcome. It would want to project a new Brand of United Kingdom to the world. You are a part of the team headed by the Prime Minister of Great Britain, Mr. Boris Johnson, designed to come up with a long term plan for the same. Can you enlist a few measures, strategies and hurdles you would face? Use PESTEL Analysis and Global Marketing Strategies to ascertain the same? (10 Marks)

2. Forever 21 recently shut down many of its operations across the world. It’s a cult brand that went through massive issues. Critics blame that most of it was to do with strategies in International Markets outside of USA and labour issues. Its recent filing of Bankruptcy could have been avoided. If I put you at the helm of affairs a Forever 21, what strategies would you have suggested or applied in order to make the drowning brand survive and what hurdles would you have faced for the same? Use help of Global Market Entry and Global Brand Development Strategies for the same? (10 Marks)

3. Post its recent launch in London and recent success in other parts of UK, Ola Cabs plan to enter USA.

a. They require your services to help them to do a formal research for the same? (5 Marks)

b. Also they would require your help to understand the Cultural and Social factors which they need to be aware about? (5 Marks)

 

Brand Management

1. In a competitive market of commodities, Ali plans to launch Organic milk in a country where people are new to the concept of organic and heavily rely on synthetic/chemical products. If Ali wants to launch this product, then how can branding help him. Define the name for the product & come up with a brand manual including all brand elements. Also design a marketing plan to push the product. (10 Marks)

2. What is Strategic Brand Management Process that the Ali’s organic milk brand should follow? Explain the 4 steps. (10 Marks)

3. Mother Dairy Fruits & Vegetables, a company with a billion-dollar (Rs 4,200-crore) turnover, has been a well-established player in NCR known for products the firm has been largest seller of milk in NCR , with 65% of the revenue being contributed by milk. Amul entered Delhi market few years back and in 2011 with in a span on 4years it defeated mother dairy in terms of market share. Amul procures fresh milk and packages it. Mother dairy adds powder milk in its products to the tune of 40%. This spoils the taste of the product. Also Amul is credited with more awareness and knowledge about its products amongst consumers. Amul is a leader in the ice cream segment of the country. Their capacity to develop products and gain market leadership helped them gain substantial share in the NCR region in the milk segment raising question marks on the brand equity of the company. Mother Dairy has been market leader in NCR for 35 years. Losing ground to Amul in 2011 in the milk segment is forcing company to rethink its strategy. They plan to increase their capacity and also expand procurement of the milk. One of the regions why

Consumer shifted to Amul has been difference in the taste of the milk. Amul milk is fresh where as a portion of Mother dairy milk is reconstituted. Mother dairy sells through its own outlets and home delivery is not possible where as Amul used channel and home delivery of the milk is possible. Mother dairy milk price has been less than the price of Amul milk, still a huge number of mother dairy loyal customers moved to Amul. Now Mother dairy is restructuring its strategy and systems to combat Amul.

a. What would you suggest to Mother Dairy for its revitalization plan (5 Marks)

b. What more challenges you foresee for the brand? (5 Marks)

 

Custom Shipping and Insurance

1. During a voyage a ship was nearing a port. However, it started tilting due to some technical issues. Captain has decided to throw some cargo from the top deck to reach the port safely. Under which clause of Marine policy, a captain of a ship throws some goods into the sea to reduce the weight of ship and save the other cargo and how this loss is compensated to the people who lost the cargo. (10 Marks)

2. A cargo ship has arrived in Mumbai Port and completed the unloading and loading process of cargo. Customs officials got a tip off that the ship was carrying some contraband goods. Customs rushed to the ship with the entire team to search the ship. The captain refused to allow them to enter as they don’t have right to do so. However Indian customs barged into the ship and broke open various rooms and confiscated the contraband goods. Under which section of the Customs Act 1962 the customs officers have the power to stop and search the conveyances? (10 Marks)

3. Your company has imported one consignment by sea. The seaport is 80 km away from your office. You are heading the import export dept and has to clear this. You have limited manpower to handle the dept.

a. What would be your proposal to the management to clear this. i.e. whether to do self clearance through your staff or outsource to a customs broker (erstwhile customs clearing agent) (5 Marks)

b. Support your decision with proper reasons (5 Marks)

 

India's Foreign Trade

1. Explain how poor bilateral relationship between two countries affect bilateral trade between the countries, take any one example from recent incidents between India and other country. (10 Marks)

2. How does Balance of Payment (BoP) is crucial in International Trade and Political relationship between the countries, explain the concept with example of India and China or India and USA. (10 Marks)

3. Well established Indian cosmetics Manufacturing and Marketing Company decided to expand their business boundaries through International business.

a. If you being head of International business of company how do you plan to make your entry in to new market overseas, explain with stepwise market entry plan. (5 Marks) b. What are the probable entry barriers you may face any new overseas market, explain how you will overcome those problems. (5 Marks)

 

Export Import Procedures and Documentation

1. You are working in Procurement dept of a trading organization who distributes medical equipments. Your company wants to procure surgical equipments from domestic market. You observe, with your experience that imported product will be cheaper with better quality, and recommend the same in a procurement meeting. Management advises you to give a justification for your recommendation. Will you please highlight the reasons for international trade and why it is better to import. Based on your write up management will take a decision. (10 Marks)

2. The present Government has merged two documents into one for importing goods into India so as to reduce the number of documents. Browse the internet and inform what are these two documents merged into one document and enlist the details of information that have to be incorporated in the merged document. (10 Marks) 3. You are negotiating with an international buyer to export your company products and the international buyer has agreed to place orders. However, your Finance dept does not want to give any credit to the importer as you do not know them personally. You have to suggest a safest mode of payment to the importer so that your company is comfortable with the transaction.

a. What are the different type of payment terms prevailing in the international market today? (5 Marks)

b. What is your option of payment term for this transaction and why? (5 Marks)

 

Treasury Management in Banking

1. Explain the various approaches to measure risks. As a treasury manager of a bank, which approach will you follow to evaluate stress events of liquidity position of your bank. (10 Marks)

2. Explain duration GAP analysis in banks. Calculate the duration Gap of the following excerpts from the balance sheet of a bank. Also calculate the impact on the equity of the bank in the different interest rates scenarios.

Balance Sheet for

Hypothetical Bank

Particulars Assets Duration

Liabilities

Duration

Current Assets 1000 7 years

Current

Liabilities 700 5 Years

Fixed Assets 300

Other Liab. 300

1300 Equity 300

1300

Scenarios for Impact analysis:

1. Interest rates increased by 1%

2. Interest rates decreased by 1%

(10 Marks)

 

3. Maruti Suzuki Ltd. has imported machinery worth 1 million USD and the invoice is payable in 90 days. Current Spot rate in the market is USD/INR 75 while 90 Days forward is quoted at USD/INR 76. The prominent economists predict the spot rate after 90 days at USD/INR 76.5. Cost of Borrowing for Maruti in India is 10% and USD Interest Rate = 2%. A 90 days Call option with exercise price of USD/INR 75 for 100,000 USD is available at premium of INR 2.

You are required to calculate impact on transaction exposure under following scenarios:

a. Company decides to use Forwards & Options for hedging (5 Marks)

b. Company decides to use Money Market hedging (5 Marks)

 

International Banking & Foreign Exchange Management

1. Mumbai Ltd. is an Indian company, they are in process of raising a US dollar loan and are negotiating rates with City Bank. The Company has been offered a fixed rate of 7% p.a with a proviso that should they opt for a floating rate, the interest rate is likely to be linked to the bench mark rate of 60 basis points over the 10 year US T Bill Rate, with interest refixation on a three monthly basis. The expectations of Mumbai Ltd. are that the dollar interest rates will fall, and are inclined to have a flexible mechanisms built into their interest rates. On enquiry they find that they could go for swap arrangement with Chennai India Ltd. who have been offered a floating rate of 120 basis points over 10 year US T Bill Rate, as against a fixed rate of 8.20%. Describe the swap on the assumption that the swap differential is shared between Mumbai Ltd. and Chennai India Ltd. in the proportion of 2: 1. (10 Marks)

2. XYZ Ltd. Is planning to import a multi-purpose machine from Japan at a cost of 3400 lakhs yen. The company can avail loan at 18% interest per annum compounded quarterly with which it can import the machine. However, there is an offer from Tokyo branch of an India based bank extending credit of 180 days at 2% per annum against opening of an irrevocable letter of credit. Other information: -

Present exchange rate Rs. 100 = 340 yen

180 days forward rate Rs. 100 = 345 yen Commission charges for letter of credit at 2% per 12 months. Advise whether the offer from the foreign branch should be accepted? (10 Marks)

3. Nitrogen Ltd, a UK company is in the process of negotiating an order amounting to €4 million with a large German retailer on 6 months credit. If successful, this will be the first time that Nitrogen Ltd has exported goods into the highly competitive German market. The following three alternatives are being considered for managing the transaction risk before the order is finalized.

i. Invoice the German firm in Sterling using the current exchange rate to calculate the invoice amount.

ii. Alternative of invoicing the German firm in € and using a forward foreign exchange

contract to hedge the transaction risk.

iii. Invoice the German first in € and use sufficient 6 months sterling future contracts (to the nearly whole number) to hedge the transaction risk. Following data is available:

Spot Rate € 1.1750 - €1.1770/£

6 months forward premium 0.55-0.60 Euro Cents

6 months future contract is currently trading at €1.1760/£

6 months future contract size is £62500

Spot rate and 6 months future rate €1.1785/£

Required:

a. Calculate to the nearest £ the receipt for Nitrogen Ltd, under each of the three proposals. (5 Marks)

b. In your opinion, which alternative would you consider to be the most appropriate and the reason thereof. (5 Marks)

 

Insurance & Risk Management

1. “An Insurance policy acts as a safeguard mechanism for an individual or organisation to reduce the effect of loss caused by various risk”. Describe the prerequisites or steps you would take for buying an insurance policy. (10 Marks)

2. Principles of Insurance forms the backbone of the entire sectors. Enumerate with examples any three such principles. (10 Marks)

3. Jatin has recently started working with a renowned MNC after passing out of a premier BSchool. A senior colleague has suggested him to take a life insurance policy. However, Jatin is not convinced with the idea of taking a life insurance policy and is unaware of the various life insurance products which are available in the market. As a friend of Jatin You need to make Jatin understand the following:

a. Explain the concept of life insurance to Mr. Jatin and highlight the importance of a having life insurance policy (5 Marks)

b. Help Jatin in explaining the various types of life insurance policies which are available in the market. (5 Marks)

 

Business Economics

1. The concept of elasticity for demand is importance for determining the prices of various factors of production. Discuss the various factors that influences the price elasticity of demand (10 Marks)

2. Complete the hypothetical table below and explain in brief, the behaviour of each type of cost. (10 Marks) Quantity Total

Fixed

Cost

Total

Variable

Cost

Total

Cost

Average

Fixed

Cost

Average

Variable

Cost

Average

Total

Costa

Marginal

Cost

0 0

1 25

2 40

3 50

4 60

5 100 80

6 110

7 150

8 300

9 500

10 900

3. Demand forecasting in an organisations plays a vital role in business organisations. It provides reasonable data for the organization's capital investment and expansion decision.

a. Keeping the above statement in consideration. Discuss the various steps involved in demand forecasting (5 Marks)

b. Discuss the various needs for demand forecasting in business organisations? (5 Marks)

 

Information Systems for Managers

1. Customers today are using different channels to engage constantly with their preferred brands. These customers are responsible for spreading electronic word-of mouth thereby influencing others. You have recently started your venture of an online grocery store. As an organization that has traditionally been dealing with customer’s offline, you realize the need to turn to using customer relationship management software to engage with your customers. What are the pros and cons of using this as a means to engage with customers effectively? Justify your standpoint. (10 Marks)

2. Green IT (green information technology) is the practice of environmentally sustainable computing. Green IT aims to minimize the negative impact of IT operations on the environment by designing, manufacturing, operating and disposing of computers and computer-related products in an environmentally-friendly manner. As a digital consultant to a mid-size organization what approaches to Green computing will you recommend to this organization? What are the benefits an organization can reap by implementing green practices? (10 Marks)

3. The Indian mobile market has grown significantly over the past couple of years. The gaming industry is undergoing a massive evolution because of the mobile revolution. Investments from big players such as Alibaba, Tencent, Nazara and Youzu has led to a rapid growth of gaming in India. The market value of the gaming industry in India was around 62 billion Indian rupees in 2019 and was estimated to go up to over 250 billion rupees by 2024. As the country with the largest youth population in the world, India is embracing the new generation's interests in digital sports and entertainment. Approximately 55 percent of casual gamers and 66 percent of the heavy gamers across India were seen to be below 24 years old in 2016. Of these, the heavy gamers simply preferred to use their mobile phones as gaming devices instead of the traditional desktops or even laptops.

Mobile gaming in the country is growing at a rapid rate due to development and affordability of smartphones. The market value of mobile gaming in India was estimated to reach about 405 million U.S. dollars by 2022. The number of mobile phone gamers was anticipated to be around 628 million by 2020 according to the forecast. Computer and console gaming has played a huge part in shaping up the gaming industry across the country in the last two decades.

(Source: https://www.statista.com/topics/4639/online-gaming-in-india/)

a. What are the different cyber-crimes that can be caused by playing online games? Give examples. (5 Marks)

b. How would you educate your customers to prevent them from being a victim to cybercrime while playing online games? (5 Marks)

 

Management Theory and Practice

1. M/s Landmark Construction is facing severe issues between the Management & its union on salaries and other matters. Both the parties are extremely strong & are not willing to budge from their respective stands. As an external consultant, you have been advised to identify & verify all possible conflict resolution techniques. Enlist the advantages & disadvantages of each of these techniques & suggest the best possible conflict resolution technique to solve this standoff between the management & the union. (10 Marks)

2. You have been appointed as an external consultant to M/s PoleStar & Co. It has been observed that employees are currently unsatisfied with the policies of the company & furthermore, a lot of employees have been leaving the organization. What would you do to motivate existing employees & to get hold of new talent from the marketplace. Suggest at least 5 innovative approaches towards employee motivation

(10 Marks)

3.a. Perform a SWOT analysis on IBM USA? (5 Marks)

3.b. Which type of Organizational structure does IBM follow (Functional, Divisional or Matrix?)

& enlist the advantages & disadvantages of this form? (5 Marks)

 

Organisation Behaviour

1. Leadership is said to be a vital quality which is becoming very rare in the organisations. It would not be wrong if we say that it is a progression where an individual solicits the backing of other entities for the completion of mutual objectives. The leaders are the visionaries and also act as a catalyst in terms of influencing and inspiring others. Based on the above statements discuss the significance of leadership in any organisation. Conclude by answering that how the organisation would fare if leadership is not right?

2. Harvey and Louis are Team leaders of team A and B respectively. Harvey is very open to feedback and does not let his perception rule his decision. He takes action based on facts and figures whereas Louis get carried away with his perception. Team A is very happy and motivated team which is clearly visible by their performance and just the reverse goes for team B. Louis takes aid from a self-help book where he reads about the managerial implications of perception. When he does a self-analysis he understood that all this while he was working totally under the influence of his perception. Louis decides to take a plunge and modify his behaviour. Discuss any three managerial implications of perception and conclude by stating that what could have made Louis change his way of behaving? (10 Marks)

3. Karan and Jacob are co-workers. They both are working in the same project but their work values are very different from each other. Karan belongs to GenX (The X Generation) and relies a lot on the team-work as well as its (team’s) progression and upliftment, whereas Jacob is from GenY (The Y Generation) or the Millennial and for him self-reliance is more important. Though they share a great personal rapport they always are found having disagreements at work.

a. Explain the reason for their disagreement? It is natural to have such disagreement, give concluding remarks for the Jacob (5 Marks)

b. Introduce the value system of your generation. Discuss the rest of the generations and their values? (5 Marks)

 

HR Audit

1. CottonCo is a manufacturing company with offices across India. They have well defined HR policies and an active HR team. They regularly conduct an Employee Satisfaction Survey to assess the level of employee motivation. Last 3 years saw the satisfaction scores go down. One key area of disconnect was found to be the compensation and benefits area. Your firm has been appointed to Audit the Compensation and Benefits provided and suggest appropriate steps. What steps will you follow to do a compensation and benefits audit of the company? (10 Marks)

2. Patel Enterprises is in the business of Electrical motors. They had recently tied-up with a Japanese company to supply motors to them. When the Chairman, Mr. Patel, visited the Japanese company factory, he was very inspired by his Japanese client’s practices. He then decided to go in for a Business excellence model, which would help the business use a structured approach to total quality and excellence, to achieve sustainable business growth. The Chairman is keen to include the HR department as part of this excellence journey and has appointed your company to help him with this. Your company has recommended the creation of a HR scorecard. To help the Chairman understand this concept, you need to share a note. Give a detailed note on what the HR Scorecard is, as well as the inputs that go into creating the scorecard and the steps to create the scorecard. (10 Marks)

3. Polestar Finance is a fin-tech company started by a seasoned entrepreneur. The company has seen rapid growth into a well-established organization. The founders have set a clear strategy and the same has been shared with all the employees. The company hired an external Human Resources consultant who then redefined the policies to keep them in line with the overall business strategy. A recent satisfaction survey showed that the employees felt that there was a big difference between the aim of the policy and the actual implementation.

The current HR team was set up at the start of the company’s operations and has efficiently managed the basic HR processes so far. However, they are now finding it difficult to handle the new processes that the consultant has put in. The CEO has hired your firm to conduct a HR audit. To present to the CEO:

a. Detail out the Levels of HR Audit you will focus on as well including the reasons for the same (5 Marks)

b. A brief note on the steps you will take to audit the company. (5 Marks)

 

Employee Development & Talent Management

1. Pure for Sure enterprises is a leading Chemical manufacturing company with a presence in more than 8 countries. Currently, they use the forced distribution method of appraisal. Prabhat, the newly appointed Head of HR has been entrusted with the task of redesigning their Performance Appraisal System. What are some of the modern methods of appraisal that Prabhat can consider? What are the benefits of Performance Appraisal system for the organization? (10 Marks)

2. Great places to work such as Google, Intuit and Apple recognize and respect the fact that their workforce comprises of dual career couples. Such couples have to deal with dual responsibilities and may find traditional workplaces stressful and less attractive. How are these organizations making their workplaces friendly for dual working couples? What are some of the advantages of Flexible working patterns (10 Marks)

3. a. You as HR head of the organization for Yummy Burgers have been asked to prepare an on-the-job training schedule of the front desk service agents. What options will you consider? (5 Marks)

3. b. As the head of Talent acquisition team, you want to outline the process of talent acquisition that the team can follow. Enumerate and explain the steps involved in an effective talent acquisition practice. (5 Marks)

 

International HR Practices

1. CANDID Systems Ltd is a leading Indian IT company based in Mumbai. The company has expanded to Africa in 2018 and now company is reviewing its HR Practices in Africa. You, as an HR Manager, are asked to look into the issue of ethics and responsibilities that employees of CANDID may face in Africa. Highlight some of the ethical dilemmas that employees may face. (10 Marks)

2. AUTOZONE Pvt Ltd is a two wheeler manufacturing company in India. It is planning to expand to Indonesia to capture its emerging market. As a manufacturing organization, there could be a problem related to employee relations. In order to face this problem better, the company has asked you to identify the key issues in international employee relations. You are an HR Manager of AUTOZONE Pvt Ltd. Identify the key issues. (10 Marks)

3. EFFIX LTD is a leading FMCG company in India and it is planning to expand its operations in South America. For this company has set up a wholly owned subsidiary in Brazil. A team of 50 employees is formed to take up this new project in Brazil in this background, answer the following:

a. What will be the components of pre-departure training program? (5 Marks)

b. On which job related factors training would be required? (5 Marks)

 

Strategic HRM

1. SONA Ltd is a mobile handset manufacturing company from India. Due to tough competition, the company is finding it difficult to survive in the market. Top management is considering downsizing of staff to reduce the increasing cost. Before doing the same, company has asked you to assess the impact of downsizing on organizational performance. You are an HR Director of the company. Assess the impact of downsizing on organizational performance. (10 Marks)

2. VICTORY Pvt Ltd is an Edutech company offering online certification programs to college students and corporate employees. The company is planning to set up a performance appraisal system to enhance the performance levels of employees. You are an HR Manager of VICTORY and company management has asked you to identify strategic issues in designing performance appraisal system. (10 Marks)

3. MARKETEX Is an upcoming digital marketing company from Mumbai. Company is going for massive expansion for which more employees need to be selected. Before going for recruitment and selection drive, the company wants you to do the following:

a. As an HR Manager, you are asked to identify strategic issues in selection. (5 Marks)

b. Which selection tests can be administered during the selection exercise? (5 Marks)

Consumer Behavior

1. 1. GSK Horlicks is an iconic health drink for kids. Over the years, the brand has introduced several variants of Horlicks. What is segmentation and targeting? Identify the type of segmentation done for each of the following: (10 Marks)

 Horlicks Chocolate for fussy children who like fun flavors

 Mother’s Horlicks for pregnant women and lactating mothers  Junior Horlicks for newborns and infants  Horlicks Lite for calorie-conscious adults

2. What are the steps in the consumer decision-making journey? Describe your decision-making journey for the following products: (10 Marks)

a. Sugar

b. Men’s aftershave lotion

c. Smartphone

3. a. Explain the different adopter categories in the Innovation adoption process, taking the

example of any innovative product of your choice. (5 Marks)

3. b. What are membership groups and symbolic groups? Discuss 1 membership group and 1 symbolic group from your life. (5 Marks)

 

International Business

1. In the US-China Trade war, what are the trade control measures taken by both the countries. How are the US & Chinese companies getting affected? (10 Marks)

2. Discuss the effects of regional integration in terms of trade creation and trade diversion. Prepare a list of Regional Trade Agreements of India (10 Marks)

3. Read the passage and answer the questions mentioned below the passage.

Coronavirus has put a spotlight on the economic decoupling of China and some developed countries. With factories shuttered and consumption stalled, multinational companies have been forced to shift production elsewhere. Apple has warned investors that its revenues will take a hit as a result of the outbreak. A gradual decoupling of global economies has been under way for a few years. The South Korean electronics group Samsung, for example, has been closing Chinese plants and opening others in Vietnam. Mexico has benefited from some US corporations moving their supply chains closer to home. But decoupling will undoubtedly speed up as Beijing’s opacity in handling the coronavirus epidemic highlights the risks of doing business in China. There are marked similarities between the virus and decoupling itself. There is what you see on the surface (masks and panic or supply chain shifts and profit warnings) and then there is what you can’t know: how many victims the outbreak will claim or what the world will look like economically and politically in five to 10 years, as globalization dissolves and divides deepen. Still, it is the job of a columnist to go out on a limb, so let me make a few predictions about what may lurk around the corner if the decoupling continues. An increased risk of violence in Taiwan, the inability of Europe to defend its own liberal democratic values, and a world in which smart devices can no longer speak to each other across borders are distinct possibilities. And all of these things could fundamentally reshape the global economy and geopolitics. The most pressing issue in the short term is Taiwan, whose firms make most of the world’s semiconductors. The majority are produced by Taiwan Semiconductor Manufacturing Company, a contract chipmaker that supplies US companies, including Apple, and a number of Chinese firms. Semiconductors are a key

area in which the Chinese are not yet technologically self-sufficient. In hardware (from

routers to switches to handsets), areas of software and high-tech services, the Chinese

have already largely decoupled from the US. Consider the success of homegrown firms

such as the smartphone maker Xiaomi. Or the telecoms group Huawei’s efforts to build

bespoke Chinese operating systems. Or the fact that many of the most innovative new

mobile apps are developed in China.

But semiconductors require huge amounts of capital investment and research effort. It

could be a decade before China can fully develop its own industry. In the meantime, it

will be dependent on Taiwan, which not only supplies US companies, but where support

for democracy is growing. This begs the question of whether, or perhaps when, Taiwan’s

semiconductor industry might become a political hot potato, as both China and the US

try to build their own independent high-tech sectors.

It is hard to imagine that Taiwan will be able to operate in both orbits indefinitely. As

one telecoms analyst put it to me recently, “What’s happened in Hong Kong is fascinating

and disturbing in part because it raises the question, what happens if the same thing occurs

in Taiwan?” Imagine a world in which cross-border banking, online shopping and data

sharing becomes bifurcated between two systems. That is a reality we may be heading

towards. Apple and other tech companies would certainly take a valuation hit in such a

future. But so would many others in industries beyond technology. As with coronavirus,

the effects of decoupling will be both unpredictable and exponential.

(accessed from https://www.ft.com/ on 27th February,2020)

a. Do you think that globalization is under threat? Are transnational firms going to become

extinct? Give your comments with reference to the passage. (5 Marks)

b. With your knowledge of International Business, explain how different political systems

across nations may create risks for the conduct of business. (5 Marks)

 

Organisational Theory, Structure and Design

1. Surya Enterprises is in the business of setting up Solar Power plants, which converts energy from the sun into electricity using Solar Panels. This is a young company that has been in existence for 4 years and has a seen rapid growth from being a 25 people start-up to a 1000 people strong company. The company’s founders have laid a special emphasis on sustainable and ethical business practices, (including abiding by labour laws) and due to this, as well as being in green energy space, the company is well regarded by everyone in the industry. However, this sector is highly cost sensitive and the company faces stiff competition from other local vendors who operate on lesser margins by adopting less ethical practices. Another factor affecting margins, is that 70% of the cost of the project is the cost of the Solar Panel itself. These panels are imported from China and thus the profitability is closely linked to the cost at which the panels are procured. With the Indian government coming down heavily against dumping by Chinese companies, as well as a surge in demand for panels in China, the cost of solar panels has increased. The government is encouraging the spread of solar energy based plants through special schemes to encourage the generation of clean energy. However, new plants that are coming up, the system of allocation is through open bidding and goes to the lowest tariff offered, and the tariff has been going down steeply. This has further impacted the profitability of these ventures. On the positive side, technology is changing rapidly and discovery of cheaper and better materials is making the panels smaller and cheaper. Given the above scenario, the company is now planning to evaluate whether the business is sustainable or not. Surya enterprises has hired you to do an organisational analysis using the PESTLE method

Q. Define the elements of PESTLE and using the information given in the case above, wherever possible list out the various aspects of the PESTLE relevant to the case. (10 Marks)

2. Pradeep Foods was started by Pradeep Panigrahi, to provide wholesome and reasonably

priced food options to young professionals working in business parks. The primary goal

of Pradeep Foods was to deliver piping hot food, prepared with minimal quantities of

oil and spices, using only fresh seasonal produce. The company started its operations in

Mumbai and very quickly moved to all the major cities in India. Initially, when each

branch was being set up, Pradeep would stay there for 2-3 months to start the office and

train the teams. He would personally supervise the menu, and based on customer

feedback tweak the menu to satisfy his customers. The food services were well

appreciated and their customer base grew at an exponential rate. Pradeep bumped into

you in a conference and shared his concern that his organisation is becoming too big to

manage. He is has heard of a functional structure and a divisional style structure and

asks you to recommend which structure is better in his case.

Q. Detail out what a divisional structure and functional structure are, listing out benefits

and disadvantages of each as per the case given above. (10 Marks)

3. Kapoor & Co is a family run business, which has been in existence for many years. The

MD, Mr. Kapoor, knew each and every employee in his company and ran the company

like his extended family. He was personally involved in every performance and

increment discussion and would take the final decision for each employee. The

employees were quite happy in this set-up. After a few decades, Mr. Kapoor decided to

retire from the company and put in place a professional management team to run the

company. The new management team has been hired from other companies and has

been given a free hand to run the company. The first step they took was to put in place a

structured performance appraisal process, to assess and evaluate the employees. The

employees became very agitated at the introduction of the new process and the

feedback reached Mr. Kapoor.

You are the CEO of this company and Mr. Kapoor wants to meet you to understand

what is happening. You see that this is a classic case of the company following

Greiner’s Life Cycle model.

a. Describe the 5 stages of Greiner’s Life Cycle model giving the context from the case

(5 Marks)

b. Describe the need for change management as well as the approach you intend to follow

using Lewins 3 step model (5 Marks)

 

Operations and Supply Chain Strategies

1. A beverage company based in United Kingdom is selling smoothies from pure raw fruit ingredients. It is been for a long time in UK with its revenues growing from $ 50 mn to $ 500 mn. It has decided to enter into Indian market. The company has plan to procure material from various geographies of potential suppliers. Suggest an entry strategy, procurement planning and operations excellence. (10 Marks)

2. A successful startup in India is into the customized bed solutions with focus on health to correct lifestyle disorders in travelling. It wants to expand its footprint PAN India by setting up its operations. Design a strategic approach to different aspects of the business it needs to follow for an effective logistics and supply chain strategies keeping in creating demand and servicing the market. (10 Marks)

3. The company ZINKO industries Ltd is a major B2B player and is a family managed in the Mumbai and want to expand its chemical business. The company is wanting to move into the B2C business and need to have the business plan with key focus on operations and supply chain strategies for chemical business. The company wants to produce pack sizes ranging from, 500 ml, 1 liter and 5 liter packs for the B2C market. The company wanted to have product differentiation to scale up its operations.

a. Describe what kind of operations and supply chain strategies the company need to follow and market entry, expansion and development strategies. (5 Marks)

b. What are the strategies that will help the company to achieve business success and growth excellence? (5 Marks)

 

Organisation Culture

1. As a Leader of Global Services ltd, Sanjana aspires to create a strong organizational culture. How can she contribute to culture building of the company? What specific steps can she take to create a learning culture at global services? (10 Marks)

2. The revenues at B R logistics have been dwindling off late. Clients have been

complaining of laxities on the part of the employees. The top management recognizes the

need to bring about a profound culture change to bring in agility and customer centricity

in the company. They want the HR to equip themselves with the right strategy to meet

these needs. Why do companies experience a need for cultural change? What process of

Organizational culture change will HR follow at B R Logistics? (10 Marks)

3. a. Alex has been chosen to set up the India business for Glenmorgan ltd, a US based

Financial service company. Alex needs to keep in mind the cross-cultural factors that can

impact the employee management practices in India. Keeping the Hofstede’s Crosscultural

model in mind, which are the factors that Alex will have to be aware of?

(5 Marks)

3. b. Start Cruiser, is a dynamic tourism company, aspiring in making their mark in Space

tourism. They want a culture that upholds innovation. What are the ways in which they

can create an innovative culture? (5 Marks)

 

Performance Management System

1. Rakesh Kumar is working at Jayesh Industries as Manager in the Operations Department. Akshay Shroff works in Rakesh’s team as ‘’Executive – Operations’’. Akshay joined the company since 2 years. Though he works hard, he is not effective in meeting project timelines and often has errors in his work. It is appraisal time and Rakesh has to give performance feedback to Akshay. He does not want to demotivate Akshay yet he needs to give him the negative feedback. How should Rakesh handle the process of negative feedback. (10 Marks)

2. Aarti Desai has joined as an HR Manager at Highmart which is a food chain across cities in India. Aarti has interacted with young employees across the company and all of them have expressed the need for the company to launch a Mentoring Program. The company has high attrition and new recruits could benefit from such a program. How should Aarti go about the process of introducing the Mentoring Program. Do also give an interesting brand name to the Mentoring program. (10 Marks)

3. Sidharth is the HR Manager at NewZone which is a furniture company. The company has 2000 employees and is growing rapidly. Sidharth would like to introduce the 360-degree feedback process.

a. Design a 360 degree form (5 Marks)

b. What are the pitfalls in 360-degree feedback that Sidharth should take care to avoid?

(5 Marks)

 

Procurement Management

1. What is the relevance of Vendor Managed Inventory in supply chain management? Discuss the various features of VMI. Elucidate the various aspects involved in successful implementation of VMI in special reference to retail sector. (10 Marks)

2. Discuss the pricing strategies in case of an E-procurement platform. Discuss the relevance of online auctions in the E-procurement ecosystem. (10 Marks)

3. a. Consider yourself as a local tyre manufacturing firm entering into the import of the tyres. What sort of questions will you come across in the thought process in terms of costs related to the import? (5 Marks)

3. b. Enumerate the steps for developing transportation related strategies. (5 Marks)

 

Project Management

1. Your organization is looking for procuring project management software. You are asked to prepare a file note describing how this software will help your organization. You are required to list at least three project management software tools with details such as salient features, cost, etc. You are also asked to recommend a specific software tool with proper justification. Please introduce your organization before sharing your file note. (10 Marks)

2. You are celebrating the successful completion of a project. During the party, the Vice President of Projects in your organization pulled you aside and asked you the secret of the success of the project. You shared few points, which seemed to have impressed her. Next day, you got an email from her to submit a brief report describing the key factors that led to successful completion of your project. The report is also expected to provide top two recommendations to other project managers. Please introduce your organization before sharing your brief report. (10 Marks)

3. “No! I have worked on this concept for so long and I don’t want some bean counters coming and telling me to stop working on it” Natasha was very upset since the Head of Accounting & Finance department have told her boss to immediately stop the work as his department didn’t find the proposed project financially viable.

“Don’t get emotional!” Jaywant started talking to Natasha. Being a good friend, Jaywant wanted to help her. “First of all, tell me how the NPV and IRR figures looked for your proposed project.” “I am not sure,” Natasha was candid. “I didn’t do those calculations since I was busy with other parts of the project proposal.”

“That’s a great mistake, I must say. You must do these calculations and then get them verified by our Accounting & Finance department. I can help but I would suggest you take help of Manish. He is not only expert is this type of analysis but he also respects your engineering abilities and will surely like to find the way out to save your proposed project” Jaywant’s words helped Natasha to get out of her chair as she moved to her phone for calling Manish.

a. How will Manish explain the concept of NPV to Natasha? (5 Marks)

b. How will Manish explain the concept of IRR to Natasha? (5 Marks)

 

Research Methodology

1. Explain what is meant by independent variables and moderating variables. Identify any three independent variables and any three moderating variables from the Unified Theory of Acceptance and Use of Technology (UTAUT) model as shown below. What is dependent variable? Identify the one from this model.

2. Explain the types of scale that are used in the following survey questionnaire:

1. Gender (male/female)

2. Age (no. of years)

3. Annual income in Rs. Lac

4. On a scale of 0 to 10, how likely will you recommend our services to your friends?

How will you measure the central tendency for gender and age?

(10 Marks)

3. “We must quickly work out how to reduce the cost of our production process. Without

reducing the cost of production process by at least 20%, we can’t turn profitable. It’s an

important and urgent exercise!” Mr Godbole, newly joined CEO of Acme Chemicals tried

to emphasize the urgency and importance of the proposed exercise to his senior

colleagues.

“Yes, I will immediately form a task force consisting of internal subject matter experts

and produce a report within a couple of weeks”, Mr Mehra, Head of Production quickly responded. “I have a differing thought,” interrupted Mr Iyer, Head of Sales. “We should

invite an external consultancy firm for this work”. “Why? Why do we need external guys

when we have the expertise internally?” Mr Mehra was clearly upset with the proposal

of Mr Iyer.

a. What arguments will Mr Iyer will put forth? (5 Marks)

b. What arguments will Mr Mehra will put forth? (5 Marks)

 

Retail Banking

1. Mr. Raj has recently graduated and got placed in a private sector bank and is unaware of the banking sector and its operations. Being his reporting manager you need to brief him with the Principles of lending and need to explain him in details about the same.

(10 Marks)

2. Retail banking is the most visible face of banking for the general public and have baskets of products for meeting customer’s ever ending demand. Express your opinion on how Retail banking can be used as a risk diversification tool.

(10 Marks)

3. “With increased competition and entry of new players, the banking landscape has made a sea change in the recent years. Sales team forms an integral part in banks and helps in enhancing customer satisfaction”

a. Share your opinion on the growing importance of sales team in banks and their contribution for attaining customer satisfaction (5 Marks)

b. Enumerate direct sales and the advantages of Direct sales in banking sector

(5 Marks)

 

Service Operations Management

1. What are the factors which are considered important by an organisation while evaluating Quality in Service Operations? Elaborate your answer with an example of an Educational Institute (10 Marks)

2. Discuss the concept of Front Office & Back Office in Service Operations. Explain which services are categorized in these two types w.r.t. a Restaurant setup (10 Marks)

3. The Healthcare setup is a good example wherein the businesses involve service operations with utmost customer satisfaction. The ‘sold products’ are evaluated by the customers and rated highly based on the ‘service’ that the seller provides. With reference to the Healthcare setup discuss the following aspects of service operations

a. Discuss the elements that need to be planned in a Service Framework. (5 Marks) b. What are the challenges faced by the Service Managers who manage these service operations? (5 Marks)

 

Services Marketing

1. The recent epidemic of Coronavirus has really affected the world very badly. One of the sectors worst affected are Travel & Tourism. SOTC India has seen a severe fall in business in the last few months and does not see light at the end of the tunnel anytime soon. If the situation continues this way, it may lead to them shutting down many of their branches and laying of many employees. The sluggish Indian economy is not helping their case too. You are hired as a consultant by them to suggest possible solutions and strategies in order to combat this problem? Keep in mind IIHS and the service marketing mix. (10 Marks)

2. The recent judgement by the Supreme Court with regards to AGR has forced Vodafone Idea to pay a huge amount as fine before the deadline. This hurts the already bleeding company even more. Post the entry of Jio, the telecom market has gone through a complete turmoil with the low rates and growing taxation burden. The situation has turned so bad that Vodafone wants to quit the Indian Market. The recent price increase has not helped improve the situation a lot. Can you as a student of Service Marketing analyze the problem at hand and provide possible solutions and revenue streams or methods to contain losses? Use the SERVQUAL Model to analyze the same? Also use the concept of Customer Loyalty to your advantage? (10 Marks)

3. The recent decision by the Indian Government to divide the State of Jammu & Kashmir into Union Territories and open it for investors of the world has been met with a lot of cheer by the Industry. Kashmir sure has a lot to offer but it also brings with it, its shares of problems. Use the Service Branding Model, Service Communication Model and Moment of Truth to your advantage?

a. You are a part of the planning team organizing a summit to invite investors from the service sector to tap Kashmir’s potential. Can you suggest strategies in order to woo the investors? (5 Marks)

b. Can you also enlist the hurdles that will come by and suggest possible solutions for the same? (5 Marks)

 

Supply Chain Management

1. Vashi pharmaceuticals, Inc., handles a variety of health products. A weight reduction product costs the company $2.95 per unit. The annual holding cost rate is 20 percent. Using an EOQ model, they determined that an order quantity of 300 units should be used. The lead time to receive an order is one week, and the demand is normally distributed with a mean of 150 units per week and a standard deviation of 40 units per week. The ordering cost per order is determined as $50. Calculate cycle stock and safety stock point if the firm is willing to tolerate a 1% chance (Z0.99 = 2.32) of a stockout during an order cycle. Also calculate the total cost of inventory. (10 Marks)

2. An auto parts supplier sells branded batteries to the auto mechanics. The annual demand is approximately 3,600 batteries. The supplier pays $28 for each battery and estimates that the annual holding cost is 25% of the battery’s value. It costs approximately $20 to place an order (ordering cost). The supplier currently orders 300 batteries per month.

a. Determine the ordering, holding, and total inventory costs for the current order quantity.

b. Determine the economic order quantity (EOQ).

c. How many orders should be placed per year using the EOQ?

d. Determine the ordering, holding, and total inventory costs for the EOQ.

(10 Marks)

3. a. Calculate Forecasting error (MAD, MSE, RMSE and MAPE) for the data given below

Period 1 2 3 4 5 6 7 8

Forecast 10 15 10 15 25 15 20 25

Demand 15 15 20 15 10 20 20 30

(5 Marks)

3. b. Please provide a brief overview of S&Op process, inputs, outputs and key metrics. (5 Marks)

 

Taxation- Direct and Indirect

1. Ms. Ankita completed her MBA from DAVV, Indore. She joined an enterprise as an Accounts Manager at a CTC of Rs 650000. She invested Rs 150000 in PPF and paid mediclaim for herself Rs 15000 using cash as a mode of payment. Discuss and compute her tax liability assuming she is residential individual for the Assessment year 2019-20 (10 Marks)

2. Ms. Urrjja is running successfully the business of supplying &selling woolens on the digital platform. She is keen to understand how business expenses are allowed under the Indian Income Tax Act 1961. However, these days she is more concerned about whether there is any provision under the Act which allows claiming deductions in relation to residuary expenses. As a knowledgeable person in taxation, how will you address the worry of Ms. Urrjja. Is there any provision under the IT Act which allows to claim deductions of residual expenses? If yes, how can she avail the benefit of the said provision for her business? (10 Marks)

3. Mr. Mohan, aged 65 years, derives Rs 7.5 lacs as salary from Amiir PanWala & Company for the year ended 31.03.2019. He supplies the following information to the accounts department of the employer. (Applicable Assessment year 2019-20)

Particulars Amount Loss from one of the Self - occupied property Rs 200000 Loss from let out house property Rs 360000 Interest from Flexi Fixed Deposits Rs 150000

a. Explain and examine the applicability of TDS provision (5 Marks) b. Compute total tax liability and monthly deduction for TDS (5 Marks)

Total Quality Management

1. Explain your understanding (Process perspective) & give appropriate examples to explain: Acceptance Sampling, Double sampling & sequential acceptance sampling?

(10 Marks)

2. How “Strategic Performance Measurement” process helps management in an organization to take their organization in success path? (10 Marks)

3. a. In a hotel, the complaint management team noted down the different types of complaints received from its guests. The concerned department head asked the team lead to analyze the data & suggest which area to be addressed. Assuming you are in the lead position. Which probable reasons should you suggest to address first?

Probable Reason Frequency of occurrence

Food Quality

16

Delay in room Service

12

Room cleaning

32

Staff Attitude

5

Delay registration

42

Room interiors

2

Air Conditioning

9

Mini Bar

2

TV not working

5

Desired Channels are not subscribed

12

Room Smelling

8

(5 Marks)

3. b. You are asked to estimate UCL & LCL as per the below scenario.

As Quality control expert, you are required to measure the volume of the juice in a 250 ml packet.

You have taken 10 samples & 4 observations in each sample. The Standard deviation given as 0.145 ounce.

 

World Class Operations

1. What are the sources of environmental pollution? Explain with a suitable case (10 Marks)

2. QFD is believed to be beneficial for implementing world class standards in operations. Do you believe this? If yes justify your answer with examples. (10 Marks)

3. a. You are the operations manager of the big manufacturing unit. You have been asked by the Chief Operating Officer of the firm to prepare a white paper on Benchmarking for the firm. In this regard explain the different types of Benchmarking. (5 Marks)

3. b. You are the operations manager of the big manufacturing unit. You have been asked by the Chief Operating Officer of the firm to prepare a white paper on Benchmarking for the firm. In this regard explain the process of Benchmarking. (5 Marks)

Business: Ethics, Governance & Risk

1. Read up on the ICICI Bank-Videocon Loan Case from credible public sources (website, newspaper, magazines) and answer the following questions. (Kindly mention only the facts and not speculations or rumors). You can refer to chapter 9 & 10 to understand the scope of the questions.

Explain the TWO ethical issues or concern in the ICICI Bank case and the negative impacts of these issues on the bank? (10 Marks)

2. In 2015 India’s food regulator had banned Maggi Noodles (of Nestle India) after tests showed that it contained excessive lead and for alleged mislabelling over flavour enhancer MSG. The product returned to stores after a court lifted the restriction. Nestlé has since then removed the claim “No added MSG.” You can refer to chapter 4 and answer the following question.

According to you, which all internal departments worked together to overcome the allegation and relaunch the same product in a way that it would earn the trust of its key consumers and stakeholders? What contributions were made by each of these departments while work together for this common business objective? (10 Marks)

3. a. As an employee if you become a whistle blower, are you being disloyal towards your

employer? Yes or No? What is/are the ethical reason/s for becoming a whistle blower? (5 Marks)

3. b. Explain any two reasons to showcase that study and understanding of ethics makes

for a better manager, good business and happy society?

 

Financial Institutions and Markets

1. “Primary Market helps to facilitate capital growth by enabling individuals to convert savings into investments. Describe in details the techniques that companies uses to raise the fresh capital from the primary market (10 Marks)

2. Explain why insurance sectors are considered as financial intermediary. Discuss any four types of insurance plans that are available in the market. (10 Marks)

3. Ms. Goyal, after completing her graduation, recently joined a bank. With a steady income and good growth prospects for her career, she intends to save regularly and increase the amount of savings gradually over the years. Her colleagues in the bank have advised her investing in Mutual Funds (MFs), as a suitable option for her. However, Ms. Goyal is not at all familiar with MFs. Advise Ms.Goyal with the below queries:

a. Explain brief on Mutual Funds and its features. (5 Marks)

b. Enumerate any four types of Mutual Fund to Ms.Goyal.

 

B2B Marketing

1. Crompton Greaves Ltd is the leader in Indian Domestic market for electric motors, which conform to Indian & International Standards. The company faces a severe competition from small scale motor manufacturer as well as large global players like Siemens & ABB. What suggestions you would like to give to the company to maintain its leadership position in this product category? (10 Marks)

2. An automobile component OEM manufacturing alternators has appointed your advertising agency to design the promotional strategy for their product. You are required to prepare a marketing communication campaign & select appropriate media vehicle for the same keeping in mind the target audience. (10 Marks)

3. Read the following Case & solve the questions given:

ABC is a leading brand of furniture in B2C segment having presence in various cities in India. ABC now plans to introduce in B2B category by launching a product line in the office furniture category. It intends to sell both Indian as well as imported furniture so as to cater to the different needs & wants of the target audience. It intends to target corporates but is not clear how to go about marketing & selling it to corporates (B2B) as ABC was always involved in selling home furniture (B2C).

a. Suggest positioning strategies to be adopted by ABC for their new product line in B2B Category.

b. Suggest a suitable sales promotion strategy for ABC’s new product line of office furniture.

 

Compensation & Benefits

1. WONDERWORLD Enterprises is a leading automobile company in India manufacturing two wheelers. Company has expanded its operations in Asia by setting up a unit in Indonesia. A team of 50 employees is sent on deputation to handle the Indonesian project. You are an HR Manager of WONDERWORLD and you are entrusted with the responsibility of designing the compensation for these 50 employees. Which approach to compensation management will you adopt? (10 Marks)

2. REGENCY Group is a leading business conglomerate in India. The group is planning to diversify into construction sector and as an HR Manager you are asked to conduct a compensation survey in construction sector in India so that important compensation decisions can be made. Suggest a step by step process for conducting this compensation survey. (10 Marks)

3. You are hired as an HR consultant by ABC Ltd, a newly set up IT Company, to design a new compensation system. In this background, answer the following:

a. It is important to identify all the stakeholders before designing a new compensation system. Identify the stakeholders of compensation for ABC Ltd. (5 Marks)

b. Discuss the types of compensation that will be a part of compensation system of ABC Ltd.

 

Enterprise Resource Planning

1. Imagine you are a Business Analyst collecting requirements from a Chief Marketing officer of an auto portal company which helps its users with car research. What are the different parameters and touch points of a customer you will suggest starting from a customer’s journey to hit the portal to the final booking? What kind of different analysis from MIS can you create and present to help the CMO to take better decisions and to obtain better conversions of leads? (10 Marks)

2. Select any one Business/Industry sector/domain and write 5 critical business processes of that sector, apply principles of business process engineering in any one of those 5 critical processes and propose an alternative. (10 Marks)

3. Imagine you are the Project Manager for an ERP Implementation of the HR Module in any organization with an employee strength of 400 working in 3 different countries. Now answer below questions: a. List 5 important and critical parameters you will be considering for the successful implementation. (5 Marks)

b. What are the different steps and stages you will be following for such implementation so that you meet the deadlines?

 

Customer Relationship Management

1. Outline a communication plan with an aim to translate the relationship policy into contact moments for customers in your line of business. (10 Marks)

2. The increase in the quantity of data and the decrease in the available analysis time have led to a growing need for an inductive method which will assist in finding useful relationships between (selected) data. Elaborate any 2 such methods that you use at your workplace. (10 Marks)

3. You are a call centre manager with a decade of experience. In the last 10 years you have seen customer relationship management evolve in the call centre industry. Scenario is more competitive and requires out of the box thinking to sustain and succeed.

a. Do you prefer working with specialist or generalist call centre agents? What parameters help you arrive at a decision? (5 Marks)

b. As per your understanding and experience, rate the elements of a call centre in order of importance? Justify your rating with examples

 

Digital Payments

1. Demonetization has changed the attitude of people towards the digital payments. Digital Payments are very popular among the youth, but still the ratio of the population who regularly use the digital payments is very less. To increase the inclination of the people towards adopting the digital payments, Govt. of India has decided to introduce another round of demonetization. The currencies of denomination Rs. 500 and Rs. 2000 will be withdrawn from circulation and the new rule says that any payment above Rs. 200 will need to be done through digital medium. Your parents and grandparents have never used digital payments. Explain to them what are different digital payment options available to them and how to use it. (10 Marks)

2. The second round of demonetization has created a lot of chaos, and as and when more and more people are adopting it, the frauds are also increasing and discouraging people from using it. Again, your parents and grandparents are confused about the above aspects and concerned about the security of the transactions they do using digital payment systems. Explain to them the security threats associated with digital payments and provide them guidelines to remain careful while using digital payment systems. (10 Marks)

3. Mr. Sagra is a businessperson and understands technology very well. He envisions that the future of digital payments is bitcoins. However, he doesn’t have any experience of trading in bitcoins. He consulted you as an expert in crypto currencies and requests you to provide your valuable services on

a. How to buy and store bitcoins. (5 Marks)

b. To understand different features of block chain. (5 Marks)

 

Corporate Finance

1. Alpha Ltd is expecting an annual earnings before interest and tax of ₹ 1.5 Lakhs. The company has 10% debentures of ₹ 4 lakhs and cost of Equity capital is 12%. Calculate the total value of the firm and the overall cost of capital of the firm according to Net Income Approach. Also comment what will happen to the value of the firm and the overall cost of capital if debt is increased in the capital structure. (10 Marks)

2. The Capital structure of ABC Ltd, is as under:

Equity share capital

₹ 100 Lacs

10% Debentures

₹ 50 Lacs

 The sales for the year 2019 are 1.5 Lac units@ ₹ 40per unit

 Also, the variable cost per unit is 20 % of sales revenue

 ₹ 12 Lacs is the fixed operating cost.

 Assume Income tax rate as 40 %

Calculate Operating, Financial and Combined Leverage of the firm and interpret the result. (10 Marks)

3. Neha would retire 30 years from today and she would need ₹ 6,00,000 per year after her retirement, with the first retirement funds withdrawn one year from the day she retires. Assume a return of 7% per annum on her retirement funds and if her planning is for 25 years after retirement, Calculate:

a. How much lumpsum she should deposit in her account today so that she has enough funds for retirement? (5 Marks)

b. How much she should deposit each year so that she has enough funds for retirement?

 

Commercial Banking System & Role of RBI

1. Rohan is appointed as a control manager in a reputed bank. As a manager he needs to prepare the presentation highlighting the Risk control/mitigation process in banks. Help Rohan in preparing the presentation. (10 Marks)

2. We have witnessed via media the massive fraud of Rs. 11,400 crores at Punjab National Bank which landed them in a huge controversy. Analyze the case and give a short presentation on what went wrong from PNB’s side and what precautions PNB would have taken while granting Letter of credit to its customer. (10 Marks)

3. Assume you are ABC bank. In recent days Non-Performing Asset is giving a deleterious impact on the return on asset. As a bank, discuss-

a. The factors contributing to high level of NPAs in the Indian Banks

(5 Marks)

b. The measures you will take to overcome this alarming issue.

 

Cost & Management Accounting

1. Given the slowdown in the auto sector, Fast Automobile company, a car manufacturing company wants to go in for an overhaul of its operations. The Management wants to review the cost of all its product lines i.e. types of cars it has in various segments and the way they value their closing stock given the inventory pile up, to take some strategic decisions.

The Management accountant is asked to prepare a summary of costs to enable the top team to decide which product to manufacture, discontinue some segments etc. What are the various types of ways the Management accountant can classify the costs by Management decisions. Describe any 5. Also, discuss the different ways in which the company can value its closing stock?

(10 Marks)

2. Traditional Managerial accounting was all about managing costs whereas Management

accounting has undergone a sea change, given the change in the overall Global

environment. Discuss and describe in relation to the following -

 Growth of E-Commerce and e-business. Share atleast 2 practical examples.

 Focus on cross-functional Groups

 Total Quality management concept

How these impacted global management accounting practices

(10 Marks)

3. Fancy Bag company purchases Ladies Bags from a wholesaler @ Rs 1100/- per piece.

They add accessories and packaging and sell each bag for Rs 1800/- per piece. They incur certain fixed expenses.

The company wants to understand how many pieces they must sell in order to be profitable.

They seek the help of a Management accountant to:

a. Ascertain Contribution per piece and as a % of Sales Price (5 Marks)

b. Prepare the Profit / Loss account for sale of 200 pieces 300 pieces

Details provided:

Purchase Cost 1100 per pc

Sale 1800 per pc

Expenses Per Month

Rent 50000

Staff Salary 75000

Commission per pc 100

 

Integrated Marketing Communication

1. You are a baker and have set up your own Bakery. You have the resources and enough space to fulfill orders in New Mumbai. Describe how would you promote your brand to maximize the no. of orders per day? (10 Marks)

2. You are the brand manager of a hygiene soap which protects you from germs. You have

launched a campaign to build awareness on the importance of washing hands. For this the

brand has tied up with an NGO to create awareness across the country especially in smaller

towns. How will you leverage this association to build positive equity for your brand?

(10 Marks)

3. Case Study

ICICI ropes in Shahrukh khan as their Global Brand Ambassador

You are Brand Manager at ICICI – Retail Banking and have tied up with Shahrukh Khan

as the Brand ambassador.

a. Think of an interesting active integration of ICICI in the next Shahrukh film. (5 Marks)

b. How would you leverage Shahrukh to promote your brand?

 

Marketing Research

1. As a researcher, you need to study how many kirana stores in Mumbai sell Lizol brand and range of products (Surface cleaner, Bathroom power cleaner & Kitchen power cleaner.) Which non-probabilistic sampling method would you use to complete your research? Also state the reasons behind choosing that method. Also explain as to how you will proceed ahead with choosing the areas / localities in Mumbai to conduct your research along with timelines. (10 Marks)

2. You are the Head of a Market Research Organisation. Your client has recently introduced “iD Traditional Filter Coffee Decoction”. Your client wants to understand how customers are reacting to their recently launched Filter Coffee Decoction. Draft a Questionnaire containing not more than 20 questions that would succinctly address the query posed by the client. (10 Marks)

3. You have been recently appointed as a “New Product Development” Head for Kellogg’s Corn Flakes which operates across pan India. You have been asked to develop 2 new innovative products as part of their Menu.

a. Explain the process in detail to arrive at the creation of your 2 new products (5 Marks)

b. Is there a need to conduct Test Marketing post creation of the 2 innovative products? If Yes or No, please state your reasons to support your answer. (5 Marks)

 

Industrial Relations & Labour Laws

1. Bali has joined Martek Metals in personnel department. His primary KRA is employee engagement, so he wants to start some sustainable initiatives rather than only celebratory events like birthday parties or picnics. He wants to suggest some activities towards workers’ participation in the next management meetings and wants to make presentations with specifics. Let us list down and elaborate on various forms of workers’ participation for Bali (10 Marks)

2. Mr. Natekar is a veteran teacher in Labour legislation. He holds long years of experience in the field of labour law. He has been invited to deliver a seminar at an international business school. The class is a mix of Indian and Foreign students hoping to pursue their careers in ‘Management in Law’. Mr. Natekar decides to cover the topic of ILO to suit the crowd. He decides to cover the ‘Topics of interest for ILO’. What points must he include in the information about above topic. Please elaborate your answer well. (10 Marks)

3. Kamal Kumar is a labour officer with Kamte automobiles. The company is currently facing a set back due to a strike at one of their manufacturing plants. Kamal Kumar suggests collective bargaining for resolving the issue. Please answer following questions in light of this case.

a. The company arranges for a press conference to announce their decision of collective bargaining and Kamal Kumar needs to educate the press about 5 phases of collective bargaining. Please elaborate the points for Kamal Kumar (5 Marks)

b. Kamal Kumar also meets the union leaders and talks to them about the bargaining power to boost their energies and gain readiness from them to participate readily. He mentions three points which would increase the bargaining power of the workers. Which three points must he have mentioned?

 

Managing Business Process Outsourcing

1. With the help of an example explain the lifecycle methodology for Business Process Outsourcing. (10 Marks)

2. With the help of an organization that outsource it business processes, explain the benefits of Business Process Outsourcing and what are some of the risk/challenges faced in Business Process Outsourcing? (10 Marks)

3. The rise of what is known as business-process outsourcing (BPO) in the Philippines has been nothing short of phenomenal. The very first calls were taken in 1997; today the sector employs 638,000 people and enjoys revenues of $11 billion, about 5% of the country's GDP. Last year the Philippines even overtook India, long the biggest call-center operator in the world, in “voice-related services”. The country now employs about 400,000 people at call centers, India only 350,000. The main reason for the success of the Philippine call centres is that workers speak English with a neutral accent and are familiar with American idioms—which is exactly what their American customers want. Of these, many have taken to complaining bitterly about Indian accents (which no amount of “voice neutralization” coaching seems to have overcome). As a result, the Indian firms themselves have been helping to move jobs to the Philippines by setting up call centres in Manila and other parts of the country. Infosys and Wipro, as well as scores of other Indian firms, now have substantial operations there. And they aren't drawn to Manila by cheap labour. Wages in the Philippines are slightly higher than in India since the Filipino accent commands a premium. It also helps that the country has a big pool of well-educated workers. The million or so Filipinos who graduate every year have few other options to choose from, besides emigrating. And working in a call centre is considered a middle-class job (new recruits start at $470 a month). The big question is whether the Philippine BPO industry, having conquered the call-center market, can now move up the value chain. To keep growing rapidly—and profitably—it needs to capture some of the more sophisticated back-office jobs, such as those processing insurance claims and conducting due diligence. In these businesses, called knowledge-process outsourcing and legal-process outsourcing, India still rules

supreme. (Source: The Economist: http://www.economist.com/node/21557350)

Based on the article, answer the following questions:

a. Compare and contrast the BPO industry in India as well as the Philippines and summarize the findings in terms of future of BPO in both the countries. (5 Marks)

b. Looking at the scenario, it’s clear that other countries like China and Philippines have great potential to beat India in the BPO industry. What can India do to maintain its leadership for the same?

 

New Product Development and Managing Innovation

1. Hyundai has launched its battery car in the market and others companies like MG hector is following the innovation in Indian market. What type of innovation (Radical or incremental) you will consider in a shift from the petrol/diesel car to battery car? Give reasons to support your answer. (10 Marks)

2. Explain the role of house of quality in quality function deployment. What are the benefits of implementation of house of quality? How it conducts the competitive assessment?

(10 Marks)

3. a. Samsung and Motorola have widely launched and done the branding of folding phone. The mobile manufacturer Apple wants to take the decision on new product development using ‘technology S curve’. How the curve helps apple to build a new product? (5 Marks) 3. b. How can the competitor analysis be done in the case described in part (a)?

 

Lean Six Sigma

1. For the below shown VSM, the monthly demand is 3900 pieces with 30 working days per month. Daily work time is 8 hours excluding the break time. Calculate the TAKT time, Effective Cycle Time and process cycle efficiency.

2. In this Six Sigma case study, number of billing errors in a telecom company is high due to various reasons. Billing being one of the most critical activities in any business needs extra attention. There are approx. 4.5 % errors, out of which approx. 2.5% reaches to the customer. Reduce the billing errors to less than 1 %, to ensure that customer gets correct bill to his satisfaction. Please create a project charter for the above-mentioned business problem. (10 Marks)

3. a. A product designer wants to determine the average amount of time it takes to assemble a toy. A sample study data of 16 times toy assembly showed an average assembly time of 14.64 minutes, with a standard deviation of 5.82 minutes. Assuming sample data is normally distributed, provide a 95% & 99% confidence interval for the mean assembly time (Z0.95 = 1.645). What would happen to confidence interval, in case #samples selected for the study are increased.

(5 Marks)

3. b. A process has inventory breakdown as follows (RM = 200 pieces, WIP = 80 pieces, FG = 400 pieces) with an average customer demand per day of 80 FG pieces (1 Piece of RM inventory is required to make 1 piece of WIP and 1 piece of WIP piece is required to make 1 piece of FG). The total Value-Added Time for the process is 970 seconds. Calculate the Process Cycle Efficiency (PCE).

 

Logistics Management

1. Many multinationals are now committing to sustainable development growth (SDG) due to the recent global climate change and global warming. Discuss with relevant examples how Green Manufacturing can be incorporated in logistic planning. (10 Marks)

2. What are your recommendations for a successful channel strategy decision that may help your organization be highly competitive and maximize its profit? Give examples. (10 Marks)

3. A consumer product distributer has a chain of retail outlets. The warehouse and its stores upkeep are dependent highly on the fluctuating consumer requirement. Only for 20 to 30 % of the time the full warehouse space is fully utilized (during peak demand). Most of the other time utilization around the year is less than 70%.

a. According to you, what warehouse strategy should be adopted to improve its warehouse utilization? (5 Marks)

b. Briefly summarize the economic benefits of warehouse.

 

Marketing of Financial Services

1. Explain the concept of Online Marketing of financial services. How is it changing the way financial products and services are sold in India? (10 Marks)

2. One week ago you bought a ULIP policy from a private Life Insurance company. On receiving the policy copy, you realize that the Life Insurance policy was mis-sold. Would it be possible for you to return the policy? What strategy would you follow to settle the matter with the insurance company? (10 Marks)

3. You are a Financial Planner. Your client Ashwin Aswani aged 37 years, married with 1 child requires your help to make few financial decisions. (You can make any assumptions to further build up your case.)

a. Ashwin wants to buy a Pure Risk Life Insurance cover. He is confused whether he should buy a ULIP or a Term Plan. Recommend the product best suited for him giving valid reasons. (5 Marks)

b. Ashwin wants to purchase a holiday home by liquidating his retirement savings and taking a home loan for the next 10 to 15 years. Ashwin wants your opinion whether this is an appropriate strategy for a Retirement Plan.

 

IT Security and Risk Management

1. There has been a recent online breach of system security in a Government organization. As a system administrator with the organization you have been tasked with implementing information security and assessment process within organization. Please enumerate the process you are going to follow to offer robust information security to both the users and management. (10 Marks)

2. Staving off critical threats in the current cyber security landscape is a tall order for organizations of any size. When a security breach happens, questions will be raised: Did the shortage of skilled cyber security personnel play a part? Was it down to pure negligence? It would be impossible to say for sure. However, what we do know is that a general lack of capabilities in detection and response is putting organizations across the globe at risk. This can show up in an organization not being able to detect malicious activities fast enough, thereby allowing threat actors to incur significant damage, or not having enough granular information to stamp out such activities from its environment. What are the steps or techniques that an assessor should adopt to ensure successful implementation while formulating a report on the information security assessment process? (10 Marks)

3. As the coronavirus spreads, colleges are scrambling to respond to potential health-care crises, campus closures, and other issues that are arising and evolving on a daily basis. A major challenge: How can institutions continue to offer instruction if they decide to close or cancel in-person classes? A growing number are moving classes online as a short-term solution. Universities wants to implement an access control system for its physical and virtual network. Once the access control is implemented, the university is looking towards a regular monitoring framework for its network so that its network is protected towards malicious attacks. As an IT head for the university. Please suggest:

a. An integrated access control framework for the university so that the access to system, physical and virtual resources can be controlled. (5 Marks)

b. A monitoring framework for the university so that its network is monitored and its knowledge assets and Intellectual property sensitive information can be secured.

 

Manpower Planning, Recruitment and Selection

1. To estimate the existing workforce, briefly explain any 2 qualitative and quantitative methods that you use at your workplace. (10 Marks)

2. Describe the model that analyses an organization’s competitive strengths. Apply it to any industry of your choice and illustrate with an example. (10 Marks)

3. You are to conduct a training for recently promoted managers who will be managing teams for the first time in their careers. Managers need to be oriented on performance management with extreme caution to avoid employee dissatisfaction which may lead to attrition.

a. What would you suggest the managers do so that the employees realize their performance level and work on their improvement areas? How will it help the employees? (5 Marks)

b. Explain the 4 methods to encourage good performance of employees.

Cloud Computing

1. Acme University has set up a committee to decide whether it should use cloud solution for the automation of Training & Placement function. You are invited as a subject matter expert on this committee. You are expected to specifically provide the recommendations for the most appropriate cloud deployment model and cloud service model. Your recommendation must be supported by proper justification. (10 Marks)

2. Though all other partners of Acme Legal Associates seemed to be happy with the heavy discount proposed by the IT vendor for its SaaS solution, its one partner got concerned about signing up five-year agreement to get this discount. Not only the agreement is long term but is devoid of any SLAs. She has invited you to talk to all partners together about pros and cons of signing such long-term contract with a SaaS solution without much due diligence. What would you say in your formal presentation to them? (10 Marks)

3. “More than anything else, I would be worried about the data security”, Mr Kausik started articulating his concerns after hearing the presentation of BetaTech. “I understand this is not our customer data as we will be collecting information from general public. But they will be sharing their personal details because they are sharing it with us. Our brand stands for trust and unless we are 100% sure that this data will not be seen or used by anyone other than us, we can’t go ahead with this solution.” Mr Kausik ended his statement while reaching out for a glass of water.

Mr Kausik was listening to the BetaTech’s proposal to organize an online competition on personal finance awareness. The proposal described how BetaTech will not only develop the IT solution but will entirely host the solution on cloud and will be made available to Mr Kausik’s company as a SaaS. It deliberated cost savings but refrained from describing how data will be handled and secured in the SaaS solution.

a. What kind of issues Mr Kausik would see through the proposal presented by BetaTech? (5 Marks)

b. How BetaTech can address the concerns raised by Mr Kausik? (5 Marks)

 

e-Business

Read the below carefully and then answer all questions.

After the success saga of E-business ventures like Amazon, Walmart and Alibaba, Reliance retail has also contemplated to join the bandwagon and has decided to start with B2C market segments for all its brand under Reliance Retail. But at the same time, they are well aware of the failure stories and risk associated with moving from Brick and Mortar to E-Business. You are hired as a consultant. Please prepare detailed reports for the following. 1. Identify the risks associated with moving to E-Business. Do the SWOT analysis. Suggest E-Business strategies for Reliance retail. (10 Marks)

2. Suggest technology infrastructure required for E-Business. Keep in mind that the infrastructure should be scalable when Reliance retail plans to become an international player after few years. While designing framework for tech infrastructure, also assess the security threats and ways to mitigate those risks. (10 Marks)

3. a. Plan strategies for implementation of e-CRM along with the metrics to measure the success of those strategies. (5 Marks)

3. b. Do you suggest to implement e-SCM or to continue with the traditional SCM for Reliance retail? Mention supportive arguments for your suggestions. (5 Marks)

 

Emerging Technologies: IoT, Augmented Reality and Virtual Reality

1. Urban performance currently depends not only on a city's endowment of hard infrastructure (physical capital), but also, and increasingly so, on the availability and quality of knowledge communication and social infrastructure (human and social capital). The latter form of capital is decisive for urban competitiveness. Against this background, the concept of the “smart city” has recently been introduced as a strategic device to encompass modern urban production factors in a common framework and, in particular, to highlight the importance of Information and Communication Technologies (ICTs) in the last 20 years for enhancing the competitive profile of a city. The demand for smart cities has increased in recent years. In order to meet the demand of a smart city project in a country like India, with the help of any smart city project in India explain what are some of the key elements for such smart cities and also mention their importance. (10 Marks) Source: https://www.tandfonline.com/doi/abs/10.1080/10630732.2011.601117

2. You have been assigned as a part of a committee in the city to identify where IoT can be used to promote areas in healthcare and pharmaceuticals. In your opinion, what are those areas where IoT can be used in this sector? (10 Marks)

3. Augmented Reality (AR) is an emerging form of experience in which the Real World (RW) is enhanced by computer-generated content tied to specific locations and/or activities. Over the last several years, AR applications have become portable and widely available on mobile devices. AR is becoming visible in our audio-visual media (e.g., news, entertainment, sports) and is beginning to enter other aspects of our lives (e.g., e-commerce, travel, and marketing, education) in tangible and exciting ways. Facilitating ubiquitous learning, AR will give learners instant access to location specific information compiled and provided by numerous sources. Educators around the globe today have realized that AR/VR are big breakthroughs when it comes to learning — for a method as well as outcomes. AR has great potential in democratizing the educational process and making it a personalized learning experience for learners of all stripes. Simply put, augmented reality or AR is a multi-sensory interactive experience that involves real-world elements in a virtual environment. It is known to offer perceptually-enriched experiences to users by using real-world elements and adding a layer of information or visual aid on top of it in a natural manner. The most common examples of AR technology is seen in animated emojis these days on smartphones such as Apple iPhones, Samsung Galaxy series and more. In the industrial context, AR applications can help with on-the-go learning for maintenance and troubleshooting, systems maintenance work and other computer-aided learning and training. The primary reasons why AR is believed to be the future of learning and education include better learning retention, personalised learning experiences, increased possibilities of experimentation, reduced reliance on learning by rote, empowering educators and learners, encouraging active learning. Classrooms in the future will not look like they do today. AR will see a prominent push in the next 3 to 5 years in India, and most schools will have dedicated tools. Higher education will see faster adoption for AR tools, given that the technology is already present in such institutions.

(Source: https://inc42.com/features/what-is-the-future-of-edtech-and-learning-in-india-from-an-ar-vr-lens/)

a. What is AR and explain its benefits in the education sector? (5 Marks)

b. Give an example of educational startups that provide AR solutions to educational institutes. What are the certain challenges in adopting AR by educational institutes?

(5 Marks)

 

Fundamentals of Big Data & Business Analytics

1. The healthcare industry is inundated with massive volumes of data generated each minute. With the adoption of electronic health, mobile health and wearable technologies, this is poised to increase dramatically over the next few years. This comprises of data being generated by patients in the form of reports generated by the diagnostic labs, the wearable devices an individual wear that constantly monitor his vital stats, body patches, data from medical insurance companies to name a few. Would this data be classified as Big Data? If yes, what are the characteristics of Big Data? Explain any two Big Data Techniques. (10 Marks)

2. Digital music is gaining firmer ground in India. 56 percent of digital music revenue in Asia comes from music streaming. Players like Gaana, Hungama, Saavn, Wynk etc. offer users to stream music online and save songs offline with a premium subscription. They have grabbed a significant share of the audience who have given up the traditional methods of downloading music to streaming it online. Advertisers and telecom providers have also joined the bandwagon. The primary reasons for this growing popularity can be attributed to the rise in the number of digital natives, improved internet connectivity, more localized curated song lists, personalization of content, competitive pricing, huge library, availability across different platforms, simple user interface and sharing digital music with others across social platforms. How can the music industry use analytics to predict future hits, describe current trends and recommend best offerings for customers? (10 Marks)

3. Retailers use analytics in a variety of ways. Specialty retailers use video analytics to study customer paths and behavior, helping them to design more effective store layouts. Big Box retailers invest in Wi-Fi networking and new mobile way-finding apps to help customers navigate through large stores or malls, getting them to desired products faster. Resorts and hotels are investing in mobile analytics to gather shopper information from their retail spaces. Mall operators are using the network to track social media and shopping patterns, and delivering this value-add information to tenants. Grocery and fast-moving goods retailers are utilizing video analytics for traffic and conversion analysis, and then using the same information to integrate workforce management and re-align staffing based on traffic trends. Specialty retailers are using social sentiment analytics to improve “voice of the customer” feedback to assess overall brand status and the launch of new products, services, or offers. Retailers can use analytics tools to measure traffic, wait times, and queue lengths, proactively anticipating resource demands across the store.

For example, front-end staffing demand in grocery can be anticipated using a combination of real-time traffic counting, trip time data, and data on staff on hand. Resources are thus dynamically allocated based on real-time information, improving productivity of labor hours and improving customer satisfaction. Through presence and location-based mobility analytics, retailers pinpoint the location of opt-in shoppers when they are close to a store location. With personalized reminders or discount offers sent directly to their smartphones, consumers are more motivated to visit the store if they are nearby. Combining social and mobile analytics with loyalty information, retailers can create personalized, more relevant engagements with shoppers. For example, say that a customer enters the shoe department. Their store history shows that 60% of past purchases included a coupon. The retailer can improve the chance of another sale by sending, in real time, a special offer or communicating through Twitter about a current promotion. Such communications change the customer/store relationship from transaction-based to more value-based, creating more sustainable brand loyalty.

(Source: Beyond Big Data: How Next-Generation Shopper Analytics and the Internet of Everything Transform the Retail Business.

https://www.insight.com/content/dam/insight-web/en_US/articleimages/ whitepapers/partner-whitepapers/beyond-big-data-how-next-generationshopper-

analytics-and-the-internet-of-everything-transform-the-retail-business.pdf)

a. Give an example of how an Indian retailer has used analytics to improve customer experience within the store. (5 Marks)

b. Give an example of a how an Indian retailer has used social and mobile analytics for better customer engagement. (5 Marks)

 

IT Infrastructure Management

1. Facebook, Google, Microsoft and other big organizations have large data centers which contain many server farms. Discuss the applications of server farms in various fields of your choice. (10 Marks)

2. In today’s context of large data processing needs, programming techniques require efficient and persistent data storage options. State the benefits and explain the applications of Amazon’s data storage solution for cloud computing. (10 Marks)

3. You are the IT Project Director at Specter Global Technologies. Your role is to mentor the project managers that report into you and guide them on major implementation projects to ensure a smooth go-live and client satisfaction. One of the project managers has informed you that they need to implement server virtualization.

a. What steps will you suggest for server virtualization implementation to the project manager? (5 Marks)

b. To escape any privacy or security concern between servers, which categories can be we classify server roles into? (5 Marks)

 

IT Project Management

1. Acme Agarbatti Pvt Ltd manufactures and sells incense sticks under the brand name ‘Sugandhi Suman’. It has got 19 plants across western India. It is contemplating the implementation of an open source ERP called ERPNext. You are invited to advise the company on risk management for this project. As a first task, you will need to prepare a list of project risks. Please prepare the one with at least 12 relevant risks possible in this project. (10 Marks)

2. A software services company having a staff of 159 developers, 37 testers, 25 business analysts, 88 support engineers, and 17 project managers is looking for deployment of SEI CMMI model. You are invited to explain five levels of CMMI model to the entire staff in a town hall meeting. How will you explain CMMI model in the context of this company. (10 Marks)

3. “It seems everyone finds me available and dumps work on me. It is so frustrating! I never knew being a project manager would mean so much of work and stress!” Rajashri Gokhale was really stressed out at the cafeteria where she had met her friend from other department for a cup of coffee. “Relax, you may find it stressful but you have earned this promotion with your hard work. Now you have to work harder to grow further.” Her friend, Keshav Kumar tried to cheer up.

“I am not sure whether whatever comes to me is what I am supposed to look into. For example, today morning, Rajan asked me to provide the projected cash flow for my project. And yesterday late evening, I had to resolve the issue in my team which popped up because two of my team members had a breakup!” Rajashri had just started to tell her ordeal.

a. Is Rajashri responsible for preparing projected cash flow? Why or why not? (5 Marks)

b. Should Rajashri resolve personal problems of team members? (5 Marks)

 

International Finance

1. CQS plc is a UK company that sells goods solely within UK. CQS plc has recently tried a foreign supplier in Netherland for the first time and need to pay €250,000 to the supplier in six months’ time. You as financial manager are concerned that the cost of these supplies may rise in Pound Sterling terms and has decided to hedge the currency risk of this account payable. The following information has been provided by the

company’s bank:

Spot rate (€ per £): 1·998 ± 0·002

Six months’ forward rate (€ per £): 1·979 ± 0·004

Money market rates available to CQS plc:

Borrowing Deposit

One-year Pound Sterling interest rates: 6·1% 5·4%

One-year Euro interest rates: 4·0% 3·5%

Assuming CQS plc has no surplus cash at the present time you are required to evaluate whether a money market hedge, a forward market hedge or a lead payment should be

used to hedge the foreign account payable.

(10 Marks)

2. On 30th June 2009 when a forward contract matured for execution you are asked by an importer customer to extend the validity of the forward sale contract for US$ 10,000 for a further period of three months.

Contracted Rate US$1 = Rs.41.87

The US Dollar quoted on 30.6.2009

Spot Rs. 40.4800/Rs. 40.4900

Premium July 0.1100/0.1300

Premium August 0.2300/0.2500

Premium September 0.3500/0.3750

Calculate the cost for your customer in respect of the extension of the forward contract.

Rupee values to be rounded off to the nearest Rupee.

Margin 0.080% for Buying Rate

Margin 0.25% for Selling Rate

(10 Marks)

3. Wenden Co is a Dutch-based company which has the following expected transactions.

One month: Expected receipt of £2,40,000

One month: Expected payment of £1,40,000

Three months: Expected receipts of £3,00,000

The finance manager has collected the following information:

Spot rate (£ per €): 1.7820 ± 0.0002

One month forward rate (£ per €): 1.7829 ± 0.0003

Three months forward rate (£ per €): 1.7846 ± 0.0004

Money market rates for Wenden Co:

Borrowing Deposit

One year Euro interest rate: 4.9% 4.6%

One year Sterling interest rate: 5.4% 5.1%

Assume that it is now 1 April.

Required:

a. Calculate the expected Euro receipts in one month and in three months using the forward market. (5 Marks)

b. Calculate the expected Euro receipts in three months using a money-market hedge and recommend whether a forward market hedge or a money market hedge should be used. (5 Marks)

 

Digital marketing

1. Consider you want to launch an online furniture store- spicefry.com. What is the ASCOR framework? Explain any 2 phases of the ASCOR framework you would go through to setup spicefry.com.

 

2. The digital marketing landscape is witnessing a lot of emerging trends and technologies. Write a short note on bog data and Internet of things.

 

3. take any e-commerce of your choice.

a) Discuss the 4Ps or the marketing mix of the company.

b) Discuss the 8Ps of digital marketing mix of the company. 

 

Strategic cost management

1. A company has a contribution/sales ratio of 50%. It maintains a MOS of 25%. If its annual fixed cost is Rs. 50 lakhs, calculate:

BE sales, MOS, Total Sales, Total Variable Cost and Profit

 

2. The following information is available from the records of Alpha Ltd. For the year 2019:

You are required to prepare a master budget.

Rs.

Sales of product A                                                                25.0 Lakhs

Sales of product B                                                                 75.0 Lakhs

Material cost                                                                         55% of sales

Direct wages                                                                          50,000 per month per worker

Factory Overheads:

Indirect Labour:

Works Manager                                                                    10,000.0 per month

Foreman                                                                                5,000.0 per month

Stores and spares                                                                  5.0% of sales

Depreciation of machinery                                                  1,50,000.0

Light and power                                                                   1,00,000.0

Repairs and maintenance                                                    1,50,000.0

Other expenses                                                                      15% of direct wages

Administration expenses                                                      2,00,000.0 per annum

 

3. You are a consultant hired to advise ABC Limited on ROI and help with decision making for additional order. The company has provided you following information:

The amount of division investment is Rs. 15,00,000 and the target rate of return on investment is 20%

Particulars                                                     Amount (Rs.)

Sales (2,00,000 units at Rs. 20)                    4,000,000

Less: Variable costs @ Rs. 15 per unit       3,000,000

Contribution Margin                                    1,000,000

Less: Fixed costs                                              750,000

Division Profit                                                  250,000

Factory Overheads:

a. Based on the information provided calculate ROI and Residual income of ABC Limited

b. Assume that division has offer to sell 50,000 units at Rs. 25 per unit. If additional order is accepted, the variable cost per unit will remain the same. However, fixed costs would increase by Rs. 250,000. A further additional investment of Rs. 10,00,000 would also be required. Analyze the impact on residual income.

Capital market and portfolio management

1. Calculate the standard deviation and return of portfolio consisting of 60% of Security A and 40% of Security B.
TABLE BELOW
Year Security A return(%) Security B return(%)
2015 10 18
2016 12 15
2017 9 11
2018 10 9
2019 5 7
(10 Marks)

2. Calculate the return as per CAPM for each of the company’s stock, identify whether they
are underpriced, overpriced or correctly priced and advise accordingly. Returns of T- Bill
is 9%.
Stock Expected Return Beta
Titan 24% 1.8
Nestle 30% 1.5
Eicher Motors 12% 1.2
HDFC 25.9% 1.3
Sensex 22%
(10 Marks)

3. An investor was tracking SBI and HDFC mutual funds whose return and beta are as given below:

Observed
Return
Beta
Portfolio SBI 18% 0.75
Portfolio HDFC 25% 1.25
Return on the market portfolio is 11%, while the risk-free return is 8%. Assume standard Deviation of the market to be 7%.
a. Compute the Jensen index for each of the funds and comment which one is better. (5 Marks)
b. Compute the Treynor index for each of the funds and comment which one is better. (5 Marks)

 

Business Economics

1. The concept of elasticity for demand is importance for determining the prices of various factors of production. Discuss the various factors that influences the price elasticity of demand (10 Marks)

2. Complete the hypothetical table below and explain in brief, the behaviour of each type of cost. (10 Marks) Quantity Total

Fixed

Cost

Total

Variable

Cost

Total

Cost

Average

Fixed

Cost

Average

Variable

Cost

Average

Total

Costa

Marginal

Cost

0 0

1 25

2 40

3 50

4 60

5 100 80

6 110

7 150

8 300

9 500

10 900

3. Demand forecasting in an organisations plays a vital role in business organisations. It provides reasonable data for the organization's capital investment and expansion decision.

a. Keeping the above statement in consideration. Discuss the various steps involved in demand forecasting (5 Marks)

b. Discuss the various needs for demand forecasting in business organisations? (5 Marks)

 

Information Systems for Managers

1. Customers today are using different channels to engage constantly with their preferred brands. These customers are responsible for spreading electronic word-of mouth thereby influencing others. You have recently started your venture of an online grocery store. As an organization that has traditionally been dealing with customer’s offline, you realize the need to turn to using customer relationship management software to engage with your customers. What are the pros and cons of using this as a means to engage with customers effectively? Justify your standpoint. (10 Marks)

2. Green IT (green information technology) is the practice of environmentally sustainable computing. Green IT aims to minimize the negative impact of IT operations on the environment by designing, manufacturing, operating and disposing of computers and computer-related products in an environmentally-friendly manner. As a digital consultant to a mid-size organization what approaches to Green computing will you recommend to this organization? What are the benefits an organization can reap by implementing green practices? (10 Marks)

3. The Indian mobile market has grown significantly over the past couple of years. The gaming industry is undergoing a massive evolution because of the mobile revolution. Investments from big players such as Alibaba, Tencent, Nazara and Youzu has led to a rapid growth of gaming in India. The market value of the gaming industry in India was around 62 billion Indian rupees in 2019 and was estimated to go up to over 250 billion rupees by 2024. As the country with the largest youth population in the world, India is embracing the new generation's interests in digital sports and entertainment. Approximately 55 percent of casual gamers and 66 percent of the heavy gamers across India were seen to be below 24 years old in 2016. Of these, the heavy gamers simply preferred to use their mobile phones as gaming devices instead of the traditional desktops or even laptops.

Mobile gaming in the country is growing at a rapid rate due to development and affordability of smartphones. The market value of mobile gaming in India was estimated to reach about 405 million U.S. dollars by 2022. The number of mobile phone gamers was anticipated to be around 628 million by 2020 according to the forecast. Computer and console gaming has played a huge part in shaping up the gaming industry across the country in the last two decades.

(Source: https://www.statista.com/topics/4639/online-gaming-in-india/)

a. What are the different cyber-crimes that can be caused by playing online games? Give examples. (5 Marks)

b. How would you educate your customers to prevent them from being a victim to cybercrime while playing online games? (5 Marks)

 

Management Theory and Practice

1. M/s Landmark Construction is facing severe issues between the Management & its union on salaries and other matters. Both the parties are extremely strong & are not willing to budge from their respective stands. As an external consultant, you have been advised to identify & verify all possible conflict resolution techniques. Enlist the advantages & disadvantages of each of these techniques & suggest the best possible conflict resolution technique to solve this standoff between the management & the union. (10 Marks)

2. You have been appointed as an external consultant to M/s PoleStar & Co. It has been observed that employees are currently unsatisfied with the policies of the company & furthermore, a lot of employees have been leaving the organization. What would you do to motivate existing employees & to get hold of new talent from the marketplace. Suggest at least 5 innovative approaches towards employee motivation

(10 Marks)

3.a. Perform a SWOT analysis on IBM USA? (5 Marks)

3.b. Which type of Organizational structure does IBM follow (Functional, Divisional or Matrix?)

& enlist the advantages & disadvantages of this form? (5 Marks)

 

Organisation Behaviour

1. Leadership is said to be a vital quality which is becoming very rare in the organisations. It would not be wrong if we say that it is a progression where an individual solicits the backing of other entities for the completion of mutual objectives. The leaders are the visionaries and also act as a catalyst in terms of influencing and inspiring others. Based on the above statements discuss the significance of leadership in any organisation. Conclude by answering that how the organisation would fare if leadership is not right?

2. Harvey and Louis are Team leaders of team A and B respectively. Harvey is very open to feedback and does not let his perception rule his decision. He takes action based on facts and figures whereas Louis get carried away with his perception. Team A is very happy and motivated team which is clearly visible by their performance and just the reverse goes for team B. Louis takes aid from a self-help book where he reads about the managerial implications of perception. When he does a self-analysis he understood that all this while he was working totally under the influence of his perception. Louis decides to take a plunge and modify his behaviour. Discuss any three managerial implications of perception and conclude by stating that what could have made Louis change his way of behaving? (10 Marks)

3. Karan and Jacob are co-workers. They both are working in the same project but their work values are very different from each other. Karan belongs to GenX (The X Generation) and relies a lot on the team-work as well as its (team’s) progression and upliftment, whereas Jacob is from GenY (The Y Generation) or the Millennial and for him self-reliance is more important. Though they share a great personal rapport they always are found having disagreements at work.

a. Explain the reason for their disagreement? It is natural to have such disagreement, give concluding remarks for the Jacob (5 Marks)

b. Introduce the value system of your generation. Discuss the rest of the generations and their values? (5 Marks)

 

Business Communication

1. The AlphaPlus Project that your company has been working relentlessly for is unfortunately being cancelled due to competition concerns and the state of the national economy. You, as the Project Lead, are to write an email to the employees working on the Alpha Plus Project. Since this is a case of negative news that might come as a shock to your employees, you decide to start the email with an effective buffer. What is a buffer? What are the different types of buffers? Give examples of any 4 buffers you might use in the above situation. (10 Marks)

2. Convert the following sentences from active voice to passive voice. Discuss which sentence version is more effective.

a) We cannot authorize the repair of your Smart TV since you have allowed the warranty period to expire.

b) I cannot give you a cash refund for items that you purchased over 60 days ago.

c) Hinduja Hospital does not accept patients who are not members.

d) You must submit all reports by Friday 5 PM.

e) You added the 2 columns instead of subtracting them, thus producing the incorrect total. (10 Marks)

3. You have just finished drafting a proposal for a coveted project. You want to make sure that you haven’t overlooked anything.

a. What are the different proofreading techniques you’d employ to make sure your proposal is error-free? (5 Marks)

b. How would you make sure your proposal is readable? Name 2 Readability Indices you could use. (5 Marks)

 

Business Economics

1. The concept of elasticity for demand is importance for determining the prices of various factors of production. Discuss the various factors that influences the price elasticity of demand. (10 Marks)

2. Complete the hypothetical table below and explain in brief, the behaviour of each type of cost.

Quantity Total Fixed

Cost

Total

Variable

Cost

Total

Cost

Average

Fixed Cost

Average

Variable

Cost

Average

Total

Costa

Marginal

Cost

0 0

1 25

2 40

3 50

4 60

5 100 80

6 110

7 150

8 300

9 500

10 900

(10 Marks)

3. Demand forecasting in an organisations plays a vital role in business organisations It provides reasonable data for the organization's capital investment and expansion decision.

a. Keeping the above statement in consideration. Discuss the various steps involved in demand forecasting (5 Marks)

b. Discuss the various needs for demand forecasting in business organisations? (5 Marks)

 

Corporate Social Responsibility

1. Select any listed Indian or International Public Limited Company and list down its CSR activities. Also provide any 3 alternative CSR activities that the company should implement. (10 Marks)

2. Assume you plan to develop and implement one of the CSR activities in the organization, explain the steps that you would follow for CSR development and implementation strategy in the organization. (10 Marks)

3. a. “It is the government’s job to do CSR activities and corporates should focus their attention on Profit” and “Companies should only focus on profit”. Explain your view point on both these statements. (5 Marks)

3. b. Explain at least 4 voluntary Codes of CSR that you would want an organization to apply. Explain the reasons for your selection. (5 Marks)

 

Information Systems for Managers

1. Pais Industries Limited operates in five business verticals viz. engineering, construction, instrumentation, software services, and consumer electronics. Its Corporate Information Technology Division (CITD) is looking for adopting cloud and has invited you to provide recommendation for cloud deployment model. You are required to provide a brief report explaining pros and cons of each cloud deployment model and recommend the most appropriate deployment model. (10 Marks)

2. With the number of transactions increasing online daily, cyber-crime is gaining foothold. Individuals and organizations need to take measures to ensure that they do not fall prey to such vicious activities. Cybercriminals have found different ways in which they can cause harm to the users. Give two examples of any organizations being prey to cyber-crime in 2019. (10 Marks)

3. The Sadpat Group started operations in the year 1992 with a vision to provide unparalleled quality service to a spectrum of Maritime and Oil & Gas Industry. Sadpat is now one of the major players in Dry Docking and Ship Repair in India. Sadpat has also become a formidable group in providing offshore logistics to support the Oil and Gas industry. Recently a company that makes ERP software has approached them to provide a complete solution so that it can integrate its business processes. They wish to invest in a solution which will enable them to manage all their activities namely offshore engineering, offshore logistics, coastal logistics and port services, dry docking and ship repairs and inland waterways.

a. What are the benefits of implementing an ERP software that the software company needs to highlight? (5 Marks)

b. In your opinion, what challenges do you think Sadpat may face while implementing an ERP package? (5 Marks)

 

Management Theory and Practice

Raj is working as a consultant in an MNC M/s Swadeshi ltd. that deals with Fast Moving Consumer Products. Raj has been appointed by the directors of the organisation. The company wants Raj to take care of a few problematic areas that the company is facing currently. The following issues are being faced by the organisation:

a) Excessive internal communication - The Company has opened multiple channels of communication for its employees. They can communicate with each other via Email, Whatsapp for Business, Internal Messenger, SMS, etc. The same message gets posted on multiple platforms and in the process the employees waste lots of time in checking notifications and then replying.

b) The employees are involved in taking lots of print outs for all the documents even if it's not required. This is adding a lot of cost and it has an adverse environmental impact.

c) The employees believe in individual achievement and growth but lack the quality of working in a team. The coordination among employees from various departments is missing.

d) There are some employees who are reporting to two or three bosses and it leads lot of chaos in work completion.

e) The employees have this habit of ordering every organisational requirement two months in advance. This adds to a lot of cost of holding inventory.

1. Suggest solutions to Raj to handle various problems that exist in the organisation. (10 Marks)

2. M/s Swadeshi Ltd is facing an issue of non-motivated employees. There is no motivation among employees to work, no one takes initiatives. Employees feel that their work never gets recognised and rewarded. Explain various ways to motivate the employees of the organisation. (10 Marks)

3. a. Explain the change management process that M/s Swadeshi Ltd should follow to improve the functioning of the organisation. (5 Marks)

3. b. An autocratic leader at the top makes employees feel unsecured. The CEO never consults the team for taking decisions. Explain with reason, the leadership style that will be suitable for M/s Swadeshi Limited. (5 Marks)

 

Organisational Behaviour

1. Joey works for a media company as a project coordinator. His boss, Ross is not sensitive and wants every chore to be done according to his way without even considering team’s perspective. If Joey commits any insignificant mistake, then also he is reprimanded in front of the entire team. Ross wants Joey to stay late beyond office hours, even when his work is complete. Considering this situation explain the pitfalls in leadership shown by Ross. (10 Marks)

2. As Organisational behaviour is gaining importance in this world of disruptive technology and constant changes. Several challenges have also been posed. As a coin has two sides; challenges also brings in a lot of opportunities. Analyse the contemporary situation and list down some opportunities and challenges of OB (10 Marks)

3. Case:

Kushal is a trainer for Yummy Tummy a home grown brand, in FMCG business. He is very hard working and did brilliantly with the managers on their writing and helped them to feel more confident about it. Kushal worked with top executives as well as the shop floor level. He then realized that teaching and training people at ground level was his calling. Kushal was one of the top paid employees. Kushal met Mark, his superior and explained to him that he wanted to be associated in teaching and training only the ground level employees as there is a huge gap and area of improvement. He also agreed to work on reduced salary and started offering language classes as an add on benefit to the trainees. It was noticed that in due course of the time their productivity increased and some of them even began to apply for supervisory positions.

Case Questions

a. Which Content theories of motivation would explain why Kushal was unhappy despite his high income? (5 Marks)

b. Kushal seems to have drifted into being a teacher. Given his needs and motivations, do you think teaching is an appropriate profession for him? (5 Marks)

Course: B2B Marketing

M/s Connecting Duniya is a manufacturer of connectors, wires, assemblies, and cables which are used for industrial use. The company has their presence across nation. The company is known for their impeccable customer service. The company deals with most of their customers in a traditional way i.e. either through personal selling or telephonic assistance. The customers’ want in the industrial purchase is changing; they want all the information about product, product usage, deliveries, dispatch, etc. on their fingertips. The company has never used any other form of marketing to promote their products. There is no social media presence for their products. The company hires you as a consultant and wants you to advise them on the following concern areas.

1. Suggest various new ways to promote the products in B2B Segment. (10 Marks)

2. The company has a purchasing unit but they don’t follow any process while purchasing raw materials for their products. Suggest various steps that company should follow in the organizational buying process. (10 Marks)

3.a. Explain the concept of Direct and derived demand with reference to the products that are sold by M/s Connecting Duniya. (5 Marks)

3.b. M/s Connecting Duniya wants to enter into B2C segment where they can sell mobile charging wires with USB port. Explain the difference that the company needs to understand between B2B and B2C Customers. (5 Marks)

 

Course: Strategic HRM

1. PHANTOM Ltd is a Mumbai based IT firm which is planning an expansion in domestic market. The company has realized the importance of HR Process in this and hence has decided to adopt a strategic approach in managing its human resources. However, the company lacks experience in this process of strategic human resources management. You are hired as a consultant and your first task is to point out challenges in SHRM so that the company is able to prepare better. Point out the challenges to SHRM. (10 Marks)

2. ABC Ltd is a medium size FMCG export firm based in Bengaluru. So far, the HR practices in ABC were not being done in a professional manner. Now the owner has decided to adopt strategic perspective with respect to HRM. You are hired as a consultant for this. Explain how will you apply 5P’s Model of SHRM in ABC Ltd. (10 Marks)

3. XYZ is one of the telecommunication operators in India. The company is facing an issue of high employee turnover due to better opportunities for employees outside XYZ. You are a HR Head of XYZ and you, now, have decided to implement a career planning program in XYZ Ltd. In this background, answer the following questions:

a. How will you identify career stages? (5 Marks)

b. What will be the steps of career planning process in your organization? (5 Marks)

 

Course: Integrated Marketing Communications

1. You are a young entrepreneur and have developed an app for Health Management. Explain how would you apply the 4 P’s of Marketing Mix to launch your product. (10 Marks)

2. You have joined as the brand manager for a Potato Chips brand ‘FUNZ’. Explain how the process for getting an Integrated Marketing plan from your agencies to launch the product? Also think of an interesting way of positioning the brand. (10 Marks)

3. Case Study

Bringing “Joy in Fitness” to life for a Smartwatch Brand

You are Brand Manager for a Smartwatch Brand HighLife. Your core Campaign idea runs around Joy in Fitness. You have organised an online Stepcount Marathon to get people moving. The marathon will be active for 2 days where people with the Smartwatch can participate and their steps will get logged in. As the objective is to get maximum participation, people who do not have the smart watch can be encouraged to buy one through an offer or they can directly participate through the highlife app.

There is a nominal cost for participation and the proceeds from that would go to Diabetes Association. You want to invite people to participate. The objective is to associate Joy in Fitness with Highlife Smart watch.

a. What would be your Target group and how will you reach out to them? (5 Marks)

b. What would be your PR approach? (5 Marks)

 

Course- International HR practices

1. FARMEP is a medium sized equipment manufacturing company based in Mumbai. Now the company is planning an international expansion and for this it has decided to start a plant in Vietnam. Since the company does not have any international experience, you are hired as an expert to guide them in international HR. Identify the IHRM practices for FARMEP.

2. VINTECH Ltd. Is a leading IT firm in India. The company has recently started its operations in south Africa. The company is planning to send 50 more expatriates to south Africa. Explain what would be the expatriate selection criteria in this case?

3. KAMLEYS is a leading Indian toy manufacturer. The company is planning international expansion. It is planning to set up plants in Asia and Africa. Company is in the process of drafting a compensation plan of the employees in Asia. In this context answer the following:

a) Which factors will directly affect the compensation plan?

b) What will be the key components of the compensation plan?

 

Course: IT Project Management

1. You are a manager in a large IT project. Lately, you have observed that few team members have conflict among themselves, based on difference in opinion on political matters. Which approach would you take for resolution of such conflict? (10 Marks)

2. You are hired as a project management consultant for ERP implementation project in a manufacturing organization. The customization work is almost over and it is time to start planning for deployment. The financial year end is also approaching fast. Which implementation approach would you suggest to your client? (10 Marks)

3. “How do we manage the risk of attrition of our Design Team Lead? Is it a realistic risk?” Ms Gangavane was not sure whether Ms Lokare was acting too paranoid. “Mandar has been working in this company as Design Team Lead for last seven years and he has been very loyal to the company” Ms Gangavane continued. “I think you are becoming too paranoid” Ms Gangavane finally said.

“No, I am not! Yes, Mandar is very loyal and sincere employee of this company. But he must be getting offers from other companies. He speaks in various conferences, he is well known person in his field and there would be poaching attempts from our competitors. After all, we have won this large project against stiff competition and its success will largely decide our survival in market. Hence we can’t ignore any such risks during project planning.” Ms Lokare made her point.

a. Do you agree with Ms Lokare? Why or why not? (5 Marks)

b. Which risk management strategy Ms Lokare should suggest to Ms Gangavane? (5 Marks)

 

Course: Fundamentals of Big Data & Business Analytics

1. Sports over the years have become extremely competitive — today, the scenarios are so intense that a minute can completely flip the course of a game. And in order to stay one step ahead of the rivals, sports teams are opting to use analytics. And it is not only because of the competitive pressure but also because of fans base who seek detailed information about players, their performance and the reason why the team won or lost. Select a sport of your choice and explain how sports analytics is used in that sport. (10 Marks)

2. You are hired by a leading travel and tourism company, Kesariya, as a consultant on how predictive analytics can assist them in augmenting their sales. Please suggest and explain five scenarios to Kesariya. (10 Marks)

3. Every business today, needs to be on social media be it a small independent store to a large multi-national brand. Merely having a presence on social media is not enough, an organization has to measure the success of the posts and use various strategies to develop better campaigns. Social media analytics is needed to regularly spot trends and see what's working. Xiaomii is one of the leading consumer electronics companies globally, and its market share has been steadily growing in various segments. Assume you have been hired as a business analytics consultant by one of its competitors.

a. Identify social media analytics tools that can be deployed to understand consumer behavior and trends. (5 Marks)

b. Identify mobile analytics approaches and tools that can be deployed to understand and leverage mobile usage behaviour. (5 Marks)

 

Course: Cloud Computing

1. You are hired as a consultant to make recommendations regarding deployment of self-service module of Human Resources software. One possibility is to use mobile cloud computing model for deploying this module. What benefits and challenges would you elaborate in your report? (10 Marks)

2. Which cloud deployment model and cloud service model would you use for implementation of sales automation software for a manufacturing company?

(10 Marks)

3. “Are you really sure you want to get rid of our accounting software?” Mr Sail was surprised with the suggestion put forth by his son, Arun. “The software is running perfectly fine on Shankar’s desktop. He is using it for so many years without any problems. Then what is the need of such change? Also here in this place we have a constant problem of unreliable internet.”

Arun, who has just started to get engaged with his father’s manufacturing business, was not sure how to respond to his father’s query. He was proposing cloud-based accounting software, which in his opinion, was needed as per the changing times. After all, cloud software is becoming a norm in today’s world!

a. What kinds of challenges Arun’s business would face if it is to adopt cloud-based accounting software? (5 Marks)

b. How should Arun justify adoption of cloud for his business needs? (5 Marks)

 

Course: IT Infrastructure Management

1. Software Digital Inc. (SDI) is into IT operations which manages its data requests through single server. But due to its various offices working altogether, SDI has decided to increase the number of servers to cater to increasing demand of data and resources. These interconnected servers are called server farms. Discuss what are the benefits and applications of these server farms in SDI. Also explain the features of Compile and Render Farms. (10 Marks)

2. Organizations are deploying Green IT or Green Computing practices to reduce their dependence on hazardous materials or unused products and maximizing the energy efficiency through a product’s lifetime. As a digital consultant to a mid-size organization what approaches to Green computing will you recommend to this organization? What are the benefits an organization can reap by implementing green practices? (10 Marks)

3. You are a consultant to a retail company ABC Corp., which is using in-house developed and maintained information system having modules for material management, automation of accounting, sales and distribution functions. The company is now looking forward to use cloud solution for implementing Customer Relationship Management (CRM) solution.

a. Describe the benefits of using cloud CRM to ABC Corp. Mention the different cloud computing service models. (5 Marks)

b. What are some of the security threats ABC Corp. needs to keep in mind while using the cloud services? In general, should organizations continue to use cloud computing despite these threats? (5 Marks)

 

Course: Emerging Technologies: IoT, Augmented Reality, Virtual Reality

1. Healthcare remains the fastest to adopt technological changes to revolutionize the diagnosis and treatment of the body. Patients of all ages find hospitals terrifying and depressing, especially children in need of long-term treatments. Apart from the constant poking and prodding, strict hospital rules make the experience unpleasant for the youngest patients. How can healthcare professionals use immersive technologies like Virtual Reality (VR) and Augmented Reality (AR) to provide pediatric patients with fun and unforgettable experiences? (10 Marks)

2. Schneider Electric on Tuesday announced the launch of ‘Easy Homes', bringing Internet of Things (IoT) to power homes. Easy Homes empowers customers to manage power in their homes through a single app, the company said in a statement. With four interfaces, it can be operated through Alexa or Google Home, smart phone, remote and switches to control power usage in the house, it said. It converts homes into a smart home, turning every switch and appliance into a connected device, the company said. Easy Homes can be installed without changing the existing electrical setup, upgrading homes in just about four hours, the statement said. Mention the names of companies and their products that offer smart home solutions. What are the security threats when using smart homes?

Source:https://economictimes.indiatimes.com/tech/internet/schneider-electric-launches-easy-homes-bringing-iot-to-power-homes/articleshow/72841213.cms (10 Marks)

3. The Indian retail industry has emerged as one of the most dynamic and fast-paced industries with the entry of several new players. The retail sector is experiencing exponential growth, with retail development taking place not just in major cities and metros, but also in Tier-II and Tier-III cities. With customer personalization and convenience being the center stage of most retail offerings, retailers have been experimenting with technology in store, via apps within their products.

a. In your opinion, how can retailers use Internet of Things (IoT) to enhance the customer experience? (5 Marks) b. What are the different challenges retailers face in implementing IoT systems? (5 Marks)

 

Marketing Research

1. As a researcher, you need to study how many Kirana stores in Mumbai sell Knorr soup of the Hindustan Unilever brand. Which non-probabilistic sampling method would you use to complete your research. Also state the reasons behind choosing that method. Also explain as to how will you proceed ahead with choosing the areas/ localities in Mumbai to conduct your research along with timelines. (10 Marks)

2. You are the Head of a Market Research Organisation. Your FMCG client has recently introduced “Lean Noodles,” a new type of noodle that contains ingredients that are meant to be good for Obese people. The FMCG company wants to understand how customers are reacting to their recently launched noodle brand. Draft a Questionnaire containing not more than 20 questions that would succinctly address the query posed by the FMCG client. (10 Marks)

3. As a New Product Development (NPD) Head for an Automobile brand Kia Motors, you have been asked to develop 2 new innovative products as part of their soon to be launched Electric Vehicle version & a Petrol Vehicle version.

a. Explain the process in detail to arrive at the creation of your 2 new products (5 Marks)

b. Is there a need to conduct Test Marketing? If Yes or No, please state your reasons to support your answer. (5 Marks)

Enterprise Resource Planning

1. Imagine yourself as a startup head for a fast food restaurant which you would like to launch soon, how will you decide upon the 2 ERP modules which will be essential for beginning and running the business successfully. What could be the next ERP Modules which you will implement after stabilization and reaching to a head count size of 150

Employees? (10 Marks)

2. What is the importance of Business Processes in an Organization? How is the mapping of processes done with an ERP Module? Can Business Process reengineering lead to a change of selection of a module? Explain. (10 Marks)

3. You Joined an Educational group, which operates in 4 countries, as a CEO in the month of April 2019. The group had implemented an Integrated ERP System and went live in the month of November 2018. Also few key members who implemented the same left in between. You as a CEO after 1 month of joining found out that the ERP system implemented is not being used at its full capacity and also there is lot of cribbing and resistance from the users’ side. The President/MD has already invested time and money, you as a CEO have to present the updates and findings to your MD. Now answer below questions:

a. What do you think went wrong before or during the implementation and what could be the reason it was not identified at that time? (5 Marks)

b. You as a CEO has to present a future plan to make this happen, what will be your approach and strategy plan? (5 Marks)

 

Supply chain management

1. Vashi pharmaceuticals, Inc., handles a variety of health products. A weight reduction product costs the company $2.95 per unit. The annual holding cost rate is 20 percent. Using an EOQ model, they determined that an order quantity of 300 units should be used. The lead time to receive an order is one week, and the demand is normally distributed with a mean of 150 units per week and a standard deviation of 40 units per week. Calculate cycle stock and safety stock point if the firm is willing to tolerate a 1% chance (Z0.99 = 2.32) of a stockout during an order cycle. Also calculate the total cost of inventory. (10 Marks)

2. An auto parts supplier sells branded batteries to the auto mechanics. The annual demand is approximately 3,600 batteries. The supplier pays $28 for each battery and estimates that the annual holding cost is 25% of the battery’s value. It costs approximately $20 to place an order (ordering cost). The supplier currently orders 300 batteries per month.

a. Determine the ordering, holding, and total inventory costs for the current order quantity.

b. Determine the economic order quantity (EOQ).

c. How many orders should be placed per year using the EOQ?

d. Determine the ordering, holding, and total inventory costs for the EOQ. (10 Marks)

3.a. Calculate Forecasting error (MAD, MSE, RMSE and MAPE) for the data given below

Period 1 2 3 4 5 6 7 8

Forecast 10 15 10 15 25 15 20 25

Demand 15 15 20 15 10 20 20 30 (5 Marks)

 

3.b. Please provide a brief overview of S&Op process, inputs, outputs and key metrics. (5 Marks)

 

Project Management

1. Create a RACI chart for “Our Software Project” as per the WBS shown below, for the project management roles of project sponsor, project manager, customer, business analyst and software developer. (10 Marks)

2. You are a project manager with Striker Projects Pvt. Ltd. As the project manager, you need to evaluate two projects “Salient” and “Stylish”, and make a recommendation to management for the selection of a suitable project. Both the projects “Salient” and “Stylish” entail an initial investment of ₹5,00,000. Projected cash inflows for the Project “Salient” are ₹1,50,000 in year 1; ₹1,60,000 in year 2; ₹1,70,000 in year 3, and ₹1,65,000 in year 4. Projected cash inflows for the Project “Stylish” are ₹1,40,000 in year 1; ₹1,40,000 in year 2; ₹1,40,000 in year 3, ₹1,25,000 in year 4; and ₹1,22,000 in year 5. The required rate of return is 10%. The present value of ₹1 at 10% is ₹0.909 for year 1, ₹0.826 for year 2, ₹0.751 for year 3, ₹0.683 for year 4, and ₹0.621 for year 5. Calculate Net Present Value (NPV), Internal Rate of Return (IRR) and Profitability Index (PI) for both the projects “Salient” and “Stylish”. Compare and contrast NPV, IRR and PI values of projects “Salient” and “Stylish”, and recommend a suitable project for investment to the management. (10 Marks)

3. A project “Suprio” comprises of 9 activities of varying durations and dependence on previous activities. These activities, along with their precedent relationships, and their 3-point estimates of optimistic, most likely and pessimistic duration are given in the table below.

Project Activity

Precedent Activity

Activity Duration (Days)

Optimistic

Most Likely

Pessimistic

A

--

4

6

8

B

--

5

7

9

C

A

4

7

10

D

B

6

8

10

E

C,D

3

6

9

F

C,D

4

6

8

G

E

3

6

9

H

F

3

5

7

I

G,H

4

6

8

a. Draw the network diagram of project “Suprio” and also determine the critical path for the completion of project “Suprio”. (5 Marks)

b. Calculate the expected time of completion of project “Suprio” based upon the 3-point estimates. What is the probability that project “Suprio” would be completed within 37 days? (5 Marks)

Strategic cost management

1. A Company is considering replacing one of existing machine with either a state of the art “Automatic Machine” which will reduce the labor cost by 80% or with a standard machine. The automatic machine will cost ₹ 2,50,000 with an estimated life of 5 year, whereas the standard machine will cost ₹ 2,00,000 with an estimated life of 8 year. Both machine have no residual value. Assume tax rate to be 40%.

The annual sales and costs are estimated as below:

Automatic Machine (₹) Standard Machine (₹)

Sales 200,000 200,000

Costs:

Materials 40,000 40,000

Labour 40,000 70,000

Variable Overhe2a0d,0s00 15,000

 

Calculate the payback period and advice the management.

(10 Marks)

2. ABC Limited has provided following information related to sales, cost and margins for March 2020:

Sales (₹) ₹ 150,000

Total Cost ₹ 120,000

Fixed Cost ₹ 45,000

Net Profit ₹ 30,000

Calculate P/V ratio, Break-even Point (Sales), and Margin of Safety. (10 Marks)

3. You have been hired as a consultant by an auto parts manufacturing company. The company is currently dealing with an issue with production of defective components costing them loss of customers and sales. Company has identified that the main issue lies with a component supplier. The company has already gathered some information but unable to make a decision. You have been provided with this information, the company can purchase the components in question from two suppliers, existing supplier A or new Supplier B. The price quoted by Supplier A is ₹18.00 per 100 numbers of the components and it is found that on an average 5% of the total receipt from this supplier is defective. The corresponding quotation from Supplier B is ₹15.00 per 100 numbers of the components but the defectives would go up to 10% for the total supply. If the defectives are not detected, they are utilized in production causing a damage of ₹18 per 100 components. The company intends to introduce a system of inspection for the components on receipt which would cost ₹5.00 per 100 components. The new inspection system will be able to detect only 90% of the defective components received. No payment will be made for defective components in inspection. Assume total requirements of components to be 25,000 numbers.

(Hint: Use total cost for your analysis and recommendation.

You are asked to advice company management on:

a. Whether inspection at the point of receipt is justified? (5 Marks)

b. Which of the two suppliers should be asked to supply? (5 Marks)

 

Marketing of financial services

1. Develop a Public Relations campaign for IRDA to create awareness about Life Insurance sector and to educate policyholders about their rights. (10 Marks)

2. Your client, Ashwin Motwani client had avoided investing in equities for his long term goals. He found equity investments too risky and did not understand when to time his entry and exit in the market. Explain some investment techniques that help negating the biases involved in investing. (10 Marks)

3. You are a Financial Planner. Your client Raj Shah (age 34 years) works with an IT company earning Rs. 15 lakhs per annum. His wife Deepti (age 32 years) is a homemaker. They have one daughter Rimmi (age 3 years). The couple requires your help to make some financial decisions. (You can make any assumptions to further build up your case.)

a. Raj wants to buy a Pure Risk Life Insurance cover of Rs 1.5 crore. He is confused whether he should buy a ULIP, Endowment or a Term Plan. Recommend the product best suited for his requirement. (5 Marks)

b. Raj and Deepti want your help to invest for Rimmi’s higher education which they estimate would be required after 18 years. (5 Marks)

Total Quality Management

1. How “Strategic Performance Measurement” process helps management in an organization to take their organization in success path? (10 Marks)

2. How effective supplier selection helps organization in building better and effective Supplier – Manufacturer – Customer relationship? (10 Marks)

3. A manufacturing cos manufactures bangles for different sizes for the kids of different group. You are appointed as an expert. You selected 1 unit (As sample) in every 5 finished product. Total population size is 50. You checked every specification given to you. Below are the number of defects identified by you in each of the sample.

Sample No

No of defects

Defect / Sample

1

2

2

2

3

3

3

1

1

4

2

2

5

3

3

6

4

4

7

2

2

8

1

1

9

3

3

10

2

2

a. Calculate the UCL & LCL for the above mentioned scenario? (5 Marks)

b. Assume the below & calculate Cp & Cpk. USL LSL Recorded results

47

25

49

47

25

19.4

47

25

47.6

(5 Marks)

 

Logistics Management

1. BigDeal is an online retailer. Recently it found its inventory management was hopelessly in trouble. Materials Department noticed most of the inventory problem are due to poor warehouse management. The warehouse was poorly organized and there was no proper identification of inventory. What will be your advice to the warehouse manager on codification of selective inventory control? (10 Marks)

2. SELMORE is a consumer product distributer with a chain of retail outlets. They are in the process of designing the distribution channel for their new territory. How will you guide them in their channel strategy decisions? (10 Marks)

3. The demand for a product in each of the last five months is shown below.

Month 1 2 3 4 5

Demand ('00s) 13 17 19 23 24

a. Use a three month moving average to generate a forecast for demand in month 6. (5 Marks)

b. What are the four components of time series analysis which needs to be first evaluated, extracted and interpreted so as to make it understandable? (5 Marks)

 

Employee Development & Talent Management

1. Human resource is one of the most valuable asset of any organisation, therefore it is of utmost importance that the employees must be made agile and their skills be honed from time to time. When the organisation does not look into the employees’ growth and development opportunities then a dip in the productivity can be shown. List and discuss any five development programmes used by organisations to develop the skills of their employees and improve their performance. (10 Marks)

2. You have recently joined Poshak & Vastra an apparel giant. The organisation works on old school of thought where not much emphasis is given on training the employees. The productivity of employees is dropping constantly. Off late there is a lot of absenteeism and turnover of employees. You need to develop a training programme for the employees. Discuss all the necessary steps required for a training process. (10 Marks)

3. Complete Solutions is a manufacturing firm which is rated very high in employee satisfaction survey. The organisation never hires the senior officials though external recruitment but highly relies on building the competencies of their own employees. It is said that since career planning is practiced in the organization which helps the employee remain motivated and hence the high satisfaction level. Discuss:

a. Career planning and the entire process (5 Marks)

b. Discuss the benefits which Complete solutions as well as the employees working there could reap. (5 Marks)

 

HR Audit

1. Dingo Tech, a technology start-up has grown rapidly since its inception 4 years ago. While the company is increasing manpower at the rate of 30% per annum, it is also losing a lot of key people. You have been appointed as the external HR Auditor for this company. What are the different Methods of HR Audit you will use to audit the attrition in the company? (10 Marks)

2. John & Co is a family run business, which has been in existence for many years. The MD, Mr. John, knew each and every employee in his company and ran the company like his extended family. He was personally involved in every performance and increment discussion and would take the final decision for each employee. The employees were quite happy in this set-up. After a few decades, Mr. John decided to retire from the company and put in place a professional management team to run the Company. The new management team has been hired from other companies and has been given a free hand to run the company. The new CEO has appointed your firm to audit the Performance Management process. What aspects of PMS will you focus on while conducting the audit? (10 Marks)

3. Asha and co has seen rapid growth into a well-established organization. The company has a clear strategy and the same has been shared with all the employees. The company hired an external Human Resources consultant who then redefined the policies to keep them in line with the overall business strategy. A recent satisfaction survey showed that the employees felt that there was a big difference between the aim of the policy and the actual implementation.

The current HR team was set up at the start of the company’s operations and has efficiently managed the basic HR processes so far. However, they are now finding it difficult to handle the new processes that the consultant has put in. The CEO has hired your firm to conduct a HR audit. To present to the CEO:

a. Detail out the Levels of HR Audit you will focus on as well including the reasons for the same and (5 Marks)

b. A brief note on the steps you will take to audit the company. (5 Marks)

 

Commercial banking system and role of RBI

1. Sundarajan Pvt.Ltd., Bangalore based company are engaged in exporting sea food to various countries. They entered in a contract with Japanese Company, Ziomei Pvt Limited for the exporting cuttle fish. Ziomei Pvt Limited asked XYZ Limited to issue the letter of credit. Sundarajan ‘s owner doesn’t have much idea on letter of credit. He visits the bank to get an idea of how the letter of credit works. As a bank manager, you are required to explain him the procedure of how letter of credit works as its advantages from buyer’s as well as seller’s point of view.

 

2. You are an operational trainer in a bank. You are asked to prepare a presentation on the various types of fund based credit facility of a bank. Describe the same.

 

3. The Basel Accords primarily focuses on prudential norms for bank capital under the aegis of which banks are required to ensure adequate capital to cover losses on account of significant risks in their business. In regard to the above statement answer the below questions.

a. Elaborate on Basel I, Basel II, Basel III.

b. Highlight the significance of Basel III in context to Indian banks?

Business Law

1. Explain the types of Alternate Dispute Resolution Mechanisms and differentiate between them? (10 Marks)

2. Explain in details two (2) real-life instances where the consumer courts in India have granted compensation due to medical negligence. Please explain the facts of the case and respective decision of the consumer courts. (10 Marks)

3. Ria and Mia are two adult sisters. Ria is the elder sister and Mia the younger one. Both the sisters were orphan but had huge properties bequeathed to them by their now deceased parents. Mia first got married to Ravi whereupon Ria started living in the same residence with Ravi and Mia together. Ria met with an accident and lost both her legs, Ravi and Mia started taking great care of her even using their savings to bear medical expenses of Ria. Ria after 2 years thereon decided to gift all her share of the properties to Mia. After 5 years, Mia then conceived a child and found it difficult to take care of Ria. She requested Ria to go to a hospice, where she could be taken care of. Ria angered by this refused to do so and started living separately with a maid, she demanded that the gift of the properties made by her to Mia should be cancelled. Mia refused to do so. Assuming you are the judge of the civil court hearing the matter, can you decide on the following questions:

a. Whether the gift of properties by Ria to Mia is valid? Whether Ria can oppose and seek for cancellation of the gift? If yes on what grounds under Contract Act, 1872? (5 Marks) b. Can Mia claim from Ria the expenses undertaken by her for Ria’s medical expenses? Explain with legal provisions in Contract Act, 1872? (5 Marks)

 

Business Statistics

TABLE GIVEN BELOW

Mfr 1- Life of bulf (in hrs) Mfr 2- Life of bulf (in hrs) 684 819 831 907 859 952 893 994 922 1016 939 1038 972 1096 1016 1153 697 836 835 912 860 959 899 1004 924 1018 943 1072 977 1100 1041 1154 720 888 848 918 868 962 905 1005

1. A sample of 20 bulbs each was picked from the manufacturing facility of two bulb manufacturers – Mfr 1 and Mfr 2. The table above provides the life of bulbs for the two manufacturers. You are a quality testing person and are presented with this data:

i. Which manufacturer has better performance on the life of bulbs? What are the different measures you can consider to calculate performance?

ii. How would you assess the variability in performance of the two bulb manufacturers?

iii. Would your answer to the first question change based on your assessment of the variability in performance of bulb manufacturers? (10 Marks)

2. For the data in the table below: (10 Marks)

i. What do the correlation coefficients of 1, shaded in yellow, indicate?

ii. The highest correlation coefficient is 0.84, shaded in green. What can you infer from that score about the relationship between the two variables?

iii. The two lowest correlation coefficients are 0.06 and -0.06. What can you infer from that score about the relationship between the two variables?

r correlation coefficient Assets Expense Ratio Return 2006 3-Year Return 5-Year Return Assets 1 Expense Ratio -0.29 1.00 Return 2006 0.08 -0.13 1.00 3-Year Return 0.07 -0.11 0.70 1.00 5-Year Return 0.06 -0.06 0.59 0.84 1.00

3. The Indian cricket team is visiting New Zealand to play a test series comprising five matches. In each match, assume that the Indian team has a 70% chance of winning. Further, assuming that the matches are independent of each other, what is the probability that:

a. The Indian team will win the series? (5 Marks)

b. The team will win all five matches, and that the team will lose all? (5 Marks)

 

Essentials of HRM

1. There is a lot of prominence given to the fact that the processes like HR audit and HR accounting can only be successful if accurate HR information is available. Throw light to authenticate this statement with proper explanation on needs and application of HRIS in relation to retention strategy & performance appraisal. Also, conclude by emphasizing the significance of HRIS in today’s era. (10 Marks)

2. Often it is noticed that employees do not find their performance evaluation quite a progressive experience. Adding to the misery is a fact that most managers will avoid discussing performance issues related to behaviour. It’s more about discussing concrete job responsibilities, skills and goals. There may be a grave concern that is never brought up because the manager is afraid of the reaction or may lack the ability to translate it into the right words. Keeping in view the above scenario/ situation discuss any two performance appraisal methods where feedback to the employee is essential and can help resolve such problems. (10 Marks)

3. Rachel joined Shimmer Net a software company as program developer. On the very first day of her joining she was handed over some literature and asked to take notes as well as cues from it which can be utilized at her work. Learning the job role and responsibilities by herself was becoming quite a task so she went to her peers for help when needed. It was seen that her peers started avoiding her as they had their own work and Rachel’s queries were disturbing them. Rachel was in crossroads and sad hence resigned from her work within two months of joining. The HR department analyzed and came to a conclusion that the prominent reason is lack of induction.

a. What innovative approach should the HR department come up with in terms of Induction? Discuss (5 Marks)

b. Explain the purpose of induction that how things could have been different for Rachel if the organisation followed a proper induction pattern. (5 Marks)

Marketing Strategy

1. Identify and explain the four key factors/characteristics affecting customer buying behaviour, specifically for developing product/pricing/distribution/promotion strategy of the following products/brands/organisations: (1) Indian Railways, (2) Wakefit (mattresses), (3) Statue of Unity, and (4) Yogabar (protein bars). (10 Marks)

 

2. Explain various stages in industry life cycle with examples from passenger vehicles industry in India, with specific comments regarding (1) Product, (2) Pricing, (3) Distribution, and (4) Promotion strategies of market leaders in the current stage of the passenger vehicles industry in India. (10 Marks)

 

3. a. Explain low cost strategy and differentiation strategy, highlighting 3 key differences between the two strategies, and two supporting examples from Indian FMCG/Retail sector for each strategy. (5 Marks)

3. b. The Finance Minister, India announced reduction in corporate tax rates in Sep-2019; why is it important for companies in Indian FMCG/Retail sector, and what are 5 ways (with examples of companies) in which leading companies in the sector can benefit from the development from the point of view of Marketing Strategy? (5 Marks)

 

Strategic Financial Management

1. The capital structure of XYZ Ltd is:

TABLE GVEN BELOW

Equity Capital (40 million shares; Rs 10 par) Rs 400 million

Preference capital,12 percent(500,000 shares,

Rs 100 par)

Rs 50 million

Debentures 15 percent(1,200,000 debentures,

Rs 100 par)

Rs 120 million

Term Loans, 12 percent Rs 50 million

Rs 620 million

The next expected dividend per share is Rs 1.5. The dividend per share is expected to grow at the rate of 8 percent. The market price per share is Rs 50. Preference share redeemable after 10 years is currently selling for Rs 90 per share. Debentures redeemable after 5 years are selling for Rs 80 per debenture. Calculate the weighted average cost of capital in book value terms. (10 Marks)

2. A company is planning to make an investment in a new project for which a new machine has to be installed. This machine will cost ₹1,00,000 and will have a life of 5 years with no salvage value. Tax rate is 50 percent. Assume cost of capital as 10%. Evaluate the project using Discounted Payback period and Profitability Index and suggest whether project has to be accepted or not. The cash inflows from the project are as follows:

Years 1 2 3 4 5

Cash Inflows( ₹) 20,000 22,000 28,000 30,000 50,000

3. A company’s current operating income is ₹5 lakhs. The firm has ₹12 lakhs of 10 percent debt outstanding. Assume tax rate as 50%. Determine the value of the firm using Net Income Approach if the cost of equity capital is estimated to be 14%. Estimate as the finance manager of the company:

a. Value of the Equity of the firm (5 Marks)

b. Overall cost of capital of the firm (5 Marks)

 

Financial Accounting & Analysis

1. Ind AS norms are converged with the International Financial Reporting Standards, but these are not equivalent to IFRS. Further, there are key differences between the requirements of INDIAN GAAP, IFRS and Ind AS. Discuss five key differences among these reporting standards. (10 Marks)

2. Mehra & Sons purchased a second hand light motor Vehicle at a cost of Rs 2 lacs. Additionally, various accessories costing Rs50000 were also purchased along with the Vehicles which are required to be replaced on a yearly basis. Mr. Mehra wants to write off the overall outflow in Income statement Discuss, whether he is correct or not? Discuss the need to differentiate between the capital and revenue items? How these items are to be treated in the financials of the company? Give reasons supporting the same (10 Marks)

3. a. All India Insurance Company received an insurance premium of Rs 50 lacs on an insurance policy whose coverage extends till the mid of the next accounting year. (5 Marks)

3. b. Additionally, the company has a monthly salary expense of Rs 25 lacs. For the accounting year ended on March 31, 2019 the company paid 275 lacs on account of salary. The salary for the month end is paid in the first week of April 2019. Discuss the treatment of both of these payments in the books and disclosures in the financial statements, as on 31st March 2020 ( 5 Marks)

 

Marketing Management

Dolls, Cars, activity kits, board games are toys liked by kids. M/s Wonderkids, a company that has multiple businesses has been eying the opportunity to target kids with various toys. The company has launched a doll with the name “Pari” and a car with the name “Speedy”. The company plans to distribute the products across the country. The doll “Pari” is available in the range of Rupees 400 – 600 whereas the speedy car is available in the range of Rupees 350 -550. The company plans to target B2B customers by selling bulk quantity to kids based park, play groups. The company has just launched the product and it has hired you to handle the marketing activities of the new launched products.

1. Explain various ways to segment consumer market. (10 Marks)

2. What is the distribution channel that you will use to distribute the product across Indian market? Explain the same with reason. (10 Marks)

3. a. Who will you select as a brand ambassador for “Pari” and “Speedy”? Explain the same with reason. (5 Marks)

3. b. Explain various types of consumer products and state which type of consumer product is “Pari” and “Speedy”? (5 Marks)

 

Strategic Management

1. You are the owner of a multi-million-dollar Retail business in India. Since the past 5 years, your financial reports are showcasing a consistent drop in revenues & have entered into a loss-making position. Your market share is also falling & your organization is now believed to be in a weak market position. Which set of corporate strategies will you explore? Finalize the corporate strategy you would finally choose & how will you execute the plan?

(10 Marks)

2. As the Chief Strategy Officer of Kia Motors & having entered India recently, you have to decide on a Strategy Implementation tactic to take on the fiercely contested automobile car market space in India. Which Market Location tactic would you plan to choose to take on other automotive rivals in this space? Justify with reasons? (10 Marks)

3. You are the Head-Manufacturing of Godrej Industries. You are planning to set up a brand-new Manufacturing plant at a village in rural Maharashtra.

a. Perform a Stakeholder analysis & suggest which all stakeholders will be taken into confidence & also what would be your communications approach plan to bring them into your point of view? (5 Marks)

b. Highlight some of the creative & innovative initiatives that you would undertake to convince the stakeholders that you mean good for all the stakeholders. (5 Marks)

Brand Management

1. An entire generation of Indian TV viewers grew up on some terrifying advertising. Cease Fire commercials had conflagrations breaking out in urban settings as householders went about, oblivious. And then there was the ad for Saffola, full of ambulance lights and sirens, panic-stricken faces and heart rate monitors. The brand called itself ‘Life Insurance’, positioning the oil as a bulwark against heart disease. And the strategy worked with Saffola being among the first brands to talk about health — albeit in a very panic inducing manner. The longevity of the `1000 crore plus brand can be traced to that strong positioning. Chief marketing officer, Anuradha Aggarwal says: “Very early in the journey, we found an amazing, unique place of heart health. Someone with fore- sight chose to do fear oriented ads and the rest, as they say, is history.” But only a small chunk of history. Over the years, Saffola realised merely scaring consumers into buying was perhaps not the best strategy. From fear it moved to convincing at risk consumers to adopt better, healthier practices. Aggarwal says, “We moved from pure fear to things that strike fear: the signs of the unhealthy heart.” The brand also acknowledged the difficulty in getting people adopting a healthier lifestyle with its ‘Kal Se’ commercial about a serial procrastinator, who’d rather let his kid ride the exercise cycle, or who changes into gym clothes only to fall asleep again. However, consumers and the category were moving a lot faster than the brand. Even as Saffola pitched itself to consumers showing the first signs of slowing down, the broad trend was preventive: not allowing one or one’s family members to get to that stage in the first place. Says Aggarwal, “We realised Saffola was in danger of becoming the oil for the unhealthy as opposed to the oil for people who want to be healthy and have an active, fit heart.” The brand is now about a continuous investment in health.

A strategy that’s driven its expan- sion into adjacent categories. Saffola has the credibility required for consumers to comfort- ably place its products on the dining table. Besides, through variants like flavoured oats — a category that Saffola claims leadership in — the brand can comfort- ably ride the everyday health wave. Saffola is gunning for ` 200 crores in this space by 2018, according to its 2015-16 annual report. Says Aggarwal, “We are market leaders in flavoured oats because we’ve been cracked a fantastic product suitable for the Indian palate.” Saffola continues to be the undisputed leader in premium health oil, according to Aggarwal. Even at a time when the affluent Indian’s obsession with health is leading to them buy super premium olive oils at two or three times the price. The brand is meeting the challenge with new blends like Aura a combination of olive and flaxseed oil. On the communication front, Saffola has moved past its scare mongering on TV. It runs its own website fitfoodie which has healthy recipes of traditional favourites ratified by nutritionists and dieticians.

Under Saffolalife, an initiative begun in 2005, the brand pro- motes healthy lifestyles and organises heart health checks. When asked how malleable the brand is, Aggrawal believes, “We’ve succeeded when there was a fit and coherence and a fundamental difference from the rest of the world. We are strongly positioned on proactive and preven- tive heart health, and these conditions have to be met.” It also explains why variants like finger food brand Zest failed. Says Aggarwal, “We needed a go to market that understood impulse purchases and the product was not as good. After that, we’ve made sure we have very hard internal guidelines for product development. Unless we meet those standards, the products don’t go out.” Saffola’s brand journey finds favour with an Indian marketer with considerable retail and FMCG experience, who wishes to remain anonymous.

He says, “Given there was no awareness of health, Saffola used fear and people bought it. But now with the entire country having a consciousness of health and gym culture coming in, it’s the right transition.” He believes the expansions make sense given Marico’s two flagships: Parachute and Saffola earn their spurs in categories where growth potential is limited. And so, it’s necessary for Parachute to extend into skin and body care and Saffola to take on a more overarching health plat- form. He believes, “20 or 30 years ago, people worried about health only once they discovered they had problems. Today, everyone is conscious of being healthy and wanting to look young.” He however believes Saffola needs to make a stronger play for the millennial demographic: “It’s seen as mama papa brand. But the 30 year and younger demographic are willing to pay premium. Brands need to change with the world. Can it be health for youngsters or does it want to be an older consumer’s health brand is an answer only Saffola can give.

(Source:https://brandequity.economictimes.indiatimes.com/news/business-ofbrands/ the-saffola-story-from-scare-to-care/59765523) Evaluate the positioning of Saffola and discuss how the positioning strategy has led to the brands success. (10 Marks)

 

2. Bollywood star Salman Khan is returning to the cola space after a gap of three years, this

time to endorse brand Pepsi, a move that has surprised a few experts. The two-year deal

is estimated at Rs 15 crore, two external industry officials said.

A PepsiCo spokesperson confirmed the signing up of Khan as new brand ambassador of

Pepsi but declined to confirm the financials of the deal.

“The year 2020 will see brand Pepsi create a scale 360-degree campaign that will reflect

the self-confidence of today's youth as effortless as Salman,” the person said.

Brand Pepsi will base its summer 2020 campaign on Khan’s upcoming action comedy

movie Dabangg 3, the spokesperson said. A few marketing experts expressed surprise at

the PepsiCo move, considering Khan’s macho image vis-à-vis Pepsi’s more romantic,

playful image, plus the actor’s age and some controversies he has been associated with.

To amplify these efforts, Pepsi released the Har ghoont mein swag “anthem” featuring

Patani, Shroff and rapper Badshah. Released by T-Series the song is available for

streaming on YouTube, Gaana, Jio Saavn, Hungama, Amazon Prime Music, Spotify,

Wynk, iTunes and Apple Music. With music and dance covered, next up was cricket.

PepsiCo which has an on-going partnership with the Board of Control for Cricket in India

(BCCI) leveraged its sport association during India versus Australia series in February.

There the swag symbol took center stage in stadiums and on TV screens. Says Bhagat,

“This allowed us to bring music and cricket together as one popular music performer

announced the ‘Swagster of the match’, after each match, during the India-Australia

series. For a ‘culture brand’, it is important to dive into all these three streams.”

Hooked or not?

“Even as the cola companies are trying to move towards water and juices, the healthier

drinks, the two companies cannot give up on their mainstay brands just yet, that is, the

colas,” says Sunil Alagh, founder and chairman, SKA Advisors, a consultancy firm.

Alagh believes the use of social media allows these companies to keep chatter alive

around their main brands.

Industry watchers believe this campaign has helped Pepsi get its “mojo” back. Says brand

consultant Harish Bijoor, “Pepsi has reclaimed its position among the youth. Through the

campaign Pepsi can be seen talking to millennials in their language.” Former marketing director, PepsiCo India, Vani Gupta Dandia agrees. “Using TikTok and music streaming apps to release the anthem is a good way to extend the campaign. This allowed Pepsi to rebuild its brand equity,” says Dandia.

While the brand’s old tagline ‘Yeh dil maange more’ might be tweaked to ‘Yeh dil maange more swag’, what remains to be seen is how Pepsi’s newfound swagger converts to sales.

The Endgame

For categories like beverages, and particularly colas, distribution is the make-or-break game. Under the company’s ‘Away from home’ strategy, the beverage maker has tied-up with quick service restaurants Domino’s, KFC, Pizza Hut, Burger King and Subway and multiplex operator PVR. Says PepsiCo’s Tarun Bhagat, “An aggressive agenda has been drawn by the team to increase distribution across offline stores and online channels over the next five years.”

Swag Not War

Cola marketing has come a long way from the days of the legendary Cola Wars. Pepsi’s ‘Nothing Official About It’ that took the fizz out of the official sponsor of the 1996 Cricket World Cup is perhaps one of the greatest examples of ambush marketing. Pepsi’s current campaign couldn’t be farther from that traditional tactic. Says Lloyd Mathias, former head of PC marketing, HP Asia Pacific and Japan, “Cola as a category has lost its relevance among consumers, as electronics, apparels took over.” He adds, “As a result, ‘cola war’ as a marketing concept became redundant.”

(Source:https://economictimes.indiatimes.com/industry/services/advertising/salman-khan-is-pepsis-new-face/articleshow/72449728.cms)

(Source: https://brandequity.economictimes.indiatimes.com/news/marketing/blast-from-the-past-as-pepsi-comes-back-with-swag-this-summer/69657939)

Examine the brand personality of Pepsi and its relevance in a promising market like India. (10 Marks)

 

3. Hair oil and edible oil maker Marico will enter the Rs 4,500-crore skincare market in the country by extending its two-decade-old coconut hair oil brand, Parachute, to body lotion and other skincare products, a person directly involved with the development said.

First off the block will be a body lotion at entry-level pricing to compete in the mass segment, the person said on condition of anonymity. The company has carried out a low-key test exercise in the east,

The strategy is aimed at reducing dependence on Parachute hair oil,” the person said. “In this case, the company hopes to ride on Parachute’s purity and value-for-money attributes.” Marico CEO (consumer products business) Saugata Gupta declined comment.

The company will enter the cluttered skincare market under the Parachute Advansed umbrella and compete with Hindustan Unilever’s Vaseline and Pond’s, German company Beiersdorf ’s Nivea, L’Oreal’s Garnier and Johnson & Johnson’s Neutrogena.

Analysts and industry watchers say the success of the move will depend on how much marketing and distribution muscle Marico can infuse in the brand.

“Success of brand extensions are generally linked closely to the parent brand’s attributes; and depends on how closely these are aligned to the consumer’s perception of the brand,” says consulting firm AT Kearney Partner and VP Debashish Mukherjee.

The success of extensions of strong brands is not always certain. Cereal maker Kellogg’s extension to biscuits flopped.

Marico hasn’t had much success with brand extensions

But Reckitt Benckiser’s Dettol is a classic succession of an antiseptic medicinal liquid to antiseptic soap. Marico so far has had limited success with brand extensions.

Also, there is strong competition in the skincare market, although with an annual rate of 20% it’s one of the fastest-growing consumer product categories.

About six years ago, Marico had extended Parachute to shampoos, positioned on the ‘naturals’ platform. But that did not succeed. But Parachute Advansed has various haircare variants like styling products and after-shower gels.

Marico has a skincare presence with its Kaya skincare clinics. But it does not have a presence in the packaged skincare segment. Marico’s hair oil brands include category leader Parachute and Nihar, which it had acquired in 2006 for close to Rs 220 crore.

 

(Source:https://economictimes.indiatimes.com/industry/cons-products/fashion-/-cosmetics-/-jewellery/marico-to-launch-parachute-into-skincare-market/articleshow/9865069.cms)

a. Evaluate the brand extension strategy of Parachute. (5 Marks)

b. Comment on the success probability of the brand extension and the potential benefits to the parent brand? (5 Marks)

 

Business Ethics, Governance & Risk

1. Choose ONE environmental policy/ practice/episode/accident from any ONE listed company (their website, their annual report or sustainability report or from newspaper, business magazine or credible websites) and discuss in detail the ethical issue/issues involved and your opinion on whether the company is being ethical or not. (For example: L&T reducing & recycling water is ethically a positive environmental practice. MMRDA & Mumbai Metro cutting down 1200 trees in Aarey Colony is environmentally unethical practice) (10 Marks)

2. Read / research the Kingfisher Airlines case and identify and list any FIVE ethical and corporate governance issues involved, which led to its failure, along with your comments (10 Marks)

3.a. “Excessive modern day consumerism is unethical for the planet and for society”, explain this statement in your own words, with three logical arguments in favour of the statement. (5 Marks)

3.b. Explain in your own words why ethical business leadership is crucial in today’s business scenario. What do YOU expect from an ethical business leader / manager?

(5 Marks)

 

Consumer Behaviour

1. Advertisers today face a challenge of “sensory adaptation”. It has become increasingly difficult to get the attention of and impress consumers. In terms of consumer perception, what is the relationship between sensory adaptation and absolute threshold? Name 3 ways in which marketers are overcoming the challenge of sensory adaptation. (10 Marks)

2. Pooja is a stationary enthusiast. She loves collecting antique fountain pens, limited edition notebooks, state-of-the-art mechanical pencils, post-it notes in rare shapes, etc. She has an extensive collection of stationary which she has proudly built over many years. What is Fixated Consumption and Compulsive Consumption? What are the characteristics of a fixated consumer and a compulsive consumer? Which of the 2 behaviours is Pooja exhibiting?

(10 Marks)

3. a. Using an example, explain the 4 elements of Consumer Learning. (5 Marks)

3. b. Gifting is an interesting aspect of Consumer Behaviour because gifts represent more than ordinary purchases. They are associated with important and special events (e.g., Mother’s Day, birthdays, engagements, weddings, etc.) What are the different types of Gifting behaviours consumers may exhibit? (5 Marks)

 

Corporate Finance

1. ABC Ltd. is considering two financing plans to raise ₹ 8,00,000. The key information is as follows:

TABLE GIVEN BELOW:

Plan

Equity

Debt

Preference Shares

1

50%

50%

2

50%

50%

Expected EBIT is ₹ 2,40,000.

Cost of Debt is 10% and cost of Preference Shares is 10%.

Tax rate is 50%.

Equity shares of the face value of ₹ 10 each will be issued at a premium of ₹ 10 per share.

Calculate Earnings per share for plan 1 and 2 and suggest which one is better.

(10 Marks)

2. A Project costs ₹ 60,000 and is expected to generate cash inflows as:

Year

Cash inflows(₹)

1

10,000

2

12,000

3

15,000

4

18,000

5

20,000

6

22,000

Calculate Net Present Value and Profitability Index. Comment whether project should be accepted or not. Assume cost of capital is 10%. Enumerate the steps of calculation of NPV. (10 Marks)

3. The following information is given for Alpha Ltd.

Earnings per share

₹ 12

Dividend per share

₹ 3

Cost of Capital

18%

Internal Rate of Return On Investment

22%

Retention Ratio

75%

Calculate the market price per share using

a. Gordon’s Dividend Model (5 Marks)

b. Walter’s Dividend Model (5 Marks)

 

Custom Shipping and Insurance

1. There is a campus interview to select a prospective Manager for Import and Export Dept for a company. You have been shortlisted for the interview. The interviewer asks you to explain The Customs Act 1962. You have to inform the total number of chapters, no. of sections, and the section numbers for (a) Bill of Entry, (b) Shipping bill, (c) Tariff value (d) Public Warehouse. (10 Marks)

2. Your company got a voluminous order to export iron pillars, girders, and accessories made of iron to construct a tower in Muscat. This is break bulk and all items have to be sent in loose condition. Your company decides to charter a ship for this and the selection of correct option of charter party agreement. Management informs you that the ship will go to Muscat and return and they need the ship for a specific period of 180 days. Kindly suggest a right type of charter with proper reasoning for your selection.

(10 Marks)

3. You have exported 2 x 20 feet containers from Chennai to Singapore by sea. You have received an information from the shipping company that your both containers have been thrown into the sea along with some more exporters containers to save the ship from sinking. Your company shocked to know this and asked you to find out whether the shipping company can take such action and asked the following queries:

a. Is there any clause under which goods can be thrown into the sea by the captain of the ship? (5 Marks)

b. Who will compensate the loss of these two containers? (5 Marks)

 

Customer Relationship Management

1. In your opinion should marketers challenge their customers’ communities because they are not official? Justify your views with valid examples from the industry. (10 Marks)

2. Frame the 10 most critical criteria to develop a rich customer profile in your industry and specify the source of data collection for the same with appropriate examples. (10 Marks)

3. Aditi works in the US for a biomedical organization. They have clients located in different parts of the globe. Off late one of their most loyal clients from the Europe has been expressing their concern over service issues faced by them. Next quarter their contract ends and will be time for renewal. Aditi is unsure whether they will be able to sustain the business from their European client.

a. As per your understanding analyze the course of the relationship between the customer and the supplier in the above scenario? (5 Marks)

b. What hampers trust and commitment in a relationship and how can it be maintained? (5 Marks)

 

Export Import Procedures and Documentation

1. Your organization would like to import a machinery under EPCG scheme. Management asks you to get the latest scheme of EPCG as per the Foreign Trade Policy 2015-20. Please give a write up on this to the Management based on your knowledge. (10 Marks)

2. You have joined a company as head of Export Import Dept. This department is a new dept for the organization. As soon as you joined the company, you have been given a first assignment of getting Importer Exporter Code certificate for the company. Management asks you to give a write up on the requirements to obtain IEC certificate and documents required from various departments to complete this process. Give a write up and specifically mention the documents required so that company can assist you to complete the process. (10 Marks)

3. You are working in a Freight Forwarding dept and organizing an export by sea. This is a break bulk shipment. Your boss asks you to supervise the loading of ship and obtain Mate’s receipt. Boss wants to cross check your knowledge before sending you to seaport and asks the following queries:

a. Who issues Mate’s receipt. When this is issued? (5 Marks)

b. What are the details to be entered in the Mate’s receipt and will you get this directly in your hand? (5 Marks)

Answer the above queries to your boss so that he gets confidence on you to depute you to the seaport.

 

Financial Institutions and Markets

1. Mr. Rajeev Mehta was the Chairman of Topaz Bank. The bank was earning fairly well and shareholders were receiving regular dividends. The market price of their shares was performing well. The bank was about to announce taking over the ‘AME Bank.’ Mr. Rajeev Mehta expected that the market share of their bank would rise once the takeover is announced in the public. Being a part of the bank, Rajeev was not allowed to buy shares of Topaz bank. He called one of his wealthy friend Rashid and asked him to invest Rs.5 crores in shares of his bank promising him the capital gains. As expected, the share prices went up by 40% and the market price of Rashid’s shares was now ? 7 crores. He earned a profit of Rs. 2 crores. He gave Rs. 1 crore to Mr. Sanjay Nehra and kept Rs. 1 crore with himself. On regular inspection and by conducting enquiries of the brokers involved, the Securities and Exchange Board of India (SEBI) was able to detect this irregularity. The SEBI imposed a heavy penalty on Rajeev Mehta. In context to the above situation identify and elaborate the functions that were performed by SEBI . (10 Marks)

2. “Money market is essentially a market for short-term funds’. In the light of this statement elaborate on the money market and its features. (10 Marks)

3. Mr. Kumar wants to invest his saving in mutual funds. However, he is completely unfamiliar how to go about it. He approaches you, a wealth advisor in the bank where he holds his savings account.

a. Explain him the basics of mutual fund and describe any five kinds of mutual funds which are available in the market. (5 Marks)

b. Enumerate the advantage and disadvantages associated with investing in the mutual fund.

(5 Marks)

 

India’s foreign Trade

1. The current BoP scenario in India, with USA is showing positive BoP in favour of India, which is why there is a trade issues between India and USA, since US would like India to import more from US and also to rework on lowering import duties. According to you in that situation what is your strategy to narrow down the BoP with USA, give step-by-step action plan to achieve this objective. (10 Marks)

2. India’s focus on exports to earn foreign currency and to stabilize economic condition of the country. To help Indian exporters, Government of India under Ministry of Commerce has well established Export Promotion Councils in different segments of the industries, they are fully focussed on helping Indian exporters. Discuss what the role of EPC is and take any one segment of the industry where specific EPC is working, and explain how they help the Indian exporters in exporting, especially for SME’s. (10 Marks)

3. India opened its market for Foreign Direct Investment (FDI) in 1990’s going away from licence Raj system, which led to economic boom in the country.

a. Explain how the Indian economy became vibrant post 1990 explain with top changes taken place during that period which benefited faster GDP growth. (5 Marks)

b. How opening door for FDI in India by the government benefited Indian exporters. (5 Marks)

 

International Business

1. Analyze the financial accounts in the Balance of payments statements of any two countries in the BRICS (Brazil, Russia, India, China, South Africa) for different types of capital flows. (10 Marks)

2. Being an exporter of garment house, discuss how letter of credit can be used for processing export contracts. (10 Marks)

3. Alphabet unit Google was hit with a record-breaking 4.34 billion euro ($5.04 billion) fine on Wednesday, topping the 2.4 billion euros it was ordered to pay in another case last year. EU antitrust regulators accused it of abusing the dominance of its Android smartphone operating system by blocking rivals. Below is a timeline of Google’s antitrust cases in Europe: 18 July 2018 - EU antitrust regulators hand down a 4.34 billion euro fine to Google after a three-year long investigation. 27 June 2017 - EU fines Google 2.4 billion euros for thwarting rivals of shopping comparison websites. 14 July 2016 - EU sets out another charge against Google’s shopping service. It also accuses the company of preventing third parties using its Adsense product from displaying search advertisements from Google’s competitors - a third case against the company. 20 April 2016 - EU sends a charge sheet to Google outlining the company’s anti-competitive practices with regard to Android smartphone makers and apps makers. 15 April 2015 - EU opens investigation into Google’s Android smartphone operating system. 15 April 2015 - EU charges Google with blocking competitors of its shopping service. Sept 2014 - Almunia says he will not be able to wrap up the Google case before his mandate ends in October. May 2014 - Joaquin Almunia, European Competition Commissioner at that time, says feedback from complainants will be crucial to determining whether he accepts Google’s concessions. 5 Feb 2014 - Google improves its concessions related to online search.

2013 - Lobbying Group Fair Search files a complaint about Google’s Android business practices to the European Commission. 25April 2013 - EU seeks feedback from rivals and users to Google’s concessions.

a. Discuss how the legal aspects of business environment impacting Google in Europe. (5 Marks)

b. Discuss all the other aspects of the business environment that provide complexity to international business operations like cultural aspects for companies engaged in International business. (5 Marks)

 

International Marketing

1. India is trying to promote ‘Make in India’ and has also recently opened up Defense sector. You are a strategy manager at Dassault, one of leading manufacturers of defense equipment. However, your boss wants to set up a new venture in Brazil. Please justify using Business Environment why you would like to set up in India instead of Brazil. (10 Marks)

2. You are the CEO of a competing brand of Starbucks but claim to offer more value for money. Your products cost less than Starbucks. You have also decided to enter India after seeing success of Starbucks. Evaluate any 3 entry options to enter into India. Which of the market entry options would you finally choose & why? (10 Marks)

3. Lemon Tree operates mid-premium hotels in India and position it for cost conscience corporate travelers. They have decided to enter European market now with 4 properties, two each in Germany & France. a. Suggest what should be their pricing strategy for the European market. (5 Marks)

b. Suggest the possible brand positioning for their European market. (5 Marks)

 

Operations Management

1. Explain how the operations strategies are different when applied to a service company such as “Tata Sky” versus a manufacturing company such as “Tata Steel”. (10 Marks)

2. What are the key factors that firms consider while designing a facility layout? List five major factors. What kind of layout is best suited for a Pharmaceuticals manufacturing firm? (10 Marks)

3. Indian Railways is a name synonymous to an operational activity at a large scale. Give your views on the following aspects of Indian railways

a. There have been several instances & reports of problems faced by customers during booking of tickets through its online portal. What should Indian railways do to make this system world class? (5 Marks)

b. Discuss the concept of inventory management with reference to any one aspect (Food served/ hospitality/ safety, etc.) of Indian Railway. (5 Marks)

 

Organisational Theory, Structure and Design

1. SmallSoft Ltd is a technology giant which over the years had built a huge organization, servicing customers globally. Started by a visionary founder, the organization’s products had almost a monopolistic control over the markets they operated in. However, the last decade saw them being taken over by smaller, more agile organizations. The Board realized that the current way of working would not help them retain their growth or their profitability and hence they decided to go in for a changed strategy. A new CEO was brought in, who quickly realized that the organization was stuck in the past ways of doing business and that its vision and mission were now redundant in the current technology scenario. Also, the teams were working in silos and the company structure needed to be integrated. The CEO called you, the Head-HR to discuss this. She has asked your help as the Head HR help transform the company and drive this change. You recommend that the company follow Kotter’s 8-step model to drive this change. Detail out the steps to be followed for Change Management as per Kotter’s 8-step model, adding on any specific points mentioned in the case. (10 Marks)

2. Jahazi Company is a company that is into operating boats for leisure cruises in Kerala. The owner of this company, Mr. Nair, now wants to move into International waters by setting up a base in Singapore, to provide these services in South East Asia. Your firm has been tasked with doing an External Analysis prior to the move. Detail out the techniques you would follow for doing an External Analysis using PESTLE method for this company. (10 Marks)

3. Funky TV is a music television channel that is very popular amongst youngsters. It is considered a fun channel and has a great brand recall value, but due to high content costs and other expenses, it is not very profitable. The channel is successful because of the new formats and interesting ideas it keeps introducing regularly on air. The employees are mostly in the age group of 22-30. There are a few other employees from older age groups as well. The company prides itself on being a Crazy and Cool workplace. Each employee at the time of joining is given decorating material and lots of colorful paper to help them decorate their workplace. This is an open office layout. All employees including the senior management sit in the same area and there are small meeting rooms for people who wish to have a quiet conversation. Every evening at 6 pm, one employee is randomly selected by draw of lots and gets to choose a playlist to play on the public address system. There is no dress code and employees are inspired to discover their individual style. The employees are encouraged to speak their mind, share their ideas and disagreements are considered healthy. Managers avoid taking unilateral decisions and prefer to have a consensus-based approach. The culture is also such that it attracts talented people from across all walks of life. The current channel programming in charge was a professor of physics before he joined the channel. Though the company faces stiff competition in the music television space and is not the best paymaster, it still has low levels of attrition.

a. Describe the basic features of Schein’s model of culture and classify the elements of culture mentioned in the case into Schein’s framework (5 Marks)

b. What is the Function of culture? Give example from the case to show the function of culture for the employees of Funky TV. (5 Marks)

 

Sales Management

1. Bajaj Electronics administers a Quarterly performance review for all its sales employees.

The below mentioned table provides the number of sales calls done by the sales people for the month of Oct- Dec 2019. You are the Area manager in charge of their performance. The performance standard set by the company is that every sales person must do 150 sales calls in every quarter.

Name of the executive

No. of sales calls

Ramnath

142

Tapan

160

Jeetendra

87

Saurabh

125

Bhaskar

92

How will you evaluate the performance of the sales executives as an Area Manager? What are the steps you can take to improve the performance?

(10 Marks)

2. Take an appointment and meet with a senior sales person from two industries – Pharma industry (such as Sun Pharma, Lupic, Dr. Reddy’s, Glaxo or any other company) and Engineering industry (such as L&T, BHEL, ABB, Siemens or any other company). Study and prepare the sales organization structure of these two companies.

(10 Marks)

3. Raymond Fibres Ltd is a fibre making company in India. They are predominantly in fashion wear from men and women. The fibre market is divided into natural and synthetic fibres. The company has 5 plants in India and employs over 700 sales people. The company competes with the Reliance group which is one of the leading synthetic fibre makers along with some global players such as DuPont. However, the company has been hit with the economic slowdown in the country. To make things worse, cheaper imports of fashion wear from China and e-commerce has affected store sales. The sales people in the company are feeling demotivated. The sales people have put pressure on the top management to improve their salary.

a. What alternatives will you suggest to the top management to improve the salary plan to the sales employees? (5 Marks)

b. What are some of the non-financial tools of motivation that you can use

(5 Marks)

 

Services Marketing

1. You have recently joined in as the Head of a Public Sector Bank? Design strategies to help reduce the Customer Complaint barriers. What Service recovery tactics will you leverage on to tackle customer complaints. (10 Marks)

2. You are planning to open India’s first ever Apple owned store in Mumbai by end of the year 2020? Suggest & describe all the design elements that you shall consider for building the Retail store environment? (10 Marks)

3. You are setting up an IKEA store in Mumbai by the end of the year 2020.

a. What Service Quality parameters & dimensions would you consider while driving this initiative? Provide examples from an IKEA perspective. (5 Marks)

b. Design a Creative & Innovative Loyalty Program for IKEA highlighting all the tiers/levels & the rewards that the customer will stand to gain (5 Marks)

 

Taxation- Direct and Indirect

1. Leo Messi, a football player visits India for 110 days in every financial year. This has been his practice for the past ten years. Explaining the conditions to determine the residential status, find out his residential status for the assessment year 2019-20. Also, comment on whether he is resident but not ordinarily resident during the previous year 2018-19 (10 Marks)

2. GST has made tax structure simple and clear. It brings better compliance and ensures more transparency in business affairs. GST has facilitated desired competition and coordination between central and state authorities. Discuss any five points highlighting the benefits of GST. (10 Marks)

3. a. Mr. Abraham is one of the whole time director of Sidha Shila Group of companies He receives Rs 50000 per month as sitting fees from the company for the financial year. He is also an active partner in Sankalp LLP (limited liability partnership) from where he receives Rs 50000 as salary per month for the financial year Discuss about chargeability of such income in the hands of Mr. Abraham, for the financial year 2019-20 (5 Marks)

3. b. Mr. Mohsin is an employee of L& T Infra. The company provides an interest free loan to Mr. Mohsin for three years. The loan amount was Rs 75000 for medical treatment in respect of tuberculosis Discuss with suitable reasons, the value of the benefit to the assesse resulting from the interest free loan provided by the company to Mr. Mohsin. (5 Marks)

Treasury Management in Banking

1. Explain yield curves with the help of India GOI bond yield curve. Explain the relationship between the bond prices, yield and duration. (10 Marks)

2. Explain duration GAP analysis in banks. Calculate the duration Gap of the following excerpts from the balance sheet of a bank. Also calculate the impact on the equity of the bank in the different interest rates scenarios.

Balance Sheet for Hypothetical Bank Particulars Assets Duration Liabilities Duration Current Assets 500 5 years Current Liabilities 400 6 Years Fixed Assets 400 Other Liab. 300 900 Equity 200 900

Scenarios for Impact analysis:

1. Interest rates increased by 1%

2. Interest rates decreased by 1%

(10 Marks)

3. Case Study:

PMC Bank, which has lately been in the news for fraudulently extending loans to Housing Development & Infrastructure Ltd (HDIL), imperiling deposits of numerous customers, is just the latest in a series of cooperative banks that have been placed under restrictions by the RBI. As of March 2019, 26 urban cooperative banks (UCBs) were placed under directions of the central bank for putting depositors at risk, thanks to mismanagement or fraud. PMC Managing Director Joy Thomas has admitted to hoodwinking the auditors, bank’s board and the RBI for many years by concealing the default on loans to the tune of Rs. 6,500 crore taken by real estate firm Housing Development and Infrastructure Ltd (HDIL).

This means operations are restricted deposits are stuck lead to chaos among depositors for their hard earned deposits.

a. What are the various risk faced by the banks? Elaborate how risk management norms (Basel norms for e.g.) being provided by RBI can help avoiding such situations.

(5 Marks)

b. What are the reasons that such default happened in PMC bank? Do you think this can be avoided if proper risk management has been implemented by the bank or RBI? (5 Marks)

 

Insurance & Risk Management

1. India has one of the lowest Insurance penetration rates in the world. Given this fact, if you were to take over as the CEO of a brand new private sector Insurance company “WeEnsureYou” that is about to commence its operations Shortly. Present an article in front of the board members on the future of health Insurance market in India and how this company would contribute itself in creating awareness among the people about the health insurance. (10 Marks)

2. Kiran is appointed as a life Insurance Agent in a renowned Insurance company. In order to acquire and expand her client base she is required to prepare a presentation on the needs for buying life insurance policy. Discuss the Needs for buying the life Insurance Plan in her presentation. (10 Marks)

3. Shyama after completing her MBA from a renowned college got placed as an assistant manager in a Risk Management Department of an Insurance firm.

a. Shyama’s manager ask her to give a short presentation on the concept of Risk Management. (5 Marks)

b. She is required to discuss the various techniques of Risk Management. Help Shyama with the same. (5 Marks)

 

International Banking & Foreign Exchange Management

1. An export company in India had already issued equity in India and was currently listed in both BSE as well as NSE. The company was planning to expand and have its presence in foreign countries as well. The firm wanted to borrow funds from international market. Suggest any five sources of funding from the international market. (10 Marks)

2. An exporter wants to hedge his one year receivables in USD for $30 million, for which he wants to enter into a futures contract. The spot exchange rate is USD-INR72. The futures price for a contract having the same maturity date is ₹74. Is perfect hedging possible with the futures contract in this case? Calculate loss or profit in the cash and futures market if the spot price is ₹ 75 on the maturity date. Assume lot size as 1000 units.

(10 Marks)

3. A fresh Graduate had joined the International Banking Division of the Bank. On the first day, he was asked by his manager to revise and understand the concepts of International Banking. He was little confused between direct and indirect quote so he decided to approach his manager for the same. If you are his manager explain:

a. Concept of Direct Quote with an example (5 Marks)

b. Concept of Indirect Quote with an example (5 Marks)

 

Retail Banking

1. Banking today has become a competitive industry. Discuss how the internet and mobile banking is ice breaker to the tradition banking industry. Highlight how internet and mobile banking have brought digitalization in the banking Industry and is helping the industry to pave its way to success. (10 Marks)

2. Shriram has recently graduated from a reputed MBA college and got placed in a private sector bank. His manager asks him to prepare a short note the different types of lending which are carried by banks in day to day operations. Help him to prepare his notes. (10 Marks)

3. “The test of our progress is not whether we add more to the abundance of those who have much; it is whether we provide enough for those who have too little.” - Franklin D. Roosevelt Despite witnessing progressive growth in economy post liberalization, yet nearly 75 % of the households even today are deprived to access to any funds-institutional or otherwise. Banks play a vital role in bridging the social divide and achieving robust and sustainable economic growth. Financial inclusion is viewed as a promising step towards achieving financial equality and stability.

a. Discuss the various initiatives taken by RBI for promoting financial inclusion (5 Marks)

b. Highlight the barriers that impends financial inclusion (5 Marks)

Cost and Management Accounting

1. Analyzing and making decisions in relation to cost requires in-depth study of various costs involved. The process of managerial decision making classify costs into certain specific head so as to be precise in evaluating various business proposals. Discuss any five such costs with relevant examples which are significant for managerial decision making (10 Marks)

2. Standard costing is the process where standard costs of various components and resources are predetermined. Further, there are certain specific objectives for adopting the standard costing techniques in management accounting, Discuss in brief, the distinguished objectives of adopting standard costing in any organization (10 Marks)

3. Puppies and Rabbits, a soft toy manufacturing company requires 1250 units per month, of the soft toy named “COCO Rabbit”. The ordering cost is Rs 1000 per order. The cost of carrying inventory is 10% per annum. The cost of manufacturing one unit of COCO Rabbit is Rs 200

a. Determine the most economic lot size (5 Marks)

b. The minimum total variable cost for the economic lot size (5 Marks)

Advanced Supply Chain Management

1. A product launch strategy defines several stages of the launch including development, internal testing, external testing, objective and goal setting, positioning, excitement building and event timing. The supply chain design team must develop a Strategic fit as it is important for both the competitive and supply chain strategies to meet the common goal. How different will the strategy be for two companies, one launching high tech product with uncertain demand and the other FMCG product like breakfast cereal with certain demand? (10 Marks)

2. A hotel has 100 rooms. The rent charged is Rs.4200 per night. To avoid revenue loss due to sudden cancellation they have a policy to over-book rooms. This at times resulted in an additional cost of Rs.7000 to get alternative accommodation in another hotel in case of shortage of rooms when all guests turned up. In the last few months they found last minute cancellations averaged 20 cancelled booking with a standard deviation of 8. What will be your suggestion to the hotel on its over-booking policy to limit its revenue losses in case a cancellation takes place? (Use the Service factor table is given below).

Service Level (%) 50 55 60 65 70 75 80 85

Service Factor 0 0.13 0.25 0.39 0.52 0.65 0.84 1.04

(10 Marks)

3. a. If you are the procurement head of your organization, what will be the various aspects that you will consider before selection of suppliers? (5 Marks)

3. b. If your organization is considering implementing IT, what impact will it have on your sourcing strategy?

 

Decision Analysis & Modeling

1. Decision Analysis and Modelling has wide spread applicability in various domains of management. Support the statement with relevant examples of applications of Decision Analysis and Modelling in various domains of management. (10 Marks)

2. Vroom and Yetton’s Normative Model is one of the models of Decision Making. Explain the decision making styles in the Vroom-Yetton Model. (10 Marks)

3. a. A project has been defined to contain the following list of activities, along with their

required time for completion:

Activity

Time (Days)

Immediate Predecessors A 1 ----

B

4

A C 3 A

D

7

A E 6 B

F

2

C,D G 7 E,F

H

9

D I 4 G,H

Identify the Critical Path. (5 Marks)

3. b. A project has been defined to contain the following list of activities, along with their

required time for completion:

TABLE GIVEN BELOW

Activity

Time (Days)

Immediate Predecessors A 1 ----

B

4

A C 3 A

D

7

A E 6 B

F

2

C,D G 7 E,F

H

9

D I 4 G,H

Calculate the Earliest Start and End Times. (5 Marks)

 

International Logistics & Supply Chain Management

1. An Indian company Master Lifestyle Ltd is having operations in India and is into the business of cosmetics. The company is exploring international opportunities for which they have orders for their products from UAE and Europe. Explain the strategic approach of the company for successful order execution and growing the business in international markets. (10 Marks)

2. The company Speed Ltd is into the business of toys and exploring its opportunities to set up the business activities in the Australia by launching its products across the well-known retail chain stores for brand penetration. What is the approach strategy that the company would employ for the successful launch of its products in the Australian market? Analyze and suggest logistics and SCM strategies which can enhance the service quality with on time availability and generating market share of the company. (10 Marks)

3. A beverage company named Thunder Drinks Ltd is in the Indian market for about 10 long years. The company is based in India and had gained good recognition. It has orders from Europe for its beverages. The order varies in terms it has LCL and FCL.

a. Work out a plan how it has to ship the products and what elements of importance it should consider while doing so like containers and packaging. (5 Marks)

b. What kind of production planning and pricing patterns it needs to implement and mention the supply chain strategies to be followed? (5 Marks)

 

World Class Operations

1. You are the Quality Control Manager of a firm. Explain the measures for achieving customer satisfaction in your firm. (10 Marks)

2. You are going to implement PDCA Cycle. Explain in brief the concept of PDCA Cycle. (10 Marks)

3. a. You have been asked to implement the concept of Reliability in the manufacturing unit of your firm. Explain in this concept the commonly used Reliability Indices. (5 Marks)

3.b. You are soliciting the implementation of Reliability program in manufacturing companies in order to achieve world class standards in operations. Briefly explain the salient features of Reliability program in support for your solicitation. (5 Marks)

 

Capital Market and Portfolio Management

1. The following data shows the return of Alpha Ltd and the Market:

TABLE GIVEN BELOW

Year

Return Alpha(%)

Return Market (%)

1

12

18

2

16

17

3

17

19

4

14

18

5

10

15

Calculate the Beta of Alpha Ltd and interpret. Explain the implications of different values of Beta. (10 Marks)

2. Calculate the standard deviation and return of portfolio consisting of 60% of Security A and 40% of Security B. Assume correlation coefficient between stock A and stock B is 0.55. Interpret the benefit of portfolio over individual stock investment (in case of security A and B).

Year

Security A return(%)

Security B return(%)

2015

20

15

2016

22

12

2017

18

11

2018

15

10

2019

11

11

(10 Marks)

3. Observed Return and Beta of SBI Bluechip Fund and Franklin India Equity Fund for the year 2019 are as follows:

Observed Return

Beta

SBI Bluechip Fund

18%

0.9

Franklin India Equity Fund

20%

1.1

Assume standard deviation of the market to be 8%, Return on Sensex 15% and the risk-free return to be 7%.

a. Compute the Jensen index for each of the funds and interpret the results. (5 Marks)

b. Compute the Treynor index for each of the funds and interpret the results. (5 Marks)

 

Industrial Relations & Labour Laws

1. Mr. Thakur is advised by his consultants to change the authoritative style of management in his factory and encourage worker’s participation. Please elaborate on the objectives of workers’ participation and various levels of participation for him. (10 Marks)

2. Mr. Kasture has been head of production with Hayway productions for a long time and has been thinking of working on structuring the employees under a more collective banner. Most of the staff including workers also have been working with the organization for a long time and Mr. Kasture has been speaking with the foremen and some leadership heads about forming a union. The management is finding it strange that in spite of being a part of the senior management, Mr. Kasture is still promoting the ideas of having trade unions in the organization. Mr. Kasture wants to make a presentation to his bosses about how Trade Unions can act as agents of collective bargaining. Please help him by listing the points leading to the thought. (10 Marks)

3. David keeps an ambition of leading his team of workers for better working conditions and better rights at his workplace. He is working for a small organization with a medium sized unit of shirt manufacturing and exports. He feels, the working hours and working conditions need to be worked at and most importantly he feels that compensation offered for the kind of work is not fair. However, he is not a degree holder and needs to read and understand the issues involved with the same. He knows that there is an act named Workmen’s compensation act and he wants to understand. Please help David understand following parts of the act by listing out:

a. Objectives of the Workman’s compensation Act (5 Marks) b. Scope of Workman’s compensation Act. (5 Marks)

 

Organisational Behaviour

1. Arjan is an employee who is never on time for work or meetings. He has been issued several warning memos but in vain. The management is not able to take stringent action against him as he is very good at his work and is one of the top performers. As his reporting authority you still feel that he should respect time and be disciplined. From the different elements of reinforcement which one should his manager choose to get the desired behaviour? Conclude by giving why it (the one which you chose) is the best suited.

2. Choose one Asian and one European country. Compare and contrast communication in their cultures.

3. Krabi Textile is going online from retail mode as the management feels that it is the need of the hour to be present in the digital space. People are resisting this change and you are the one chosen as the leader by the management to lead in this tough time.

a. What all people skills would be required by a leader to be effective in such times?

b. How would you differentiate between being a manager and leader?

 

Management Theory and Practice

1. M/s Paper Write Corporation deals with the manufacturing and selling of paper bags. The company has started this business looking at the opportunity that exists, after plastic was banned by the government in some states. The company has never used any modern day management practices and the business continues to function in the traditional way. Mr. Ajay has been appointed as a Manager to handle the overall functioning of the business. He notices few things in the company:

a) One person reporting to three bosses

b) No specialized worker in the factory

c) Long hierarchy to get any approval

d) No following of rules and regulations

e) No designated place for inventory, tools, equipment’s, etc.

f) The team work among employees is missing.

Advise Mr. Ajay any five of Henry Fayol’s principles which can solve the problems mentioned above. Explain the same with description.

2. M/s Paper Write Corporation problems don’t seem to end. The company doesn’t use modern day technology in the departments. Some observations made by Ajay are:

a) The company uses register for employee attendance.

b) The company has a manual process of writing entry in the books of accounts.

c) The leaves are applied on paper which has a lengthy process of approval.

d) All the orders are sent through hard copies to the suppliers.

e) The inventory management is not practiced effectively due to the lack of usage of technology.

Advise any 5 modern day technologies which will make the system more productive and effective. Explain the same with description.

3.a. There is no motivation among employees and workers in the organization. How will you motivate the employees and workers of M/s Paper Write Corporation?

3.b. Explain the style of leadership that will be suitable for M/s Paper Write Corporation. Elaborate on the choice of leadership selected.

 

Information Systems for Managers

1. The healthcare space inundated with the presence of 4, 00,000 apps approximately which are involved in monitoring and improving user’s health. These apps monitor user’s health data like calorie intake, physical activity, heart rate, blood pressure, sleep patterns and various other parameters. With the help of these self-monitoring apps users get more personalized information and are capable of transforming how healthcare will be delivered to them. Healthcare industry is embracing analytics to improve disease prevention, increase the accuracy of diagnoses, provide safe medications, and make treatments more effective. Give examples how different stakeholders in the healthcare industry use analytics (Healthcare professionals, healthcare providers, pharmaceutical companies and government).

2. Fresh milk startup Country Delight has raised $7-10 million in a Series B funding round led by venture capital firm Matrix Partners. The company claims to source milk directly from the farm, eliminating the middle men and allowing farmers to earn a premium. It also invests in cold chain and quality testing infrastructure at the farmer’s location. The company offers other milk-based products including paneer, curd and ghee through its mobile app. How do you think technology can help this startup in improving the dairy supply chain from process management to tracking products and deliveries?

(Source: https://www.livemint.com/companies/start-ups/country-delight-raises-funding-in-round-led-by-matrix-partners-1548182312046.html)

3. The northern Spanish city of Santander has become the testing ground for "smart cities" around the world. Smart Santander is a smart city experiment aimed at improving the quality of life, reducing energy consumption and engaging its citizens in civic duties. The city implemented wireless sensor networks and embedded 10,000 sensors on its streets and municipal vehicles to monitor garbage collections, crime air quality and manage street lighting for better energy efficiency. The Santander Smart City platform allows to integrate all the information of the different municipal services and thousands of sensors deployed by the city. The latter devices collect multiple data: from air quality, noise or temperature to which parking lots are free or occupied on different streets or when it is necessary to water a particular park or garden. For example, buses have sensors at the top that allow to know the level of pollution in different areas of the city. They have also been installed on street lamps and walls inside small white boxes in order to measure noise, temperature or brightness. Multiple devices installed on the ground monitor how many cars are parked in certain streets while different information panels indicate the free places in a given area to park the car. Even paper containers and containers have volumetric measurement sensors that indicate how full they are. This information is especially valuable when planning collection routes, which may vary according to needs. As garbage trucks are also intelligent, it is possible to monitor their travel and activity. Source: (https://elpais.com/tecnologia/2019/07/17/actualidad/1563371290_289881.html)

a. What are the benefits of a smart city? Considering the dark side of smart city are you sceptical to the benefits of a smart city.

b. What are the potential cybersecurity challenges faced in a smart city with data being collected in this way?

 

Business Economics

1. Calculate the following:

Quantity

Total Fixed Cost

Total Variable Cost

Total Cost

Average Cost

Marginal Cost

25

10

18

?

?

?

26

10

20

?

?

?

27

10

21

?

?

?

2. “Determinant of demand are the important factor which influences the decision of the consumers to purchase commodity or a service”

With respect to the above statement discuss any 5 determinants of the individual demand.

3 a. Suppose the monthly income of an individual increases from Rs. 10,000 to Rs. 15,000 which increases his demand for clothes from 20 units to 25 units. Calculate the income elasticity of demand and interpret the result.

b. Quantity demanded for tea has increased from 100 to 160 units with an increase in the price of the coffee powder from Rs. 40 to Rs. 50. Calculate the cross elasticity of demand between tea and coffee and explain the relationship between the goods.

 

Marketing Management

“Balwaan Gyms and Akhadas” is a new enterprise started by two young fitness freak entrepreneurs Mr. Balraj and Mr. Balbuddhi. Balwaan Gyms and Akhadas is a chain of gyms with a vision to make everyone healthy. The company has already opened 15 Gyms and Akhadas across five cities namely Mumbai, Bangalore, Pune, Delhi and Kolkata.

The gym has all modern facilities and amenities like 24*7 security, convenient parking, flexi hours, group Classes on fitness, Personal Training, Private restrooms for males and females. The most unique thing about Balwaan is that it also has all Indian style akhadas where

traditional body building is taught. Balwaan’s every store has a healthy café where they serve traditional healthy food and drinks at extra cost.

The membership fees for the same is 24,000 per annum without a personal trainer.

The company has been relying only on word of mouth for yearly memberships. The company has not undertaken any marketing promotion campaigns for the same. The company is falling short of its expectation when it comes to membership and revenues.

Assume the company has hired you as a Marketing consultant and they want you to advise them on the following issues:

1. List and discuss the major bases for segmentation of consumer markets. Explain the four variables in detail for Balwaan.

2. How will you promote the Brand Balwaan Gyms and Akhadas online? Explain five platforms that you will use to promote the same.

3.a. Explain various levels of product with reference to Balwaan Gyms and Akhadas.

3.b. Which celebrity will you select as a brand ambassador for the Balwaan Gyms and Akhadas? Explain the choice of your celebrity with five reasons.

 

Financial Accounting and Analysis

1. Wildcat Ltd, a manufacturing company sold a machinery for Rs 8 lacs at the year end. The company had purchased the machinery four years back for Rs 15 lacs and had depreciated the same using written down value method of depreciation @ 20%. As an accounts executive of Wildcat Ltd, calculate the WDV of the asset for the four years, accumulated depreciation for four years and profit/loss on sale, if any.

2. Mr. Shil Wants to record the financial transactions of his newly started business. Discuss what accounting steps/stages he need to adhere so that the transactions can be duly recorded and processed in order to prepare the financial statements.

3 a. Following information is available in respect of a company named, as Beta Ltd

Particulars

Amount

Profit before taxes

Rs 50 lakhs

Dividend declared per share

Rs2

Price of the share prevalent on stock exchange

Rs 200

Applicable tax rate

35%

Share capital of company 5 lakh shares of Rs 10 each

Calculate-

 Earnings per share

 Dividend Pay-out Ratio

 Price earnings ratio

b. Prepare the cash flow statement from investing activities of Alpha Creative Ltd for the year ended March31, 2019

Particulars

Amount

Plant acquired

160000

Claim received for loss of plant in fire

45500

Unsecured loans given to subsidiaries

595000

Interest on loan received from subsidiary companies

72500

 Also give reasons for the classification of above activities as inflow /outflow

 

Strategic Management

1. You have been appointed as a Strategy Consultant to a Swiss shoe making brand namely “Bally” wanting to enter India. Which one of Porter’s Generic Strategies would you choose to be operational in India & explain the reasons in detail behind your choice of strategy? Once the strategy has been chosen, explain the categories of customers you would target?

2. UNIQLO is a Japanese casual wear designer, manufacturer and retailer that wishes to enter India’s Retail market. Conduct a PESTLE analysis for Uniqlo in India & suggest whether Uniqlo should enter India or otherwise.

3. You are the Chairman of Isuzu Motors in Japan. Your Indian subsidiary Isuzu India has managed to gain only under 2% of the market share so far & Competitor brands such as Maruti & Hyundai account for 50% & 17% of the market shares respectively.

a. What turnaround strategies can you suggest to arrest the decline of revenues & profitability of your company?

b. In your opinion, would it be considered appropriate to pursue a Combination Strategy? State your response with appropriate justifications & reasons.

 

Business Statistics

fixed acidity volatile acidity citric acid residual sugar chlorides

7.4 0.7 0 1.9 0.076

7.8 0.88 0 2.6 0.098

7.8 0.76 0.04 2.3 0.092

11.2 0.28 0.56 1.9 0.075

7.4 0.7 0 1.9 0.076

7.4 0.66 0 1.8 0.075

7.9 0.6 0.06 1.6 0.069

7.3 0.65 0 1.2 0.065

7.8 0.58 0.02 2 0.073

7.5 0.5 0.36 6.1 0.071

6.7 0.58 0.08 1.8 0.097

7.5 0.5 0.36 6.1 0.071

5.6 0.615 0 1.6 0.089

7.8 0.61 0.29 1.6 0.114

8.9 0.62 0.18 3.8 0.176

8.9 0.62 0.19 3.9 0.17

8.5 0.28 0.56 1.8 0.092

8.1 0.56 0.28 1.7 0.368

7.4 0.59 0.08 4.4 0.086

7.9 0.32 0.51 1.8 0.341

8.9 0.22 0.48 1.8 0.077

7.6 0.39 0.31 2.3 0.082

7.9 0.43 0.21 1.6 0.106

8.5 0.49 0.11 2.3 0.084

6.9 0.4 0.14 2.4 0.085

6.3 0.39 0.16 1.4 0.08

1. For the data on 26 red wines given above, conduct the following analysis:

i. Provide five-number summary i.e. the minimum, 1st quartile, median, 3rd quartile and maximum value for fixed acidity. Arrange them in increasing order on a straight line, draw a box plot and interpret what it means.

ii. Calculate the correlation coefficient between fixed acidity and volatile acidity and between residual sugar and chlorides. Comment on the strength and direction of association for the two variable pairs.

iii. What can be stated about the cause-effect relationship between fixed acidity and volatile acidity, based on the correlation coefficient score?

2. For the data in the table below:

i. What do high kurtosis and skewness figures denote?

ii. Free Sulphur dioxide and total Sulphur dioxide have mean, median and modes that differ substantially from each other. What can you infer from this?

iii. By looking at the descriptive stats of the variables, identify two that may be closest to being normally distributed. Why?

Desc Stats fixed acidity volatile acidity citric acid residual sugar chlorides free sulfur dioxide total sulfur dioxide density pH sulphates alcohol

Mean 6.85 0.28 0.33 6.39 0.05 35.31 138.36 0.99 3.19 0.49 10.51

Med 6.80 0.26 0.32 5.20 0.04 34.00 134.00 0.99 3.18 0.47 10.40

Mod 6.80 0.28 0.30 1.20 0.04 29.00 111.00 0.99 3.14 0.50 9.40

SD 0.84 0.10 0.12 5.07 0.02 17.01 42.50 0.00 0.15 0.11 1.23

Kurt 2.17 5.09 6.17 3.47 37.56 11.47 0.57 9.79 0.53 1.59 -0.70

Skew 0.65 1.58 1.28 1.08 5.02 1.41 0.39 0.98 0.46 0.98 0.49

Range 10.40 1.02 1.66 65.20 0.34 287.00 431.00 0.05 1.10 0.86 6.20

3. Lok Sabha in India is to discuss a key constitutional amendment, and there will be four rounds of voting. In each round of voting, assume that the ruling party has a 60% chance of winning, i.e. getting the resolution passed by majority vote. Further assuming that the voting rounds are independent of each other, what is the probability that:

a. The ruling party will win 0 rounds, 1 round, 2 rounds, 3 rounds or all 4 rounds of voting?

b. The ruling party will win at least 1 round?

 

Essentials of HRM

1. Kanye Apparels Pvt. Limited is a home grown brand. It has come long way from being a family business to a mid-sized organisation. Traditionally they always believed in appraising employees through checklist method. Recently many employees have come out being very vocal about their displeasure on the traditional way of appraisal and feel it is an unjust way of assessing them. You have been hired as a consultant to propose a new appraisal system. Also, conclude by justifying your selection for the choice of appraisal method.

2. Alaya infrastructure is a small sized organisation having 150 employees. The organisation never had a formal induction training. You are their first ever HR Manager and you strongly feel the need to have induction training. You are asked to present the concept and need for induction training to senior management. Conclude by emphasizing on the importance/advantages of induction training.

3. A web content creation organization name Natika which is into humor based content is expanding and wants to hire a social media intern. Advertisement has to be placed for the vacancy. Based on this

a. Write a job description for social media intern for the above organisation.

b. Write job specification for the above profile.

 

Business Law

1. Explain the mechanism of a Digital Signatures which is recognized under the Information Technology Act, 2000 and state at least two (2) of its applications

2. Explain in details two (2) real-life instances of Anti-Competitive Agreements which have been prohibited by the Competition Commission of India.

3. Abhay and Seema have entered into a commercial agreement to license content. However, Abhay did not deliver the content to the satisfaction of Seema. Hence, there are disputes arisen between Abhay and Seema. Abhay and Seema do not want to go through a protracted litigation process in Indian courts. Can you advise them on:

a. What should be done to conduct an arbitration between Abhay and Seema to resolve their disputes

b. The difference between Arbitration, Conciliation and Mediation? What is the advantages and disadvantages of each of these.

Business Ethics, Governance & Risk

1. India's water crisis is often attributed to lack of government planning, increased corporate privatization, industrial and human waste and government corruption. In addition, water scarcity in India is expected to worsen as the overall population is expected to increase to 1.6 billion by year 2050. Can you recommend two policy changes with details of how this will address the water crisis issue for increasing population of India in an ethical manner. (Your answer must have logical points that make sense. Do online research to find solution to the water problem) (10 Marks)

2. Protecting data privacy is urgent and complex. This protection is necessary because of the all-pervasive, technology-driven and information-intensive environment, typical of today’s corporations. Multiple risks involved in data management is propelling information/data protection to the top of the corporate management agenda. What according to you are the two ethical risks faced by the business in relation to data

protection and can you choose and explain any two Data Protection Principles applicable to businesses in India? (10 Marks)

3. In Chandrapur, renamed the coal city, Western Coalfield Ltd’s (WCL), a public sector coal mining company’s, overburden dumps are located very close to the river beds. The Mana and Lalpeth mines, especially, have dumped so much over-burden in the Irai river that the river-bed has risen by several meters. Coal mining so close to rivers may also cause damage to the mines themselves. During heavy rains river water enters the mines even now, making coal extraction very difficult. The move to allow coal mining activities up to 250 meter from river banks has angered environment groups, especially in Vidarbha, an area currently reeling under floods, and where major rivers like Wardha and Irai are already heavily polluted because of coal mining. If the mines are moved closer, such incidents will rise, posing danger to mine workers. WCL will also incur losses. Mining has also adversely impacted river fauna. The forest land is turning into a desert and the wild life, specially tigers are disappearing. Somehow we have failed to intelligently sustain and manage the resources of nature, the primary source of all supply chain.

a. Do you think environmental sustainability is an ethical principle? Elaborate on any two issues/principles involved in environmental ethics. (5 Marks)

b. How can business embed environment protection/sustainability within overall business strategy? Elaborate on any two critical ideas/processes/steps.

 

Customs Shipping and Insurance

1. Your management wants to give an induction to the newly joined staff in Import Export dept. Your boss asked you to prepare a write up on the customs tariff giving details of number of sections, chapters, in a simple language to train the new staff. Please give a nice write up explaining the chapters, sections etc. (10 Marks)

2. Your friend is a merchant exporter trading many items, and export them to various countries, He has received an order for export consisting of many electronic items manufactured by multiple manufacturers. They are very sensitive products and damage prone also. The total number of boxes is around 2000 and are of assorted sizes. He is seeking your advice on the method of export i.e. whether to get the containers to his warehouse and load them or to take all boxes to the port and get the container stuffed. With your knowledge and experience please give a valuable suggestion to your friend and explain the reasons for your options. (10 Marks)

3. One of your imported cargo got cleared from the customs and enroute your factory the truck got completely wet due to heavy rain in spite of the truck covered with tarpaulin. Your quality control dept. inspected the cargo at the factory and rejected the same. Now You need to recover the entire cost from the insurance. Your boss advises you to sell the cargo in scrap and claim insurance immediately.

a. Is it right to dispose the cargo before insurance survey? Please explain to the management the process of insurance claim as undue pressure on you will not work (5 Marks)

b. Please explain the documental procedure to file a claim to your management so that you will get some time to complete the process

 

Customer Relationship Management

1. In your opinion what differentiates the relationship you share as a customer with your hair stylist versus the sales person at a huge departmental store? How can the relationship be classified and what aspects contribute to it? (10Marks)

2. As a marketing professional, which phase of data analysis requires your most attention and why? (10 Marks)

3. Snigdha is the Campaign Manager in Unexplored Destinations Tours & Travels Pvt. Ltd. She is responsible for running successful campaigns so maximum tours are booked with their organization. She is handling a relatively raw team and needs to handhold them to achieve the objectives.

a. The team needs an overview of campaign management. How can Snigdha explain the same to her team in an effective manner? (5 Marks)

b. What different kinds of campaign can they run in order to achieve the organizational objective?

 

Consumer Behavior

1. What are the steps in the consumer decision-making journey? Describe your decision-making journey for the following products: (10 Marks)

(a) Luxury Watch

(b) Breakfast Cereal

(c) Protein Shake

2. What is Just Noticeable Difference? Brand A has decided to increase its price by Rs. 2, the j.n.d for this product category has been found to be Re 1. Brand B has made changes to its product formula to make it last for 4 days more, the j.n.d for this product category has been found to be 3 days. Explain the implication of j.n.d for Brand A and Brand B?

(10 Marks)

3. a. In context of Consumer Personality, what is the Self-Concept? Explain the 4 types of Self-Image. (5 Marks)

b. Explain the 4 elements of Consumer Learning with an example.

 

e-Business

1. Digital payments transaction value is growing 3,000 times to Rs. 1,638 lakh crore in just 15 years. Along with this the constantly nagging frauds threaten the Digital India initiative. India has consistently recorded thousands of digital transaction frauds worth Rs.1 lakh or more in each of the last three financial years. With regard to ATM / Debit card, Credit card and Internet banking transactions of over Rs.1 lakh, there were 1,367 frauds reported in FY 2016-17; 2,127 frauds in FY 2017-18; and 1,477 frauds in FY 2018-19. Digital payments frauds make up for a significant portion – up to half – of all bank fraud cases. You have been appointed as a Chief Security Officer (CSO) in a leading bank in India to help tackle the issue and inform customers on safety practices to follow during online transactions. What are the certain measures that you will undertake to prevent an online fraud in a bank?

(10 Marks)

2. There are around 20,000 people working in the online pharmacies (e-pharmacies), in around 10 online pharmacy firms in the country. Netmeds.com, one of the largest e-pharmacies with claims of more than 3.7 million customers in over 610 cities and towns. The market size of e-pharmacies was approximately $512 million (Rs 3,500 crore) in 2018. It is predicted that there will be a compounded annual growth rate (CAGR) of 63 per cent which will reach $3.6 billion (Rs 25,000 crore) by 2022. Explain the entire supply chain management process for managing the supplies of medicines by online pharmacies. (10 Marks)

3. Every year an increasing number of students and working professionals take to their computers and access education through online or distance learning programmes to enhance their skills. By leveraging technology and high-quality educators, organizations aim to move closer to democratising education at all levels. And, looking at trends, the number of people adopting online education platforms is expected to increase significantly in the near future. As per a recent report released by KPMG India and Google, Online Education in India 2021, the market for online education in India is expected to witness a magnificent growth of eight times in the next three years, i.e., from USD 247 million in 2016 to USD 1.96 billion in 2021. Such high growth in online education market is projected to be the outcome of increased number of paid online education users from 1.57 million in 2016 to 9.5 million in 2021.

Organizations are using innovative ways of engaging with students. A University recorded higher rates of student renewal after adopting social media (from 60 per cent to 83 per cent). Engagement with students can take place with platforms like Lurningo which allows students to post queries and encourages interaction in the form of responses and explanations. It rewards the most relevant response in the form of ‘bonus points’ or ‘LurnPoints’ given by the faculty or instructor. Social platforms specially used by colleges to reach students can be made interesting. Use of gamification, artificial intelligence and machine learning can help students learn and access the platform on the basis of their needs and learning abilities. Apart from Facebook and WhatsApp groups, and in-house apps like these, Google platforms like Sheets, Docs and Slides are also popular with both students and faculty. a. What are the major drivers that have resulted in the growth of this sector in India? Will online education replace tradition face to face learning? Justify your standpoint. (5 Marks)

b. What are the different ways in which online education organizations’ can use technology to make learning more engaging? Will using these technologies improve learning outcomes? (5 Marks)

 

Corporate Finance

1. Assume that ABC Ltd has equity share capital of ₹15,00,000 divided into shares of Rs150 each. The company wishes to raise additional total capital of ₹6,00,000 for expansion through ₹3,00,000 in equity shares and ₹3,00,000 in debts at 10%. The EBIT of the company is ₹3,00,000 and tax rate is 50%. Calculate EPS. Suggest what will happen to EPS if entire capital was raised through debts. (10 Marks)

2. Alpha Ltd is expecting an annual Earnings Before Interest and Tax of ₹1,50,000. The company had 10% debentures of ₹ 5 Lakhs. Calculate the overall cost of capital of the firm if the cost of Equity is 12% assuming NI approach in the calculation. Suggest what happens to the value of the firm when more debentures are issued. (10 Marks)

3. Mr. Mehta works as a Management Consultant in XYZ Ltd and his role involved analyzing capital investment projects. His manager asked him to analyze project X which involved capital investments of ₹10,00,000 and the cost of capital of 12%. The projects net cash flows are as follows:

Years

1

2

3

4

5

Cash Inflow

20,000

30,000

40,000

45,000

50,000

Calculate:

a. Net Present Value of the project and suggest whether project is to be accepted or not. (5 Marks)

b. Internal rate of return and suggest whether project is to be accepted or not (5 Marks)

 

Compensation & Benefits

1. SYNTAX is a newly set up start up in India which is operating in financial services sector. The company’s product is meant for a regular salaried person who has a burden of paying income tax annually. With the use of technology and innovation, SYNTAX has helped customers share this burden. The company is going for a recruitment drive as it plans for domestic expansion. You are an HR Head of SYNTAX and you suggested top management to offer such pay packages which will be a balanced combination of direct and indirect compensation. Which indirect compensation components will you include for a position of Regional Head, Business Development? (10 Marks)

2. VEDANT Ltd is an upcoming IT firm in Mumbai specializing in software for educational institutions. The company is planning to formulate the compensation strategy to attract and retain the talent in its organization. You are hired as a consultant by VEDANT Ltd and you are required to give the structure of compensation strategy to the company. How will you structure the compensation strategy for VEDANT Ltd? (10 Marks)

3. STRIKE 10 is a newly set start up in Bengaluru. The startup is operating in online trading of sports merchandizing. The company is planning to start an Individual Performance Pay program to motivate the employees to come up with higher performance levels. You are an HR Manager of STRIKE 10. In this background, answer the following:

a. Will you consider Individual Spot Awards? If yes, why? (5 Marks)

b. Which spot awards will you give? (5 Marks)

 

Brand Management

1. The market size of India’s beauty, cosmetic, and grooming market is expected to reach $ 20 billion by 2025 from the $ 6.5 billion, with the rise in disposable income of the middle class and growing aspirations of people to live a good life and look good. This was surely a huge opportunity for Nivea brand in India. The 120-year old, Hamburg (Germany) based Beiersdorf has often been credited for meticulously building the Nivea brand into the world's number one personal care brand. According to a survey conducted by A C Nielsen in the late 1990s, the brand had a 15% share in the global skin care products market. While Nivea had always been the company's star performer, the 1990s were a period of phenomenal growth for the brand. By successfully extending what was essentially a 'one-product wonder' into many different product categories, Beiersdorf had silenced many critics of its umbrella branding decisions For year ended December 2017, Beiersdorf surpassed HUL in the deodorants segment for the first time, with an 8.7% share of the urban market, compared with HUL’s Axe that had 7.7% share. A year ago, HUL’s share was 8.3%, versus Nivea’s 7.1%. Since 2011, Nivea India has been the fastest growing affiliate within Beiersdorf’s operations. “In all the segments that Nivea has entered, it has gone from being an insignificant brand into one of the top three brands in the category,” said Rakshit Hargave, SVP for Beiersdorf India and Sub-Saharan Africa. “In 2016, Nivea has outgrown the category by three times and has been able to beat market sluggishness in the December quarter.”

(Source:https://economictimes.indiatimes.com/industry/cons-products/fmcg/we-are-market-leader-in-some-sectors-against-the-mighty-hul-nivea/articleshow/57678531.cms

Source:https://www.oreilly.com/library/view/marketing-management-indian/9789352861859/xhtml/chapter011.xhtml)

Evaluate the positioning of Nivea and discuss how the positioning strategy has led to the brands success. (10 Marks)

2. Iconic US superbike maker Harley-Davidson is planning to launch a mid-size motorcycle in the 250-500 cc range for emerging markets as it eyes major gains in India and plots to challenge Royal Enfield’s leadership position. Harley-Davidson will be addressing this fast-growing segment through a strategic alliance with a manufacturer in Asia after a tieup between TVS and BMW and one between Bajaj Auto and Triumph Motorcycles. Announcing new mid-term plan till 2027 named ‘More Roads to Harley-Davidson’, the US giant said it is developing small-displacement (250-500 cc) bike for Asia’s emerging markets through a strategic tie-up with a manufacturer in Asia. This new product and broader distribution is intended to fuel Harley-Davidson’s customer access and growth in India, one of the largest, fastest growing markets in the world, and other Asia markets,” the company said in a statement. Harley-Davidson plans to offer its most comprehensive lineup of motorcycles, competing in many of the largest and fastest growing segments with a full portfolio across a spectrum of price points, power sources, displacements, riding styles and global markets.

Source:https://economictimes.indiatimes.com/industry/auto/auto-news/with-india-in-focus-harley-davidson-to-come-out-with-250-500-cc-bike/articleshow/65200522.cms

Examine the brand personality of Harley-Davidson and its relevance in a promising market like India. (10 Marks)

3. In the increasingly competitive environment of business, the development and launch of new products has become an important competitive tool. In a crowded marketplace, there is greater need for differentiation; in markets that are stagnant there is pressure to create excitement. The Dove brand started its life in 1957 in the US, with the revolutionary new beauty cleansing Bar. With its patented blend of mild cleansers and ¼ moisturizing cream, it is #1 Dermatologist Recommended brand in the US. Today apart from its moisturizing soap, Dove has extended the brand by launching many new products like: Body Washes, Hand and Body Lotions, Facial Cleansers, Deodorants, Shampoos, Conditioners and Hair Styling products. In India, Consumer goods major Hindustan Unilever launched a brand of soap in 1990s that was considered expensive, frightfully expensive, for the times we lived in. For about Rs 30 for a bar, it was nearly twice as expensive as any toilet soap brand that was then sold in India. Dove did what it does best all over the world - not use supermodels to endorse the brand. Rather it got real women who used the product to give testimonials of their experience with the brand. In India, Doves brand team in the 1990s decided to adopt the same line of thought for the Indian market too. In some ways the brand was the opposite of Lux, the beauty bar of film stars. Dove showed beauty in ordinary people. Dove extended to shampoos in 2007, the brand decided to take the similar route. However, this time around user-generated content had started becoming very popular. HUL tied up with online service providers and even took content generation offline. Camera crews in Mumbai, Delhi and Bangalore asked women questions on hair care. In less than two weeks about 1,000 minutes of video footage was recorded and uploaded on popular portals. In a span of 9 days, over 250 women were interviewed and 1,000 minutes of footage recorded. This content when uploaded online elicited a huge response and according to HUL took the online involvement of consumers to a new high. Then talking about damage to hair in the daily routine of real women like how staying in an air-conditioned environment strips hair of moisture and so on, were highlighted. Not willing to give its damage care expert image to the competition, Dove has even extended rapidly into hair conditioners and hair masks.

(Source:https://economictimes.indiatimes.com/the-secret-of-doves-success/articleshow/5095968.cms?from=mdr)

(Source : https://papers.ssrn.com/sol3/papers.cfm?abstract_id=3123594)

a. Evaluate the brand extension strategy of Dove. (5 Marks)

b. What are the reasons for the success of Dove in other categories and the potential benefits to the parent brand? (5 Marks)

 

Cloud Computing

1. You are a consultant to a not-for-profit organization (aka NGO), which is looking forward to implement cloud ERP called ERPNext. You are asked to provide the recommendation with justification on the choice of cloud deployment model and cloud service model. You can make suitable and realistic assumptions, if needed but you will need to mention them explicitly. (10 Marks)

2. A large manufacturing company has decided to adopt cloud for its sales department. However, it is apprehensive about storing customer data in the cloud. The CEO has invited you to brief her on specific security challenges the company would face. (10 Marks)

3. “This is simply ridiculous!” Mr. Manas Gupta couldn’t control his anger when Ms Sai Lokhande tried to explain the rationale behind steep increase in subscription fee for their CRM SaaS solution. Mr. Gupta, Sales Head for Acme Water Solutions Pvt Ltd, was instrumental in subscribing to CRM SaaS solution provided by the company owned by Ms Sai Lokhande two years back. Ms Sai Lokhande had quoted very competitive subscription price at that point of time. It took almost six months for Acme Water Solutions to get solution configured for their needs at the end of which users were happy using the solution.

When Mr. Manas Gupta flatly refused to paying any additional price, Ms Sai Lokhande got up from her chair and started leaving the cabin of Mr. Gupta. However, while leaving, she reiterated the need for increase in price and commented that her company will need to switch off the running solution if they don’t receive revised subscription fee at the stipulated date. After Ms Sai Lokhande left the cabin, Mr. Gupta figured out that it would not so easy to simply switch to another CRM solution in available time. He suddenly realized that he has got into a vendor lock-in with this CRM solution.

a. How cloud CRM vendor could create vendor lock-in for the company? (5 Marks)

b. What can company do to reduce vendor lock-in? What are the lessons learned? (5 Marks)

 

B2B Marketing

1. Lay down the Business buying process of a company that deals in books of fiction and sells them to book retailers. (10 Marks)

2. McKinsey provides consultancy services to large and medium size organizations. Should it go for skimming price method, penetration pricing method or going rate method? Please provide with reasons to do the same. (10 Marks)

3. SK Enterprises which manufactures Audio systems for Retail market in consumers is now planning to make audio cum navigation systems for the B2B market for Automobiles with various price points and sizes. As the sales and marketing manager, how would you

a. Devise a marketing- communications and PR strategy to create awareness for the new product in the segment (5 Marks) b. How would you decide the segmentation, targeting and positioning strategy for the product in the B2B market? (5 Marks)

 

Emerging Technologies: IoT, Augmented Reality, Virtual Reality

1. The manufacturing sector in India, is going smart. A labour intensive process of manufacturing goods has now transformed itself using technology to boost productivity and save costs. Manufacturing 4.0 is about automating core processes to improve quality and stay competitive. Consumer goods makers have adopted internet of Things (IoT) to track processes and deployed robots on the shop floor. With the help of an example manufacturing company explain how it has used IoT and augmented reality on its shop floor. (10 Marks)

2. Virtual Reality (VR) provides immersive experiences to simulated worlds and interactive how-to guides to revitalized experiences. Marketers are using VR to offer their customers a magical wonderland for marketers looking to offer their customers something more. With the help of an example, discuss how organizations are using VR to their advantage and engage better with customers. (10 Marks)

3. Internet of Things (IoT)-enabled devices have made remote monitoring in the healthcare sector possible, unleashing the potential to keep patients safe and healthy, and empowering physicians to deliver superlative care. It has also increased patient engagement and satisfaction as interactions with doctors have become easier and more efficient. Furthermore, remote monitoring of patient’s health helps in reducing the length of hospital stay and prevents re-admissions. IoT also has a major impact on reducing healthcare costs significantly and improving treatment outcomes. IoT is undoubtedly transforming the healthcare industry by redefining the space of devices and people interaction in delivering healthcare solutions. IoT has applications in healthcare that benefit patients, families, physicians, hospitals and insurance companies. The healthcare industry is rapidly adopting new-age technologies such as Machine Learning and Artificial Intelligence to improve access and outcomes, especially in rural areas. In this scenario, it is the responsibility of businesses to ensure that the technology acts with responsibility and transparency. In recent years, India has seen increased IoT adoption in education, governance and financial services. IoT Technology has made it possible for doctors to see and interact with patients who are located far, with smart login devices. The patients’ medical data and case history are automatically transmitted to the doctor for analysis. (Source:https://www.analyticsinsight.net/iot-healthcare-exposed-serious-cyber-attack-risk/) a. What are the potential cybersecurity challenges in using IoT in healthcare? (5 Marks)

b. Enlist a few areas in which IoT can be used in healthcare. Identify the benefits of using IoT in healthcare in a developing country like India. (5 Marks)

 

Enterprise Resource Planning

1. Fresh milk startup Country Delight has raised $7-10 million in a Series B funding round led by venture capital firm Matrix Partners. The company claims to source milk directly from the farm, eliminating the middle men and allowing farmers to earn a premium. It also invests in cold chain and quality testing infrastructure at the farmer’s location. The company offers other milk-based products including paneer, curd and ghee through its mobile app. This company wants to implement an ERP package to streamline

its processes and manage its relations with the customers. As an ERP consultant highlight three modules you would recommend Country Delight to implement. Justify your standpoint.

(Source: https://www.livemint.com/companies/start-ups/country-delight-raises-funding-in-round-led-by-matrix-partners-1548182312046.html) (10 Marks)

2. For more than 50 years, Everest Spices has helped cooks create tasty dishes with its range of pure and blended spices. As one of India’s leading spice brands, Everest Spices strives to run efficient processes to help ensure that prime-quality products reach customers fresh from the factory. However, with multiple, disparate systems it was difficult to gain the visibility required to monitor the company’s operations effectively. To address this, Everest Spices decided to deploy an intelligent ERP solution to support integrated processes and provide real-time insights across the company. What are the factors the Everest Spices must keep in mind during ERP vendor selection? (10 Marks) (Source:https://www.sap.com/documents/2018/12/4416850c-2d7d-0010-87a3-c30de2ffd8ff.html)

3. A leading school in Mumbai, with an 86-year old leading Education Network teaching over 70000 students across India planned to implement an ERP package. This institute has 200+ work locations spread across 8 states and employs 4500+ employees across the country. The institute emphasizes on the use of technology in teaching in all their schools, with state-of-the-art computer labs and interactive boards installed in classrooms. Due to its effective use of technology in education, this Education Group was awarded the "best ICT enabled school" in all of India. With the geographically dispersed staff, the Group was looking for a comprehensive and integrated solution that would connect their growing network of schools, standardize and automate their business operations and help them get a better control over their operations. Some of the key challenges that were faced by this institute were manual maintenance of HR and Payroll related activities via excel sheets. Lack of centralized HR, Poor data and operations management across geographically scattered locations. There was a lack of employee self-service, lack of an integrated and comprehensive recruitment and talent management suite. Data regarding the employees was scattered and employee data was not integrated with core HR processes. (Source:https://media.featuredcustomers.com/CustomerCaseStudy.document/ramco-systems_podar-education-network_None.pdf) a. Explain the functionalities of HR module that help mitigate the challenges faced by this group? (5 Marks) b. What are certain challenges that the group could face while implementing the ERP package? (5 Marks)

Commercial Banking System and Role of RBI

1. Mr. Arora is a Deputy Manager in a reputed commercial bank. Swaraj have recently been appointed as an intern in the bank. As a part of his assignment, Swaraj need to learn the basic dynamics in the banks that are required for appraising proposal for the term loans. Discuss. (10 Marks)

2. Financial intermediaries play a vital role in the Indian financial system. Discuss any five financial intermediaries in the financial system that helps in economic development of the country. (10 Marks)

3. Mr Ghanshyam has been newly appointed manager in a newly established private bank. As a manager discuss on the following:

a. Highlight the different types of risks involved in banking business (5 Marks)

b. Enumerate the steps in a risk management process (5 Marks)

 

Corporate Social Responsibility

Assume you are handling the CSR activities of an organization M/s Padega India that deals with manufacturing of Stationary items which includes notebooks, Pen, Pencil, Eraser, Sharpener, etc. The company is well known for its product quality. The company has a national presence and it has been profitable since the last 10 years.

1. Explain any five CSR activities that you will initiate for the organization? Explain with reasons. (10 Marks)

2. Explain any five types of stakeholders for the organization M/s Padega India. Explain the organization’s responsibility towards those stakeholders. (10 Marks)

3.

a. Explain Carroll’s Pyramid of CSR for M/s Padega India. (5 Marks)

b. What are the various steps involved in the development of CSR Strategy for M/s Padega India? (5 Marks)

**********

Business communication

1. You are an entrepreneur and have just launched your online venture closetfashion.com, selling trendy and stylish apparel for women. Since you have just launched Closet Fashion, customer service is of prime importance to you. A customer has written an angry email complaining that the silk blouse she purchased last week has shrunken. She mentioned that she washed the blouse by hand. Your website clearly mentions that the silk clothing cannot be hand-washed or machine-washed at home, it should be dry-cleaned. She is asking for a replacement or a complete refund of Rs. 2000. How would you respond to this complaint? Draft an email. (10 Marks)

2. You’ve been job-hunting for the last 2 months and have finally landed an interview with your dream company and dream profile. What are the different types of job interviews? How will you prepare yourself for each of them? (10 Marks)

3. a. Digital Communication is changing business communication. What are the advantages and disadvantages of Instant Messaging?

b. You have just finished drafting an email to your investors. How will you revise it to improve its readability? Name 2 Readability Indices.

 

Export Import Procedures and Documentation

1. You have joined an organization as a Head of Export Import dept. Company is in the process of preparing an operation manual and asks you to prepare a list of documents required for Import. You need to give an elaborate list so as to cover major areas of imports. Also you have to give the importance of documents and the problems in customs in case of submission of incomplete documentation. Please submit your list and details to the Management. (10 Marks)

2. You have an export order of one consignment of 40’ container to Malaysia. As the profit margin is not very high your organization advises you to achieve cost reduction in the freight and customs clearance so that some money can be still saved. This is really challenging as the freight charges are dynamic based on the market. Please give a best shot and explain how will you achieve some cost reduction in freight and customs clearance?

(10 Marks)

3. Due to heavy rain in Mumbai airport your cargo got damaged completely. Your consignment was under water for 3 days and customs has asked you clear the consignment as the water got drained out of cargo complex. Your company has understood that the consignment got damaged and cannot be used for production. They are asking you the following queries:

a. Is it good to clear the consignment and claim insurance? (5 Marks)

b. Is it better to abandon the consignment and claim insurance?

You need to give the advantages and disadvantages of taking the above actions. Kindly advise the management suitably with your experience

(5 Marks)

 

India’s Foreign Trade

1. Sneha, an entrepreneur in the field of handicraft quite successful in the domestic market, she has ambition to expand her business further through Exports; what are your recommendations for this entrepreneur to get into International business successfully. Give complete details of market entry and expansion strategy. (10 Marks)

2. Export Promotion Councils (EPC) set-up by Ministry of Commerce, government of India are very beneficial to MSME, explain how EPC is beneficial to handicraft exports. (10 Marks)

3. One of the well-established Indian leather manufacturing company engaged in manufacturing of various leather products who are looking into enter international market mainly USA and European countries

a. What are your recommendations to this company prior to entering overseas market with their leather products from the point of regulatory requirements? (5 Marks)

b. Work out a market entry strategy for overseas market for their leather products; do you recommend direct exports or merchant exports and explain reasons for your recommendations. (5 Marks)

 

Decision Analysis & Modelling

1. 1. What are some biases in decision making? Name any four and explain any two?

(10 Marks)

2. Lovely Lifesciences, a biotech company is evaluating two molecules (AA & BB) for

development. Below diagram shows the decision trees of both products. In development

process, first the company does a clinical trial and then based on results of clinical trial,

product is modified accordingly and launched in the market. If the results are good in clinical

trial, company launches as per plan A and if not, then as per plan B. In the decision trees,

expected profit in all scenarios and probability of scenarios are mentioned. As per expected

profits, out of these two, which one product should the company develop

3. Precision Pipes Pvt. Ltd. manufactures two types of pipes- P1 & P2. Profit from P1 pipes is Rs. 60 per meter and from P2 pipes is Rs. 40 per meter. For making one meter of P1 pipes, 0.3kg molten plastic is required and for making one meter of P2 pipes, 0.2 kg of molten plastic is required. For making one meter of P1 pipes, 40 ml of chemical is required and for making one meter of P2 pipes, 50 ml of chemical is required. Maximum molten plastic that they can source per month is 25000 kg and maximum chemical they can source per month is 4000 liters. Like any other company, this company also wants to maximize its profits.

a. What are the decision variables in the linear programming situation? Write the equation of objective function which has to be maximized? (5 Marks)

b. Write all the constraints that will be applied to solve this problem using linear programming (5 Marks)

 

Fundamentals of Big Data and Analytics

1. The Healthcare industry is inundated with massive volumes of data generated each

minute. With the adoption of electronic health records, mobile health apps and wearable

technologies this is poised to increase dramatically over the next few years. Predictive analytics is used to analyze current data to predict future using data mining, statistics, modelling, artificial intelligence, and machine learning. It helps enhance various aspects in the healthcare segment. These include patient care, chronic disease management, supply chain efficiencies, and hospital administration. Explain predictive analytics and its importance in the healthcare industry. With the help of a suitable example elaborate how patient data can be used for preventive healthcare. (10 Marks)

2. Every business today, needs to be on social media be it a small independent store to a large multi-national brand. Merely having a presence on social media is not enough, an organization has to measure the success of the posts and use various strategies to develop better campaigns. Social media analytics is needed to regularly spot trends and see what's working. Explain how an Indian organization has used social media analytics to its benefit

(10 Marks)

3. Sports over the years have become extremely competitive — today, the scenarios are so intense that a minute can completely flip the course of a game. And in order to stay one step ahead of the rivals, sports teams are opting to analytics. And it is not only because of the competitive pressure but also because of fans base who seek detailed information about players, their performance and the reason why the team won or lost. Simply put, sports analytics is the practice of applying data gathered from a player’s or team’s performance under different circumstance for better decision making and improving performance. It can also be used to understand and maintain a team’s fan-base and capture the eye of investors. Sports analytics is not a very new concept, though — it has been around for quite some time. However, the recent advancements in data collection and management have expanded its role significantly. (Source: https://www.analyticsindiamag.com/why-sports-analytics-is-more-than-just-a-numbers-game/)

a. Select an Indian Premier League (IPL) team of your choice and elaborate on how it used analytics to strategize its game. (5 Marks) b. How can analytics be used in sports to understand fan preferences and predict the winner of the game? (5 Marks)

 

Financial Institutions and Markets

1. You are appointed as a Senior financial research analyst in a reputed firm. Your manager asks you to advise him on the different ways to test market efficiency. Discuss the ways for testing market efficiency which will help the firm’s investment to earn excess returns. (10 Marks)

2. Mr. Prakash wants to start up his venture. He has no idea about the investment stages which forms the building block for the start-up business and therefore, seeks help from his financial advisor Mr. Sharma. Discuss the three stages of venture capital financing to Mr. Prakash (10 Marks)

3. Ms. Sunita, after completing her graduation, has recently joined a bank. With a steady income now and good growth prospects for her career, she intends to save regularly and increase the amount of savings gradually over the years. Her colleagues in the bank have advised her investing in Mutual Funds (MFs), as a suitable option for her. However, Ms. Sunita is not at all familiar with MFs and has some queries such as:

a. What are mutual funds and why should she be investing through mutual fund? (5 Marks)

b. What are the various types of mutual funds? (5 Marks) Prepare a detailed answer for her queries.

 

Industrial Relations & Labour Laws

1. Bikram has been with Trackon International in the production department for 10 years. The company grew with leaps and bounds and management changed. The new management brought in a lot of new rules, which the labours were not very happy with. Bikram decided to bring the labour under one flag and decided to have a trade union started for more organized efforts towards settlements. Please elaborate on the duties of a trade union and process of registration of a trade union in India. (10 Marks)

2. Jamshed is about to retire from his position of the union leader at Raycon Industries. The company is one of the largest textile companies in the country and operates 3 different strong trade unions. Jamshed has been leading his ‘balwaan union’ for 7 years and thought that he must get a new leader now. While he is handing over the charges to Chandrakant, he gives a tip ‘collective bargaining is the mantra to succeed without losing a working day’. He also has a long chat with Chandrakant giving him some tips about the gravity of holding bargain power. In light of this case, please list down factors that have an effect on bargaining power of a party in collective bargaining. (10 Marks)

3. Pranjal was working on a project with an NGO for spreading awareness about various labour laws among the workers of different factories which were situated in a deeper area in her state. Those workers were mostly uneducated and were not aware of their own rights in many places. Her group decided to speak about Health, Safety and welfare as their theme. Pranjal decided to speak about two issues Employment of women in factories and an overall awareness about objectives of factories act. Please answer following questions in light of the case. a. List various restrictions towards employment of women under section 66 of factories act. (5 Marks)

b. Please list down in short, objectives of the Factories Act, 1948. (5 Marks)

 

Integrated Marketing Communication

1. You are the owner of a Fashion Jewellery store. You have planned an end of season sale. How would you use sales promotion tool to make the sale a success? (10 Marks)

2. You are the brand manager of an FMCG Hair company and your company is launching a new hair oil which is good for colored hair. Explain the Integrated Marketing process you will use to launch the product? (10 Marks)

3. Case Study

Alia Bhatt – Brand Ambassador Uber Eats

You are Brand Manager for Uber Eats. You have tied up with Alia Bhatt as the Brand ambassador.

a) Think of an interesting active integration of Uber Eats in the next Alia film. (5 Marks)

b) How would you leverage Alia Bhatt to promote your brand? (5 Marks)

 

Insurance & Risk Management

1.Mr. Rohan is appointed as the risk manager in a reputed insurance firm. Discuss the strategy on how he could mitigate risk using different technique of risk management. (10 Marks)

2. Sheetal and her husband are working in a reputed multinational company. They both are well settled and are maintaining a decent lifestyle. Since they are working for the private company, their parents asked them to buy a retirement plan which can compensate their lifestyle even

after their retirement. Assume yourself to be sheetal’s insurance advisor. Discuss the three broad steps which you will consider for managing their retirement Plan. (10 Marks)

3. Which method of premium calculation would be used in each of the below cases:

a. Same rate of premium is charged from individuals under the same situation (5 Marks)

b. Method frequently used by commercial fire insurance companies (5 Marks)

 

International Business

1. The World Economic Forum publishes the Global Competitiveness report annually which ranks nations across 12 pillars of global competitiveness. Develop a regional Asia-Pacific Outlook for a minimum of 5 economies in the region. (10 Marks)

2. You are travelling to an African country (select one) and your colleague recommends you to visit the website of Centre for Intercultural Learning. Collect information and prepare a brief write-up on the cultural characteristics affecting workplace conduct in the selected African country and compare it with the Indian culture (10 Marks)

3. In late 1990s, Levi Strauss, the iconic jeans brand decided to restore its lost sales through a shift in strategy. They decided to allow the national managers to adapt the product offers and re-work on the marketing strategies. The products were re-designed for physical differences. Regional flavor was given to the advertisements especially when around 60% of the business started coming from emerging markets.

a. How does the brand Levi demonstrate the globalization of markets. Identify 5 such Indian brands who indicate the same global phenomenon. (5 Marks)

b. Do you think that this strategy will continue to work in future? Identify 5 global brands that practice standardization? (5 Marks)

 

International Banking and Foreign Exchange Management

1. A dealer has the following position in GBP against INR:

Spot – GBP 20 million Long

Three months forward – GBP 20 million short

The spot was executed at an average rate of 100.50 and the forward rate was 100.75.

The dealer now wants to close his position. If the prevailing swap quotes are as follows, what is the profit/loss in squaring off his position?

GBP/INR Spot: 100.6510/100.6530

3-month Swap: 9135/9170 (10 Marks)

2. Mr. Mehta was a businessman and was planning to expand his operations to other countries as well but he was not very sure about the forex market and also how his business would get affected by various factors. He decided to meet a bank manager who can help him understand these factors. If you are the manager help him understand the various factors that would cause the fluctuation in the exchange rate which may affect his business as well. (10 Marks)

3. Neha has completed her MBA and has joined the Treasury department of a bank. During training her manager explained her that any open currency position may give rise to exchange rate risks. If the dealer leaves this position unhedged, he carries the risk that the exchange rate might turn adverse the next day. He wanted her to prepare report on:

a) Position limits on a currency that a dealer can carry during regular trading hours. (5 Marks) b) Position limits on a currency that a dealer can carry over to the next day up to this limit. (5 Marks)

 

International Marketing

1. Due to US President Donald Trump’s policies it is becoming difficult to export steel components to US. You are a big exporter of auto components to the US. Hence you want to evaluate setting up a new Plant in America and also explore option to expand in that market. Evaluate whether you would like to set up Plant in the US or Mexico on basis of International Business & Marketing Environment parameters to come to a decision. Both countries are now part of NAFTA agreement. (10 Marks)

2. You are the CEO of a FMCG company and wish to enter China. You have a strong global brand. Evaluate any 3 entry options to enter into China. Which of the market entry options would you finally choose & why? (10 Marks)

3. The LEGO toys market has strong growth and reasonable volume in India. The Toy market is dominated by Mattel and many smaller Indian players in this segment. Mattel enjoys a 30-50% higher pricing compared to other leading Indian brands. As LEGO you have decided to enter the Indian market in India in a big way either by setting up own manufacturing.

a) Suggest what would be your pricing strategy for the Indian market. (5 Marks)

b) Suggest the possible brand positioning for your LEGO Toys. (5 Marks)

 

Manpower Planning, Recruitment and Selection

1. Explain the concept of quality of work life. Give an example of your own work place/ any other where you think initiatives for quality of work life of employees are taken. Elucidate the initiatives. (10 Marks)

2. Manpower planning is an essential function in organizations. While it may not always lead to a positive process, it sometimes leads to actions such as corporate restructuring.

Do you think corporate restructuring has become rampant? Give any one industry example. What are your views on corporate restructuring in the light of advanced technology, IoT and artificial intelligence? (10 Marks)

3. Greencloud is a reputed Air Conditioner manufacturer for more than four decades now. They recently came up with a new design in air conditioners which could be moved from one place to the other. During the installation of one of such air conditioners, the customer service agent encounters a conflict on installation of a particular part with the customer. The customer happens to prove himself right and produces an evidence of the e-catalogue he had referred while buying from the e-commerce website. On asking the agent about his unawareness of the installation of the particular part, he replied that they are right away sent for service calls after product launches without a formal training and all the knowledge that they gather is from various tech and social media websites.

a. What according to you is the root cause of the problem and what could be the other possible repercussions of the same? (5 Marks)

b. What kind of action plan do you suggest in the above case? (5 Marks)

Manpower Planning, Recruitment and Selection

Raju is fresh MPharm qualified. He hails from a business family and hence denied campus placements at college since starting his own business was always at the back of his mind. He is currently observing various formats for the sale of medicines like generic medicine shops, online medicine delivery platforms, traditional medicine shops and the chains like Wellness Forever, etc. He wants to start a medicine store which will be a walk-in mini medicine mall with access to prescribed medicines / generic substitutes and over the counter products. This will aim at educating customers of what they choose, of course will have supervised check out to monitor the right purchase of prescribed medicines.

1. With reference to the above case, list down the various quantitative as well as qualitative methods of demand forecasting that Raju can use for manpower planning and why.

2. List down the various training topics on which the employees of this store can be trained and what training methods can be employed?

3.a. With reference to the above case, elaborate on the importance of the right recruitment and selection processes and suggest any two of each that Raju can use.

3.b. Define Knowledge Management. What will be the sources of Knowledge in this store to implement knowledge management?

 

Performance Management System

1. Ahuja Industries is an online furniture company which commenced operations in 2018. The company is now planning to introduce Performance Appraisals for all employees. Design a Performance Appraisal form using the Graphic Rating Scale.

2. Rahul Dixit is working with Dhanraj Enterprises as Manager since the past 2 years. Rahul reports to Bala Raghavan. Rahul has been having constant conflicts with his boss Bala. Rahul has also escalated this to HR. Rahul’s performance appraisal is due and he has requested the HR Manager to also be a part of the performance feedback discussions as he is unsure if Bala will evaluate his performance in a fair manner. How do you think Bala should handle the appraisal discussions?

3. You have joined Adivesh Solar Enterprises as Manager – HR. Your role is to guide employees in Goal writing. Using the concept of SMART Goals, provide illustrations of SMART goals:

a. 2 goals for Customer Service Executive

b. 2 goals for Sales Executive

 

Compensation and Benefits

1. Your Company is a leading retail organization in India. The company, in its recent Quality HR Initiatives, opted for a ‘Pay for Position’ compensation strategy. Explain the pay for position strategy and also write its pitfalls.

2. ANT Ltd is a medium IT firm in Mumbai specializing in software for educational institutions. The company is facing a problem of increasing number of individual low performers. After analyzing, company found that existing compensation system is inadequate to ensure that individuals are motivated to perform better. Explain different types of individual pay plans that can be introduced to solve this problem.

3. ANANTA Enterprises is a newly set start up in Bengaluru. The startup is operating in online trading of sports merchandizing. The company is considering to conduct the process of job evaluation, so that it can determine relative worth of each job. For this the company has to do job analysis process. In this background, answer the following:

a. What are the components of job analysis?

b. What is the process of job analysis?

 

Organisation Culture

1. Compare and evaluate the culture of any two countries of your choice as per the Hofstede’s cultural dimensions (10 Marks)

2. Kakoli has joined a multi-national company as a management trainee. She is expected to learn the culture of this organisation and adapt to it. The culture of any organisation is transmitted in a number of forms, based on it discuss what could be the different ways through which Kakoli can learn the culture?

3. Aryaman has joined as VP HR in an automobile firm and he observes that the organisation is working on a very old school of thought and is not taking any risk hence has become stagnant. He knows that if the organisation does not change it will lose its sheen and become obsolete. As HR personnel he feels that the organisation is in dire need to have an innovative culture.

a. Discuss the ways in which an innovative culture can be created

b. What could be Aryaman’s and his peers’ role in creating innovative culture.

 

International Finance

1. ABC Ltd was planning to raise equity from other financial markets. The economy in which the company was present was not doing good and there was a lack of liquidity in the economy. As a Finance Manager prepare a report on the advantages of cross listing on foreign exchanges to present it to the management of the firm.

2. The profitability and financial soundness of a company can be determined by analyzing financial statements. How can economic transactions of an economy be analysed? Prepare a report on the purpose of calculation of balance of payments and also mention the components of different parts of the balance of payments accounts.

3. Spot Exchange rate between US$ and British £ on 1 January 2012 was $1.5507 per £. Inflation rate and interest rate in US were 2.1% and 3.5% respectively. Inflation rate and interest rate in UK were 2.8% and 3.3%.

a. Estimate the forward exchange rate between the countries in $/£ using purchasing power parity.

b. Estimate the forward exchange rate between the countries in $/£ using interest rate parity.

Logistics Management

1 You are involved in logistical system design and administration. Discuss the six different operational objectives you need to simultaneously focus to achieve these objectives (10 Marks)

2. You are in the process of designing the Physical Distribution system for your organization. What are the two major objectives and the six influencing factors that you may have to consider to meet customer service goals? Give examples. (10 Marks)

3. You are the manager of a consumer appliance store that sells electrical appliances. One of the home appliances is estimated to have an annual demand of 900 units. The store incurs Rs.180 for every order it place for the delivery of this appliance from its supplier. The storing cost is Rs.90 per unit per annum.

a. What will be your ordering quantity to keep the total inventory cost minimum? (5 Marks)

b. Discuss the advantages the store will get if you codify all the items in the store. (5 Marks)

 

IT Project Management

1. Sevabhavi Sanshta is a professionally run NGO, which undertakes Corporate Social

Responsibility (CSR) projects from leading corporate in India. It is exploring the option of

implementing an open source cloud ERP called ERPNext. However, the NGO administration is not sure whether it will be a good decision to adopt ERP. Hence they

have asked you to conduct a feasibility study. How will you do it? (10 Marks)

2. Mhatre Fisheries specializes in supplying fish tanks to individuals and corporate. It is a

growing company with an annual turnover of around Rs.50 Cr. To manage the aggressive

growth, it has decided to implement the ERP solution. You are invited to prepare the RFP,

which will be issued to IT vendors. Provide an outline and the executive summary of such

RFP. Also state the benefits you would expect the company would receive due to this RFP.

You can make realistic assumptions but will need to explicitly mention them. (10 Marks)

3. “I want to have full control over maintenance of our core banking solution as it is

critical for the day-to-day operations of the bank.” Mr. Jagtap, CIO of Acme Bank was

very assertive in response to the suggestion of outsourcing of maintenance work.

“Outsourcing does not necessary mean giving away the control.” Ms Indu Tiwari argued.

As a management consultant from renowned Manjerakar & Associates, she was well

trained to handle the objections to her recommendations. “What specific issues do you see

in this case?” Her question got a prompt reply from Mr. Jagtap, “quality and data

security”.

a. How will Ms Indu Tiwari respond to the issue of quality? (5 Marks)

b. How will Ms Indu Tiwari respond to the issue of data security? (5 Marks)

 

Marketing of Financial Services

1. Design a Financial Literacy program targeted at college students for a Mutual Fund (Asset Management Company) of your choice. (10 Marks)

2. Ashok Bhatia, (age 29 years) works with a pharmaceutical company and has not yet started to save for his retirement. Ashok is married to Preeti (age 25 years) and they have one son aged 2 years. Ashok wants you to prepare a plan for him to retire latest by age 55. (You can make any assumptions to further build up your case.) (10 Marks)

3. Amish Shah, aged 35 years, is employed with a MNC. His wife Pooja, aged 34 years, is also working part - time. The couple has two children - daughter Rima aged 7 years and son Ansh aged 4 years. Amish and Pooja require your help to make a few financial decisions. (Give justification and reasoning for the option you would suggest to your client. You can make any assumptions to further build up your case.)

a. Amish and Pooja want to invest for their children’s higher education for the long term (over 12 to 15 years). They want to know whether they should make lump sum equity mutual fund investments or invest in SIPs of Equity MFs. (5 Marks)

b. Amish wants to take a Life Insurance cover of Rs 1.5 crore. Advise him whether he should go for a ULIP or a term insurance. (5 Marks)

 

Marketing Research

1. As a researcher, you need to study how many kirana stores in Mumbai sell tomato ketchups of the Nestle Maggi brand. Which non-probabilistic sampling method would you use to complete your research. Also state the reasons behind choosing that method. Also explain as to how will you proceed ahead with choosing the areas/ localities in Mumbai to conduct your research along with timelines. (10 Marks)

2. You are the Head of a Market Research Organization. Your FMCG client has recently introduced “Digest Healer,” a new type of biscuit that contains ingredients that are meant to be good for Diabetic patients. The FMCG company wants to understand how customers are reacting to their recently launched biscuit. Draft a Questionnaire containing not more than 20 questions that would succinctly address the query posed by the FMCG client.

(10 Marks)

3. You have been recently appointed as a “New Product Development” Head for a South Indian fast food retail chain conglomerate named as “Gujarat is Great” which operates in Western & Southern India regions only. You have been asked to develop 2 new innovative products as part of their Menu.

a. Explain the process in detail to arrive at the creation of your 2 new products (5 Marks)

b. Is there a need to conduct Test Marketing? If Yes or No, please state your reasons to support your answer. (5 Marks)

 

Marketing Strategy

1. Tata Starbucks is a 50:50 joint venture between Starbucks and Tata Global Beverages (TGBL) in India. Tata Starbucks opened its first store in India in Oct-2012, and as of Aug-2019 had c. 157 stores in India. “Our continued growth in topline and sensible approach towards expansion will help us achieve break-even by March 2020. Coffee business in India is growing substantially. The coffee culture is being spearheaded by millennials, upwardly mobile and people who travel and understand brand. Two years ago, we set up 25 stores (in a year). During last fiscal 2018-19 we added 30 stores. This year we will beat that number substantially and by end of March 2020, we will have added many more stores than we added in the past.” – Navin Gurnaney, CEO, Tata Starbucks (source: The Hindu BusinessLine, 7-Aug-2019). Tata Starbucks achieved sales of c. INR 442 crores in the financial year ending Mar-2019 (source: the Hindu BusinessLine, 7-Aug-2019). You work as a Marketing Strategy consultant; provide recommendations regarding growth strategy to help Tata Starbucks increase the sales 5 times by Mar-2024 (relative to sales in financial year ending Mar-2019). (10 Marks)

2. Founded in 1946, and incorporated in 1958 in Japan, Yonex (www.yonex.com) is a well-known brand and manufacturer of sports equipment for badminton, tennis, etc. Inspired by the success of PV Sindhu and Saina Nehwal in international badminton tournaments, Prakriti, a first generation entrepreneur founded ‘ABC’ in 2019 with a vision to build the first Indian billion-dollar brand in sports equipment and related products/services, and become No. 1 brand in the category in India by 2025. Prakriti has hired you as a consultant; review and analyse the Marketing Strategy of Yonex and its competitors in India, and provide recommendations on Segmentation, Targeting and Positioning Marketing Strategy for ABC in badminton rackets category. (10 Marks)

3. Colgate-Palmolive (India) Ltd. (hereafter referred to as Colgate) achieved sales of c. INR 4,500 crores in FY 2019, having grown at a compounded annual growth rate (CAGR) of c. 4.5% since FY 2014. Pacol, an entrepreneur, is planning to build INR 1,000 crores (in sales) brand ‘Pacol’ by FY 2025 in the Oral Care products category in India, and has hired you as a Marketing Strategy consultant. Review and analyse Colgate’s Marketing Strategy in India.

a. Explain various stages and their characteristics in industry life cycle, with specific comments regarding the current stage of Oral Care products industry in India. (5 Marks)

b. There are 5 key themes/ ways to identify competitive advantages for a brand/ differentiate from other brands, as a part of differentiation and positioning strategy; explain these with suggestions/examples in context of ‘Pacol’. (5 Marks)

 

Organisation Culture

1. Management theorists are always of the opinion that leaders are the true reflection of any organisation. They are the ones who are responsible to not only guide but also mentor you in the journey which will help reach the organisational as well as self-goals or objectives. Based on the above statements discuss the dynamic role of leaders which helps to create innovative organisational culture. (10 Marks)

2. Antara joined a FMCG organisation as a Management Trainee-HR. There is a lot of expectation from her where she needs to be agile and learn the culture of this organisation and adapt to it. The culture of any organisation is conveyed in various ways, based on the above scenario discuss what are the different ways through which Antara can learn the culture? (10 Marks)

3. Krishnan joined as an AGM-HR in a leading Educational Institute. He noticed that there was no socialisation process for the employees. They (employees) hardly knew each other since there was no ice breaking, minimal interaction and everyone was working in silos. Krishnan promotes the point that there should be a socialisation process for new as well as old employees as it attempts to integrate them into the culture of the organization.

a) Suggest any three socialisation tactics which Krishnan should use. (5 Marks)

b) What could be the active consequences of socialisation tactics used? (5 Marks)

 

Operations Management

1. What is the need of Materials Requirement Planning (MRP) in a manufacturing company? Select any manufacturing company of your choice, and do a detailed study of its MRP process. (10 Marks)

2. Define aggregate operations planning. With the help of one example for each strategy, distinguish between the different aggregate operations planning strategies. (10 Marks)

3. US is set to construct the world’s largest ethane cracker plant in the US Gulf Coast region. Qatar Petrochemical (QP) and Chevron Phillips(CP) Chemical have signed an agreement to jointly develop the project. The complex is expected to comprise a 1,900-kiloton-per-annum (KTA) ethane cracker and two high-density polyethylene (HDPE) units with a combined capacity of 1,680 KTA. QP will own a 70% majority share in the joint venture and CP Chem will hold the remaining 30% stake. Chevron Phillips will also provide project management and oversight, and it will be responsible for operation and management of the facility. The plant’s location will give it access to significant quantities of ethane produced by US shale basins, including the prolific Permian Basin. The facility will raise Qatar’s polyethylene production capacity by 82%. It will support an estimated 9,000 jobs during construction period, and once operational the facility is expected to provide 600 full-time jobs. (Source: US to build world’s largest ethane cracker plant by Teresia Njoroge - Jul 15, 2019 https://constructionreviewonline.com/2019/07/us-to-build-worlds-largest-ethane-cracker-plant/ )

a. Discuss the factors that affect plant location decisions. What are the key factors that may affect the ethane cracker plant? (5 Marks)

b. Name the four major types of plant layout. For the above project, what should be the ideal plant layout? (5 Marks)

 

Organisational Theory, Structure & Design

1. PharmaCare Enterprises is a MNC, which is planning to takeover a small family owned enterprise called DermaBoss. Your firm has been tasked with doing an Organizational Analysis prior to the takeover. Detail out the techniques you would follow for doing an Internal Analysis of DermaBoss. (10 Marks)

2. Asha Motors is a family owned automobile company that is making electric vehicles (EV). With the enhanced focus on EV and the public inclination towards purchasing non-polluting vehicles, the company expects a sudden surge in demand and thus potential growth. The company promoters have realized that to take advantage of this, the company needs to scale up and drastically change the way they operate and to do so, they need an External Analysis. Detail out the four concepts of External Analysis and the Scenario Planning technique for this analysis. (10 Marks)

3. Software Inc is a start-up with offices across India. The management team consists of the founders and their family members. The business has been quite profitable but they now want to expand. Their investors have advised them to go in for an Organisational study using the 7 S Framework. The CEO of the company has asked your firm to share a presentation on this.

a. Please detail out the concept and features of an organisation. (5 Marks)

b. What is the 7 S framework? (5 Marks)

Retail Banking

1. The banking sector has reached out to global customers crossing boundaries in the recent times. With reference to retail banking briefly discuss the following aspects of globalization in retail banking. Discuss any five marketing strategies adopted by banks to attract customers? (10 Marks)

2. Lending is the prime business of any banks and thus forms an integral part in the business growth. As a bank describe which all factors or principles should be considered while lending to the borrowers. (10 Marks)

3. The Retail Banking environment has witnessed a sea change in the past few years. With the entry of private and foreign sector banks, the Retail banking has taken a new customer centric shape wherein the customers are given lot of privileges, options in term of products and service. Keeping these changing dynamics in the financial world discuss the following assuming that a leading Global MNC Bank is planning to open the branches in the metro cities of India. Based on the above case, discuss the following:

a. The various Retail Banking products that the bank can offer to its target customers? (5 Marks)

b. Apart from branch operations briefly discuss the various channel partners that the bank has as an option to reach out to these customers (5 Marks)

 

Performance Management System

1. Abhinav Saxena is a software professional whose performance appraisal is due. During

the past 12 months Abhinav has worked on three different projects with three different

superiors. All his superiors have quit the organization. Abhinav is now being appraised by

a new boss, Narayan Swamy. The only data point available is the Critical Incident Diary

maintained very diligently by all the previous superiors of Abhinav. Assume you are Narayan Swamy how would you approach this situation and also utilize the Critical Incident

Diary to ensure the appraisal process is objective and fair.? (10 Marks)

2. Sameera Sharma is a Team Leader and leads a team of 10 employees. Akanksha who

has been part of Sameera’s team has just resumed from her maternity leave. Akanksha is

having trouble managing her 7-month old baby, home and work. Akanksha is a committed

and hardworking employee yet extremely stressed with the situation. Akanksha is thinking

of quitting and approaches Sameera for a counselling session. What steps should Sameera

take to ensure that the counselling session is meaningful and achieves a successful outcome.

(10 Marks)

3. Karan Kapoor has a startup business - Akanksha Enterprises - that recycles plastics and

makes decorative items. He started the business 2 years ago with 5 employees. Today it

has grown pan India and has 100 employees. Karan has now hired Amita Patil as HR

Manager and wants to introduce rewards and incentives in their organization. This will be

the first time they will be introducing the concept of rewards. Amita Patil, HR Manager is

leading this exercise.

a. What steps should Amita take to link performance with compensation? (5 Marks)

b. Prepare an incentive scheme for Sales Executives who sell the decorative items? (5 Marks)

 

Services Marketing

1. You have decided to open a 3-star hotel property in Surat by the name “Comfort Inn”?

You wish to pursue a very unique strategy when it comes to Customer Satisfaction by introducing a “Service Guarantee” policy. Design an effective Service Guarantee policy & set the criteria for it too along with enlisting of benefits of incorporating such a policy. (10 Marks)

2. You have been appointed as an external consultant to help a local municipal hospital in Mumbai by the name of “King Edward Memorial Hospital”. This hospital faces a lot of administrative issues. Undertake a Service process redesign exercise. What innovative mechanisms would you bring to the fore to ensure that the municipal hospital undergoes a radical transformation & that patients get prompt service. (10 Marks)

3. You are an Indian Ayurveda products brand by the name of “Ayur” & wish to enter the US market.

a. Which market entry strategy will you choose & explain the reasons behind your choice. Also briefly explain as to how will you expand & in which regions. (5 Marks)

b. Suppose the above stated brand Ayur decides to diversify & expand into the education sector by introducing courses & degrees in Ayurveda in the US. Which market entry strategy should it pursue in order to enter the US market? Explain the reasons behind your choice. In which region do you suggest to set up the Ayur University. (5 Marks)

 

Sales Management

1. Synergy computer systems has 3 sales executives in Mumbai. Their performance for the month of April – June 2019 is detailed below. You are the territory manager in charge of their performance.

Name of the executive

No. of sales calls

No. of orders

Actual Sales INR

Sanjay Mishra

1550

350

350,00,000

Tapan Sharma

1100

280

280,00,000

Supriya Ghosh

1600

580

580,00,000

Critically evaluate the performance of the sales executives. What are the steps you can take to improve the performance? (10 Marks)

2. Connect with a senior sales person from two industries – IT industry (such as TCS, Infosys or any other company) and consumer product industry (such as P&G, Dabur or any other company). Study and prepare the sales organization structure of these two companies. (10 Marks)

3. Orion Fashions Ltd is a fashion brand in India. They are predominantly in fashion wear from men and women. The company has 3 plants in India and employs over 800 sales people. However the company has been hit with the economic slowdown in the country. To make things worse, cheaper imports of fashion wear and e-commerce has affected store sales. The sales people are left with slimmer pay cheques and many of them left the company. The sales people also put pressure on the top management and negotiated a 10% increase in salary for all sales employees.

a. Do you agree with the Top managements plan to give a flat increase in salary to all sales people (5 Marks)

b. What are some of the non-financial tools of motivation that you can use (5 Marks)

 

Supply Chain Management

1. What are the three decision phases of Supply Chain Management? What are some key decisions made in each phase? Please give 2 examples of decisions in each phase. Also comment on how are the decisions made in each phase linked with each other (10 Marks)

2 . XYZ parts is a company making brake pads for trucks. It wants to set up its manufacturing and dispatch warehouse either in Delhi or Mumbai. From the city they select, they will make shipments to 6 cities- Delhi, Mumbai, Bangalore, Kolkata and Hyderabad and Chennai. Each parcel they ship to their customers in these cities weighs between 750 grams and 900 grams. They negotiated with a logistics company for shipping their parcels and the best rates they got for all parcels up to 1 kg are given in below table:

Rates per parcel up to 1 kg

Destination City

Source City

Delhi

Mumbai

Bangalore

Kolkata

Hyderabad

Chennai

Delhi

22

42

58

60

57

65

Mumbai

40

21

38

65

42

50

        

The number of orders they are expecting to get from each city per month are given in below table

Delhi

Mumbai

Bangalore

Kolkata

Hyderabad

Chennai

Orders from each city per month

4500

5500

4000

2500

3000

2500

        

For manufacturing, storing the inventory and dispatching, they need a 10000 sq. ft warehouse. Monthly rent in Mumbai for a 10000 sqft warehouse is Rs. 1.5 lakhs per month and in Delhi it is Rs. 90000. All other costs of operating the warehouse and manufacturing is same for both the cities. How will the company decide how which city is cost effective to operate? Which city as per your calculations should be there preferred location? (10 Marks)

Rates per parcel up to 1 kg Destination City Source City

Delhi

Mumbai

Bangalore

Kolkata

Hyderabad

Chennai

Delhi

22

42

58

60

57

65

Mumbai

40

21

38

65

42

50

3. Case Study/ Caselet

Axis Apparels is a company based out of Delhi, India. They produce garments using fabric imported from a factor in China. The factory in China dispatches the goods on the same day when they receive the order. The shipments are made through air and the transportation lead time is 10 days include customs clearance at both countries. Once the fabric is received, the company performs QC test in a lab and only after that, the fabric can be used for making garments. QC test takes 10 days. On an average company uses 3,00,000 meters of fabric every month. However, the business development team of the company has informed that any day they can receive a new order from a client and in that case the consumption of fabric per month can go up to 4,50,000 meters

a) How much safety stock of fabric should the company maintain? (5 Marks)

b) At what inventory level the order for new lot of fabric should be placed. (5 Marks)

 

Project Management

1. Using an example, describe the adaptive project life cycle model. (10 Marks)

2. Describe the different types of Project Management Offices (PMOs). In your opinion which one is the most common PMO structure? Why? (10 Marks)

3. Terra Drone Indonesia, a group company of Terra Drone Corporation, one of the world’s largest providers of industrial drone solutions, has successfully completed two pilot projects that demonstrate how construction companies can benefit from drone surveying and mapping services. Using drones equipped with Light Detection and Ranging (LiDAR) technology, Terra Drone Indonesia has carried out survey-grade topographic mapping for two different dam construction projects in the country. Project 1: Bogor, West Java, Indonesia In Bogor, the LiDAR drone technology was demonstrated to Wijaya Karya (Persero) Tbk, a construction engineering company working on a dam project in Megamendung. Covering an area of almost 20 hectares in a single day, Terra Drone Indonesia captured high-resolution data and images to generate an accurate topographic map and 3D model of the construction site. The data and images can now support decision-making in project controlling activities such as planning or measuring the work progress. Project 2: Purworejo District, Central Java, Indonesia In Purworejo, the survey activity was conducted for PT PP (Persero) Tbk, one of the main players in the national construction business in Indonesia. Over a period of four days, Terra Drone Indonesia carried out aerial LiDAR topographic mapping for a dam construction project in an area with dense vegetation to capture data and images for facilitating impeccable construction progress.

Source: https://www.tdworld.com/overhead-transmission/terra-drone-indonesia-shows-construction-companies-benefits-aerial-lidar

a. Create a work break down structure (WBS) for project 1. (You can assume different activities for this project). (5 Marks)

b. Assume different roles/activities for project 2 and develop a RACI model.

 

International Finance

1. You work in an investment bank IBANK. You will be meeting the CEO of GlobeTech next week, who wants to understand how different international financial markets operate, as they might look to raise short-term loans or debt or equity in the future. You know the CEO has very little knowledge about this, so you have to explain to him starting with the basics. As you don’t want to confuse him with many options, you decide to write in simple words the nature and purpose of four out of the five types of International Financial Markets. Limit the description to maximum one page per market type.

These should be generic write-ups, nothing specific to GlobeTech. (10 Marks)

2. One day before the meeting, the CEO of GlobeTech calls up and says now he is interested to read a write-up about Foreign Exchange Risk, as GlobeTech deals with Foreign Exchange and he should be knowing about the different type of risks. You have little time to prepare for this, so you decide to write on only three out of the five risk categories, from a general perspective, that you have learnt in the International Finance course at NGA-SCE. After that, to keep the client happy, you decide to do something extra. GlobeTech has to have some hedging strategies to manage its Foreign Exchange risks. So you also write from a general perspective about three corporate hedging strategies.

These should be generic write-ups, nothing specific to GlobeTech. (10 Marks)

3. A US company has exported goods worth Eur 100 million, receivable after 3 months, to a Germany based company. The forward rates are expressed as:

EUR-USD Spot 1.0973 – 1.0974

Three months Forward 75.5 – 76.0

a. Is the EUR quoting at discount or premium to the USD? What is the forward rate applicable at which the US company will enter into a forward contract? (5 Marks)

b. Suppose USD is depreciating. Should the US exporter go for hedging the risk? If he hedges the risk with a forward contract and the actual spot rate after 3 months turns out to be the same as the currency spot rate, what is his notional profit/ loss?

 

Strategic Financial Management

1. Calculate EVA if the Earnings before interest and tax is Rs 10,00,000 and applicable tax rate is 30%. The capital structure of the firm consists of 65% Equity and 35% debt capital. After tax cost of debt is 6% and after tax cost of equity is 11%. Total borrowed capital of the firm is Rs 18,00,000. (10 Marks)

2. Alok was working as the project manager and had to decide which one of the projects has to be selected on the basis of Net Present Value if the discounting factor in the case of both projects is 10% and initial investment required is Rs 5,00,000. The cash inflows of both the projects are: (10 Marks)

Year Project A Project B 1 ₹75,000 ₹40,000 2 ₹1,25,000 ₹75,000 3 ₹2,00,000 ₹1,00,000 4 ₹2,25,000 ₹1,50,000 5 ₹2,50,000 ₹2,25,000

3. Walter and Gordon model analyze the impact of distribution of dividends on the valuation of the firm but the formula used in both the cases are different. Company ABC Ltd wanted to evaluate the price of the share in both cases. The company earns ₹ 5 per share and the cost of capital to the firm is 12%. The company earns return on investment of 15% and the firm is planning dividend payout ratio of 30%. Calculate:

a) Price of the share using Walter Model. (5 Marks)

b) Price of the share using Gordon model.

 

Total Quality Management

1. How the QFD process helps to the organization cause? (10 Marks)

2. Explain your understanding (Process perspective) & give appropriate examples to explain: Acceptance Sampling, Double sampling & sequential acceptance sampling? (10 Marks)

3. A manufacturing cos manufactures bangles for different sizes for the kids of different group. You are appointed as an expert. You selected 1 unit (As sample) in every 5 finished product. Total population size is 50. You checked each and every specification given to you. Below are the number of defects identified by you in each of the sample.

Sample No

No of defects

Defect / Sample

1

2

2

2

3

3

3

1

1

4

2

2

5

3

3

6

4

4

7

2

2

8

1

1

9

3

3

10

2

2

a. Calculate the UCL & LCL for the mentioned scenario? (5 Marks)

b. Assume the below & calculate Cp & Cpk. (5 Marks) USL LSL Recorded results

47

25

49

47

25

19.4

47

25

47.6

 

Taxation- Direct and Indirect

1 . Mr. Somaya recently joined as a marketing executive in a construction company. The Human resource department of the company recruited him at a CTC of Rs6.5 lacs, annually. The said department asked him to follow adequate tax planning so as to minimize income tax liability. However, being a graduate in Marketing Somaya is confused among the terms tax planning, tax avoidance and tax evasion. He approached you for discussing the differences in these terms. You recently come to know about the difference by studying them under the course of Taxation – Direct and Indirect. Explain him the needful with suitable examples. (10 Marks)

2. The basis of charge under the head salary is different when compared with income from other various sources. Further, there are certain deductions under the Income tax Act which are available only to the salaried employees and which are in addition to the deductions under Chapter VI of the income tax Act. Mention at least three of the deductions available to salaried employees with the maximum deductible amount for each of them. Also, discuss the conditions needed to be satisfied in order to charge any income under the salary head. (10 Marks)

3 a. Mr. Morgan received voluntary retirement compensation of Rs7.5 lakhs after service of 30 years. He still has 5 years of service left. At the time of VRS, he was drawing basic salary of Rs 25000 per month, Dearness allowance Rs 7000per month. Compute his taxable voluntary retirement compensation, assuming he can’t claim any relief U/S 89. (5 Marks)

b. Ramman is a resident and ordinary resident in India for the previous year 2018-19. He owes a house in London, which he has to let out at pound 15000 per month. The municipal taxes paid to the Municipal Corporation of London is pound 7000 during the previous year 2018-19. The value of one pound in India rupees to be taken Rs 90.50. Compute Ramman’s Net Annual Value of the property for the Assessment year 2019-20.

 

Treasury Management in Banking

1. Explain the process (in terms of Risk/ Returns/ Ratings etc.) to select bonds in both Rising

and declining interest rates scenarios. Select one bond each from the below bonds with long

term and short term maturities (eg 10 years as long term bond and 1-3 years as short term

bond) and evaluate their risk/ return parameters such as Maturity, YTM etc.

Suggest which of these will outperform/ underperform in current interest rate scenarios.

(Assume interest are being paid annually)

Symbol

Coupon

Rate YTM

Face

Value

Last Traded

Price

Maturity

Date

NHAI 8.3 5.6384 1,000 1,235.00 25-Jan-27

NHAI 8.2 5.6276 1,000 1,133.00 25-Jan-22

SBIN 9.95 7.886 10,000 11,445.00 16-Mar-26

IRFC 8 5.1262 1,000 1,137.00 23-Feb-22

IIHFL 12 14.6823 1,000 992.5 2-Apr-20

IIFCL 8.66 6.034 1,000 1,152.11 22-Jan-24

HUDCO 7.64 5.9595 1,000 1,180.00 8-Feb-31

IIFCL 8.91 5.8239 1,000 1,350.00 22-Jan-34

M&MFIN 9 9.0053 1,000 1,022.01 6-Jun-26

(10 Marks)

2. Explain ALM process in banks. Discuss the impacts of Positive and Negative Gaps on the

profitability of a bank in different interest rates scenarios. You are required to analyze the

above impact with the help of following balance sheet excerpts of a bank:

TABLE GIVEN BELOW

Balance Sheet for Hypothetical Bank

Particulars Assets Yield

Liabilities Cost

Rate sensitive 500 8.00% 600 4.00%

Fixed rate 350 11.00% 220 6.00%

Non-earning 150 100

Equity 80

1000 1000

Scenarios for Impact analysis:

1.Interest rates increased by 1%

2.Interest rates decreased by 1%

(10 Marks)

3. Case Study:

While current accounts and savings accounts have different objectives, the banks stand to

benefit from the low cost of servicing these deposits. In the current scenarios it has been

observed that private banks such as HDFC bank, Kotak bank etc. are able to raise higher

saving account / current account deposits compared to their PSU counterparts. Also the other

income is now becoming more significant as a % share of total income of private sector

banks compared to PSUs.

In relation to above scenarios, analyze the following (With examples):

a. Why PSU banks are not able to raise money from low cost saving and current account

deposits ratios? What impact would it have on their profitability? (5 Marks)

b. What are the reasons behind increase in share of other income in total income for private

sector banks as compared to PSU banks.

International Logistics & Supply Chain Management

1. An Indian company is into the business of ice cream and is a strong brand. The company is exploring international opportunities for which they have orders for their products in the European countries. Explain the strategic approach of the company for successful order execution and brand building activities with the customers internationally. (10 Marks)

2. The company Relax foods is into confectionary business without the use of sugar and want to set up the company business outside India by launching its products in potential countries. What is the strategic approach the company would employ for the successful launch? Develop an entry plan and analyze the right logistics and SCM strategies which can enhance the service quality with on time availability and generating good market share of the company. (10 Marks)

3. A food company named Eat Right is in the Indian market for about 8 years. The company now is in the domestic market and has gained good brand recognition by its innovative designs and multiple products. It has orders from Europe. The order types differ as per seasons ranging from Full Container Load (FCL) to Less than Container Load (LCL).

a. Work out a logistics plan and routes how it must ship the products and what elements of importance it should consider while doing so like containers and packaging. (5 Marks)

b. What kind of production planning and pricing patterns it needs to implement and what are the supply chain strategies that need to be followed? (5 Marks)

 

International HR Practices

1. CHIRAG Enterprises is a leading Indian Garment manufacturing company. The company is planning the international expansion. It is about to set its first international factory at Indonesia. The company plans to send a team of 50 employees to start the project. Before the team is sent to initiate the proceedings in Indonesia, HR Manager is instructed to conduct a ‘Pre-Departure Training Program’. Assume yourself as an HR Manager of Chirag Enterprises and give the components of effective Pre-Departure Training Program that you will conduct. (10 Marks) 2. ABC Ltd is a strategy consultancy firm operating in India. The company has started its operations in Europe now and have sent a team of 30 employees to head a project in London. The company is about to initiate the performance management program at its London plant. As an HR Manager, which modern method of performance appraisal will you suggest to be started in London? (10 Marks)

3. TRENDS Ltd is a leading retail chain in India and the company is expanding its operations in South AMERICA. As an HR Manager, you are supposed to make a decision about the international compensation of employees who will be working in South America. In this context, answer the following:

a. What will be the components of the international compensation that you will offer to the employees in South America. (5 Marks)

b. Which international compensation approach will you follow? Going rate approach or Balance sheet approach? (5 Marks)

 

Strategic HRM

1. BENTAX Ltd is a leading textiles firm in Mumbai. It is strategically planning to expand in North India and hence the company has planned to set up 10 plants across UP, Punjab, Delhi and Chandigarh. You are an HR Manager of BENTAX Ltd. To allow company to successfully implement the growth strategy, you are required to suggest the effective Strategic Human Resource Planning (SHRP) process. Write in detail the process of SHRP that you would recommend. (10 Marks)

2. You are an HR Manager in TELCO Teleservices. Your company is planning huge domestic expansion and for the same you have decided to start the branches of your company all across India. Now a huge challenge for you is to acquire the talent. In this background, discuss what are “Make Vs. Buy staffing decisions” and also answer which one of these will you choose to acquire the talent that is needed? (10 Marks)

3. ADISYNCH is a new start up in Bengaluru which is operating in Education sector. It is an online learning platform to school and college students in India. The startup hires tutors from all across the country. In your recent recruitment drive you selected 50 new tutors from 15 different states in India. In this background, answer the following questions:

a) Which training method will you use to train these tutors? Why? (5 Marks)

b) Describe the characteristics of the method that you are proposing to use. (5 Marks)

 

HR Audit

1. Pharma Care Enterprises is a MNC which is taking over a small family owned enterprise called DermaBoss. You have been appointed to do HR audit with the objective of reducing potential legal risks to the company post the merger.

What type of HR audit will you conduct and what are the steps you will follow to do the same? (10 Marks)

2. Software Inc. is a start-up with offices across India. The management team consists of the founders and their family members. The business has been quite profitable but they now want to expand. Their investors have advised them to go in for an HR Audit. Your company has been appointed as the HR audit firm. The CEO of the company has asked you to present the various methods of conducting the audit, given the spread of operations. Please list out the various methods of data gathering in the audit along with benefits and limitations as per the context of the case. In the conclusion, please suggest one key method of data collection you would recommend in this context. (10 Marks)

3. Asha Foods is a company that is into operating restaurants in Mumbai. The owner of this company, Mr. Shetty, now wants to move into International waters by setting up a restaurant in Singapore. He plans to have his existing operations head move to Singapore and hire a few local employees to make up the team. Mr. Shetty has appointed your consulting firm to help him with his business plan. Your firm has suggested doing a HR audit as part of the process.

a. As the HR Auditor in charge of the audit, explain the benefits of doing this audit (5 Marks)

b. What aspects of HR should the audit focus on? (5 Marks)

 

Employee Development & Talent Management

1. Discuss the employee development and talent management of any one e-tail/e-commerce giant. (Example: Amazon, Alibaba, e bay etc.) (10 Marks)

2. As the technology is becoming more advent, the dependency on manpower has decreased considerably in many sectors. In such VUCA (Volatile, Uncertain, Complex and Ambiguous) times it becomes inevitable for organizations to keep the employees satisfied and engaged. Based on the motivation strategies what can be done by organizations to keep the employees’ morale and enthusiasm high? Discuss with suitable example of any contemporary organization. (10 Marks)

3. It is not possible for organizations to develop all the necessary skills of the employees with the help of on the job training, therefore it is equally important to amalgamate it with off the job training.

a. Discuss any three off the job training methods which are being adopted by new age companies like Uber, Zomato etc. (5 Marks)

b. Also compare and contrast on any three points between on the job and off the job training. (5 Marks)

 

Strategic Cost Management

1. Swadeshi Industries has four potential projects all with an initial cost of ₹20,00,000. The capital budget for the year will only allow Swadeshi industries to accept one of the four projects. Given the discount rates and the future cash flows of each project, which project should they accept? (10 Marks)

Cash Flows Project M Project N Project O Project P Year one ₹500,000 ₹600,000 ₹10,00,000 ₹300,000 Year two ₹500,000 ₹600,000 ₹800,000 ₹500,000 Year three ₹500,000 ₹600,000 ₹600,000 ₹700,000 Year four ₹500,000 ₹600,000 ₹400,000 ₹900,000 Year five ₹500,000 ₹600,000 ₹200,000 ₹11,00,000 Discount Rate 6% 9% 15% 22%

2. An auto component manufacturing company is contemplating introducing a new inspection process in their assembly line to save on rectifying cost. The current production is in batches; each batch produce 5000 components. The cost of inspection of each component is Rs 50, the cost of rectifying each defective component is Rs 250. If a defective component is sent to the customer and returned, it will cost the company Rs.500. Calculate at what percentage of defective rate it would be beneficial for the company to adopt the proposal. (10 Marks)

3. You work for a strategic consulting firm specializing in Cost Optimization; ABC Company is looking for some advice regarding Break Even Sales, Margin of Safety, and impact of selling price on the two metrics. The company has provided you the following information:

Sales Units

10,000

Selling Price

₹ 15

Total Cost

₹ 75,000

Fixed Cost

₹ 20,000

Net Profit

₹ 25,000

Using the above information, you are required to:

a. Calculate Break Even Sales (in ₹) and Margin of Safety (in ₹) (5 Marks)

b. Calculate the new Break Even Sales and Margin of Safety if the selling price is increased by 20%. (5 Marks)

 

Cost & Management Accounting

1. Cost control is all about identifying and controlling business related expenses with an objective of increasing profits. In order to control the costs, management compares the actual performance with the expected results. If the actual performance is not up to the mark, then the management takes corrective actions. Keeping this fact under consideration, discuss the essential techniques (any five) which are in general applied by management to control the cost element. (10 Marks)

2. Maheshwari & Sons wants to recruit management accountant for their head office. Among the ten candidates shortlisted they have to select one as the most suitable candidate. Discuss the qualities they will look in to the candidate for the position of management accountant. (10 Marks) 3. a. Annual demand for a particular item produced by Manikk Ltd is 20000 units. The cost of carrying inventory per unit per annum is 10%. Per order of inventory costs Rs 80. The supplier agrees to supply at the price of Rs8 per unit. Determine the total cost for ordering 20000 units (5 Marks)

3. b. For Amit manufacturing company, the job work is executed by A Unit. The unit had an incomplete job as on 30th March 2019. The cost sheet on the same date reflects direct material and direct labour cost of Rs7 lacs and Rs 5 lacs, which have been incurred on the job till date. Additionally, the firm incurred following costs as on 31st March 2019- Direct material cost 30000 Direct labour cost 50000 Indirect labour cost 30000

As per firm's policy, factory overhead is absorbed on the basis of 120% of direct labour cost. In the light of above mentioned information, calculate the value of Work in progress as on 31st March 2019 (5 Marks)

 

Capital Market and Portfolio Management Assignment

1. Ramesh wanted to purchase stock of ABC Ltd. He estimated the return and probabilities of returns by analyzing the past records. Calculate risk and return of the stock to help him make investment decision.

Probability Returns(%) 0.4 25 0.25 18 0.35 20 (10 Marks)

2. Alok was responsible to handle the portfolios of HNI clients. His manager asked him to prepare a report on different measures of risk to quantify the amount of risk associated with each investments so that it becomes easier to convince the clients based on their risk appetite. Help Alok to prepare the report. (10 Marks)

3. ABC wealth managers had two portfolios but they have to decide which one of the following has to be offered to the client based on the following information:

Observed Return

Beta

Portfolio Bluechip

25%

1.75

Portfolio Midcap

15%

1.15

Risk-free rate is 7.5 %.

Return on the market portfolio is 14%

Standard Deviation of the market is 8%

In order to help ABC wealth managers, make decisions, calculate for Portfolio Bluechip and Midcap:

a. Jensen index and identify which one of the two portfolio is better. (5 Marks)

b. Treynor index and identify which one of the two portfolio is better. (5 Marks)

INTERNAL ASSIGNMENT APPLICABLE FOR SEPTEMBER 2019 EXAMINATION

 SEMESTER 1 ASSIGNMENTS

Management Theory and Practice

1. 1. Mr. Rathi, a Tax consultant has advised you to invest in property to save money in taxes. You have been paying a lot of money through taxes, so you take his advice and now plan to buy a new house for investment purpose. Explain various steps that you will go through in making a decision for purchasing a new house. (10 Marks)

 

2. There are three models of decision making, explain the model that will apt for purchasing a house. Explain the same with reason. Also, suggest the reason for not accepting the remaining models for purchase of the house. (10 Marks)

 

3. a. As per Maslow’s need of hierarchy model where do you stand in the model if you are:

Situation A: Purchasing the house for your personal stay and usage.

Situation B: Purchasing the house for investment purpose.

Explain the above given points with detail reasons. (5 Marks)

 

3. b. As per Alderfer’s ERG Model where do you stand in the model if you are:

Situation A: Purchasing the house for your personal stay and usage.

Situation B: Purchasing the house for investment purpose.

Explain the above given points with detail reasons. (5 Marks)

 

Corporate Social Responsibility

1. Pick & choose a Sustainability report of an Indian company in the Services domain only & choose any one Water Management initiative & any one Rural Management initiative being undertaken by the organisation. Analyze and explain the initiative’s qualitative and quantitative data in the form of a case, such that it showcases all the benefits, financial and non-financial that accrue to the company. (10 Marks)

 

2. Chhatrapati Shivaji Maharaj International Airport, Mumbai (CSIA) has offered a job role to you in the capacity of a CSR Head. The Airport has created this position recently & has no previous experience in CSR. Describe in brief atleast 10 innovative initiatives that you will implement & drive in this new organization of yours. (10 Marks)

 

3. One of United Nations Sustainable Development Goal is ‘Zero Hunger’. The primary objective behind this goal is to ensure availability & sustainable management of food for all.

a. What according to you are five compelling reasons behind the existence of Hunger issues in India? (5 Marks)

b. Suggest five strategies/action plan that can be adopted by businesses to make Zero Hunger an achievable target in India in the coming years. (5 Marks)

 

Business Communication and Etiquette

1. Give examples of the following types of Biases in a sentence: Gender bias, Racial bias, Age bias, Disability bias. How can they be avoided? (10 Marks)

 

2. FashionStation.com is an online apparel store. You are the Online Customer Service Manager. A disgruntled customer has written a rude email complaining that the chiffon blouse she purchased a month ago has torn and shrunk, after just machine-washing it once. Your website clearly mentions that delicate materials like chiffon can only be hand-washed. She is asking for a replacement or a complete refund of Rs. 2000. How would you respond to this complaint? Draft an email. (10 Marks)

 

3 a. You’ve just finished the first document draft of a crucial proposal you are to send out next week. Explain the different tactics you may use to proofread it. (5 Marks)

b. You’ve been shortlisted for an interview at your dream company. What are the different common types of Interviews you should mentally prepare yourself for? (5 Marks)

 

Information Systems for Managers

1. The Government of India has planned to harness the benefits of the cloud and has undertaken the ambitious initiative "GI Cloud" which has been named as "MeghRaj". The aim of this initiative is to facilitate quick delivery of e-services in the country to the citizens while optimizing ICT spending of the Government. This will ensure optimum utilization of the infrastructure and speed up the development and deployment of eGov applications. Meghraj will provide services to the government departments, citizens and businesses through internet as well as mobile connectivity. What are the expected benefits from this initiative to the citizens? What could be the challenges in this initiative? (10 Marks)

 

2. The Indian Banking scenario has undergone a radical change in the last two decades. While it was once necessary to visit the branch to carry out various transactions, customers today have an access to multiple platforms to conduct various transactions. Royal Bank of India, a leading bank in India is facing several challenges with their existing approach of systematically engaging with their customers and making the correct product offering. As a result, it is failing to boost its revenues. In order to address this challenge, the bank plans to use analytics to analyze customer requirements and journey better. How in your opinion can Royal Bank of India use analytics to engage better with customers by predicting their behaviour? (10 Marks)

 

3. A food-tech start-up plans to use Enterprise Resource Planning (ERP) software to help automate all the tasks within the organization. As the Chief Technology Officer (CTO) to this start-up,

a. What factors will you consider when you select the right ERP vendor for your start-up? (5 Marks)

b. Would you select an open source ERP software or an on premise solution for your implementation? Give justification for your answer. (5Marks)

 

Business Economics

1. What is Demand forecasting? Explain different qualitative methods of demand forecasting. State which of the methods described is most suitable for forecasting the demand for “newspaper” and why? (10 Marks)

 

2. Complete the hypothetical table below and explain in brief, the law of variable proportions. Quantity Total Product Average Product Marginal product 1 10

2 30

3 48

4 56

5 56

6 52

(10 Marks)

 

3. a. Explain the types of elasticity of demand. Calculate elasticity of demand for the following data.

Price of Apple (Rs.) Quantity demanded (KGs) 20 100 21 96 (5 Marks)

3. b. Distinguish between the features of perfect competition and monopolistic competition. Give real world examples of each of these types of markets. (5 Marks)

 

Organisational Behaviour

1. Rajesh and Karan are peers and they are working as sales executive in a pharma company. While Rajesh loves his work and find it very interesting but under same circumstances Karan detests his job, also finds it to be very taxing. Select the best school of thought on stress to explain that with the same working condition and same treatment why Rajesh and Karan are feeling so differently. (10 Marks)

2. Sana is finding it very difficult to make friends at her workplace. She stays aloof and does not bond with anyone. Her performance is also not great. She proactively met a psychologist to understand herself better. The facts which unraveled were associated with her young age that she was raised by a caretaker who used to beat her from infancy. Also no one supported her for the decisions she took. Sana’s family never understood her and also her childhood friend betrayed. Imagine you are Sana’s psychologist and hence need to explain her the Freudian Stages of personality development and how it had impacted her. Conclude by giving your suggestion to Sana to overcome this issue. (10 Marks)

3. Sameer is working as Vice President (IT) and Jatin is Advisor to the CEO. Sameer never arrives for any meeting on time and also delays the work given to his team. He likes to make people wait for him as he knows with the input of IT head the meeting would never be successful. Jatin on the other hand is very friendly with the people and also makes ally with other heads and influential people in order to get things done from Sameer. Whenever he discusses any topic with Sameer he makes minutes of it and marks a copy to the CEO. All these activities done makes sure that Sameer completes his work on time Based on the above scenario, answer these

a. What is the source of power for Sameer? Discuss the same. (5 Marks)

b. What are the power tactics being used by Jatin? Explain (5 Marks)

Information System for Managers

1. Today companies are using various touch-points to interact with their customers constantly. These customers are responsible for spreading electronic word-of mouth thereby influencing others. You’re the owner of Snackathon, a subscription service that delivers snacks to homes and offices. Snackathon partners with grocers and other businesses and also sells directly to consumers. As an organization that has traditionally been dealing with customer’s offline, you realize the need to move online and dive deeper into analytics that help you understand why your customers left, if they’re thinking about leaving, and how you can work to keep them on board. What are the pros and cons of using analytics to engage with customers effectively? Justify your standpoint.

2. 10 Street Café is a chain you have started from scratch a few years ago. After breaking even, recently your cafés are gaining popularity and you are expanding your business. The growth is rapid and your staff seems unprepared for the increase in volume of customers and managing the interactions smoothly. On hiring a consultant to help you improve your customer experience, he recommends to invest in a Customer Relationship Management (CRM) system. As a consultant, how would you point out the benefits of CRM system to the client and highlight points to ponder before and during the implementation of such a system?

3. Technology at the dining table (apps like Uber Eats, Swiggy, Zomato) is gaining firmer ground in India. Placing orders for food online is popular, especially among millennials, leading food delivery platforms to embrace analytics in a big way to better read fast-changing consumer behavior, minimize errors and enhance customer experiences. The primary reasons for this growing popularity can be attributed to the rise in the number of digital natives, improved internet connectivity, competitive pricing, quick delivery, variety of restaurants on-board, simple user interface and availability across different platforms.

a. How do you think these companies use analytics to give customers a great experience, unlock business growth and drive operational efficiency?

b. Define Social Media and explain how these companies use Social Media to increase their business? Is it a wise choice to use social media to connect with customers??

International Finance

1. Neha has completed her MBA and had joined the Forex Department of a bank. Her manager wanted her to prepare a document on the different factors that can cause fluctuations in the exchange rate. Help Neha to prepare the document. (10 Marks)

2. An importer wants to be sure of the delivery of goods on time in the future which should be  as per the date and product description mentioned in the contract. He decided to visit the bank to understand about the product and the process of issuing the same. (10 Marks)

3. Mr. Mehta was working in the foreign exchange market and was into calculation of forward premiums/ discount of currencies and also calculation of expected inflation rates in order to predict the movement of currency value. He wanted to teach the methodology of calculation to his subordinate using an example given below:

a. If one year interest rate in UK and Japan are 1.034% and 0.256% respectively; the spot exchange rate is 172.70 JPY/GBP. What is the forward premium or discount?  (5 Marks)

b. If the expected inflation rate in UK is 0.07%, what is the expected inflation rate in Japan?  (5 Marks)

Marketing of Financial Services

1. Raj bought a Family Floater Health Insurance policy of a leading private General Insurance company through his Bank. His wife Preeti, covered under the policy was hospitalized for 5 days. The insurance company has not yet settled his claim even after 2 months of making all submissions. What steps and strategy should Raj follow to ensure that the insurance company settles his claim? (10 Marks)

2. Develop a Public Relations campaign for IRDA to help create awareness about Life Insurance sector and to educate policyholders about their rights. (10 Marks)

3. You are a Financial Planner. Your client Amit Advani aged 42 years, married with 2 children requires your help to make some financial decisions. (You can make any assumptions to further build up your case.)

a. Suggest a Mutual Fund investment option to your client where the portfolio gets periodically rebalanced between equity and debt. Discuss the advantages of such a Mutual Fund. (5 Marks)

b. Amit wants to purchase a holiday home by liquidating his retirement savings fund and taking a home loan for the next 10 to 15 years. Ashwin wants your opinion whether this is an appropriate strategy for a Retirement Plan. (5 Marks)

Capital Market and Portfolio Management

1. Calculate the standard deviation and return of portfolio consisting of 60% of Security A

and 40% of Security B.

Year Security A return(%) Security B return(%)

2015 10 18

2016 12 15

2017 9 11

2018 10 9

2019 5 7

(10 Marks)

2. Calculate the return as per CAPM for each of the company’s stock, identify whether they

are underpriced, overpriced or correctly priced and advise accordingly. Returns of T- Bill

is 9%.

Stock Expected Return Beta

Titan 24% 1.8

Nestle 30% 1.5

Eicher Motors 12% 1.2

HDFC 25.9% 1.3

Sensex 22%

(10 Marks)

3. An investor was tracking SBI and HDFC mutual funds whose return and beta are as given below:

Observed

Return

Beta

Portfolio SBI 18% 0.75

Portfolio HDFC 25% 1.25

Return on the market portfolio is 11%, while the risk-free return is 8%. Assume standard

Deviation of the market to be 7%.

a. Compute the Jensen index for each of the funds and comment which one is better.

(5 Marks)

b. Compute the Treynor index for each of the funds and comment which one is better

 

Strategic Financial Management

1. From the following information of the two projects calculate the net present value and

suggest which of the two projects should be accepted assuming a discount rate of 10%.

TABLE GIVEN BELOW

Project X Project Y Initial Investment ₹ 25,000 ₹ 30,000 Estimated Life 5 years 5 years Scrap Value ₹1,500 ₹2,000

The profits before depreciation and after taxes are as follows:

Years 1 2 3 4 5 Project X(₹) 5,000 10,000 12,000 7,000 3,000 Project Y(₹) 20,000 10,000 7,000 5,000 2,000

2. Nisha has completed her MBA and has joined a company which was going to raise fund from long term sources such as Debt and Equity. Nisha was asked by her manager to prepare a report on which could be a better source of funding for the firm mentioning the advantages of each to be presented to the Management so that it is easy for them to take the decision. Help her to prepare the report. (10 Marks)

3. The following information is given for Delta Ltd.

Earnings per share

₹ 15

Dividend per share

₹5

Cost of Capital

15%

Internal Rate of Return On Investment

20%

Retention Ratio

65%

Calculate the market price per share using

a. Gordon’s Dividend Model (5 Marks)

b. Walter’s Dividend Model

 

Strategic Cost Management

1. A company has a contribution/sales ratio of 50%. It maintains a MOS of 25%. If its annual

fixed cost is Rs. 50 lakhs, calculate:

BE sales, MOS, Total Sales, Total Variable Cost and Profit

 

2. The following information is available from the records of Alpha Ltd. For the year 2019:

You are required to prepare a master budget.

Rs.

Sales of product A 25.0 Lakhs

Sales of product B 75.0 Lakhs

Material cost 55% of sales

Direct wages 50,000 per month per worker

Factory Overheads:

Indirect Labor:

Works Manager 1 0,000.0 per month

Foreman 5 ,000.0 per month

Stores and spares 5.0% of sales

Depreciation of machinery 1 50,000.0

Light and power 1 00,000.0

Repairs and maintenance 1 50,000.0

Other expenses 15% of direct wages

Administration expenses 2 00,000.0 per annum

(10 Marks)

3. You are a consultant hired to advise ABC Limited on ROI and help with decision making

for additional order. The company has provided you following information:

Particulars Amount (Rs.)

Sales (2,00,000 units at Rs. 20) 4,000,000

Less: Variable costs @ Rs. 15 per unit 3,000,000

Contribution Margin 1,000,000

Less: Fixed costs 750,000

Division Profit 250,000

The amount of division investment is Rs. 15,00,000 and the target rate of return on

investment is 20%

a. Based on the information provided calculate ROI and Residual income of ABC Limited

(5 Marks)

b. Assume that division has offer to sell 50,000 units at Rs. 25 per unit. If additional order

is accepted, the variable cost per unit will remain the same. However, fixed costs would

increase by Rs. 250,000. A further additional investment of Rs. 10,00,000 would also be

required. Analyze the impact on residual income.

Cost & Management Accounting

1. The CEO of Aadhar Private limited is worried about the labour turnover in the company. He noticed that the labour turnover is going up over the last few years. Being an advisor to the company you are asked to share insights on the factors contributing towards high labour turnover and the categories of cost in relation to labour turnover for any organization. (Please share example wherever seems essential) (10 Marks) 2. Mr Verma decided to set up cost accounting and financial accounting for his furniture manufacturing unit located in Navi Mumbai, a year back. However, he is least interest to set up management accounting department for his manufacturing business which has an annual turnover of 50 crores. Discuss the aspects which you want to highlight in this case so as to convince Mr. Verma to set up the said department as well. (10 Marks) 3. The following particulars relates to the production department – A, of a factory for the month of June 2018 Material used Rs 100000

Direct Wages Rs 75000

 

Direct labour hours worked

15000 Hours of machine operation

20000 Overhead charges allocated to the department Rs 125000

Cost data of a particular work order carried out in the above department during June2018, are given below- Material used 10000

Direct Wages 7500

Direct labour hours booked

2200 Hours of machine booked

2600

Using the following-

i. Direct labour cost rate ii. Machine hour rate iii. Direct Labour hour rate

Calculate

a. Overhead charging rate (5 Marks)

b. Factory cost of work order (5 Marks)

Industrial Relations & Labour Laws

1. Sadashiv Mane is working with Chop up industries and is very unhappy with his foreman. He feels, his foreman, Raghuveer is usually unjust when it comes to allotting shifts to Sadashiv. According to Sadashiv, Raghuveer also delays his payments purposely. However, upon taking up this issue, Raghuveer reasoned that payments are made from the office and he distributes them as he receives them. Sadashiv is trying to raise this issue as an Industrial dispute with the committee at his factory but they are not accepting it as an industrial dispute. In light of this example, please innumerate the principles which decide the nature of an industrial dispute to be called so.

2. Bhagwan wants to start a unit for clothes manufacturing. He has got a large contract of a label in India. Bhagwan is planning on a large place where he will have around 150 stitching machines. He is planning to employ 25 cutters and masters for measurements and cutting the patterns and around 100 ladies who would be stitching the clothes together. When he met the Inspector for setting up the license for shop and establishment, he came to know that there are separate provisions he must keep in mind while employing women. Please guide Bhagwan towards special provisions he must keep in mind for employment of women under Factories Act, 1948.

3. Kotwal and sons has been a proprietary company since almost 30 years. They are a known name for ink making. A lot their products are exported. The company employs close to 85 people at various levels in the factory and office. Mr. Ramesh Kotwal the Director and owner of the company had started the company and had never really thought of going by law where salaries were concerned. While most of the staff with the company is working for years, they have only one complain that that is standardized salaries. Anish Kotal has now taken over and wants to create a standard on salaries by some tweaking. However, he wants to know the details of the remuneration according to the law or act. Please answer following questions based on the information.

a. Mr. Gaidhuni, an expert consultant is helping Anish for his project of salary standardization and lists various points as employer’s duty to pay Equal Remuneration. Please list these points for Anish.

b. List out the consequences of offence committed under this act.

 

Performance Management System

1. You have joined as HR Manager at Oberoi Mall. Design a self-appraisal form for sales executives using the Graphic Rating Scale method. You may consider a 3 point scale or a 5 point scale. Your self appraisal form should include a minimum of 5 statements for the sales executive to complete the self appraisal form.

2. Akash Kumar is a successful Team Leader at Surya Solar Industries since the past 5 years. He has a team of 20 employees across India and the profitability of his team has been a consistent year-on-year increase of around 10%. The organization is on an aggressive growth path and the new Department Head Ajay Arora has been pushing team members to enhance sales for their respective territories. Akash finds Ajay’s leadership approach too aggressive and he also feels he is unnecessarily putting pressure on Akash’s subordinates and not letting Akash deal directly with his team. Akash is finally fed up and submits his resignation. You are the HR Manager – how will you conduct a coaching conversation with Akash in this scenario.

3. Meghdoot Finance Ltd is the service provider for one of the leading banks in India. The sales executives are involved in selling credit cards to customers.

a. Suggest 3 ideas for ‘’recognition’’ of successful sales executives

b. Design a reward scheme for the sales executives with a view to increase credit card sales.

 

Organisation Culture

1. Compare and contrasts between India’s and Canada’s culture.

2. Explain with the help of examples that how successful organisational culture can be built with

 Consistency

 Adaptability

 Involvement

Clear Mission.

3. a. Explain with the help an example the role of leader in any modern organisation.

3. b. Explain with the help of an example that how leadership and culture are strong tenets in any merger and acquisition.

 

Decision Analysis & Modeling

1. Suppose that you are playing a game with a competitor (two-person game). Using the maximin (minimax) principle, what is the strategy selection for you and your competitor separately? What is the value of the game for each player? Is the game biased? Does the game have a saddle point? The payoff matrix is given below.

B1 B2 B3 B4 A1 -5 6 2 8 A2 4 4 4 5 A3 5 -3 1 -5 (10 Marks)

2. Suppose that the Sales of your company has the following probability distribution. 20,000: 0.20 40,000: 0.30 60,000: 0.30 70,000: 0.20 Simulate the Sales for the next 12 months using the following random numbers (using Monte Carlo) and find the average Sales per month: 12, 64, 46, 5, 93, 51, 91, 63, 21, 88, 33, 21. Interpreting the results, comment on the following: What is more important – the quality of randomness of the numbers or the probability distribution of Sales? (10 Marks)

3. Suppose that you are analyzing ‘Sales’ and ‘Marketing expense’ data of your company. It is found that lagged ‘Marketing expenses’ (with lag of 1) significantly determines ‘Sales’. Sales is auto-correlated (with lags 1 and 2).

a. Interpret what autocorrelation means in this context. What may be an example of auto regression? Write an example of the auto-regressive model in this context. (You must write the equations.) (5 Marks)

b. Suppose further that there are only two types of products which are sold, and that Sales is suspected to be heteroscedastic. Interpret what heteroscedasticity means in this context, how may we test it statistically in this context?

Capital Market and Portfolio Management

1. Consider two risky assets that have return variances of 0.0625 and 0.0324, respectively. The standard deviations of returns on these two assets are 25% and 18%, respectively. Calculate the variances and standard deviations of portfolio returns for an equal weighted portfolio of the two assets when their correlation of return is 1,0.5,0, and -0.5. Discuss the results in relation to portfolio risks.

2. Mr. Ravil wants to invest in the financial market. He often heard about money market securities and capital market securities. You as a financial advisor of Ravil, discuss the types of securities in these markets and share your opinion on which types of market securities are better if his time horizon is short term.

3. a. Shares of L& T are selling for Rs1500. An investor buys 100 shares. After one year the market price is selling for Rs 1650. The investor sells his holding after a year. During the year the company gives dividend of Rs 45 per share. Find out his total return, capital gain, and dividend yield. Would your calculations of return change had the investor not sold the stock

3. b. stock with beta of 0.7 currently priced at Rs 50 is expected to increase in price to Rs 55 by year end and pay a dividend of Rs1. The expected market return is 15 % and the risk free rate is 8%. Evaluate whether the stock is overpriced or underpriced

 

Strategic Cost Management

1. X Ltd has to replace its machine and the production manager has to decide between Machine A and Machine B. Machine A is having installation cost of 160 and annual electric bill 200. Machine B has installation cost of 760 and annual electric bill of 80. If both have life of 8 years which machine will you recommend if interest rate is 9 % for five years. P/V factor @ 9 % for 8 years is 5.5348

2. A company manufacturing two products furnishes the following data for a year.

Product Annual Output

Units

Total machine

hours

Total No. of

purchase orders

Total No. of

setups

A 5,000 20,000 160 20

B 60,000 1,20,000 384 44

The annual Overheads are as under:

Volume related activity cost ( Activity driver-Machine hours ) 5,50,000

Setup related cost 8,20,000

Purchase related cost 6,18,000

You are required to calculate cost per unit of each product A & B based on

i. Traditional method of charging overhead and

ii. Activity based costing method

3. Project X Involves an initial outlay of 32,400.Its working life is 3 years. The cash streams are as follows

Year Inflows P .V Factor @ 14% P .V Factor @ 16%

1 16,000 0.877 0.862

2 14,000 0.769 0.743

3 12,000 0.675 0.641

Calculate

a. NPV at 14 % & 16% (5 Marks)

b. IRR

 

Strategic HRM

1. You are brought in as the new Director of HR for a company in the distribution industry which is the merger between Company A and Company B. Company A began as a family business which acquired a number of small companies over time. As a result of all of these acquisitions, the company was less standardized and more decentralized internally and was somewhat of a combination of cultures to begin with.

The culture of Company A is quite varied. Some areas of the company are focused on metrics and quality, others are focused on job satisfaction and employee attitudes, and still others are not focused on either. Generally, the company strives to produce a range of high-quality products and services, but the way that this occurs is unstructured throughout the company. Company B was a large company which was standardized internally with a strong culture surrounding processes and procedures. Company B has a centralized structure with clear employee policies. Company B is focused on quality control. They stress standardized processes and procedures across all business units. They have a clear mission and goal that emphasizes one thing: productivity. Company B has been successful with strategy monetarily, but its employees are often overworked and overwhelmed. Both companies have fears regarding losing desirable aspects of their current culture.

a. Discuss the role of strategic HR functions in Mergers and Acquisitions?

b. What strategy would you use to resolve the culture differences between these two organizations to create a new organization with a cohesive culture?

2. You work for a global professional services firm, which has been seen for decades as an employer of choice. Last month, you were promoted to the position of Vice President, Human Resources. The promotion comes at a time the organization is experiencing a decline in revenues, an increase in competition, high voluntary turnover in the US and abroad, and declining market share. Anecdotal information suggests that the cause of voluntary turnover is due to a poor employee benefits/total rewards strategy, employee engagement and organizational culture. The Chief Executive Officer (CEO) has requested your analysis and recommendations on improving the total rewards strategy in an effort to improve employee engagement; reduce voluntary turnover and enhancing the employer’s brand. a. What are specific actions you can initially take to identify and validate how total rewards are having an impact on the organization? Explain your rationale. b. Identify and describe the challenges the organization faces in managing the design, delivery and financing of a total rewards program on a local and global perspective.

3. The slump in the South Korean economy in late 1990s was bound to have an effect on Hyundai also. The automobile segment was among the first to be hit by the downside in the economy. The domestic automobile sector had negative growth of almost 55% in 1998 compared to the previous year. Hyundai was responsible for almost 50% of total automobile production in South Korea and was therefore badly hit. The domestic sales of the company fell by 55% in the year 1998 and its exports crashed by 74% to only 15,056 units. Hyundai recorded a 200-billion-won loss in 1998. According to company officials, Hyundai's six assembly plants with a yearly production capacity of 1.65 million vehicles, were operating at only 40 percent of their capacity. In May, 1998, Hyundai reacted to this grim situation by announcing plans to lay off 27 percent of its 46,000 workforce in South Korea and to cut pay bonuses and benefits in a bid to save 230 billion won. Unfortunately for the management of the company, Hyundai had one of the most powerful and militant unions. The decision of the company to lay off workers sparked off agitations not only in Hyundai but in other companies too. The unions were particularly offended at the government's approval of Hyundai's decision.

In a demonstration in Ulsan, where Hyundai has its biggest automobile plant, 32,000 employees participated in rallies. All across South Korea almost 1,20,000 employees from about 125 companies participated in demonstrations against Hyundai and the government's decision. The government had to deploy nearly 20,000 riot police to control the demonstrators...

Labour Problems in the Early 2000s

On September 1, 2000, Hyundai officially cut ties with the Hyundai Group and had relocated its head office to Yangjae-dong, Seoul, Korea - a move that was seen as symbolic of its rebirth as an independent automotive business group. In December 2001, Hyundai forecasted its highest profits ever - $900 million for the year. In the same year it posted 23.4 % in unit sales and a 74.5% improvement in net income. Most importantly, Hyundai vehicles were being accepted as a technologically advanced, stylish and reliable in overseas markets like the US and Europe. In the United States, the world’s largest auto market, Hyundai recorded a 42% sales increase in 2001. This was an era of growth, reorganization and new market exploration. But the success story was marred by another strike threat in Hyundai. Workers at the Ulsan plant went on a two-day strike in December 2001, demanding higher wages and higher bonuses. They also demanded a 30% share in the profits that year as a performance bonus. The management clarified, that though the company had done well that year, it could not afford performance bonuses to the tune of 30% of profit. The reasons given were:

firstly, the increased influx of imported cars into South Korea was bound to hurt Hyundai's market share and margins in South Korea.

Secondly, General Motors' purchase of Daewoo was a threat that could not be ignored or taken lightly, and the company had to gear itself up to be able to compete with General Motors, and lastly, the most important reason stated was that due to the appreciation of the Korean won, Hyundai cars were becoming less competitive in international markets and profitability consequently would be hurt.

a. Industries need to adopt proactive policies with regard to Industrial Relations which help to prevent any rise of conflict rather than waiting for such situations to occur and then planning a strategy. To what extent this approach was visible in the Hyundai’s Industrial relations policies.

b. “Since the very beginning, employee participation, and employee involvement (together known as participative management) define the essence of Industrial Relations”. Kindly justify this statement in terms of this case study.

 

International HR Practices

1. ABC Ltd. is a leading Electronics manufacturing company in India. They are planning to set up their first international plant in Indonesia. In a Board Meeting the Directors are sitting with a problem to decide which model of IHRM to follow in order to manage people employed in Indonesia. You are an HR Manager in ABC and you were invited in this meeting. HR Director, Mr Jain, had advised you to suggest Matching Model of IHRM. Explain how you will convince the Board for Matching Model.

2. ITB is a leading FMCG Company in Mumbai and they are planning international expansion in Asia. The company wants to know the recent trends in international staffing so that correct steps can be taken in advance to react to changing business environment. You are an HR Manager in the company and you are asked to make a presentation on ‘Recent Trends in International Staffing’. Explain the recent trends that you will discuss in the meeting.

3. PHILIX is a leading Textiles company in India. They have set up a plant in Mexico as part of their international expansion strategy. The plant has 100 employees. In this context, answer the following questions.

a. Which methods of performance you will suggest as an HR Manager?

b. Suggest a Performance Management Cycle for the Mexico Plant.

 

HR Audit

1. Kavita Foods is a family owned business, which is going in for a HR Audit. The management team consists mainly of family members. The business has been quite profitable but they now want to expand. Your company has been appointed as the HR audit firm. The CEO of the company has asked you to present the various methods of conducting the audit. Please list out the various methods of audit along with benefits and limitations as per the context of the case.

2. Surya Enterprises is in the business of setting up Solar Power plants. It is a part of a large business conglomerate, who is into many varied business sectors, right from automobiles to defense equipment manufacturing. Inspired by Japanese business practices, the Chairman of the conglomerate decided to go in for a Business excellence model, which would help align all the businesses along with a similar process of structured and sustainable business growth. The CEO is keen to include the HR department as part of this excellence journey. The CEO of Surya Enterprises has appointed your company to help him with this. Your company has recommended the creation of a HR scorecard. You need to share a note to the CEO detailing out what the HR Scorecard is, as well as the inputs that go into creating the scorecard and the steps to create the scorecard.

3. Computerz Limited is a software company with offices across India. They have well defined HR policies and a competent HR team. The employee performance levels have dipped over the last 3 years and the attrition levels are also increasing. The CEO has appointed your company to conduct the HR audit. The focus area for the audit is Employee Motivation and Employee Engagement.

a. Describe the employee engagement audit as well as some aspects being evaluated as part of the audit

b. Detail out the importance of employee motivation as well as the questions the audit seeks to evaluate.

Treasury Management in Banking

1. ABC global bank is operating in over 40 countries and has assets worth USD 30 Billion. Due to high growth in the emerging markets in the last two decades, the bank has been facing challenges due to high growth in volumes and increasing product complexity. The major treasury operations of the bank include Trading and settlement, cash management, back office management back office function, trade matching, reconciliation etc. Considering the mentioned challenges and growth of the bank, suggest whether integrating treasury operations would prove beneficial for ABC global Bank or not? Highlight the benefits of integrating the treasury operations. (10 Marks)

2. Risk Measurement forms an important aspect for sound banking system. Keeping the above statement, enumerate the two risk methods i.e. value at risk and Scenario Analysis methods which are used widely by the banks. (10 Marks)

3. “A prudent liquidity management ensures bank’s solvency and overall stability in an economy”

a. Discuss The impact on liquidity and inflation when CRR increases and reduces respectively. (5 Marks)

b. Highlight the differences between Cash Reserve Ratio and Statutory Liquidity Ratio. (5 Marks)

 

International Banking & Foreign Exchange Management

1. An exporter wants to hedge his one year receivables in USD for $20 million, for which he wants to enter into a futures contract. The spot exchange rate is USD-INR70. The futures price for a contract having the same maturity date is ₹71. Is perfect hedging possible with the futures contract in this case? Calculate loss or profit in the cash and futures market if the spot price is ₹ 72 on the maturity date. (10 Marks)

2. Amaron Ltd was exporting goods to Axa Ltd in Japan and wanted to be sure of payment to be received on time. It made a request to the importer to issue Letter of Credit in the name of Amaron Ltd. The manager at Axa Ltd approached his bank manager to understand the steps involved in the issue. If you are the manager mention the steps that would be involved in the Letter of Credit transaction. (10 Marks)

3. Aruna had completed her post-graduation in International Banking and had joined the forex department of a bank. She was explained clearly by her manager that the merchant buying and selling rates are derived with the help of the rates prevalent in the inter-bank markets and both are calculated differently. Her manager wanted her to prepare notes on how the rates are determined in the case of:

a. Market’s Selling Rate (5 Marks)

b. Market’s Buying Rate (5 Marks)

 

Insurance & Risk Management

1. Sam took a health insurance policy from a reputed insurance company. At the time of taking policy, he was a smoker and he didn’t disclose this fact intentionally to the insurance company. He got cancer few years later and died subsequently. Insurance company denied the claim. Analyse the above statement and highlight which insurance principle will be applicable in the above scenario. Also mention the facts that must be disclosed by the insured while entering into a contract. (10 Marks)

2. Elaborate the myth “It is better to invest money in some other financial instrument rather than buying life Insurance ‘’ (10 Marks)

3. Alexandria owns a house and has an elderly cousin living with her. She decides that she needs fire insurance on the house and a life insurance policy on her cousin. Alexandria takes fire insurance from ABC Pvt Ltd. insurance company and life insurance from XYZ insurance Pvt ltd.

One year later she sells the house to Ronald transfers the title to him. Alexandria and her cousin moved into an apartment. Within two months remaining on the ABC insurance policy, a fire totally destroyed the house and meanwhile Alexandria cousin died too.

In both the cases the two insurance company did not fulfilled for their claim amount

a. Suggest if ABC Pvt Ltd insurance company insurance company was right at this instance or Alexandria would be compensated for the loss. (5 Marks)

b. Suggest if XYZ Pvt Ltd insurance company insurance company was right at this instance or Alexandria would be compensated for the loss. (5 Marks)

 

Marketing Strategy

1. Founded in 1971 in Seattle, Washington, USA, Starbucks is a well-known international brand with presence in more than 20,000 locations. Tata Starbucks is a 50:50 joint venture between Starbucks and Tata Global Beverages (TGBL) in India. Tata Starbucks opened its first store in India in Oct-2012, and as of Feb-2019 had c. 135 stores in India. “We look at activating more stores roll out in the next few years” – L Krishnakumar, Group CFO, TGBL (source: Business Today, 10-Feb-2019). Recently, the brand has started accepting orders via food delivery firms (e.g. Swiggy). Chaayos – founded by Nitin Saluja – an IIT Bombay alumnus – opened its first store in India in NCR region in Nov-2012. Nitin refers to Chaayos as ‘one of the finest Chai cafe chain in India’ on his LinkedIn profile (accessed May-2019). You work as a Marketing Strategy consultant, and have been hired by Nitin to develop the Marketing Strategy for Chaayos, which would help Chaayos increase the sales 10 times by 2025 (relative to sales in financial year ending Mar-2018). Provide your recommendations regarding the Marketing Strategy and Marketing Mix along with explanations. (10 Marks)

2. Customer buying behaviour plays an important role in Marketing Strategy, and is affected by four key factors/influences/characteristics. Identify and explain the major influences on buying behaviour, for application in brand communication/ promotion, for the following products/brands: (1) Raj Comics, (2) Pizza Hut India, (3) Amazon India, and (4) LinkedIn India. (10 Marks)

3. Founded in 1939, Marvel Comics (www.marvel.com) is a well-known brand – in comic books and related media – owned by The Walt Disney Company. Dhruv, a first generation entrepreneur founded ‘Ossum Comics’ in 2019 with a vision to launch and build the first Indian billion-dollar brand in comic books and related media, and feature among top 3 international brands in the same category by 2030. Dhruv wants to launch the company by Oct-2019 and has hired you as a consultant.

a. Explain various stages and their characteristics in an industry life cycle, with specific comments regarding the current stage of comic books and related media industry in India. (5 Marks)

b. There are 5 key themes/ ways to identify competitive advantages for a brand/ differentiate from other brands, as a part of differentiation and positioning strategy; explain these with suggestions/examples in context of ‘Ossum Comics’, and (2) suggest a positioning strategy for ‘Ossum Comics’. (5 Marks)

 

International Marketing

1. You are the manager of a European company and now want to set up a manufacturing unit in Asia to lower your cost base as well as to address the growing Asian market. You have a choice of setting up either in India or in China. Evaluate the two location options of setting up the Plant and Business on basis of International Business & Marketing Environment parameters to come to a decision. (10 Marks)

2. You are the CEO of a Mining Equipment company and wish to enter India. You have a strong global brand and generally potential customers in India know about your brand. Evaluate any 3 entry options to enter into India. Which of the market entry options would you finally choose & why? (10 Marks)

3. The Sri Lankan Shampoo market has strong growth and reasonable volume. The market is dominated by Unilever and P&G which have more than 85% market share amongst themselves. The rest 15% percent are scattered between 2-3 local players. Unilever and P&G are at similar price point while all the other local players are about 10-15% cheaper in prices. The top two parameters of buy of the consumers there are Long Hair & Dandruff in that order. While Unilever positions itself more on long hair, P&G is more strong on dandruff platform, Other local players are mixed (confused?) positioning. One of the biggest reason for lower market share of local players is perception of poor quality of packaging and product. Both Unilever and P&G manufacture in India and export to the Sri Lanka market. You are an Indian FMCG player with Shampoo in your portfolio and have a reasonable share in the Indian market on herbal platform. You are now eyeing that market where there is no clear number 3. You have decided to export your product to the Sri Lanka market

a. Suggest what would be your pricing strategy for the new brand of shampoo that you would introduce in Sri Lanka market based on the information. (5 Marks)

b. Suggest the possible brand positioning for your Shampoo. (5 Marks)

 

Employee Development & Talent Management

1. Meenakshi is working in Bright HR solutions. The company is into a lot of HR related work and works with really big size companies. Meenakshi is into Talent Management department and needs to design talent assessment system for a large pharmaceutical company. Please help Meenakshi to design the system by listing out talent assessment tools in detail.

2. Ayushi is a part of Employee Development Program at Sonic Services. With over 1200 employees at three different development centers, the program needs to be robust. The department of Employee Development is about 15 people large and Ayushi’s group is responsible for arranging resources for the program. Please list out the steps followed in arrangements of employee development.

3. Vivek is a fresh management graduate. He has joined Telson Group of companies in the Talent management department. He is working on the project of Succession planning for one of their plants with his Chief HR Officer. In light of this case, please answer following questions.

a. Vivek needs to explain the importance of succession planning to his senior managers. Enumerate on the objectives of succession planning for him to start his presentation.

b. List out the stages involved in succession planning, so that Vivek can start his ground work for the process to start. 

Export Import Procedures and Documentation

1. You are working in an export organization and handles documentation of exports. Your Head of Department informs you that customs has allowed to merge Invoice and Packing list as one document and he advises you to proceed with this system. Your HOD has also some doubts on merging these two documents. Kindly explain to your HOD the advantages and disadvantages of merging invoice and packing list and which is the better option in the Indian business context. (10 Marks)

2. Your company got two quotations to import laptops from Japan. One quotation states that you have to pay the entire money in advance and the shipment will be sent immediately on receipt of the full payment. Another quote states that the payment can be made after the receipt of consignment but the delivery will take 33 days as they don’t carry stock. Your company is in a dilemma in selecting the vendors. Your boss asked you to take a decision after speaking to both the vendors. Kindly explain your decision with valid reasons for your decision. (10 Marks)

3. Your company has imported 10 containers of goods by sea and seeks your advice whether to go for advance filing of bill of entry to hasten the process of customs clearance. This is the first import from this new vendor and you are not sure of packing, documents, etc. You need to check, analyse and advice the company on the following:

a. Whether it is good to go for advance bill of entry and give supporting reasons for your decision (5 Marks)

b. What would be the repercussion in case ship does not reach on time and /or the details of advance bill of entry are incorrect?

 

India's Foreign Trade

1. Indian Gems & Jewellery have emerged as one of the major segments in the Indian export performance. Justify the statement by giving data of the last five years for this segment. Also discuss different factors acted as a lever for the export growth in this sector. (10 Marks)

2. What are the major changes brought about in the 2015-20 India’s Foreign Trade Policy, which has helped the country for increasing the exports? (10 Marks)

3. Handicrafts exports from India is one of the major contributor overall exports which directly help the small size enterprisers to expand their business:

a. Explain what the major impediments are this segment is facing and how this can be resolved. (5 Marks)

b. What are the measures taken by Ministry of Commerce through Export Promotion Council of India (EPCH) to help this segment for exports?

 

Customs Shipping and Insurance

1. You have imported one consignment of mobiles by sea. After customs clearance the consignment was transported by truck to your warehouse. However due to unprecedented rain water seeped into the truck and most of the packages got completely wet. Your company asked you to process the insurance claim. But the insurance claim got rejected as the insurance cover was from port to port only. You need to explain to the company the reason for rejection of claim and what should be the right cargo insurance policy for multi modal transportation.

(10 Marks)

2. You have joined a company as an Export Import Manager and this is a new company. Your company wants to start the operations as early as possible and seeking your advice whether to deal directly with the shipping lines or freight forwarders to import consignments from Dubai, UK, US and Australia. Your company does not have any branches in these locations. Please advise the company a suitable option to start the imports (10 Marks)

3. You have imported a consignment of chemicals and due to shortage of space in your factory you have stored the same in Customs bonded warehouse. After 6 months of bonding you have been asked to clear part consignment from bonded warehouse. Also your company is asking whether they can store the goods in bonded warehouse beyond one year as demand has got reduced: You need to advise the company on the following:

a. What type of bill of entry should be prepared for taking part quantity out of bonded

Stores (5 Marks)

b. What is the duration to keep an item in bonded warehouse and whether you can get extension of storage period? (5 Marks)

 

Compensation & Benefits

1. ABC Ltd. is a newly set up electronics manufacturing company in India. They are in the process of setting up a compensation plan for their employees. You are an HR Manager in the company and your immediate task is to set up a compensation plan for sales executives. What components will you keep in the compensation for sales executives? Justify each. (10 Marks)

2. ITB is a newly set up FMCG Company in Mumbai and they are in the process of deciding the reward strategy to be implemented for its employees. You are hired as a consultant for the same. How will you structure a reward strategy for ITB? (10 Marks)

3. PHILIX is a leading Textiles company in India. They have a plant at Bhivandi near Mumbai. The company is planning to revise its pay structure considering the changes in the external environment and you are the HR Manager in PHILIX. Considering this answer the following questions:

a. How will you conduct job analysis in PHILIX? (5 Marks)

b. How will you conduct job evaluation in PHILIX? (5 Marks)

 

Manpower Planning, Recruitment and Selection

1. “Job description is a vital document for a new employee “Elucidate your views on the statement. Create a job description for a HR manager by assuming suitable data as required. (10 Marks)

2. “With increasing attrition rate, career planning has become an essential function of the HR department”. Would you be for or against this statement; why?

Share your personal experiences of lack of career planning for you OR career planning being done for you (any one only) and the effect of the same on you. (10 Marks)

3. Panacea is a chain of medical stores started a few years back and is rapidly seen expanding across various states. The HR and admin functions of the organization were outsourced until sometime back. The company has about a year ago formed a small HR team and the HR manager wants to start the learning initiatives for the chain. Knowing it is going to be the first time, he knows he may not get an approval for many training programs. He needs to prepare a list of the two most required training sessions for the staff in the stores and go with the budget to higher management for approval.

a. If you were to suggest the HR manager any two training topics that may seem utmost necessary which would they be and why? (5 Marks)

b. If you were to convince the higher management the importance of the proposed learning initiatives, what would you say? (5 Marks)

Essentials of HRM

1. Discuss the process of induction (not a traditional one) being followed in any organisation. (It should not be the traditional way of induction, please cite only those which are different from traditional methods)

2. Kiara Enterprises is a very small organisation dealing with export rejected clothing. They are growing slowly but steadily. Kiara, the owner now wants to expand it a bit more and hence opts for Human Resource planning. It is advised to them to go for qualitative methods for demand forecasting as they have limited funds. Discuss all three qualitative methods of demand forecasting. Conclude by suggesting the best method suited for Kiara’s organisation.

3. Swati and Prashant are both working as sales managers. Swati was chosen for Assessment Centre whereas Prashant for Development Centre, of which they were not clearly aware. Few months later Swati got promoted which agitated Prashant as he thought his performance was also good. Prashant went to the HR head to discuss the same. In context of the case answer these questions:

a. Explain to Prashant why Swati got promoted.

b. Explain to Prashant what a Development Centre is.

 

Strategic Management

M/s Swadeshi is planning to start up a new business for Indian traditional clothes. The product will be sold online and there will be few retail outlets in major metro cities. The founder Mr. Ashish is of the opinion to do a detail and through market scanning before entering into the market.

Mr. Ashish appoints you as a consultant for M/s Swadeshi that deals in manufacturing and selling clothes online and offline stores. The company plans to give competition to brands like Manyavar and Mohey. The company plans to provide quality product at lower price. The company plans to save lot of cost because of online selling. The website URL is www.swadeshi.com. The Company differentiates itself by selling only Indian Traditional clothes for all age groups.

1. As a consultant you have been asked to prepare a STEEP analysis report and present the findings to the top management.

2. Analyze the business www.swadeshi.com from Porter’s approach to industry analysis perspective.

3. Answer the below questions:

a. Prepare a SWOT Analysis for www.swadeshi.com.

b. Explain any two types of forecasting techniques that company should use for

analyzing future demand. Explain the same with reason.

 

Business Statistics

1. What is sampling distribution? An automobile manufacturer claims that a particular model gets 28 KM per liter of petrol, but the Environmental Protection Agency, using a sample of 50 automobiles of this model, finds the sample mean to be 26.8 km/ltr. From previous studies, the population standard deviation is known to be 5 km/ltr. Could we reasonably expect (within 2 standard errors) that we could select such a sample if indeed the population mean is 28 km/ltr? Justify.

2. Raj studios a Tollywood casting company, is selecting a group of extras for a movie. The ages of the first 30 men to be interviewed are.

50

56

55

54

55

61

49

52

57

60

51

59

56

57

56

62

52

54

55

49

52

61

60

51

57

56

59

52

54

49

The director of the movie wants men whose ages are grouped around 50 years. The director suggests that a standard deviation of 3 years would be acceptable. Does this group of extras qualify to the director’s requirement?

3. Historically, diesel has mostly been cheaper than petrol in South Africa, though this has not always been the case, and not a trend seen around the world. One of the key differences in the pricing of diesel versus petrol, is that diesel prices reflect wholesale prices, not the price you would pay at the pumps. For example, the wholesale inland diesel price for August was at R10.96 at the beginning of the month, while Caltex’s retail version – Caltex 50 diesel with Techron – sells at R11.33 per litre. Over the past decade, both the petrol and diesel prices have seen some significant fluctuations, but petrol (95 grade) has seen the biggest overall increase, having jumped 75.4% since 2006.

The graph and table below show how the prices have changed year-on-year, between August 2006 and August 2016.

Year Petrol-Unleaded 93 Petrol-Unleaded 95 Diesel 0.05%

2006

R6.92

R7.04

R6.54

2007

R6.88

R7.01

R6.51

2008

R10.20

R10.40

R11.27

2009

R7.52

R7.69

R6.65

2010

R8.02

R8.17

R7.38

2011

R9.91

R10.09

R9.30

2012

R10.83

R11.04

R10.25

2013

R13.32

R13.55

R12.48

2014

R14.08

R14.33

R12.84

2015

R13.01

R13.26

R10.94

2016

R12.08

R12.35

R10.96 Source: Department of Energy; Inland prices, August The fuel price is affected by two major components: the global oil price, and the currency exchange rate between the rand and the dollar. Between 2014 and 2016, fuel prices (both diesel and petrol) have shown a year-on-year decline, boosted by a much lower global oil price, which has dropped below $50 a barrel, with little hope that it will balloon past that level in the near future. However, much of the benefit delivered by lower oil prices has been undone by weakness in the rand – brought about by a struggling economy, poor growth policies and a number of political scandals involving president Jacob Zuma. a. Explore the trend in the petrol price (for both unleaded 93 and unleaded 95) using regression trend analysis. Using the data, forecast the petrol price for 2017, 2018 and 2019.

b. Explore the trend in the diesel price using regression trend analysis. Using the data, forecast the diesel price for 2017, 2018 and 2019. Out of the three regression models, which model is the strongest in predicting the fuel price?

Financial Accounting & Analysis

1. A dealer of Mobile TV has the following items in inventory as on March 31,2018

PLEASE FIND THE TABLE BELOW

Item Quantity Cost Price per unit Market price per unit Nokia 50 100000 98000 Samsung 70 88000 90000 Sony 100 120000 115000 Motorola 80 75000 76000

Discuss the accounting standard which talks about inventory valuation. Also, find out and define the overall value of inventories as per the applicable accounting standard.

2. Define and Discuss the concepts of prepaid expenses and outstanding expenses and their impact on the income statement and Balance Sheet of an Entity? In case of firm A which largely has the balance of prepaid expenses and another firm B which largely has the balance of outstanding expenses, what does this reflects? Discuss

3. a. A logistics company sold a car of Rs 2.5 lacs. The company had purchased the car three years back for Rs 10 lacs and had depreciated the same using straight line method of depreciation, assuming its useful life to be five years and a residual value of Rs77760. Calculate the WDV after charging depreciation for third year, accumulated depreciation for three years and profit on sale, if any. (5 Marks)

b. Consider the following transaction pertaining Ammar’s business-

1. started business with cash Rs 3 lacs

2. Purchased goods for cash Rs 1.2 lacs

3. purchased goods on credit Rs 60000

4. purchased furniture for cash Rs 20000 5. deposited RS 50000 in the bank

Perform transaction analysis for each transaction undertaken and present accounting equation for these transactions.

 

Business Law

1. Explain the mechanism of a Digital Signatures which is recognized under the Information Technology Act, 2000 and state at least two (2) of its applications (10 Marks)

2. Explain in details two (2) real-life instances of Anti-Competitive Agreements which have been prohibited by the Competition Commission of India. (10 Marks) 3. Abhay and Seema have entered into a commercial agreement to license content. However, Abhay did not deliver the content to the satisfaction of Seema. Hence, there are disputes arisen between Abhay and Seema. Abhay and Seema do not want to go through a protracted litigation process in Indian courts. Can you advise them on:

a. What should be done to conduct an arbitration between Abhay and Seema to resolve their disputes (5 Marks)

b. The difference between Arbitration, Conciliation and Mediation? What is the advantages and disadvantages of each of these (5 Marks)

 

Marketing Management

M/s Tikhalal sells pickle and spices across the country and wants to enter into the international market. The company is known for their quality ingredients. The company sells the product at higher price but customers don’t hesitate to pay the price as the quality is premium. Their brands Mr. Tikha, Mr. Hara, Mr. Laal, which are various pickles and spices are a hit brand in the Indian Market. The company has decided to enter in US Market as it has a major market for Indian pickles and spices.

1. Explain various Micro and Macro environment factors that the company should analyze before entering into the international market. Explain the points with reason.

(10 Marks)

2. The company is planning to take Mr. Tikhalal online in India. Explain various ways to promote the brands of pickles and spice on Social Media Platforms.

(10 Marks)

3. M/s Tikhalal is also planning to sell paapads with the brand name Mr. Crisp. The company is planning to sell papads at a price higher than its competitors. The company also plans to launch various variety of papads with different shapes and sizes.

a. How should company segment the consumer market for Paapads? (5 Marks)

b. To introduce the product in the market what are the various sales promotion techniques that should be used for the brand Mr. Crisp? (5 Marks)

 

Management Theory and Practice

Case:

M/s Chai ki pyaali is a new startup serving hot tea to customers. The company has 30 different varieties of tea and it also sells food items that adds more revenue to the overall profit. The company has a unique cup design and the store layout and design is vintage. The company has opened 50 stores across India and has a plan to open 100 more stores in another two years. The expansion plan is in place and the execution needs to be monitored. The Chai ki pyaali head office is in Mumbai.

Mr. Shravan is the person who started the tapri (small road side sales booth) business and is now the owner of Chai ki pyaali chain. All the employees are very happy with Shravan and his managing skills. Before taking any decision he consults all his managers. He shares his ideas with them and also loves to hear their ideas too. He is always keen on learning new modern management principles and practices.

Mr. Shravan hires you as a Business Manager so that the modern day management practices can be implemented properly.

1. How will you implement 5S in Chai ki Pyaali stores across India which will improve the overall efficiency of the organisation?

2. Explain various social responsibilities that this business will have towards interest groups?

3. Based on the case given:

a. Identify any five Henry Fayol principles that can be implemented in the Chai ki Pyaali business.

b. Explain any three types of leadership styles and identify the leadership style adopted by Mr. Shravan.

 

Corporate Social Responsibility

1. Choose any ONE listed company from NSE top 500 and go through its CSR Report (found in annual report under Board Report) for TWO years, 2016-17 and 2017-18, and answer the following; Select all projects/initiatives reported by the company that fall under Swachh Bharat Campaign and National Skill Development Mission for the 2 financial years. Collate and analyse the investment made by the company, the outcome and impact on the beneficiaries over these two years providing quantitative data to support the positive impacts reported. You can also include data/ information about these projects/initiatives from the company’s website and sustainability report if available.

2. Choose any ONE listed company from NSE top 500 (different company from a different sector than that selected for Q1 above). Go through its Business Responsibility Report 2017-18, Section E that has reporting/disclosures on “Principle 6: Business should respect, protect, and make efforts to restore the environment”. Identify and list the focus areas chosen by the company and the initiatives under these focus areas. Collate and present both the qualitative and quantitative information on all the identified initiatives under principle 6 to showcase their outcomes and their impacts. You will need to visit the company website, Annexure E (Energy Conservation) under Board Report as well as its sustainability report, if available. Conclude the answer by providing your analysis of the disclosed data.

3. With the introduction of the Companies Act 2012, spending 2% of net profit on CSR has become conditionally applicable to listed and non listed companies as per the provision laid out under section 135. The company can deploy the CSR projects themselves or through an implementing agency that fulfills all mandatory requirements laid down.

a. As the new Lead, CSR Management Committee, explain what according to you are the five critical challenges/ key factors that will influence and/or enhance working with an implementing agency/ngo that you will have to address for achieving your project objectives.

b. Suggest viable and practical solutions to any two of these challenges that you will present to your CSR Team.

 

Business Communication and Etiquette

1. Slipkart.com has put up billboards across the main, arterial roads of Mumbai. The billboards advertise the Mega Independence Day Sale coming up. They hope their billboards can grab the attention of drivers and pedestrians on these busy roads. List the 8-steps in the Basic Communication Model and apply the model to Slipkart.com’s billboard ad.

2. You are the customer service manager for OmYoga.com, an online store selling Yoga apparel. A customer has written an angry email complaining that the Yoga leggings she purchased a month ago have shrunk and the colour has faded. She mentioned that she machine-washed her leggings and dried them in a drier. Your website clearly mentions that the leggings can only be hand-washed and should not be put in the drier. She is asking for a replacement or a complete refund of Rs. 3000. How would you respond to this complaint? Draft an email.

3. Digital communication technologies are changing the face of business communication. Explain:

a. Engaging content for Social Media

b. Pros and cons of Instant Messaging

 

Business Economics

1. “In the monopolistic competition, a few firms sell differentiated products” Explain this statement by highlighting important features of this kind of a market. Substantiate your answer by a live example. Also explain how the equilibrium in this kind of a market is different from a long run equilibrium under perfect competition.

2. Complete the hypothetical table below and explain in brief, the behaviour of each type of cost. (10 Marks)

Quantity Total

Fixed

Cost

Total

Variable

Cost

Total

Cost

Average

Fixed

Cost

Average

Variable

Cost

Average

Total

Cost

Marginal

Cost

0 0

1 25

2 40

3 50

4 60

5 100 80

6 110

7 150

8 300

9 500

10 900

3. a) What are the practical uses of the concept of price elasticity of demand for different stakeholders in the production process?

b) Distinguish between the shift and movement in the demand curve. Explain any five factors which would bring about a shift in the demand curve for Maggie noodles.

SEMESTER 2 ASSIGNMENTS

Marketing Management

1. Assume you plan to purchase a new car for personal use. This will be the first car that you will be purchasing. Discuss various steps of consumer buying process that will be involved in purchasing a car.

2. M/s Furnideas wishes to sell furniture in the Indian Market. The company is known for their innovative ideas in furniture. The company has a global presence in selling furniture. The company sells to High, Middle and Lower Income group in different countries based on the segmentation. Furnideas appoints you as a consultant to guide them on types of segmentation that they should use for their furniture.

3. M/s Furnideas (as given in question 2) wants to promote its brand and products to create awareness and increase the sale of its products

a. Explain various promotion mix tools that you will use for M/s Furnideas to create awareness about the brand and products.

b. Explain any three online marketing tools that you will use to increase the sale for M/s Furnideas.

 

Essentials of HRM

1. Mazbooti Pvt Ltd is a civil engineering firm doing projects in buildings, roads, bridges, Flyovers etc. Recently they have bagged a lot of projects for which they require Graduate Trainee Engineers as well as Diploma Trainee Engineers in huge numbers. What could be the method of recruitment in such scenario? Discuss any two methods of recruitment for such high numbers also conclude by choosing the best method.

2. As per various researches it is reported that simulations are one of the most effective way of training. Discuss this statement with the help of strong supporting justifications and examples. Also conclude by suggesting any other form of training which can be considered to be as strong as simulations.

3. Kaira is working as an Assistant Manager –Marketing from past five years in an FMCG company. She is a very hard working and dedicated employee. Her performance has also been good consistently. She is one of the deserving employee who never got her fair share of success. From past five years she has not got a single promotion because of which she is contemplating to resign. She communicated the same to Mohit who is her reporting authority. Mohit apprises this to the top management and even gives cues that because of lack of career planning their organisation is in a verge of losing an important talent. Sanjay, the Operations Head on the other hand is totally against the idea of Career planning.

a. Mohit is asked to prepare a list of merits of Career planning. Help him prepare the same.

b. Sanjay opposes Mohit with his list of demerits on the career planning. Mention all the pros and cons of career planning and highlight who is right, Mohit or Sanjay?

 

Business Law

1. List out the exemptions under which information can be denied under the Right to Information Act, 2005.

2. Explain two (2) instances in which the consumer courts in India have given directions/orders awarding reliefs in respect to defect of goods/deficiency of service.

Each instance should in detail explain (i) facts of the case and (ii) what relief and damages the consumer courts has granted.

3. Karan and Arjun had entered into a contract where Karan was to supply 50,000 phones to Arjun within 2 months from the date of signing of contract. Karan was to procure the phones from China and deliver the same to Arjun. The rate of the phone was Rs. 5000/- a piece (inclusive of all taxes and duties). At the time of the execution of the contract, the duty was at 5% (five percent). Immediately after the execution of the Agreement, India had increased the duties to 1000% (one thousand percent). Therefore, Karan was finding it difficult to sell the phones at the price agreed earlier. In the circumstances, kindly advice:

a. How can Karan discharge such a contract?

b. How can Arjun enforce such a contract?

 

Business Statistics

1. The Stock Price details of TATA TELESERVICES (MAHARASHTRA) LTD. are given below

Date Close

No. of No. of

Total Turnover

Shares Trades

01-03-2019 3.09 69,242 100 2,14,257

05-03-2019 3.35 1,97,344 251 6,51,621

06-03-2019 3.41 1,58,205 160 5,47,942

07-03-2019 3.55 4,00,183 433 13,99,537

08-03-2019 3.49 2,73,890 503 9,42,944

11-03-2019 3.5 1,46,178 145 5,12,714

12-03-2019 3.52 80,672 109 2,83,868

13-03-2019 3.46 1,49,428 116 5,14,536

14-03-2019 3.4 72,539 183 2,44,876

For the above sample, determine the following measures:

a. The mean closing price

b. The standard deviation of total number of shares

c. The median value of number of trades

d. The 75th percentile value of total turnover

Analyze the above data using descriptive statistics and comment on the relationship between the various variables

2. Let’s assume that you have gathered the following information on the prices for different management books and the number of pages that each book contains.

Book

Pages

(x)

Price

(y)

A 500 700

B 700 750

C 750 900

D 590 650

E 540 750

F 650 700

G 480 450

a. Develop a least-squares estimated regression line.

b. Compute the coefficient of determination and explain its meaning.

3. The OECD cut forecasts again for the global economy in 2019 and 2020, following on from previous downgrades in November, as it warned that trade disputes and uncertainty over Brexit would hit world commerce and businesses. The Organization for Economic Co- Operation & Development forecast in its interim outlook report that the world economy would grow 3.3 percent in 2019 and 3.4 percent in 2020.

Those forecasts represented cuts of 0.2 percentage points for 2019 and 0.1 percentage points for 2020, compared to the OECD’s last set of forecasts in November. “High policy uncertainty, ongoing trade tensions, and a further erosion of business and consumer confidence are all contributing to the slowdown,” said the OECD in its report. “Substantial policy uncertainty remains in Europe, including over Brexit. A disorderly exit would raise the costs for European economies substantially,” added the OECD.

Europe remains impacted by uncertainty over Britain’s plans to exit the European Union, the U.S. - China trade spat and other weak spots, such as signs of a recession in Italy. For Germany, Europe’s largest economy, the OECD more than halved its 2019 GDP growth forecast to 0.7 percent from 1.6 percent previously. It predicted a light recovery to 1.1 percent growth in 2020. Germany’s export-reliant economy is particularly affected by weaker global demand and rising trade barriers.

(Source: https://www.reuters.com/article/us-oecd-economy/global-economic-growthforecasts-cut-again-by-oecd-idUSKCN1QN13N)

a. In your opinion what forecasting tools are used in the above case for forecasting the global economy? Justify.

b. Are the forecasts accurate? Comment. What all errors are possible in the forecasts and how to deal with such errors?

 

Strategic Management

Case:

M/s Ximi wants to enter in the washing machine and refrigerator market in India. The company has earned a lot of reputation in the global market. The company is known for low priced segment and delivers the best quality. The service is the best in the world. The response time to customer problems is less than 24 hours.

1. The CEO appoints you as a consultant to analyze the external environment for the Ximi Brand. Analyze.

2. Discuss the various types of business models and suggest the one that should be implemented by M/s Ximi for their product launch in India. Explain the same with reason.

3. a. Explain various functional strategies that M/s Ximi can adopt to improve and maximize the resource productivity.

3. b. Explain any five CSR activities that the company should undertake in India to benefit its stakeholders.

 

Financial Accounting & Analysis

1. An investor wants to tests the financial position of Asian Paints Ltd. Thus, he wants to assess the short term liquidity as well as long term solvency. Discuss the four relevant ratio’s which he will definitely look into.

2. Discuss the components of Other Income under the statement of Profit and Loss accounts of any Indian Corporate. How other income is different from revenue from normal operations under the vertical format.

3. The following information is provided by a dealer in computer chips. The dealer follows FIFO method for valuing stock, calculate from the following figures –

Date particulars

April 1, 2019 Opening stock 750 chips @Rs1550 per chip

Purchases

April 10, 2019 1000 chips @Rs1750 per chip

April 20, 2019 1650 chips @ Rs1875 per chip

Sales

April 15, 2019 900 chips @Rs3000 per chip

April 16, 2019 1950 chips @ Rs 3250 per chip

a) Cost of goods available for sale (5 Marks)

b) Gross profit

INTERNAL ASSIGNMENT APPLICABLE FOR APRIL 2019 EXAMINATION

SEMESTER 1 INTERNAL ASSIGNMENT 

Business Economics

1. What are the important characteristics of an indifference curve. Suppose a consumer’s disposable income is Rs. 5,000/- per week and she has a choice of spending the income on concerts and meals. Assume meal is available for Rs.250/- each and concerts are available for Rs.500/- each. Prepare a table of possible combinations of meals and concerts that could be bought with the income. What is your observation about the values in the table?

2. Find below the data for price elasticity and income elasticity of demand for 5 different commodities. Interpret the values in the table in the light of  Whether the demand is elastic or inelastic for each of the commodities and why  What do you mean by negative income elastic demand in case of commodity 3  Give example for each type of commodity.

Commodity Price Elasticity of demand Income elasticity of demand 1 -0.3 +0.6 2 -1.45 +5.60 3 -5.09 -1.67 4 -0.7 +0.8 5 1.0 +1.0

3 a) “Different prices can be charged by the producer in the different market segments to maximize revenue.” Explain the statement by taking a case of aviation industry.

3 b) What do you mean by price rigidity? Which type of market structure is characterized by the price rigidity? Explain your views taking an example of industry facing the problem of price rigidity.

 

Corporate Social Responsibility

Q1. Choose any ONE listed company from NSE top 500 and go through its CSR policy as well as its CSR Report (found in annual report under Director’s report) for 2015-16 or 2016-17, and answer the following;

a. Choose any TWO projects/initiatives reported by the company and explain how they are connected to the CSR policy of the company

b. Analyse and explain the impact/s and/or outcome/s of the chosen projects using the qualitative as well as quantitative information reported. You can also include data/ information about these projects/initiatives from the company’s website.

Q2. Go through the Sustainability Report of any ONE company of your choice or your competitor and identify ONE energy saving/ managing initiative OR ONE water saving/managing initiative that impresses you. Analyze and explain the initiative’s qualitative and quantitative data in the form of a case, such that it showcases all the benefits, financial and non financial that accrue to the company. (DO NOT repeat the same company or the same initiative as in Ans1)

Q3. With the introduction of the Companies Act 2012, spending 2% of net profit on CSR has become conditionally applicable to listed and non listed companies as per the provision laid out under section 135.

3.1 As the new CSR Head, explain what according to you are the five challenges that you will have to address now that the CSR policy has been drafted and projects/ initiatives worth 2 % of net profit finalized by the CSR Committee of the Board?

3.2 Suggest viable and practical solutions to two of these challenges that you will present to the CSR Committee of the Board.

 

Organisational Behaviour

1. Explain, discuss and compare the Hofstede Cultural dimensions between any one Asian country and One European Country.

2. Monika works with Bing & Geller Enterprise which is a media house. The organisation has beautiful workplace with all the amenities. The salaries are disbursed on time, employees are able to maintain a good work life balance. But the employees are not very satisfied and motivated. Ashita being new HR manager runs an employee satisfaction survey through which she realised that even though such nice amenities are provided employees are not happy as they did not find their jobs meaningful and challenging. They also pointed that there was no recognition, no bonus etc. Relate this case scenario with Herzberg’s two factor theory and discuss the same. Conclude by giving some suggestions to Ashita which are realistic and can be implemented.

3. Leadership is an essence of any organisation. It can break or make an organisation. Keeping this statement in mind. Discuss

a. A Resonant leader of your choice (not the one in your textbook) and discuss his qualities and how those (qualities) helped to build the organisation.

b. A Transactional leader of your choice (not the one in your textbook) and discuss whether this style of leadership according to you is suitable or not.

 

Business Communication & Etiquette

1. In your opinion, which part of a presentation is most important and why? What steps do you take to ensure you truly make a mark when you present to an audience?

2. From your experience and of those around you, share how lack of trust, message complexity and difference in status impacts business communication.

3. In Crystal Corp., managers are groomed to be leaders. The organization believes in investing in their own people instead of hiring externally. In the last appraisal cycle, Preeti and Saksham were promoted as leaders of their practices. Saksham is a people’s person while Preeti has a task oriented approach.

a. As far as internal organizational communication is concerned, which one do you think Preeti will practice – upward or downward and why?

b. What would Saksham prefer given his leadership style? What are the disadvantages of being a people-oriented leader?

 

Management Theory and Practice

Case:

M/s TrackUs Courier is a well-established courier company in India. The company has been doing exceptionally well after the emergence of online business. Small and Mid-Sized organisation prefer TrackUs as their services are available at lower cost. The company follows traditional practices for all its operation. There are no computerised system to track the packages, billing, petty cash, financial statements, etc. Every process has to go through multiple steps to implement a single decision. The company has rigid manual processes for completing any work.

The company was able to handle limited customers with the traditional processes but with the ever increasing customer base there is need to redesign the system. The company needs to get the best infrastructure and information system which can handle the large customer base. The directors feel there is no need to spend on the IT systems. Also, the employees might feel insecure with the new technology and systems. The directors are not sure whether they will be able to handle the new technology. They have made a note of all the concerns and now they have hired you as a consultant to advise them on various matters.

1. Suggest TrackUs Courier any seven Henry Fayols principle with reasons so that the same can applied in the organisation to improve the effectiveness.

2. Advise the company any five latest technology that can be implemented in the organisation to improve the overall process.

3. a) What are the various resistance that an employee can show during the change process in TrackUs Courier?

3. b) Advise the directors with detail explanation any two leadership styles that would be feasible for TrackUs courier.

 

Information Systems for Managers

1. Customers show interest towards a specific brand, depending on the experience offered by the brand. However, sometimes, the brands fail to meet the customer expectations. Thus, most companies have made improving customer experience their top priority. They are currently relying on using data to understand their customers. It is imperative for brands to rapidly translate their customer insights into actions, lest they lose the business opportunity. How are retailers capitalizing on user’s data and using data analytics to improve their retail experience in store?

2. The healthcare industry is the furthest along in cloud adoption, compared to the financial services industry and the energy and utilities industry. You are invited by a private hospital to advise them on deployment of cloud. The hospital is very keen to reduce total cost of ownership, increase scalability and provide better collaboration to all the stakeholders. From that perspective, it is evaluating the use of cloud and the right choice for the deployment model. You are required to provide a brief report explaining pros and cons of each cloud deployment model for adopting cloud for its operations.

3. Mounting digitization and connectivity have led to a rise in cybercrime. With employees often plugged into insecure Wi-Fi networks and using their own devices, business data is increasingly vulnerable. As cyber-attacks become more sophisticated, data breaches are growing in size and frequency. The Center for Strategic and International Studies (CSIS) estimates that digital crime and intellectual property (IP) theft currently cost between US$375b and US$575b per year — eclipsing the annual GDP of most nations. Although a portion of cyber threats come from “hacktivistis”, the most concerning threat for financial institutions is from organised cybercrime. Banks must consider their options and opportunities now. You have recently been appointed as the Chief Security Officer (CSO) at a private bank.

a. What measures will you take to ensure the security of the systems at the bank is not compromised?

b. How would you educate your customers to prevent them from being a victim to cybercrime?

 

SEMESTER 2 INTERNAL ASSIGNMENT APPLICABLE FOR APRIL 2019 EXAMINATION

 

Business Law

1. Explain the difference between (i) express conditions and warranties; and (ii) implied conditions and warranties. List out, with distinct examples, the different implied conditions and warranties contained under Sales of Goods Act, 1930.

2. List at least 2 (two) cases that have been decided by Competition Commission of India that has led to ensure that any adverse appreciable effects on competition or abuse of dominant position has been contained by Competition Commission of India.

3. Arunima, Nishita, Shanaya and Komal are homemakers who decided to run a business of a homemade tiffin service in the city of Nagpur. The business has grown exponentially and there is a need to expand the business, which requires an investor. They have approached various venture capitalists who have advised them that they should first get their entity registered. Post registration of entity the venture capitalist may look at investing or buying a stake in the business. Hence, they have approached you for some advice:

a) Can you explain the different forms of business entities prevalent in India?

b) After going through different types of business, they have taken a special interest in partnership firm with limited liability. Can you advise them in detail on what is partnership firm with limited liability, formation and rights and liabilities of such partner?

 

Strategic Management

1. China’s largest commercial vehicle firm Beiqi Foton wishes to enter India’s Automotive market. Conduct a PESTLE analysis for Beiqi in India & suggest whether Beiqi should enter India or otherwise.

2. You have been appointed as a Strategy Consultant to Dolce & Gabbana Italian brand wanting to enter India. Which one of Porter’s Generic Strategies would you choose to be operational in India & explain the reasons in detail behind your choice of strategy? Once the strategy has been chosen, explain the categories of customers you would target?

3. You are the Chairman of Nissan Motors in Japan. Your Indian subsidiary Nissan India has managed to gain only 1.9% of the market share so far & Competitor brands such as Maruti & Hyundai account for 50% & 17% of the market shares respectively.

a. What turnaround strategies can you suggest to arrest the decline of revenues & profitability of your company?

b. In your opinion, would it be considered appropriate to pursue a Combination Strategy? State your response with appropriate justifications & reasons.

 

Essentials of HRM

1. Mahadev & Mahadev is a tourism and luxury travel company owned by Mr. Gajaraj Mahadev. His son Karan completed his tourism management course and joined the family business. After six months of joining the organization, he realised that there are gaps in the HR processes. Karan discussed the same with the HR Head, which he refused to accept. Karan is now sure that there are plethora of loopholes in the HR system. He now wants to conduct a HR audit which has never been a practice before. He needs to convince his father for the same. How can Karan justify the need, objectives and importance of HR audit to Mr. Gajaraj?

2. Take any two E commerce sites and discuss their training and development methodology?

3. Sanjay works as a Product Manager in Green Pvt Ltd. which is a FMCG company. From the past five years he has been a consistent performer and has always got a good increment. Even though he earns really good but there hasn’t been much progress as far as his career is concerned. He is still holding the same designation since the time he joined the organisation. This has deeply impacted Sanjay’s morale which could be seen in his aggression towards his peers. You are an external consultant hired for organisational development. After observing the organisation and its employees for eight months you interpreted that it is not only with Sanjay but widely all employees are very dissatisfied the way their career is progressing. Based on the above scenario:

a. What is missing in Green Pvt. Ltd. and why Sanjay and other employees are so dissatisfied? Discuss with a proper rationale.

b. As a Consultant device a solution for Green Pvt. Ltd and chalk out a proper career planning method.

 

Marketing Management

Case

“Swaad” is a regional brand for pickles and spices. The demand for the brand has been growing. The pickles are made by traditional practices. The company has hired only females to make good quality pickles. The pickles and spices are made using natural ingredients. The packaging is done in a traditional jar which can increase the shelf life of the product. The pricing of the product is higher than other existing competitor’s brand. The biggest marketing communication for them is Word of Mouth because of which “Swaad” is very popular in the regional market. The company understands that there is a huge potential for the brand to establish itself in the national market.

The company is planning to grow its business across the country and they hire you as a Marketing Manager. They want you to develop the business and advise them on various issues.

1. Study various elements of micro and macro environment for Indian Market and suggest whether the company should expand its business.

2. Explain various ways to promote the Brand “Swaad”.

3. a) Explain the buyer decision making process for pickles.

3. b) Suggest the psychographic and behavioural segmentation for the Brand “Swaad”

 

Financial Accounting & Analysis

Question 1 One of your colleague is going to make a presentation in the sales meeting. However, he finds difficult to understand the difference between gross profit, operating profit and net profit. Explain these terms to your colleague by discussing how these are calculated and highlighting the relevant points.

Question 2 The provisions of AS-3 provide two methods for preparing the cash flow statement. Discuss how the manner of computation of cash flow from operating activities under direct method and under indirect method differs from each other.

Question 3 On April 1st 2016 your company purchased an asset at a cost of 7 lacs and incurred Rs50000 on installation. The machinery being depreciated on WDV method every year. On March 31st 2019 , the machinery was sold for Rs4.5 lacs.

a) Pass relevant journal entries to recognize the profit or loss and sale of asset

b) Calculate the profit or loss on disposal, Calculate Closing book value and depreciation for the years 2016-19

 

Business Statistics

Question 1. Consider the following data of 26 restaurants serving in Mumbai.

Restaurant Location Area (square feet) Number of items in menu Sales in crores A Busy

2500

35

4.1 B Less busy

50

45

5.1 C Busy

450

36

4.3 D Less busy

700

45

4.9 E Busy

700

40

4.7 F Less busy

400

25

2.6 G Busy

800

50

5.2 H Less busy

300

20

2.2 I Less busy

350

34

3.8 J Busy

700

42

4.1 K Busy

450

34

3.9 L Less busy

200

12

1.6 M Busy

500

30

2.7 N Less busy

400

37

3.9 O Busy

500

35

3.1 P Less busy

600

32

3 Q Busy

800

45

4.9 R Less busy

400

35

3.8 S Busy

650

40

4 T Less busy

400

25

2.3 U Less busy

900

52

5.1 V Busy

500

42

4.2 W Busy

350

40

4.1 X Less busy

300

25

2.2 Y Busy

700

30

3 Z Less busy

300

20

2.1

Is the Location variable - a nominal, an ordinal, an interval or a ratio variable? How can we code it so that we can use it in analysis (hint: binary)?

Which of the variables are determining Sales based on the above data? Take p < 0.05 for interpreting your multiple regression. You can use output from Ms-Excel or other software, but you are required to interpret it. Is your regression model statistically significant? How is Adjusted R2 different from R2? Suppose, you want to open a new restaurant. Given that this new restaurant of 1000 square feet will be located in a busy location and will have 40 items in its menu - what would be the predicted sales?

Question 2. Based on the data in question 1 above, suppose that in order to plan the area (square feet) of your new restaurant, you want to consider information about the area (square feet) of existing restaurants. What is more appropriate in this case – mean, median or mode? Calculate them and explain. What do you know about the symmetry of the distribution of the Number of Items in Menu? As an investor you do not want much variability in Sales. Calculate standard deviation and inter-quartile-range of Sales and comment when they are useful as measures. What values (maximum, minimum) of Sales lie within two standard deviations, assuming normal distribution?

Question 3 Suppose you are a consultant hired to help NMIMS in understanding student perception of quality of study materials and student assessment process at NMIMS.

a. What are the types of random sample survey, in general? What sampling method would you recommend in this case for your study and why?

b. Consider the scores from a multiple-choice test from a question bank (random), used for student assessment. Explain Central Limit Theorem and its applicability to this case.

Internal Assignment Applicable for DECEMBER 2018 Examination

SEMESTER 1

Corporate Social Responsibility

1. Climate change is the current focus of business community globally and businesses worldwide are including climate change related considerations in their strategic business decisions as well as long term plans. Choose any one current and live company, Indian or Multinational and explain how it is implementing any two climate change policies /actions to reduce their negative climate change impacts and why do they look at climate change as part of risk management?(refer to the sustainability report of the chosen company)

2. With the introduction of Companies Act 2013 for the first time CSR has been legally acknowledged. Study the section 135, CSR rules as well as Schedule VII of Companies Act 2013. According to you explain 10 benefits that will accrue to business as well as society due to this regulation.

3. Child labour is a violation of human rights. India is sadly the home to the largest number of child labourers in the world. Children are engaged as household servants and are also employed by hotels, service stations, food stalls, workshops, construction sites, carpet industries, etc. They are even employed in hazardous and unhygienic forms of labour in textile, leather and cracker industries, depriving the children of their childhood, and harming their mental, emotional and physical development & well-being.

a. What according to you are five compelling reasons for the existence of child labour in India?

b. Suggest four strategies/action plan that can be adopted by business to make child labour unattractive and non viable.

Strategic Financial Management

1. Rajshree Limited’s equity shares trade in the market at Rs. 40 per share. Dividend paid in the current year is Rs.8 per share. You expect the dividend to grow at a constant rate of 4% year on year. Is the stock underpriced or overpriced? State the appropriate reason. Assume 16% cost of equity. (10 Marks)

2. A shoe manufacturer is considering buying a machine which will enhance its production efficiency. The machine would cost Rs 2,40,000 and has a useful life of 5 years. A salvage value of Rs 40,000 is realizable at the end of 5 years. The machine will bring in cost savings of Rs 70,000 every year The tax rate is 30%. Assume 20% cost of capital. Compute the NPV of the proposal. (10 Marks)

3. Allied Industries has raised capital by way of Equity, Preference Shares and Debt at

a cost of 18%, 12% and 10% respectively.

Capital (in Rs million) Book Value Market Value

Equity 500 1000

Preference 250 250

Debt 250 250

Calculate the weighted average cost of capital based on

a. Market Values (5 Marks)

b. Book Values. (5 Marks)

 

Brand Management

1. Even for the most dedicated of ice cream lovers this multicultural marketing blunder may prove a little hard to swallow. Meerut-based MVF Products launched ice-cream cones by the name of “Hitler”. The brand’s cartons carried a picture of a stern-looking Adolf Hitler dressed in a brown blazer. In response to its marketing, critics tweeted extensively with crude remarks such as “Height of tastelessness; Indian ice-cream named after Hitler. Would the Germans name a sausage after Godse?" The brand marketers however justified their stance by stating that the brand name was inspired by an uncle in the family known for his short-temper; and nick-named Hitler. Needless to say, the brand’s name and identity suffered from severe criticism for being inappropriate and insensitive. Not just the brand name, but even while choosing other elements of the Brand, the marketer must keep in mind certain criteria to avoid such multi-cultural blunders. Discuss the six-point criteria for choosing the Brand elements. (10 Marks

2. Nestle is planning to come up with a range of coffee-based products such as face wash, face exfoliating scrub, face mask, face cream, body mist, lip balm etc. under its Nestle brand. What is the branding strategy that Nestle should adopt for this new product range? Suggest how the company can create brand associations for its new product range leveraging secondary associations from its existing brand. (10 Marks)

3. Chocberry has undergone a major transformation over time. It has evolved from being a confectionery business into an international business with significant interests in confectionery and entertainment for kids worldwide. Growth through acquisition had enabled the group to build up a large portfolio of well-known brands. However, slowly it started becoming clear that not all of its products were contributing equally well to its overall profitability. This case study looks at how Chocberry adopted a business philosophy of selling chocolate products to children either directly or through their parents.

 

Revitalising brands

Chocberry's famous brands include: Chocberry's Milky Way, Nutty Buddy and SilkyChoc. Good brands are valuable assets, but still need support especially when children are the main consumers and parents the main buyers. There is also a time lag challenge. Children, who stop being consumers of their parents' chocolate purchases when aged 12 or 13, have to be encouraged back to the product as buyers of it when they themselves become parents, perhaps 15 years later. Chocberry decided that its chocolate products aimed at children were most in need of a new approach. But how best to achieve it?

 

Advertising dilemmas

Since different chocolate-based products appeal to different age groups, Chocberry needs to offer a wide product range. Each product needs promotion, which implies an advertising budget for each product line, which is very expensive. One approach is to promote the firm as a whole, that is, raise awareness of Chocberry's, in the hope that this in itself will boost sales across Chocberry's product range. However, a catchall approach can be rather hit or miss and may produce a poor return. Another way around this is to promote chocolate consumption in general. This approach would require co-operation between competitive producers and implies some loss of control for Chocberry's. In line with its adding-value approach, the challenge to Chocberry was to promote its child-orientated products in a cost-effective manner. From within Chocberry came an interesting, attractive proposal based on some solid propositions:

  • For children, consumption is linked to having fun. Any consumption that children regard as fun will also appeal to their parents, who do the spending.
  • Other companies manage to associate consumption with children having fun. For example, Disney offers Disneyland, where, in the course of having a good time, children meet loveable characters whom they link with the purchases that parents make on their behalf, such as cinema tickets, videos, cuddly toys.
  • On somewhat similar lines, the company Chocberry, also has 'a place where chocolate is made'. This place is an asset that can be further developed into a Chocolate World. Chances are, that it shall prove to be a huge attraction to thousands of visitors each year.

 

Out of this line of thinking came a new Chocberry creation - Chocberry LAND – a chocolate world, chocolate factory of its kind. Chocberry already has separate chocolate lines aimed principally at children: Chocberry Shots, Stars, Perky. What was needed was a new 'umbrella' that gave them some togetherness whilst preserving their separate identities. The concept of Chocberry LAND had to be suitable for promotion through the various media forms and flexible to survive the addition and subtraction of brands. Chocberry LAND will capitalise on children's love of likeable characters placed in a world of their own. A character shall be attached to each brand. The character's persona will reflect the brand. For instance, Buttons will be 'a bit dizzy and will giggle a lot', Wildlife will be 'an eccentric old buffer' and Fudge will be 'a bit of a loony'. In Chocberry LAND, each character will contribute in an endearing way to the making of 'their' product. A child consumer and his chocolate-related adventures will offer the route by which the visitors shall enter and enjoy Chocberry LAND. Children will feel comfortable with all this, because they are already familiar with the brands. The experience of seeing their favourite chocolates being made – a tempting world of chocolates – will be a one of its kind. The challenge before the marketers will be to build the brand equity for Chocberry LAND.

a. Who should be the key target consumer (s) for Chocberry LAND and what should be the positioning to reach out to them? (5 Marks)

b. What are the various communication tools which can help in building the brand equity of Chocberry LAND? (5 Marks)

 

Integrated Marketing Communications

1. You have just opened your own Restaurant. You have planned an inaugural rate for customers to visit and taste the food. Describe the P’s of marketing mix. Describe the Promotion plan on How would you market your brand to maximize your sale? (10 Marks)

2. You are the brand manager of a Toddler’s toys Brand. Your company has tied up with a kid’s movie to attract the toddler’s. How will you leverage this association to build equity for your brand? (10 Marks)

3. Case Study

Increase Market Share for Online Pharmacy

Source: PTI feed India Today

The overall Market size of online Pharmacies is at Rs. 800 Cr. It is estimated to grow at 20% as more and more people move into buying online medicines. Metlife offers the medicines at a 20% lower rate. While it has been growing, the overall share of all the top players put together is only 2%. Metlife aims to increase its market share thereby increasing the volume of medicines bought online.

a. In a growing market with other serious players, how would you approach IMC to increase the market share? (5 Marks)

b. Metlife has created an audio visual ad for creating awareness about authentic medicines delivered at the doorstep. Explain the 9 elements of communication for the ad. (5 Marks)

 

B2B Marketing

1. Fortis Hospitals wants to increase its sales by focusing the Business markets where Organizations would buy preventive health check-up packages for their employees. They have developed various packages to attract business markets.

Propose a suitable pricing strategy that Fortis should use for its organizational customers. (10 Marks)

2. Excellent Roller, company are the famous rubber roller manufacturers in India. They have got into a technical collaboration to produce Teflon rollers which are used in coating and printing machines. Rubber rollers which is used generally are prone to damages compared to Teflon rollers. ERPL is planning to launch product using advertisements. Do you agree for an advertisement campaign for an industrial product? If so why? What are the ways in which ERPL can advertise? What are alternate methods? (10 Marks)

3. Read the following Case & solve the questions given:

Mr. Sunil Mathur, Director, Raj Doors Pvt Ltd, was not sure what kind of marketing strategies, segment and target market he should use in order to achieve the company goals on sales and profitability. The sales and profits were not growing as per expectations of Mr. Mathur.

Sunil Mathur joined the family business in 2006 after completing graduation in Electronics engineering and MBA from a reputed institution in India.

The company manufactures and markets plastic doors (GTEX brand) for bedrooms, bathrooms, office rooms, balcony etc. These non-wood doors can be used for residential houses, institutions like schools, office, hospitals as well as commercial shops, malls etc. The market for plastic doors was growing at the rate of 50% annum. Raj Door was having a market share of 14% in the year 2008. Kintex and Aptak were the leading players with market share approximately 28% and 20% respectively. Balance market was dominated by smaller players as well the players in the unorganized sector. The market was overall dominated by wooden doors. The market was highly fragmented with no player commanding more than 4% of the market. Unorganized sector was the dominant player in the wooden door market. Mr. Sunil was determined to make the company as market leader of the overall door market (both wooden and plastic) in the next ten years.

The company had segmented its market into the following segments(a) government organizations like CPWD, Ministry of Defence, Railways etc.;(b) Residential house built by builders ;( c) commercial organizations and institutions ;( d) individual house owners built by individuals ;( e) fabricators. ‘We have targeted all the above market segments for plastic doors, excepting those who want wooden doors’ said Sunil Mathur. He further added that their sales personnel regularly contacted contractors who get business from government organizations, where lowest price and good after-sales-service are the key buying factors. However, when sales personnel call on builders for residential and commercial complexes for getting orders, Superior product quality and services are the most important factors that they have to keep in mind. For house owners and fabricators indirect channel of dealers are used. They mostly look for low prices and delivery service. The company developed three sub-brands under GTEX brand. These are Solidex, Fibrex and Lightex. Solidex brand was suitable for government firms, institutions, individual houses with medium quality and medium to low prices. Fibrex brand with high quality was suitable for builders and a few individual house owners. Lightex brand offered lower quality and low prices for replacement market and a few individual house owners.

a. Evaluate how the buying behavior is likely to be different in the Commercial offices from individual households. (5 Marks)

b. Develop a marketing strategy with focus on: Strategic orientation (whether you would like to be leader, challenger or follower)? Discuss its implications.

(5 Marks)

 

Course: Business Communication

1. Large organizations where there are many people working closely, create unofficial and informal channels of communication. What is this kind of communication known as and what purpose does it serve in large organizations? List different types of this communication along with drawbacks if any.

2. Explain the various forms that non-verbal communication takes which impacts cultural aspect of communication. How does verbal and non-verbal communication relate to each other?

3. Zenstar Technologies has the task of collating feedback from its customers before the launch of its new product next fortnight. They need their customers to participate and be forthright in the opinions they present to improvise and make any last minute course corrections to garner the best response for the product launch.

a. Which computer tool for collecting information will be most suitable for the requirements of Zenstar Technologies and why?

b. Advice on how they should conduct the whole exercise of gathering feedback from their customers?

 

Course: Business Economics

1. The manager of a company was analysing the trend of the products of its company (Commodity Y) getting replaced by another substitute product available in the market which gives the same level of satisfaction to the consumers. Calculate the rate of Marginal Rate of Substitution and analyse the result.

Combination

Units of Commodity Y

Units of Commodity X

Total Utility

a

40

10

U

b

25

14

U

c

17

19

U

d

10

27

U

e

7

38

U

 

2. Neha has just completed her MBA and joined a startup company. The company was planning to launch a new product in the market so the management wanted to understand the different factors that can impact the demand and supply of their products in the market. Help Neha to prepare a report on the factors impacting demand and supply of products in the market.

3. Alpha Ltd market share was declining due to high competition in the market so it decided to enter a new segment. It wanted to determine the relationship between change in the quantity demanded of the product due to change in the price of the product in the market. Assume that at the price of ₹100, the demand for the product is 400 units. If the price of the product increases to ₹120, the demand decreases to 250 units. Calculate the price elasticity:

a) Using Arc elasticity method

b) Using Percentage method

 

Course: Information Systems for Managers

1. Social media and data analytics are changing the scene for most industries today. It is said that social media played a key role in propelling the Bharatiya Janata Party (BJP) to power in 2014. It is no surprise that with the elections round the corner in 2019, parties are getting their social media warriors ready to help them combat this war in the digital space. In your opinion, can Social media be used to influence voter behaviour? Can political parties actually leverage data analytics solutions to reach out to probable voters? Justify your answer.

2. Malkan Pharmaceutical Industries Ltd. is operating in the pharmaceutical industry with a number of drug formulations in the form of tablets, capsules, powder and syrup. These drugs are available to the patients through chemists or online pharmacies on prescriptions of registered practitioners only. Besides, the company has some over-the-counter products that are available to any person without prescriptions. The company markets its products through a network of wholesalers, who in turn have their retailer network. The company is finding it difficult to maintain the inventory of the stocks that it has at its disposal, warehousing processes and associated transactions including shipping, receiving, put-away and picking. In order to streamline its operations to achieve efficiency, the company is planning to invest in a SCM software. How would this help the company in achieving its objectives? What are the risks in implementing the same?

3. You have been assigned as a project manager to deploy ERP System in a new start-up company having multi-location in India, with standalone and disparate systems. This company has manual processes, a high dependency on people for information, leading to a delay in timely decision making. The organization has embarked on a journey to implement ERP system-duly integrating all process and functions for quality transactions and availability of information.

a. Elaborate the steps you would take for effective implementation.

b. What are the critical issues that you need to address for the successful implementation of ERP?

 

Course: Management Theory and Practice

1. M/s Subodh Enterprise is failing to make profit from last five years. The company has no proper vision and direction to follow. The Directors have decided to replace the current leader who shows less concern for people as well as profit. They appoint you as a consultant to guide them on the various types of leader and suggest them one type of leader that will be suitable for this organization with reasons.

2. Mr. Ajay wants to purchase new printers for the organization as the current printers are outdated and the cost per print is high. Whenever the printers stop working the service provided from the company is very poor. It takes them seven days to resolve minor issues. This is affecting the productivity of people. There are seven departments and all the departments’ printer need to be replaced. Explain the decision making process that Ajay should follow for purchase of best printers for the organization.

3. Mr. Amit is the departmental head of Marketing and has seven employees directly reporting to him. The seven members of the team are never in consensus with each other on major important decisions. There had been heated discussion among them in various meeting scheduled by Mr. Amit. The team members are not having great rapport with Production and R&D departments’ Head because of lack of coordination within the team. There is total chaos and confusion in the organization. Mr. Amit is worried about the online course that he has joined and has not been able to commit himself for the course. He is not able to give time to solve the assignments, check the MCQs, and participate in the discussion forum which are a part of the course. Mr. Amit’s relationship with the seniors is cordial. He doesn’t like the Production Department head as the latter doesn’t provide him with regular reports and delivery status.

a. Enumerate types of conflicts and identify various types of conflict in the above case?

b. What are the various ways to resolve the conflict?

 

Course: Organisational Behaviour

1. Shanaya works as a creative head in the entertainment industry, where she is often required to work for long hours. Her reporting authority Kiran is very inflexible who wants the work to be done according to her liking. Shanaya tried to talk to her on several occasions and explain her as well as other team members’ point of view but in vain, as Kiran would not budge. If anything is not done according to Kiran’s way she reprimands Shanaya in front of her peers and subordinates. Kiran would pile Shanaya with excess work and make her work from home even during holidays. Keeping the above scenario in mind, discuss the pitfalls of leadership as demonstrated by Kiran.

2. Anay works as a project lead in a pharmaceutical company. He is very famous amongst his team members because of his approach towards them. Whenever his team performs well he always rewards them. This reward comes in many forms like appreciation mail, gift voucher, and acknowledgement certificate. Because of this practice in Anay’s team they are regarded as the best performers in the office. Analyse the situation and explain the elements of reinforcement used by Anay.

3. Shiva and Sanjay work in an Information Technology (IT) multi-national company (MNC) in the same team as management trainees. They both got selected through campus placement. It has been six months since they joined the company. While filling up their confirmation forms Shiva came to know that Sanjay draws more remuneration than him. This had visibly upset Shiva and he started dumping all his work to Sanjay. The strained relationship between them could be sensed by their colleagues as well. Sanjay probed for this and from one of Shiva’s new confidante he came to know the reason.

a. What kind of conflict was between Shiva & Sanjay? Discuss the same with suitable concepts & reasons.

b. How can the conflict be resolved or managed by Shiva. Discuss

SEMESTER 2

 

Course: Marketing Management

1. Mr. Hari has joined as a marketing head in a startup that deals with online sale of Groceries. The online store is named as www.baniyakidukaan.com. The store will start its operation in 4 cities namely Mumbai, Pune, Delhi and Bangalore. The company faces tough competition from various online stores. The company’s major focus is to make the items available at lowest possible price. You have been asked to prepare the 7P’s of marketing mix for the online store.

2. M/s Kids Corporation is planning to launch its own brand of Dolls across India. The doll will be named Senorita and it will be available in the price range of 600/- to 1400/- Rupees. The doll will be available in major types of profession like Doctor, Lawyer, Teacher, etc. so that it can even inspire girls to go for these careers in future. Design the Segmentation, Targeting and Positioning strategy for Senorita.

3. M/s Joy Corporation wants to enter into the production, marketing and distribution of Mobile Phones. The company is a market leader in Washing Machines and Refrigerators. The company wants to penetrate into the ever increasing Mobile Market. It plans to sell mid-range mobile phones where the major competitors are Oppo, Vivo and Xiaomi.

a. Explain various steps involved in the new product development of Joy Mobile Phones.

b. Explain various marketing strategies that Joy mobile phones should undertake during the time of launch i.e. introduction phase of Joy Mobile Phones.

 

Course: Business Statistics

Assets Expense Ratio Return 2006 3-Year Return 5-Year Return

904.8 1.51 4.6 10.7 8.1

675.9 1.28 8.5 11.9 7.3

909.7 0.80 13.1 10.4 6.3

52.2 1.50 11.6 10.3 6.4

8411.5 0.63 10.9 12.4 8.0

282.3 1.22 7.1 10.2 8.0

9870.7 0.86 12.3 15.0 7.7

424.8 1.13 12.3 11.0 6.2

15422.9 0.72 14.0 10.2 6.2

497.9 1.36 8.6 12.0 7.3

547.3 1.09 7.5 12.8 7.2

5527.1 0.41 11.2 10.2 6.5

22592.9 0.46 12.3 13.0 8.4

240.8 1.42 4.4 10.3 6.6

2403.4 0.93 8.0 10.1 4.3

233.3 1.33 6.5 9.4 5.4

71.2 0.15 15.4 6.6 5.0

506.9 1.15 11.2 9.3 4.5

221.6 1.12 13.2 8.9 4.7

434.9 1.19 14.2 12.3 7.1

7834.2 0.56 13.7 9.6 5.5

152.1 1.34 12.4 9.6 4.6

815.4 0.73 13.0 8.9 4.5

85.7 0.45 13.2 9.6 4.0

166.1 1.41 3.3 7.8 5.3

47.2 0.74 8.1 10.8 5.7

6955.2 0.87 7.8 10.7 5.8

135.4 1.25 14.6 8.2 5.8

142.0 1.18 9.2 9.7 5.6

601.8 1.00 9.7 7.9 3.8

1. For the data on 31 mutual funds given above, conduct the following analysis:

i. Determine the measures of central tendency and of dispersion for the five variables.

ii. Provide the five-number summary i.e. the minimum, 1st quartile, median, 3rd quartile and maximum value for asset size.

Interpret the above results and comment on how the data is distributed.

2. For the same data on mutual funds given above:

i. Is there a strong association between asset size and expense ratio?

ii. Create a scatterplot diagram depicting the association between the two variables.

iii. Using the regression equation, predict the 5-year return of a fund whose 3-year return was 8%.

3. Assume there are 400 athletes in a training camp, who are required to attend the morning drill starting at 4 am. The attendance in morning drills is 70%, i.e. on an average, 280 athletes are present. Fifty new athletes are admitted in this batch.

a. What is the probability of attendance being at least 70% among the new athletes, thus ensuring the overall attendance does not fall below 70%?

b. The training coach thinks that this probability will increase, if the new batch size is 40 instead of 50 students. Is he right in assuming so?

 

Course: Business Law

1. What is the difference between valid, void or voidable contract. Please explain the instances when a contract becomes valid, void or voidable contract.

2. Please give at least two (2) real life examples on how the recent amendments in Companies Act, 2013 has brought about sweeping changes in corporate scenario of India.

3. Arun and Smitha are good friends since a long time. Smitha is in need of a house loan with a bank and Arun has agreed to be a be a co-applicant cum “guarantor” to help Smitha secure the house loan. Smitha after taking possession of the Flat started defaulting payments of the house loan and absconded. In light of the above instance, you are called to advise the bank on the following queries:

a. What is the contract between Arun, Smitha and the bank termed as? Identify Arun, Smitha and the bank according to their roles in such contract? (5 Marks)

b. Does the bank have any right against Arun? If yes please explain in detail? If, Arun voluntarily offers to pay the loan to the Bank, what are his rights? Please explain in detail?

 

Course: Essentials of HRM

1. Sanskruti Ltd. is an apparel manufacturing company. Lately it was observed that the absenteeism as well as the employee turnover has increased tremendously. An external consulting firm was roped to understand the entire concern. The report presented by the consulting firm specified that the workers are dissatisfied with their job roles as well as they find no career planning and progression which is affecting the overall organisational productivity. Discuss the objectives as well as merits of career planning which can be included to make the employees happy and satisfied in Sanskruti Ltd.

2. Kadambari Enterprises, which is a family managed business in the area of food manufacturing (Indian Snacks) has grown over the years. The business turnover has now become 500 crore. The organisation never had a concept of performance appraisal, the employees were given raise based on their seniority and relationship with the management. Sneha the new heir of Kadambari Enterprises wants to change the entire outlook and bring in the latest Performance Management System to bring parity and justice for the employees. You have been selected as the head HR and have been asked to present the benefits of appraisal and best PMS for Kadambari Enterprise.

3. Sameera is a fresh MBA graduate and has joined as a Trainee- Talent Management in Fresoc Ltd. It is her first week at work and she is all geared up for some great learning. To her disappointment she is just handed over some brochures to read. After a fortnight she is assigned some task to work on. Sameera is really confused as she does not have any job clarity and work is being assigned to her randomly. The entire month after joining Fresoc Ltd has been a very demotivating as an outcome she resigned from her services.

a. Do you think that the induction of Sameera was wrong? Justify your answer

b. What could have been an ideal situation where young talent like Sameera would have been retained?

 

Course: Financial Accounting and Analysis

Question 1 You visited Subway that’s the fast food restaurant to purchase a Combo worth Rs 499. The restaurant paid for the raw material and utilities amounting Rs105 for each sale. In addition to that, the restaurant also paid for certain expenses in cash in total Rs 50 per sale.

Discuss how these financial transactions will be recorded by way of journal entry, and also, discuss the various stages of the whole accounting process.

Question 2 The Companies Act 1956 was the first Act which governs the various Companies registered in India. However, in the year 2013, the Act was amended holistically to bring more transparency in terms of accountability, presentation and disclosure aspects in relation to various financial information of a company. However one of your friend is of the opinion that there is only one difference between the two Act , that is , the presentation of financial statements , previously it was governed by Schedule VI and now Schedule III governs it. Now, you are assigned with the task of convincing your friend that there is a huge difference between the two Acts, by briefing him on atleast five other points of differences between the two.

Question 3 The following information pertains to the Income statement of Beta Ltd.

revenue generated from sales              1258000

closing stock                                        102500

profit on sale of securities                   25540

Opening stock                                      50000

purchase of raw material                     500000

direct expenses                                                150000

manufacturing expenses                                  67550

administrative expenses                                   68420

depreciation                                         15840

preliminary expenses written off                     4700

selling and distribution expenses          45000

loss on sale of machinery                    15000

interest on loan                                                46510

Taxes paid                                           25500

Earnings Before Interest & Taxes (EBIT)        ?

a. Redraft the information in the vertical form of Income statement and also, calculate Earnings After Taxes (EAT )

b. Calculate the gross profit ratio and operating profit ratio. Discuss, how they differ from each other?

 

Course: Strategic Management

1. One of IKEA’s key competitors ASDA wants to enter into India into the furniture product category. Conduct a PESTLE analysis for ASDA in India & suggest whether ASDA should enter India or otherwise.

2. You have been appointed as a Strategy Consultant to the Burj Al Arab brand wanting to enter India. Which one of Porter’s Generic Strategies would you choose to be operational in India & explain the reasons in detail behind your choice of strategy? Once the strategy has been chosen, explain the categories of customers you would target?

3. You are the Chairman of General Motors in the US. Your Indian subsidiary GM India has been fast losing market share to Competitor brands which now account for over 90% of the market share.

a. What turnaround strategies can you suggest to arrest the decline of revenues & profitability of your company?

b. In your opinion, would it be considered appropriate to pursue a Combination Strategy? State your response with appropriate justifications & reasons.

India`s Foreign Trade

1. One of the Medium size Indian pharmaceutical company, well established in India with good Sales & Marketing network, contemplating to go for International business to expand their revenue. Discuss in detail how the company should move forward systematically and discuss what kind of market barriers they will encounter and how to resolve them.

2. Discuss in detail Balance of Payment (BoP); what is the current scenario of India’s BoP with USA & China, and how it can be rectified?

3. Foreign Direct Investment (FDI)

a. Explain the concept of FDI and how it help the country’s economic condition

b. Why some countries totally ban FDI or they have restricted FDI in certain segments, what is the logical reasons for this, explain with an example.

 

Customs Shipping and Insurance

1. Your company has exported one break bulk consignment by sea. The job was given to a customs broker Roshanlal and company. While loading liner found some improper packing of goods and Mate receipt was refused. You have been asked to sort out the issues by visiting the port urgently before the ship sails out. Also your boss does not know anything about Mate receipt.

Please explain, your Head of the department, details about Mate receipt and give your way of sorting out this issue.

2. Your company wants to import one consignment of 500 kg urgently by air on FOB basis as the production is held up. You did not have time to get freight and insurance certificate. The consignment has landed. Your customs broker is asking for details of freight and insurance. You have asked him to clear without these certificates as the value is less and the goods are required urgently.

Please explain how the customs will calculate the freight and insurance charges in absence of these details to arrive at CIF value.

3. You have joined a company, as Import and export manager, who deals with high volume imports and exports. The insurance coverage of both imports and exports have not been done properly and as a result the company is facing loses in insurance claims. You are advised to give the following suggestions:

a. What type of insurance coverage should be opted for covering the insurance of imports and exports?

b. How the loss will be eradicated with your suggestions?

 

Export Import Procedures and Documentation

1. You have exported a consignment to a company Brussels International in London by air. The consignment consists of 78 boxes of electronic spare parts. The export was made on FOB basis. Now the customer informs a shortage of 7 packages and asks you to compensate the loss. As an Export Manager what would be your course of action on this claim.

2. Your company has imported 10 x 20’containers by sea consisting of umbrellas to sell the same to a trader. However due to a problem in payment terms, your customer has refused to take the consignment. You do not have space to store 10 containers load and also your company is not in a position to pay customs duty for the entire consignment. What would be your advice to the company to handle this tricky situation?

3. You have imported on consignment of 5 x 40’containers consisting of consumer items by sea on CIF basis. Your customer has delayed in sending the documents to you. As a result you have incurred detention charges for the containers. The shipping line asks you to pay the detention charges to get the delivery order. While handling this please explain

a. Who will have to bear the detention charges in this case?

b. How will you take it up with the exporter who has delayed the documents?

 

SEMESTER 1

Corporate Social Responsibility

1. Climate change is the current focus of business community globally and businesses worldwide are including climate change related considerations in their strategic business decisions as well as long term plans. Choose any one current and live company, Indian or Multinational and explain how it is implementing any two climate change policies /actions to reduce their negative climate change impacts and why do they look at climate change as part of risk management?(refer to the sustainability report of the chosen company)

2. With the introduction of Companies Act 2013 for the first time CSR has been legally acknowledged. Study the section 135, CSR rules as well as Schedule VII of Companies Act 2013. According to you explain 10 benefits that will accrue to business as well as society due to this regulation.

3. Child labour is a violation of human rights. India is sadly the home to the largest number of child labourers in the world. Children are engaged as household servants and are also employed by hotels, service stations, food stalls, workshops, construction sites, carpet industries, etc. They are even employed in hazardous and unhygienic forms of labour in textile, leather and cracker industries, depriving the children of their childhood, and harming their mental, emotional and physical development & well-being.

a. What according to you are five compelling reasons for the existence of child labour in India?

b. Suggest four strategies/action plan that can be adopted by business to make child labour unattractive and non viable.

 

Course: Business Communication

1. Large organizations where there are many people working closely, create unofficial and informal channels of communication. What is this kind of communication known as and what purpose does it serve in large organizations? List different types of this communication along with drawbacks if any.

2. Explain the various forms that non-verbal communication takes which impacts cultural aspect of communication. How does verbal and non-verbal communication relate to each other?

3. Zenstar Technologies has the task of collating feedback from its customers before the launch of its new product next fortnight. They need their customers to participate and be forthright in the opinions they present to improvise and make any last minute course corrections to garner the best response for the product launch.

a. Which computer tool for collecting information will be most suitable for the requirements of Zenstar Technologies and why?

b. Advice on how they should conduct the whole exercise of gathering feedback from their customers?

 

Course: Business Economics

1. The manager of a company was analysing the trend of the products of its company (Commodity Y) getting replaced by another substitute product available in the market which gives the same level of satisfaction to the consumers. Calculate the rate of Marginal Rate of Substitution and analyse the result.

Combination

Units of Commodity Y

Units of Commodity X

Total Utility

a

40

10

U

b

25

14

U

c

17

19

U

d

10

27

U

e

7

38

U

 

2. Neha has just completed her MBA and joined a startup company. The company was planning to launch a new product in the market so the management wanted to understand the different factors that can impact the demand and supply of their products in the market. Help Neha to prepare a report on the factors impacting demand and supply of products in the market.

3. Alpha Ltd market share was declining due to high competition in the market so it decided to enter a new segment. It wanted to determine the relationship between change in the quantity demanded of the product due to change in the price of the product in the market. Assume that at the price of ₹100, the demand for the product is 400 units. If the price of the product increases to ₹120, the demand decreases to 250 units. Calculate the price elasticity:

a) Using Arc elasticity method

b) Using Percentage method

 

Course: Information Systems for Managers

1. Social media and data analytics are changing the scene for most industries today. It is said that social media played a key role in propelling the Bharatiya Janata Party (BJP) to power in 2014. It is no surprise that with the elections round the corner in 2019, parties are getting their social media warriors ready to help them combat this war in the digital space. In your opinion, can Social media be used to influence voter behaviour? Can political parties actually leverage data analytics solutions to reach out to probable voters? Justify your answer.

2. Malkan Pharmaceutical Industries Ltd. is operating in the pharmaceutical industry with a number of drug formulations in the form of tablets, capsules, powder and syrup. These drugs are available to the patients through chemists or online pharmacies on prescriptions of registered practitioners only. Besides, the company has some over-the-counter products that are available to any person without prescriptions. The company markets its products through a network of wholesalers, who in turn have their retailer network. The company is finding it difficult to maintain the inventory of the stocks that it has at its disposal, warehousing processes and associated transactions including shipping, receiving, put-away and picking. In order to streamline its operations to achieve efficiency, the company is planning to invest in a SCM software. How would this help the company in achieving its objectives? What are the risks in implementing the same?

3. You have been assigned as a project manager to deploy ERP System in a new start-up company having multi-location in India, with standalone and disparate systems. This company has manual processes, a high dependency on people for information, leading to a delay in timely decision making. The organization has embarked on a journey to implement ERP system-duly integrating all process and functions for quality transactions and availability of information.

a. Elaborate the steps you would take for effective implementation.

b. What are the critical issues that you need to address for the successful implementation of ERP?

 

Course: Management Theory and Practice

1. M/s Subodh Enterprise is failing to make profit from last five years. The company has no proper vision and direction to follow. The Directors have decided to replace the current leader who shows less concern for people as well as profit. They appoint you as a consultant to guide them on the various types of leader and suggest them one type of leader that will be suitable for this organization with reasons.

2. Mr. Ajay wants to purchase new printers for the organization as the current printers are outdated and the cost per print is high. Whenever the printers stop working the service provided from the company is very poor. It takes them seven days to resolve minor issues. This is affecting the productivity of people. There are seven departments and all the departments’ printer need to be replaced. Explain the decision making process that Ajay should follow for purchase of best printers for the organization.

3. Mr. Amit is the departmental head of Marketing and has seven employees directly reporting to him. The seven members of the team are never in consensus with each other on major important decisions. There had been heated discussion among them in various meeting scheduled by Mr. Amit. The team members are not having great rapport with Production and R&D departments’ Head because of lack of coordination within the team. There is total chaos and confusion in the organization. Mr. Amit is worried about the online course that he has joined and has not been able to commit himself for the course. He is not able to give time to solve the assignments, check the MCQs, and participate in the discussion forum which are a part of the course. Mr. Amit’s relationship with the seniors is cordial. He doesn’t like the Production Department head as the latter doesn’t provide him with regular reports and delivery status.

a. Enumerate types of conflicts and identify various types of conflict in the above case?

b. What are the various ways to resolve the conflict?

 

Course: Organisational Behaviour

1. Shanaya works as a creative head in the entertainment industry, where she is often required to work for long hours. Her reporting authority Kiran is very inflexible who wants the work to be done according to her liking. Shanaya tried to talk to her on several occasions and explain her as well as other team members’ point of view but in vain, as Kiran would not budge. If anything is not done according to Kiran’s way she reprimands Shanaya in front of her peers and subordinates. Kiran would pile Shanaya with excess work and make her work from home even during holidays. Keeping the above scenario in mind, discuss the pitfalls of leadership as demonstrated by Kiran.

2. Anay works as a project lead in a pharmaceutical company. He is very famous amongst his team members because of his approach towards them. Whenever his team performs well he always rewards them. This reward comes in many forms like appreciation mail, gift voucher, and acknowledgement certificate. Because of this practice in Anay’s team they are regarded as the best performers in the office. Analyse the situation and explain the elements of reinforcement used by Anay.

3. Shiva and Sanjay work in an Information Technology (IT) multi-national company (MNC) in the same team as management trainees. They both got selected through campus placement. It has been six months since they joined the company. While filling up their confirmation forms Shiva came to know that Sanjay draws more remuneration than him. This had visibly upset Shiva and he started dumping all his work to Sanjay. The strained relationship between them could be sensed by their colleagues as well. Sanjay probed for this and from one of Shiva’s new confidante he came to know the reason.

a. What kind of conflict was between Shiva & Sanjay? Discuss the same with suitable concepts & reasons.

b. How can the conflict be resolved or managed by Shiva. Discuss

 

Corporate Social Responsibility

1. Child labour is a violation of human rights. India is sadly the home to the largest number of child labourers in the world. Children are engaged as household servants and are also employed by hotels, service stations, food stalls, workshops, construction sites, carpet industries, etc. They are even employed in hazardous and unhygienic forms of labour in textile, leather and cracker industries, depriving the children of their childhood, and harming their mental, emotional and physical development & well-being. What according to you are five compelling reasons for the existence of child labour in India? Suggest four practical strategies/action plan that can be adopted by business and society to make child labour unattractive and non viable. (10 Marks)

 

2. Saudi petro giant Aramco led refinery project is slated to come up at Nanar village in Ratnagiri district of Maharashtra, also famous as home to Alphonso mangoes. The Rs 3 trillion integrated refinery and petrochemicals complex is a joint venture between Aramco, IOC, HPCL and BPCL The refinery will process 60 mio tonnes per annum (mtpa) of crude and will be able to produce 18 mtpa of petrochem products. The companies claim the project will generate 1.5 lac jobs during construction and 20,000 direct jobs, once completed. The project requires 15000 acres of land, more than 90 % of which is in 14 villages of Ratnagiri district and the rest in 2 villages of adjacent Sindhudurg district. Currently 80 % of this land is used for agriculture and over 16 lac mango trees and three lac cashew trees, the mainstay of the region will be lost. According to the locals, 22000 farmers and 4500 fisher folks will be impacted. The farmers will get paid for land but not the fisher folks whose livelihood will be severely impacted. The locals have been protesting for a year, they fear pollution from the project will affect farming and fishing. According to you should this project be developed? Give reasons for your answer. What needs to be done by the management and board of this Aramco led project to minimize/ mitigate negative impacts on the environment and local communities? Elaborate on any five of your suggestions? (10 Marks)

 

3. “An individual “blows the whistle” when they disclose information which relates to suspected wrongdoing or dangers at work.” You have proof of an unethical practice in your workplace and you wish to blow whistle on it. (10 Marks)

 

Course: Business Communication

1. Mrs. Bagla is a General Manager at Ganga Tools. The Engineering company has many levels of employees working since years. The attrition rate is quite low at the organization; however, employee relationships need to be worked on as usually conflict rate is seen quite high. Mrs. Bagla, wants to understand and work on the problem. Please help her by listing out and explaining in brief the causes of

miscommunication. (10 Marks)

 

2. Parag has joined Koret Pharma in corporate correspondence department. His department is responsible for keeping in touch with existing clients, introducing them to new products and also reaching out to new customers for new business development. While his task remained more into writing business letters and other persuasive documents, he needs to understand the process. List down steps of business writing process and explain them in brief. (10 Marks)

 

3. Genesis productions Pvt. Ltd. wants to conduct focus groups for a change in their corporate image. They have their market research team who would be conducting focus groups, however, they need some training for the staff in order to making their focus groups effective. In light of this situation, please answer the following questions.

a. Explain in detail the conceptualizing phase for conducting focus groups. (5 Marks)

b. The interviewers of focus groups are called moderators. What moderating skills are important for effective focus groups? (5 Marks)

 

Course: Business Economics

1. Define the term “Elasticity of demand.” Discuss different types of elasticity of demand. Also explain why this concept should be of interest to anyone in business who has a choice to determine the price at which to sell their products. (10 Marks).

 

2. Find below the data for total production costs of a manufacturing firm at various levels of output. Complete the blank table and comment on each column of the table explaining the behavior of short run costs of a firm. (10 Marks)

 

3. a) Large scale production is considered to be economical in the sense of per unit cost. Explain the statement by describing different types of economies of scale. Give examples to substantiate your answer (5 Marks)

3. b) Under perfect competition, a firm’s average revenue and marginal revenue are equal at all levels of output” Explain the statement by giving a hypothetical revenue table. (5 Marks)

 

Course: Information Systems for Managers

1. Raghu has been appointed as the Chief Information Officer of BuyFromMe a leading ecommerce company based in Pune. The company has data on buying habits of its customers. This data is available easily to each employee of the company through shared folders. What is the change Raghu should bring about in this case? (10 Marks)

 

2. The Smart Cube is a leading Knowledge Process Outsourcing company based in Noida. The company boasts of clientele from all parts of the world and they cater to the need of various industries. Their projects involve providing support to organisations in taking business decision. The company has 300 analysts working for various clients. The job of analysts is gathering data from various sources both primary and secondary and convert them into meaningful information. Advice the company on whether it makes sense to go for data warehousing? (10 Marks)

 

3. CapitalStock Data Pvt. Ltd is a data aggregator whose job involves getting data from various companies and aggregating it at one place. The company has appointed a new CIO. He advices the CEO that the company should be on the cloud.

a. What are the advantages the clients will have if the company is on the cloud? (5 Marks)

b. Compare the three models and state which of the three, cloud service model would suite the company? (5 Marks)

 

Course: Management Theory and Practice

Q1. How has leadership affected organisations in India and Worldwide? Cite relevant industry examples. . (10 Marks)

 

Q2. Do you think bureaucratic management holds relevance in the dynamic business environment today? Why? Give suitable examples. (10 Marks)

 

Q3. Jacob has been working in the accounts department of FCP electronics for over a decade now. There has been news of the organization implementing ERP. Jacob is anxious over this, he has insecurity about his job, he is ill confident about his ability to use ERP. He has hundreds of unanswered questions. He as now started looking out for other opportunities to move out of the organization.

a. What according to you is the problem in this case? (5 Marks)

b. In what way do you think could the change have been managed better? (5 Marks)

Commercial Banking System & Role of RBI

Q1. Inflation is one of the most familiar words in economics. Inflation has plunged countries into long periods of instability. Central bankers often aspire to be known as “inflation hawks.”

Thus, inflation holds a great significance in any country’s economy. With regard to the above statement explain how Reserve Bank of India plays a vital role in combating inflation.

Q2. High level of NPAs in banks has attracted public as well as foreign financial institutions to analyze the reasons for it. Analyze and discuss the solutions of Non-Performing Assets in Indian Banks.

Q3. Mr. Anil Sharma and Mr. Rahul Khanna are partners of M/S Sharma exports, Mumbai.

They declined lucrative corporate job offers and decided to plunge into the world international business. The partners conducted in depth market survey in the domestic as well as international markets regarding the demand of women’s apparels in cotton and hosiery and finally decided to establish their business for apparels. Thus, both decided to import the fabric from abroad.

Mr .D’Souza who lives in Thailand agrees to ship them the desired fabrics on a condition if the partners gets the Letter of credit from their bank.

a) Discuss the mechanism of letter of credit which will be involved in the above case.

b) Discuss the Obligations and Responsibilities of the Issuing Banks, Advising bank and the confirming bank in the above transaction.

 

Management Theory and Practice

1. 1. Mr. Rathi, a Tax consultant has advised you to invest in property to save money in taxes. You have been paying a lot of money through taxes, so you take his advice and now plan to buy a new house for investment purpose. Explain various steps that you will go through in making a decision for purchasing a new house. (10 Marks)

 

2. There are three models of decision making, explain the model that will apt for purchasing a house. Explain the same with reason. Also, suggest the reason for not accepting the remaining models for purchase of the house. (10 Marks)

 

3. a. As per Maslow’s need of hierarchy model where do you stand in the model if you are:

Situation A: Purchasing the house for your personal stay and usage.

Situation B: Purchasing the house for investment purpose.

Explain the above given points with detail reasons. (5 Marks)

 

3. b. As per Alderfer’s ERG Model where do you stand in the model if you are:

Situation A: Purchasing the house for your personal stay and usage.

Situation B: Purchasing the house for investment purpose.

Explain the above given points with detail reasons. (5 Marks)

 

Corporate Social Responsibility

1. Pick & choose a Sustainability report of an Indian company in the Services domain only & choose any one Water Management initiative & any one Rural Management initiative being undertaken by the organisation. Analyze and explain the initiative’s qualitative and quantitative data in the form of a case, such that it showcases all the benefits, financial and non-financial that accrue to the company. (10 Marks)

 

2. Chhatrapati Shivaji Maharaj International Airport, Mumbai (CSIA) has offered a job role to you in the capacity of a CSR Head. The Airport has created this position recently & has no previous experience in CSR. Describe in brief atleast 10 innovative initiatives that you will implement & drive in this new organization of yours. (10 Marks)

 

3. One of United Nations Sustainable Development Goal is ‘Zero Hunger’. The primary objective behind this goal is to ensure availability & sustainable management of food for all.

a. What according to you are five compelling reasons behind the existence of Hunger issues in India? (5 Marks)

b. Suggest five strategies/action plan that can be adopted by businesses to make Zero Hunger an achievable target in India in the coming years. (5 Marks)

 

Business Communication and Etiquette

1. Give examples of the following types of Biases in a sentence: Gender bias, Racial bias, Age bias, Disability bias. How can they be avoided? (10 Marks)

 

2. FashionStation.com is an online apparel store. You are the Online Customer Service Manager. A disgruntled customer has written a rude email complaining that the chiffon blouse she purchased a month ago has torn and shrunk, after just machine-washing it once. Your website clearly mentions that delicate materials like chiffon can only be hand-washed. She is asking for a replacement or a complete refund of Rs. 2000. How would you respond to this complaint? Draft an email. (10 Marks)

 

3 a. You’ve just finished the first document draft of a crucial proposal you are to send out next week. Explain the different tactics you may use to proofread it. (5 Marks)

b. You’ve been shortlisted for an interview at your dream company. What are the different common types of Interviews you should mentally prepare yourself for? (5 Marks)

 

Information Systems for Managers

1. The Government of India has planned to harness the benefits of the cloud and has undertaken the ambitious initiative "GI Cloud" which has been named as "MeghRaj". The aim of this initiative is to facilitate quick delivery of e-services in the country to the citizens while optimizing ICT spending of the Government. This will ensure optimum utilization of the infrastructure and speed up the development and deployment of eGov applications. Meghraj will provide services to the government departments, citizens and businesses through internet as well as mobile connectivity. What are the expected benefits from this initiative to the citizens? What could be the challenges in this initiative? (10 Marks)

 

2. The Indian Banking scenario has undergone a radical change in the last two decades. While it was once necessary to visit the branch to carry out various transactions, customers today have an access to multiple platforms to conduct various transactions. Royal Bank of India, a leading bank in India is facing several challenges with their existing approach of systematically engaging with their customers and making the correct product offering. As a result, it is failing to boost its revenues. In order to address this challenge, the bank plans to use analytics to analyze customer requirements and journey better. How in your opinion can Royal Bank of India use analytics to engage better with customers by predicting their behaviour? (10 Marks)

 

3. A food-tech start-up plans to use Enterprise Resource Planning (ERP) software to help automate all the tasks within the organization. As the Chief Technology Officer (CTO) to this start-up,

a. What factors will you consider when you select the right ERP vendor for your start-up? (5 Marks)

b. Would you select an open source ERP software or an on premise solution for your implementation? Give justification for your answer. (5Marks)

 

Business Economics

1. What is Demand forecasting? Explain different qualitative methods of demand forecasting. State which of the methods described is most suitable for forecasting the demand for “newspaper” and why? (10 Marks)

 

2. Complete the hypothetical table below and explain in brief, the law of variable proportions. Quantity Total Product Average Product Marginal product 1 10

2 30

3 48

4 56

5 56

6 52

(10 Marks)

 

3. a. Explain the types of elasticity of demand. Calculate elasticity of demand for the following data.

Price of Apple (Rs.) Quantity demanded (KGs) 20 100 21 96 (5 Marks)

3. b. Distinguish between the features of perfect competition and monopolistic competition. Give real world examples of each of these types of markets. (5 Marks)

 

Retail Banking

1. Discuss in brief the most popular retail banking products offered to customers with reference to any one public sector bank and one private bank of your choice and comment on the preference of customers towards these products for the type of bank.

2. Mr .Arun has recently joined as a treasurer in a reputed Private sector bank. His Manager ask him to prepare a short note on the various types of risk faced by the banks. In addition to this, he is required to discuss the steps that bank takes to counter the risks with reference to the current scenario in banking which recently faced financial, economic stability concerns. Help Arun with his notes.

3. The Banking industry being a ‘service industry’, customer service is an important aspect of the Retail Banking setup. This is true for commercial/retail banks as well central banks and the regulators/government. Discuss the following questions that affects the customers to a large scale in the retail banking setup

a. There has been considerable debates on who is better in providing better customer service, public sector banks or private banks. Who do you think is better and why? What should the other type of bank do to better themselves on customer service?

b. With the increasing emphasis on Digital/ E-payments, incentives/concessions provided to make non-cash transactions through digital modes, highlight the various risks that customers may face in availing these modes of financial transactions.

 

B2B Marketing

1. Mr. Ajay joins a company which deals with selling of Chairs to corporate clients. He was earlier working at a retail store where his interaction was with the customers directly. Assume that you are the Senior Marketing manager and Mr. Ajay will report to you directly in the marketing team. HR Department has planned his induction with you on the date of his joining. You plan to explain to him the difference between B2C Marketing and B2B Marketing so that it’s easier for him to adopt the new B2B marketing practices. List down 7 differences that you will explain to Ajay so that he increases the sale of chairs for the organization.

2. M/s Wintercool wants to purchase 20 Generator sets for their offices across India. Explain the organizational buying process for the purchase of Generator Sets.

3. M/s Present Company Ltd. deals with corporate gifts. One of their largest selling product in corporate gift is their combo pack of Diary, Pen and Pen Stand. They even provide personalized name on all of them. It is sold at the price of INR 999 per unit. The branding of this combo pack is “Professional Present”. The company provides one year guarantee on gold plating of Pen, Pen Stand and the edges of the Diary. The diary has a motivational quote on every single page. The product is delivered free of cost. The company has their own manufacturing house for the production of the above items.

a) Explain various levels of Product for “Professional Present”.

b) Explain various classification of product for Diary and Pen.

 

Integrated Marketing Communications

1. You are a young entrepreneur who has just started selling Orthopedics sleep mattresses. Explain how would you apply the 4 P’s of Marketing Mix to launch your product.

2. You are an entrepreneur who has started to sell fashionable canvas bags designed for youth online. Explain the Integrated Marketing approach you will use to launch the product?

3. Case Study

Launching a Sports Shoe in an already cluttered Market

The Indian sportswear market grew 22 per cent, outpacing the segment’s global increase of seven per cent in 2015-16. By 2020, it is expected to grow at 12 per cent CAGR. Nearly 80 per cent of India’s sportswear market is dominated by global brands like Adidas, Reebok, Nike and Puma, with others such as Under Armour, Fila and Lotto, domestic multi-brand sportswear retailers like Planet Sports and Royal Sporting House, and emerging local players, collectively battling for the remaining 20 per cent. The category leaders work with Franchise stores and Sports Celebrities. Driven by the country's growing wealth, changing lifestyles, and rising urbanisation, an increasing amount of Indian consumers are becoming more health conscious. This makes the country’s sportswear sector increasingly attractive to a host of local and international brands. Over the years, a flood of local franchisees have got into business with aspirational sportswear brands, facilitating a rapid expansion of their presence throughout India. Between 2015-16, sportswear in metro and Tier II and III cities grew close to 80 per cent. The footwear category grew 100 per cent for metro and Tier II cities and there’s also a strong demand from Tier III cities which grew over 110 per cent. Looking at pace of growth, Company “X” has launched a Comfortable Sports shoe with the name “Stay Active”. You are the brand manager and have been given an objective to achieve 5% Market share in the next 2 years.

a) What would be your Consideration for Place in the marketing mix and how would you plan your sales promotion?

b) Assume, you want to tie up with a Celebrity. How would you choose one? And what would be your Influencer strategy?

Retail Banking

1. Rural areas as still majorly an untapped market for various sectors. This is especially true for the Banking Sector What are the need /reasons for commercial banks to open branch operations in a rural area? Discuss the various retail banking products these banks can offer in a rural area, considering the lower level of financial literacy.

2. The Banking sector has seen tremendous competition off late, with every major bank offering similar and all kinds of services. This makes it critical for them to make themselves visible and reach out to customers. What are the different Marketing modes and the different Distribution channels available for commercial banks to be able to reach customers and service them extensively? Discuss the Marketing mode and Distribution channels for a commercial bank if it has to open branch operations in a rural area.

3. The Retail Banking environment has seen a tremendous change in the past few years. This is especially true in the case of Urban markets where the entry of private and foreign banks has given the Retail Banking customers any options to choose from. With reference to this dynamic changes in retail banking in the urban market discuss the aspects as given below

a. What are the recent trends seen in the Retail Banking scenario adopted by banks to provide better products as well as enhance their operations?

b. Discuss the various possible ways in which retail banks improve their operational efficiency, provide better customer service and at the same time generate better revenues/profits.

 

Cost & Management Accounting

1. The roles and responsibilities of accounts manager are different from cost manager as both the types of accounting differs from each other. Prepare a presentation highlighting the points of difference between financial accounting and cost accounting.

2. Discuss any five costs other than the accounting costs, with suitable example, which are usually taken into consideration by managers for financial decision making.

3. The following information is available about a product for the month of June 2019.

Material Purchased 24000 kgs@ 105600 Material consumed 22800 kgs Actual wages paid for 5940 hours Rs 29700 Units produced 2160

Standard rates and prices are as follows Direct material cost Rs4 per unit Direct labour cost Rs4 per hour Standard input 10kg for one unit

Based on the data and information, calculate relevant-

a. Material variances

b. Labour variances

 

Marketing of Financial Services

1. Develop a Service Marketing Mix (using 8 Ps) for an Asset Management Company (Mutual Fund) of your choice.

2. One of your clients wants to apply for a Home Loan in the next 12 to 18 months. Few years back the client had lost his job and delayed his credit card payments. The client is worried that this may impact his credit score maintained by Credit Bureaus. Suggest a roadmap to your client to improve his credit score.

3. You are a Financial Planner. Your client Raj Shah aged 36 years works with a Pharmaceutical company. His wife Pooja works part time with a NGO. They have one daughter Ritu aged 4 years. The couple requires your help to make some financial decisions. (You can make any assumptions to further build up your case.)

a. Raj wants to buy a Pure Risk Life Insurance cover. He is confused whether he should buy a ULIP, Endowment or a Term Plan. Recommend the product best suited for him giving valid reasons.

b. Raj and Pooja want your help to invest for Ritu’s higher education which they estimate would be required after 15 years.

Retail Banking

1. Rural areas as still majorly an untapped market for various sectors. This is especially true for the Banking Sector What are the need /reasons for commercial banks to open branch operations in a rural area? Discuss the various retail banking products these banks can offer in a rural area, considering the lower level of financial literacy.

2. The Banking sector has seen tremendous competition off late, with every major bank offering similar and all kinds of services. This makes it critical for them to make themselves visible and reach out to customers. What are the different Marketing modes and the different Distribution channels available for commercial banks to be able to reach customers and service them extensively? Discuss the Marketing mode and Distribution channels for a commercial bank if it has to open branch operations in a rural area.

3. The Retail Banking environment has seen a tremendous change in the past few years. This is especially true in the case of Urban markets where the entry of private and foreign banks has given the Retail Banking customers any options to choose from. With reference to this dynamic changes in retail banking in the urban market discuss the aspects as given below

a. What are the recent trends seen in the Retail Banking scenario adopted by banks to provide better products as well as enhance their operations?

b. Discuss the various possible ways in which retail banks improve their operational efficiency, provide better customer service and at the same time generate better revenues/profits.

 

Cost & Management Accounting

1. The roles and responsibilities of accounts manager are different from cost manager as both the types of accounting differs from each other. Prepare a presentation highlighting the points of difference between financial accounting and cost accounting.

2. Discuss any five costs other than the accounting costs, with suitable example, which are usually taken into consideration by managers for financial decision making.

3. The following information is available about a product for the month of June 2019.

Material Purchased 24000 kgs@ 105600 Material consumed 22800 kgs Actual wages paid for 5940 hours Rs 29700 Units produced 2160

Standard rates and prices are as follows Direct material cost Rs4 per unit Direct labour cost Rs4 per hour Standard input 10kg for one unit

Based on the data and information, calculate relevant-

a. Material variances

b. Labour variances

 

Marketing of Financial Services

1. Develop a Service Marketing Mix (using 8 Ps) for an Asset Management Company (Mutual Fund) of your choice.

2. One of your clients wants to apply for a Home Loan in the next 12 to 18 months. Few years back the client had lost his job and delayed his credit card payments. The client is worried that this may impact his credit score maintained by Credit Bureaus. Suggest a roadmap to your client to improve his credit score.

3. You are a Financial Planner. Your client Raj Shah aged 36 years works with a Pharmaceutical company. His wife Pooja works part time with a NGO. They have one daughter Ritu aged 4 years. The couple requires your help to make some financial decisions. (You can make any assumptions to further build up your case.)

a. Raj wants to buy a Pure Risk Life Insurance cover. He is confused whether he should buy a ULIP, Endowment or a Term Plan. Recommend the product best suited for him giving valid reasons.

b. Raj and Pooja want your help to invest for Ritu’s higher education which they estimate would be required after 15 years.

Performance Management System

1. Radhika Chopra is working at Mukta Technologies Ltd as a telecaller in the call centre that accounts for the US business. Radhika has been an excellent performer and always exceeds her targets. Since the past 6 months, Radhika’s mother has been diagnosed with a terminal illness and this has taken a toll on Radhika. She often gets into arguments with her colleagues and also has been unable to achieve her targets. While her team members were earlier supportive they are now finding it difficult to cope and have escalated the matter to Rajeev Chandan (Head of the Business). Rajeev decides to have a coaching conversation to help Radhika. Assuming you are Rajeev, how would you coach Radhika and guide on some solutions?

2. Devesh Agarwal is the HR Manager at Big Mart Ltd which has retail stores across India. The company is 5 years old and has 25 retail stores in metro and small cities and towns. The stores specialize in end to end products ranging from Apparels, furniture to groceries and more (ref like a Big Bazaar and Food Bazaar). The company has just recently made profits of 10 crores. Devesh is considering implementing the Balanced Score Card (BSC) for the company as he believes the BSC can play an important role in the company’s growth. Design a Balanced Score Card for the company covering 2 examples each in the Financial, Customer, Business Process and Learning & Growth quadrants.

3. Dharma Films Ltd is in the filmmaking business focusing on movies, television and digital series and related merchandise. The company has been in existence since 2010. The company now has plans to go global and also expand rapidly. You have joined as the HR manager at the company :

a) Prepare a Vision and Mission statement for the company

b) Write 2 SMART (Specific, Measurable, Achievable, Relevant, Time-bound) which can help the company achieve its vision that you have prepared.

 

Industrial Relations & Labour Laws

1. Sanghvi Manufacturing has been in the business of manufacturing steel coils. You have been a worker in the factory for the last 5 years. The management had always been friendly and supportive of the workers. Now a new management team has come in and they don’t have the kind of connect with the workers that the earlier team had. The workers are worried about how things will be in the future and are concerned about how to put across their requirements to the new management team. While discussing these developments in the factory with your neighbor, you learnt that one way of communicating with the management is by forming a trade union. Your neighbor suggested that you and a few others form a union in Sanghvi Manufacturing to put forth your demands. You have called all the workers in the factory to explain to them the concept of trade union as well as steps to be undertaken to create the same in the factory.

Question: Make a detailed note of what you will speak to the workers – including benefits of a trade union as well as the process for registering the Union

2. Company ABC employed Ram Prakash, 35 years old, as a worker in their factory earning Rs.2500/- per month. One day the Factory Manager received a call from the local hospital saying that Ram Prakash had been admitted as an accident case and has suffered permanent total disablement. The Manager reached the hospital and understood that Ram Prakash had met with an accident under the influence of alcohol. On further investigation, it was also found that Ram Prakash had been on leave on that day and had met with the accident while travelling on personal work.

Question: What compensation is the company liable to pay? Which Act is this covered under? For Compensation calculation the factor can be taken as 197.06.

3. Company MNO is a motorbike manufacturer with their factory in the Cholapur industrial belt. The factory has 40% of the workforce on its permanent payroll and the remaining 60% consists of contract workers and trainees. The contract workers are paid only the minimum wage whereas the permanent workers are being given higher wages linked to the work they do. The workers have been asking for higher wages and appointment of contract workers as permanent workers in the factory. Tensions got escalated when 4 workers, who had approached the management to allow them to form a union, were terminated. Hundreds of workers went on strike. Workers in other factories in the industrial belt also joined them. Wages being low in India make it an attractive manufacturing hub for companies, but workers feeling the effects of rising inflation have been agitating for higher pay. Most companies in this area have preferred to use the Works Committee to handle labour issues and have avoided recognizing trade unions.

a. Has the management followed the principles of healthy industrial relations policy including being legally compliant?

b. Assume that you were one of the workers working in this company. What are your views on how to approach the problems faced by you and your fellow workers? What legal recourse do the workers have in such a situation?

 

Manpower Planning, Recruitment and Selection

Q1. XYZ Enterprises is in the business of setting up Solar Power plants. Over the years, the company has been hiring bright engineering graduates from good engineering colleges. They follow a systematic process of identifying colleges to recruit from and have a detailed recruitment process, including a written exam and personal interviews. However, there are very high levels of attrition amongst the graduate engineers. When the HR team did a detailed analysis of the data, they found two primary reasons for the exits: 1. The engineers used this as a temporary job while preparing for higher education courses, particularly for colleges abroad. 2. The role itself did not really need high-level engineering skills and the roles they were performing, could easily be done by skilled and well-trained diploma graduates or technicians. The company has now decided to focus on hiring technicians and diploma graduates. Question. What aspects of HR Planning and Strategy will the company need to focus on for this approach to be successful?

Q2. Jahazi Company is a company that is into operating boats for leisure cruises in Kerala. The owner of this company, Mr. Nair, now wants to move into International waters by setting up a base in Singapore, to provide these services in South East Asia. Mr. Nair is planning to move to Singapore to manage operations for all his entities from Singapore. However, he is worried that once he moves to Singapore, his original operations in Kerala will suffer. You are the HR Head of this company. Mr. Nair has asked you for advice on how to handle this transition so that the Kerala company performance is not impacted. Question: What is you recommendation and how would you approach this process?

Q3. Funky TV is a music television channel that is very popular amongst youngsters. It is considered a fun channel and has a great brand recall value, but due to high content costs and other expenses, it is not very profitable. The channel is successful because of the new formats and interesting ideas it keep introducing regularly on air. The employees are mostly in the age group of 22-30. There are a few other employees from older age groups as well. The company prides itself on being a Crazy and Cool workplace. Each employee at the time of joining is given decorating material and lots of colourful paper to help them decorate their workplace. This is an open office layout. All employees including the senior management sit in the same area and there are small meeting rooms for people who wish to have a quiet conversation. Every evening at 6 pm, one employee is randomly selected by draw of lots and gets to choose a playlist to play on the public address system. There is no dress code and employees are inspired to discover their individual style. The employees are encouraged to speak their mind, share their ideas and disagreements are considered healthy. Managers avoid taking unilateral decisions and prefer to have a consensus-based approach. The culture is also such that it attracts talented people from across all walks of life. The current channel programming in charge was a professor of physics before he joined the channel. Though the company faces stiff competition in the music television space and is not the best paymaster, it still has low levels of attrition.

a. Describe the basic features of Funky TV’s organisational culture

b. Basis the case study given above, what role does culture play in attracting talent to the company?

Essentials of HRM

1. Discuss the process of induction (not a traditional one) being followed in any organisation. (It should not be the traditional way of induction, please cite only those which are different from traditional methods)

2. Kiara Enterprises is a very small organisation dealing with export rejected clothing. They are growing slowly but steadily. Kiara, the owner now wants to expand it a bit more and hence opts for Human Resource planning. It is advised to them to go for qualitative methods for demand forecasting as they have limited funds. Discuss all three qualitative methods of demand forecasting. Conclude by suggesting the best method suited for Kiara’s organisation.

3. Swati and Prashant are both working as sales managers. Swati was chosen for Assessment Centre whereas Prashant for Development Centre, of which they were not clearly aware. Few months later Swati got promoted which agitated Prashant as he thought his performance was also good. Prashant went to the HR head to discuss the same. In context of the case answer these questions:

a. Explain to Prashant why Swati got promoted.

b. Explain to Prashant what a Development Centre is.

 

Strategic Management

M/s Swadeshi is planning to start up a new business for Indian traditional clothes. The product will be sold online and there will be few retail outlets in major metro cities. The founder Mr. Ashish is of the opinion to do a detail and through market scanning before entering into the market.

Mr. Ashish appoints you as a consultant for M/s Swadeshi that deals in manufacturing and selling clothes online and offline stores. The company plans to give competition to brands like Manyavar and Mohey. The company plans to provide quality product at lower price. The company plans to save lot of cost because of online selling. The website URL is www.swadeshi.com. The Company differentiates itself by selling only Indian Traditional clothes for all age groups.

1. As a consultant you have been asked to prepare a STEEP analysis report and present the findings to the top management.

2. Analyze the business www.swadeshi.com from Porter’s approach to industry analysis perspective.

3. Answer the below questions:

a. Prepare a SWOT Analysis for www.swadeshi.com.

b. Explain any two types of forecasting techniques that company should use for

analyzing future demand. Explain the same with reason.

 

Business Statistics

1. What is sampling distribution? An automobile manufacturer claims that a particular model gets 28 KM per liter of petrol, but the Environmental Protection Agency, using a sample of 50 automobiles of this model, finds the sample mean to be 26.8 km/ltr. From previous studies, the population standard deviation is known to be 5 km/ltr. Could we reasonably expect (within 2 standard errors) that we could select such a sample if indeed the population mean is 28 km/ltr? Justify.

2. Raj studios a Tollywood casting company, is selecting a group of extras for a movie. The ages of the first 30 men to be interviewed are.

50

56

55

54

55

61

49

52

57

60

51

59

56

57

56

62

52

54

55

49

52

61

60

51

57

56

59

52

54

49

The director of the movie wants men whose ages are grouped around 50 years. The director suggests that a standard deviation of 3 years would be acceptable. Does this group of extras qualify to the director’s requirement?

3. Historically, diesel has mostly been cheaper than petrol in South Africa, though this has not always been the case, and not a trend seen around the world. One of the key differences in the pricing of diesel versus petrol, is that diesel prices reflect wholesale prices, not the price you would pay at the pumps. For example, the wholesale inland diesel price for August was at R10.96 at the beginning of the month, while Caltex’s retail version – Caltex 50 diesel with Techron – sells at R11.33 per litre. Over the past decade, both the petrol and diesel prices have seen some significant fluctuations, but petrol (95 grade) has seen the biggest overall increase, having jumped 75.4% since 2006.

The graph and table below show how the prices have changed year-on-year, between August 2006 and August 2016.

Year Petrol-Unleaded 93 Petrol-Unleaded 95 Diesel 0.05%

2006

R6.92

R7.04

R6.54

2007

R6.88

R7.01

R6.51

2008

R10.20

R10.40

R11.27

2009

R7.52

R7.69

R6.65

2010

R8.02

R8.17

R7.38

2011

R9.91

R10.09

R9.30

2012

R10.83

R11.04

R10.25

2013

R13.32

R13.55

R12.48

2014

R14.08

R14.33

R12.84

2015

R13.01

R13.26

R10.94

2016

R12.08

R12.35

R10.96 Source: Department of Energy; Inland prices, August The fuel price is affected by two major components: the global oil price, and the currency exchange rate between the rand and the dollar. Between 2014 and 2016, fuel prices (both diesel and petrol) have shown a year-on-year decline, boosted by a much lower global oil price, which has dropped below $50 a barrel, with little hope that it will balloon past that level in the near future. However, much of the benefit delivered by lower oil prices has been undone by weakness in the rand – brought about by a struggling economy, poor growth policies and a number of political scandals involving president Jacob Zuma. a. Explore the trend in the petrol price (for both unleaded 93 and unleaded 95) using regression trend analysis. Using the data, forecast the petrol price for 2017, 2018 and 2019.

b. Explore the trend in the diesel price using regression trend analysis. Using the data, forecast the diesel price for 2017, 2018 and 2019. Out of the three regression models, which model is the strongest in predicting the fuel price?

Financial Accounting & Analysis

1. A dealer of Mobile TV has the following items in inventory as on March 31,2018

PLEASE FIND THE TABLE BELOW

Item Quantity Cost Price per unit Market price per unit Nokia 50 100000 98000 Samsung 70 88000 90000 Sony 100 120000 115000 Motorola 80 75000 76000

Discuss the accounting standard which talks about inventory valuation. Also, find out and define the overall value of inventories as per the applicable accounting standard.

2. Define and Discuss the concepts of prepaid expenses and outstanding expenses and their impact on the income statement and Balance Sheet of an Entity? In case of firm A which largely has the balance of prepaid expenses and another firm B which largely has the balance of outstanding expenses, what does this reflects? Discuss

3. a. A logistics company sold a car of Rs 2.5 lacs. The company had purchased the car three years back for Rs 10 lacs and had depreciated the same using straight line method of depreciation, assuming its useful life to be five years and a residual value of Rs77760. Calculate the WDV after charging depreciation for third year, accumulated depreciation for three years and profit on sale, if any. (5 Marks)

b. Consider the following transaction pertaining Ammar’s business-

1. started business with cash Rs 3 lacs

2. Purchased goods for cash Rs 1.2 lacs

3. purchased goods on credit Rs 60000

4. purchased furniture for cash Rs 20000 5. deposited RS 50000 in the bank

Perform transaction analysis for each transaction undertaken and present accounting equation for these transactions.

 

Business Law

1. Explain the mechanism of a Digital Signatures which is recognized under the Information Technology Act, 2000 and state at least two (2) of its applications (10 Marks)

2. Explain in details two (2) real-life instances of Anti-Competitive Agreements which have been prohibited by the Competition Commission of India. (10 Marks) 3. Abhay and Seema have entered into a commercial agreement to license content. However, Abhay did not deliver the content to the satisfaction of Seema. Hence, there are disputes arisen between Abhay and Seema. Abhay and Seema do not want to go through a protracted litigation process in Indian courts. Can you advise them on:

a. What should be done to conduct an arbitration between Abhay and Seema to resolve their disputes (5 Marks)

b. The difference between Arbitration, Conciliation and Mediation? What is the advantages and disadvantages of each of these (5 Marks)

 

Marketing Management

M/s Tikhalal sells pickle and spices across the country and wants to enter into the international market. The company is known for their quality ingredients. The company sells the product at higher price but customers don’t hesitate to pay the price as the quality is premium. Their brands Mr. Tikha, Mr. Hara, Mr. Laal, which are various pickles and spices are a hit brand in the Indian Market. The company has decided to enter in US Market as it has a major market for Indian pickles and spices.

1. Explain various Micro and Macro environment factors that the company should analyze before entering into the international market. Explain the points with reason.

(10 Marks)

2. The company is planning to take Mr. Tikhalal online in India. Explain various ways to promote the brands of pickles and spice on Social Media Platforms.

(10 Marks)

3. M/s Tikhalal is also planning to sell paapads with the brand name Mr. Crisp. The company is planning to sell papads at a price higher than its competitors. The company also plans to launch various variety of papads with different shapes and sizes.

a. How should company segment the consumer market for Paapads? (5 Marks)

b. To introduce the product in the market what are the various sales promotion techniques that should be used for the brand Mr. Crisp? (5 Marks)

 

Compensation and Benefits

1. ABC Ltd is a newly set up Textile Unit in Silvassa and you are hired as a compensation consultant. The first task you have is to recommend compensation strategies that ABC Ltd. may follow. Which factors will influence the compensation strategies?

2. You are a HR Manager in SATYAM Teleservices. In a recent meeting of the Board of Directors, it was decided that the exercise of job analysis will be undertaken to set the compensation management process rolling. Which methods will you recommend for job analysis process?

3. LMC Pvt. Ltd is a recently set up Medium Enterprise operating in the IT sector. The company has 50 employees in which 20 are females. Company has decided to offer benefits to its employees. In this background, answer the following questions.

a. Which legally required benefits Company has to provide?

b. What type of health care benefits the company can provide?

 

Organisation Culture

1. With the help of a Google’s (as a company) example explain how it foster’s innovative culture.

2. Explain Power Culture & Task Culture with the help of industry example in each case.

3. Harshad after completing MBA joined his father’s family business which over the years has grown well. Within the first month itself Harshad noticed it quite well that the organisation had a very weak culture. No one was aware about the organisation’s vision, objectives etc. Employees were not disciplined as far as the work timings were concerned. To top it all the Senior Management was not involved with the employees. Harshad understood that cultural change is the priority in the organisation. In this context explain

a. How important is Harshad’s role as leader in changing organisational culture?

b. How can Harshad explain the attributes of cultural change to his top management?

 

Strategic Financial Management

1. Fusion Limited’s dividend is growing at a rate of 12% per annum. This growth rate is expected to continue for 3 years. Thereafter, the growth rate will decline to 8% for the next 2 years. After that, the year on year growth in dividends is expected to be a stable 6% rate forever. If the last dividend was Rs 6 per share and the required rate of return on equity is 20%, what is the fair value per share.

2. Mr. Rathi is about to retire. His employer offers him post-retirement benefits by way of the following two options

a) A consolidated amount of Rs 15 lacs

b) An annual pension of Rs 3 lacs in the 1st year, Rs 4 lacs in the 2nd year, Rs 5 lacs in the 3rd year and Rs 6 lacs in the 4th year.

Which option should Mr. Rathi go for, assuming a discount rate of 10%?

3. Alpha Limited has a debt equity ratio of 3:2. The pre-tax cost of debt is 12%. Effective tax rate for the company is 30%. The equity beta of Alpha is 1.5. Market risk premium is 8% and the risk-free rate is 7%.

a) Discuss and Compute the cost of equity of Alpha Limited

b) Discuss WACC and determine the WACC based on after tax cost of debt and cost of equity?

 

Cost and Management Accounting

Question 1 AMMI Ltd presents following information for Dec,2018- Budgeted production of product A = 20000 units Standard consumption of raw material S= 5 kg per unit of A Standard price of material S = Rs 10 per Kg Actually, 22000 units of product A was produced and material S was purchased at Rs12 per kg and consumed at 5.2 kgs per unit of A.

Calculate the material cost variances and discuss the results.

Question 2 You have decided to start up a venture for manufacturing gel pens. You plan to discuss the term cost and the essential elements of cost with your partner so as to find the suitability of various costs that can be incurred during the production. Design a presentation to discuss the same with the relevant examples.

Question 3 Bhakti Ltd provides you the following information in relation to the year 2016-17 and 2017-18

2016-17 2017-18

Opening Stock(units) 100 500 Production (units) 1500 1800 Fixed Cost Rs 1lacs Rs 1.5 lacs Variable Cost 120000 250000 Sales(units) 1900 1100 Selling price (Rs/ per unit) 500 700 Closing Stock( units) 200 500

Calculate the net profit and value of closing stock, using –

a. FIFO basis

b. LIFO basis

International Finance

1. Ankita is asked to write an article for her college magazine about the contribution of foreign direct investment (FDI) and foreign institutional investor (FII) in the economic growth of India. Help Ankita to complete the article for her college magazine.

2. Sheryl is asked to prepare a short presentation on the various types of international markets. Help Sheryl to complete her presentation.

3. You are an educational consultant with ABC Management School. Students come to you for queries related to various subjects being taught in the school and how each would help them shape their career. A set of students have shown their inquisitiveness for International Finance. a. Explain them the various areas where expertise in International Finance would be needed.

b. Many students are of the view that international finance is just about handling foreign exchange risks associated with international trade operations such as imports and exports. Help them to clarify this misconception and throw some light on other major areas which the subject of international finance involves?

Course: Organisational Behaviour

1. As a manager how will you identify the stress, prevent and manage the stress of individuals working in the organization? Please cite the latest examples of stress from the corporate world. (10 Marks)

 

2. Mr Kabir was working in an Administrative department as officer Administration. He was responsible for keeping account of all the vehicles of the company apart from other arrangements including the guest house of the company. Mr Kabir has been working in the company for 6 years in the same grade without promotions. He was supposed to be very honest in his job. Once the GM of the factory Mr Rakesh Gupta, requested for the company car during office time for his personal work. Mr Kabir refused it by saying that it cannot be given during the office hours as the work would suffer. Mr Srivastava (Sr Manager Admin) was very happy to oblige Mr Gupta as he wanted one of his relatives to be employed as officer. Hence, he shouted at Mr Kabir for his disobedience and threatened to transfer him to stores if he continued to show disrespect to senior officers. Kabir was also an active member of staff union. He immediately went to the Union President and informed him about the misuse of the company car for private purpose by the GM at the cost of the office work. It was decided that Kabir would send a note in writing to Mr Srivastava asking him to approve sending the car to the house of Mr Gupta. Mr Srivastava understood the repercussions and refused to sign the approval. He lent his own car to Mr Gupta.

Questions: What power and power tactics was being used by Mr Kabir? What power Mr Srivastava was using and earmarked and explain the factors used by Mr Srivastava in contributing to the politics. (10 Marks)

 

3. Gulu's Snack Company is a family owned company located in Himalaya Mountains. Gulu started the business in 1956, by selling homemade chips. Nowadays, Gulu's is Rs.58 million snack Food Company that is struggling to regain market share lost to fierce competitors. In the early 1980, Gulu passed the business on to his son, Gulu Jr., who is currently grooming his son, Gulshan to succeed himself as head of the company. Six month ago, Gulshan joined Gulu's Snacks as a salesperson and after four months, he was quickly promoted to sales manager. Gulshan recently graduated from a local university with an M.B.A. in marketing, and Gulu Jr. was hoping that Gulshan would be able to implement strategies that could help turn the company around. One of Gulshan's initial strategies was to introduce a new sales performance management system. As part of this approach, any sales person who receives a below average performance rating would be required to attend a mandatory coaching session with his/her supervisor. Gulshan is hoping that these coaching sessions will motivate his employees in increase their sales. Here is the description of the reaction of three salespeople who have been required to attend a coaching session because of their low performance over the previous quarter.

Nishant is a hard worker. He takes pride in his work. He has learned selling techniques. He has accompanied top salesman. He has no problem asking for advice and doing whatever needs to be done to learn the business. He has cheery attitude and is a real "team player and giving the company 150 percent at all times. It has been a tough quarter for Nishant, but he is doing his best to achieve his sales targets. He feels that failure to make quota during this past quarter results not from lack of effort but just bad luck in the economy. But he is now hopeful in the next quarter. Nishant is upset with Gulshan for having him attend the coaching session because this is the first time in three years that his sales quota has not been met. He exceeded the sales quota this year yet had not received a "thank you" or "good job" for those efforts. The entire experience has left Nishant demotivated and questioning his future with the company.

Navin is happy to have his job at Gulu's Snack Company although he really doesn't like sales work that much. Navin accepted this position because he felt that he wouldn't have to work hard and would have a lot of free time during the day. Navin was sent to coaching mainly because his customer satisfaction reports were low; in fact, they were the lowest in the company. Navin tends to give scanned presentations and does not listen closely to customers’ needs. Consequently, Navin makes numerous errors is new sales orders, which delays shipments and loses business and goodwill for Gulu's Snack Company. He thinks that the coaching session is a waste of time. He doesn't socialize with others in the office. He attributes other's success and promotions to "who they know" in the company rather than their hard work. He feels that no matter how much effort is put into the job, he will never be adequately rewarded.

For three of the last five years Nikhil was the number one salesperson in the division and had hopes of being promoted to sales manager. When Gulshan joined the company, Nikhil worked closely with Gulu Jr. to help Gulshan learn all facets of the business. Nikhil thought this close relationship with Gulu Jr. would ensure his upcoming promotion to the coveted position of sales manager. He goes late for appointment or misses them entirely. His sales performance declined dramatically, which resulted in a drastic loss of income. Although Nikhil had been dedicated and fiercely loyal to Gulu Jr. and the company for many years, he is now looking for other employment. Nikhil is bitter and resentful of his current situation and now faces a mandatory coaching session that will be conducted by Gulshan.

Questions

a) How three needs identified by McClelland are related to worker behaviour in each situation? (5 Marks)

b) How is expectancy theory related with the 3 employees? Explain. (5 Marks)

Course: International Finance

1. Raghu Steel Pvt. Ltd. is a leading steel company in India. The company produces steel for the domestic market only. However the company process the raw material from Indian suppliers onlyHowever, the CFO of the company believes the company faces Forex risk. Justify his view (10 Marks) 2. State Bank of India is the Official banker for Mansukh Pickle Wala Pvt. Ltd. which is one of the largest exporters of pickles in Europe. The company has a lag time of six months from the time it sells its product and collects the money from the retailers in Euros. In order to reduce its currency risk the company enters into an outright forward transaction with the bank. How can State Bank of India mitigate its risk in the given case? (10 Marks)

3. Fears of a trade war heightened in March 2018 as the Trump administration slapped trade sanctions on China, including restrictions on investment and tariffs on $60bn worth of products. Fears of a trade war between the two biggest economies in the world were also reflected in the bond market, with US 10-year treasury bonds posting their biggest one-day drop in yields since September. Further, bank and tech stocks also fell.

a) What are the various trade barriers that companies can resort to under such situations? (5 Marks)

b) What is the impact of such trade barriers on global trade in general and international financial markets in particular? (5 Marks)

Course: Brand Management

Colgate Case:

The brand Colgate has been one of the most trusted brands for decades. It is not only the older generation which grew up with Colgate, it is a first brand, even for the young, when it comes to oral care. The brand has faced bursts of competition from time to time and has fought back effectively to regain market share. In the 1960s and 1970s, Forhans was the challenger brand but it is completely forgotten today. Binaca, which later became Cibaca and finally got taken over by Colgate, was another challenger. However, maybe because of the dominance of Colgate in India, this category has a fewer number of brands than, say, soaps. Given that neither soaps nor toothpaste have any technological barriers to entry and most entry barriers are created by marketing muscle, one would have expected to see many more brands in the fray. Despite the strong brand and Colgate’s focus on oral care, in the late 1980s Close-Up changed the way toothpaste looked and felt in the mouth. High on freshness ingredients, the transparent look and the youth-centric approach gave Colgate some sleepless nights at the time. Close-Up gained a significant share of the market, forcing Colgate to launch a similar product and alter its strategies for some time. Colgate has regained its share since then, but Close-Up continues to hold a majority share in the gel category, with Colgate Gel remaining a distant second. Unilever also attacked Colgate on the ‘healthy teeth’ platform with Pepsodent, thereby attacking on two fronts. Currently, despite Colgate accounting for about 55 per cent share of the toothpaste market, Pepsodent and Close-up are still sniping at its heels with intermittent attacks.

Oral products market in India

The oral products market in India consists of toothpaste, toothbrush, tooth-powder, and mouthwash. According to IRS data (2011), 66 per cent of Indian households use toothpaste, 24 per cent use toothpowder, and 18 per cent are non-dentifrice users.

The toothpaste market in India is estimated at Rs 6,000 crore, growing at 19 per cent y-o-y. The broad segments are:

Germ and Tooth Decay: This is the biggest segment; Colgate gets its major share from this segment. Of late, Pepsodent has begun attacking this segment with its Germicheck variant.

As per a recent media report, more than half of Colgate’s overall share comes from Colgate Strong Teeth, which competes in this segment (and the focus of Pepsodent’s Ad).

Sensitivity: This is the fastest growing segment, already at Rs 950 crore, and is growing at 30-40 per cent a year. GSK’s Sensodyne has a slight lead

Gel: The second biggest segment (Rs 1,500 crore) and the only one where Colgate significantly trails the leader Close-Up (60 per cent market share)

Besides the direct attack from Pepsodent, entry of a large international player like Oral B has further intensified competition in the general toothpaste category. Brands such as Sensodyne and Paradontax have come in with aggressive marketing strategies and have created small sub-categories for themselves, possibly at the cost of Colgate. Colgate responded with Colgate Sensitive but Sensodyne still has a larger share of the sensitive toothpaste market.

Colgate has over the years tried to fight the sub-segments through a sub-branding strategy and has launched sub-brands such as Colgate Gel, Colgate Sensitive, Colgate Herbal, Colgate Active Salt and Colgate Total.

Their efforts are therefore to slowly grow these categories as well as their shares in the market. While larger players such as Unilever are trying to grow the market and capture shares, players such as GSK have created a niche for themselves in the sensitive toothpaste market. Through a series of extensions, Colgate has increased its share of the market from 52.4 per cent in 2011 to 54.5 per cent in 2012. While the extension strategy seems to have worked in retaining and marginally growing its share, analysts wonder whether, in the long run, this strategy will be effective. The oral care segment is witnessing a battle over toothpaste like never before. In a bid to counter Baba Ramdev Patanjali’s herbal toothpaste-‘Dant Kanti’- Colgate-Palmolive is launching an Ayurved toothpaste-Cibaca Vedshakti. Although Colgate has a variety of toothpaste in herbal segment, Cibaca Vedshakti will be the first one in Ayurvedic segment.

"In India, the consumer believes strongly in natural ingredients. A toothpaste launching

this quarter under the Cibaca sub-brand is Colgate Cibaca Vedshakti," said Bina

Thompson, senior vice-president at Colgate-Palmolive, during an investor call.

Nowadays, consumers are opting for more herbal products due to which the Ayurved and

natural products now account for 13-14 per cent of the overall toothpaste market.

Following Cibaca Vedshakti’s news, Patanjali said the name chosen by Colgate was

inappropriate.

"We worship and respect Vedas like our gods, we don't use them in our products. This is

not a toothpaste but a direct attack on our culture," Acharya Balkrishna, MD of Patanjali

Ayurved, told ET. As per Nielsen’s data, Patanjali's oral care market share has been

pegged at nearly 2 per cent in the year ended March. Meanwhile, analysts expect Colgate

will be able to fight back against local competition despite being a late mover.

You are the Brand Manager for Colgate and you have been asked to decide its future brand

strategy. You have to specifically advise the CEO on whether the company should

continue with a single-brand strategy in the increasingly competitive scenario or create

different brands to fight the diverse competition more effectively.

 

Q1. Analyze the brand extension strategy of Colgate with respect to whether it would have

positive effects on the brand. Do you think this strategy will help Colgate to defend its

market dominance? (10 Marks)

Swiggy Case:

Swiggy is food ordering and delivering company based in Bangalore. It provides a single

window for ordering from a wide range of restaurants and have their own exclusive fleet of

delivery personnel pick up orders from restaurants and deliver it to customers.It is

a complete food ordering and delivery solution that connects neighborhood restaurants

with urban foodies.

Swiggy Founders:

Swiggy was founded by Nandan Reddy, Sriharsha Majety, and Rahul Jaimini in

August 2014. Nandan Reddy aged 29 and Sriharsha Majety aged 31 both are both alumni

of Birla Institute of Technology and Science (BITS) Pilani while Rahul Jaimini aged 31 is

an alumnus of IIT Kharagpur.

Swiggy Journey:

Swiggy began its Journey from Bengaluru with six delivery executives and 25 restaurants

on its platform. In the time of 3 years, it has scaled up with over 6,000 delivery executives

across India in more than 8 cities like Delhi-NCR, Mumbai, Bengaluru, Hyderabad,

Chennai, Kolkata, and Pune.

Swiggy Business Model:

Swiggy has two major revenue streams.

The major part of Swiggy’s revenue from commission it collects from restaurants for lead

generation and for serving as a delivery partner.

Swiggy also charges a nominal delivery fee from customers on orders below a threshold

value which 200 rupees for most cities.

Swiggy Funding:

Swiggy is backed by one of best investors available in the market. Swiggy has raised a

total of 75.5 million dollars in funding from various investors, including Bessemer Venture

Partners, Norwest Venture, Accel Partners, SAIF Partners, Harmony Venture Partners, RB

Investments and Apoletto.

Swiggy Competitors:

Indian food delivery market is valued at 15 billion dollars and set for an exponential

growth. Food delivery has become a very competitive market in India. Swiggy is in direct

competition with major on-demand food aggregators like Zomato. Whereas there are other

small startups like Foodpanda and Faasos also in the competition.Now that Uber has

finally released its food delivery app UberEATS in Mumbai and Google has launched its

hyperlocal services and meal delivery app Areo in Bangalore and Mumbai. The competition is getting tougher for Swiggy. Swiggy is aiming to maintain its market share

by keeping their maximum focus on 8 major cities which are Mumbai, Pune, Bangalore,

Hyderabad, Chennai, Delhi, Gurgaon, and Kolkata.

Swiggy Marketing Strategies

Swiggy’s marketing strategy consists of both online and offline marketing campaigns.It

promotes its campaigns via Facebook, Twitter, Youtube, Pinterest, and Instagram. Some of

its campaigns include Secondtomom,#DiwaliGhayAayi, #SingwithSwiggy and Know your

food series of pictures and food walks in a local area. The company has successfully built

its brand awareness and connects with its audience through these channels. Their facebook

page is quite active with regular updates, averaging to one post a day. Swiggy uses its

Social media not only for campaigning but to engage with its customers from solving the

greviences to taking the feedback.

 

Q2. Examine the marketing and branding strategy of Swiggy and analyze the reason for its success/failure? (10 Marks)

Pepsi Case:

PepsiCo India Holdings Pvt Ltd, the local unit of American food and beverages company

PepsiCo Inc., aims to double sales of Tropicana, the flagship brand for its fruit-based

beverages, by 2020, Deepika Warrier, vice president (nutrition category), PepsiCo India,

said on Thursday. Tropicana, which was launched in India in 2004 as 100% juice and then

extended to other juice-based drinks, generated business of “more than Rs1,000 crore” in

2017, according to the company. The focus on Tropicana comes as part of the company’s

global strategy to focus on nutrition and healthier beverages as it failed to check falling

sales of aerated drinks in the past five years as consumers shift to healthier options.

To achieve the target, Warrier said, PepsiCo will expand retail reach by moving deep into

smaller markets, reposition the brand with new packaging and campaigns and double marketing spend on television, a medium more relevant for semi-urban and rural markets, this year.“We’ll aim to make Tropicana available across 250,000 retail outlets, 2.5 times of 100,000 now by the end of this year. From less than 100 towns, Tropicana will be made available across 300 towns. Besides, we’ll utilize our coolers (used primarily for carbonated drinks at retail points) for Tropicana so that it’s sold chilled even in smaller markets,” Warrier said, adding that the company will follow segmented marketing approach for the range. Certain variants of Tropicana will be given priority in certain states, and the company will look at state-specific marketing approach, she said.PepsiCo has, in January, entered into an agreement with its bottling partner Varun beverages Ltd for distribution of Tropicana juice in North and East India. “Varun Beverages’ contiguous reach will help the brand more than double the distribution reach in these states, with a focus on rest of urban and rural market expansion. For the other regions (south and west) in India, this portfolio of products will ride on the existing PepsiCo go-to-market system for core carbonated beverage in those geographies,” the company said in a statement.For Tropicana, the company has appointed Hindi film actor Katrina Kaif as brand ambassador. Kaif has been endorsing its mango drink brand Slice for some years. Slice was launched in India in 1993 as a mango drink and rebranded as Tropicana Slice in 2014.In the 100% juice segment, Tropicana had a 41.5% market share (retail volume) in 2016, up from 40% in 2015. Dabur India’s Real juice leads the market with a 43.5% share, according to data compiled by market research firm Euromonitor International. Slice, which is considered a regular juice drink, lost market share from 19.4% in 2015 to 18.1% in 2016, while Coca-Cola’s mango drink Maaza gained from 28.8% in 2015 to 29.7% in 2016, Euromonitor added.

Q3 a) Discuss the brand positioning strategy of Tropicana. (5 Marks)

b) What are some of the key strategies to manage the brand Tropicana over time and keep it relevant?

Retail Banking

Q1. What are the need /reasons for commercial banks to open branch operations in a newly developing cities/townships? Discuss the various retail banking products these banks can offer in these areas.

Q2. What are the different Marketing modes and the Distribution channels available for commercial banks to be able to reach customers and service them extensively? Discuss the Marketing mode and Distribution channels for a commercial bank if it has to open branch operations in a TIER-II city.

Q3. The Retail Banking Industry has seen a tremendous change in the past few years, especially true in the case of Urban markets where the entry of private and foreign banks has given the Retail Banking customers any options to choose from. With reference to these dynamic changes in retail banking in the urban market discuss the aspects as given below

a. Discuss the various possible ways in which retail banks improve their operational efficiency, provide better customer service and at the same time generate better revenues/profits.

b. What are the recent trends seen in the Retail Banking scenario adopted by banks to provide better products as well as enhance their operations?

 

Commercial Banking System & Role of RBI

1. Ashok Pvt. Ltd wants to enters into a trade agreement with Martina Pvt. Ltd. For this both the companies want to enter into trade via Letter of Credit. Therefore, Ashok Pvt. Limited approaches his bank for an issue of LC. As a banker what all precautions you would exercise while opening a Letter of Credit.

2. You have recently joined as a loan manager in a private sector bank. You are required to prepare a short note for your team on the necessary factors which the bank will take for assessing the borrower’s projections on the working requirements.

3. Mr. Rajesh heads a private Ltd bank. With the growing dynamics in the banking sector, he observes that the modern banks are prone to various kinds of risks. Therefore, he thought to make a presentation on the various types of risk so that his employees are aware of the risks.

a. Help Rajesh with his presentation highlighting the major types of risk which banks faces.

b. Also discuss the significance of BASEL III in the banking sector.

 

Marketing of Financial Services

1. Design a Financial Literacy program for an Asset Management Company (Mutual Fund) of your choice.

2. Structure a better alternative to the Child Plans offered by Life Insurance companies. The alternative suggested should cover both a life insurance plan as well as an investment avenue.

3. Ashwin Aswani, aged 32 years, working with an IT company, has approached you for preparing his Financial Plan. He earns salary of Rs. 17 lakhs per annum. His wife Kiran, aged 30 years, is a homemaker. They have a son Kabir, aged 3 years. (You can make any assumptions to further build up your case.)

a) Ashwin and Kiran want to start investing for Kabir’s higher education. Develop an investment strategy to help them to achieve their goal.

b) Ashwin has expressed his desire to retire by the age of 55. Design a retirement plan for him.

Course: Customer Relationship Management

 

1. What are the various different approaches to CRM? Which one do you find most pertinent in your career? (10 Marks)

2. If you were to advise your team on guidelines for external dispute resolution scheme, how would you do it? (10 Marks)

3. Trends in every field keep on evolving. The only constant in today’s world is change. Just as it is true for all aspects of business, customer lifecycle management (CLM) is no exception.

a. Discuss 5 key trends that would help marketers in rolling out their CLM strategies? (5 Marks)

b. Why is CRM believed to be a new way of thinking? (5 Marks)

 

Course: Financial Analysis and Management

1. Mr. Gupta has joined as the finance manager of Zelta Corporation Ltd and had a team of reportees under him. The reportees had just graduated from college and was not much aware about the corporate world. Mr.Gupta wanted the team to understand the role of finance manager so that they can understand their job profiles as they were supposed to work with him. Mr.Gupta wanted his team to prepare a short report on the nature of the work of a finance manager. If you are one of his team member prepare the report. (10 Marks)

 

2. Alpha Ltd was planning to relax its present credit policy and is in the process of evaluating an alternate policy. The firm is required to give a return of 25 percent on the investment in accounts receivable. The company’s variable costs are 70 percent of the sales revenue. Given the following information, which one is the better option? (10 Marks)

Particulars Present policy Alternate policy

Annual Credit Sales ₹ 80,00,000 ₹ 10,000,000

Bad Debt losses ₹3,00,000 ₹4,00,000

Investment in accounts

receivable

₹12,00,000 ₹ 20,00,000

 

3. The management of ABC Ltd wanted to understand the performance of the firm on the basis of financial ratios. They wanted to understand if the Capital Employed and fixed assets of the firm has been effectively used or not. The management asked the finance manager to calculate the correct financial ratios for the same and present the same to the management along with the interpretation of the results obtained.

The Balance Sheet is as follows:

Balance Sheet

Liabilities Amount Assets Amount

EquityShare Capital 90,000 Fixed Assets 1,35,000

12% Debentures 70,000 Current Assets 1,00,000

Reserves 15,000

Current Liabilities 60,000

2,35,000 2,35,000

Net Sales during the year is Rs 3, 00,000. The finance manager decided to calculate

following ratios:

a. Total Capital Turnover Ratio (5 Marks)

b. Fixed Assets Turnover Ratio (5 Marks)

 

Course: India's Foreign Trade

1. When well-established Indian company decides to go for geographical expansion, they go for expansion through entering foreign market/s (Exports) however; they will do complete risk analysis of the target market, which are these essential risk analysis need to be done and why? (10 Marks)

 

2. Export Promotion Councils set-up by Ministry of Commerce, government of India are very beneficial to MSME , explain how many different EPC’s are there and pick any one EPC’s from any one segment, explain how they function and how they help the MSME’s (10 Marks)

 

3. One of the well-established Indian Biotech manufacturing company engaged in manufacturing of Human healthcare biotech products and Biotech based Agro products:

a. What are your recommendations to this company prior to entering overseas market with their biotech products for human? (5 Marks)

b. Work out a market entry strategy for overseas market for their Biotech based Agro products. (5 Marks)

 

Course: Export Import Procedures and Documentation

1. Brown box and company imported one consignment of 25 boxes of cosmetics. The invoice and packing list clearly show the number of boxes as 25 Nos. However at the time of examination customs found 27 boxes. Hence the clearance got held up. Customs asked Brown box to get the details of the additional 2 boxes from the exporter. Exporter replies that they have sent two empty boxes free of cost for repacking in case of any transit damage but did not mention in the documents. Customs examined all 27 boxes and found 2 empty boxes. Customs has given show cause notice to Brown box for suppression of facts while declaring for import clearance. In your opinion, what should be the way to reply to show cause notice and clear the consignment. (10 Marks)

 

2. Robinson Private Limited imported 1 x 20’container of pipe fittings from China. On examination it was found different items and not pipe fittings. Customs held up the clearance and asked for clarification for receiving wrong consignment. The exporter found out from their port of dispatch that shipping line has dispatched wrong container to India and the actual container was lying in the port itself. Shipping line also accepted the mistake and sent an apology letter to the importer and customs. According to your experience please advise the course of action to be followed by Robinson Pvt Ltd to solve this issue. (10 Marks)

 

3. Intel Toys Private Limited is a toys manufacturing company. Dubai Government has organized an exhibition of toys and Intel has booked one stall to display their toys. The toys will be displayed in Dubai and will be brought back after the exhibition. Intel does not want to pay any import duty in Dubai and also pay any duty in India at the time of bringing their toys after exhibition.

a. What type of special document is required to perform the above export and import? (5 Marks)

b. In case any toys are sold in the exhibition how Intel will clear the consignment at the time of re-importing the toys sent for exhibition? (5 Marks)

Capital Market and Portfolio Management

1. From the following information rank the mutual funds using Treynor ratio, if risk free rate of interest is 8%.

Mutual Funds Rp(Return) Standard Deviation Correlation coefficient with market MF1 22% 25% 0.6 MF2 24% 17% 0.5 MF3 15% 11% 0.45 Market 20% 23%

2. Calculate the return as per CAPM for each of the company’s stock and identify and advice accordingly whether they are underpriced, overpriced or correctly priced. (Returns of T- Bill is 8%.)

Stock

Expected Return

Beta

Infosys

24%

1.7

HUL

20%

1.4

Reliance Industries

15%

1.1

SBI

17%

1.2

Sensex

18%

3. Anil has completed his MBA and has joined a portfolio management company. The profile for which he was selected was to create and maintain the portfolio of retail clients. Before Anil interacted with the clients, his manager wanted to test his understanding of the same. In order to test his knowledge regarding investments, his manager ask him to prepare a presentation on:

a) Factors that impacts the investment decisions of a person.

b) Difference between the two main classes of financial instruments that an investor uses in their portfolios.

 

Strategic Cost Management

1. X Ltd has to replace its machine and the production manager has to decide between Machine A and Machine B. Machine A is having installation cost of 10,000 and annual electric bill 2000. Machine B has installation cost of 15,000 and annual electric bill of 1000. If both have life of 8 years which machine will you recommend if interest rate is 9 %.

2. A company manufacturing two products furnishes the following data for a year.

Product

Annual Output Units

Machine hours

No. of purchase orders

No. of setups

A

5,000

12,500

160

20

B

50,000

1,25,000

340

50

The annual Overheads are as under:

Volume related activity cost ( Activity driver-Machine hours )

5,50,000

Setup related cost

7,00,000

Purchase related cost

6,20,000

You are required to calculate and compare cost per unit of each product based on Traditional method of charging overhead and Activity based costing method. (10 Marks)

3. ABC Limited is looking at a Project D with following projected cash flows: Year Inflows / (outflow) P .V Factor @ 15% P .V Factor @ 20% 0 (240,000) 1.000 1.000 1 25,000 0.870 0.833 2 75,000 0.756 0.694 3 150,000 0.658 0.579 4 150,000 0.572 0.482

Calculate and interpret results

a. NPV at 15 % & 20% (5 Marks)

b. IRR

Course: Compensation and Benefits

1. Describe the various compensation strategies. Also demonstrate which strategy would suit a new start up business which is trying to make a strong base in the market. (10 Marks)

2. Explain how Job Analysis relates to designing the compensation structure of an organization? Elaborate by explaining through examples. (10 Marks)

3. XYZ is a garment manufacturing organization leading the market in its segment. Mr. Smith, the new HR manager, has been appointed with compensation designing as a major part of his profile. Mr. Smith comes with a change in the age old compensation system. There is a mixed reaction from all corners of the organization

a. In such a scenario, how should Mr. Smith handle the situation? (5 Marks)

b. Suggest ways in which Mr. Smith can make the new plan more appealing to people in the organization (5 Marks)

Course: Custom Shipping and Insurance

1. M/s Global importers have imported 1 x 40 feet container on CIF basis by using a freight forwarder. On the arrival of container the freight forwarder collected the dues from Global importers and released the Bill of Lading for clearance. Global Importers have appointed a customs broker to clear the consignment and they have collected the delivery order from the shipping line. But the customs broker delayed the clearance due to lack of knowledge of the system. Now shipping line has levied detention charges for the container on the freight forwarder. Please explain as to who should pay the detention charges in this case and why. (10 Marks)

 

2. Indian Marine Company (IMC) has purchased a small ship and insured the same. However, there was an explosion in the ship and part of the ship got damaged. IMC filed an insurance claim His claim was rejected as the surveyor reported that IMC has fitted a gas heater in one of the cabins which got exploded due to faulty installation. The insurer refused to accept the rejection and took the case to the court. Court found that gas heater installation was done properly. Please explain with proper analysis your decision on the above – ie whether the AMC should get the claim or not. (10 Marks)

 

3. M/s Ramji and Associates imported one consignment of steel on FOB basis by sea. The cargo is break bulk and got a clean bill of lading. However, on arrival the steel was found to be wet and Ramji and Associates refused to pay the cost to the seller. The seller refused to accept this and asked Ramji & associates to make the payment. Please answer the following:

a. Please explain FOB term and who is responsible to cover the insurance on FOB shipments? (5 Marks)

b. Who should bear the losses of the shipment and whether it is correct to refuse payment to the seller who sold the goods on FOB basis. (5 Marks)

 

Course: Strategic Financial Management

1. A company is considering which of two mutually exclusive projects it should undertake. The Finance Director thinks that the project with the higher NPV should be chosen whereas the Managing Director thinks that the one with the higher IRR should be undertaken. Both projects have the same length of life but different initial outflows. The company anticipates a cost of capital of 10% and the net after tax cash flows of the projects are as follows:

Year 0 1 2 3 4

Project A (120,000) 40,000 40,000 40,000 40,000

Project B (58,000) 20,000 20,000 20,000 20,000

Calculate the NPV and IRR of each project. Also, state with reasons which project you would recommend. (10 Marks)

 

2. The following is the capital structure of Abhishek Industries as on 31st March 2018

Equity Shares : 20000 shares ( of Rs 100 each) 20,00,000

12% Preference Shares ( of Rs 100 each) 8,00,000

10% Debentures 12,00,000

40,00,000

The market price of the company’s share is Rs 110 & it is expected that a dividend of Rs 10 per share would be declared at the end of current year . The dividend growth rate is 6%. If the tax rate is 30% compute the WACC by book value & market value weights. (10 Marks)

 

3. A company’s current earnings before interest and taxes are Rs 4,00,000. The firm currently has outstanding Rs 15 lakh of debts at an average cost of 10 per cent. Its cost of equity capital is estimated to equal 16 per cent.

a. Determine the current value of the firm using the traditional valuation Approach, the firm’s overall capitalisation rate and leverage ratio (5 Marks)

b. The firm is considering reducing its leverage by selling Rs 5 lakh of equity in order to redeem a Rs 5 lakh debt. The cost of debt is expected to be unaffected. However, the firm’s cost of equity capital is to be reduced to 14 per cent due to decrease in financial risk. Would you recommend the proposed action? (5 Marks)

 

Course: Consumer Behavior

1. You are a marketing consultant. A new company is planning to introduce a line of pre-cooked food item. It will be quite convenient & far less time consuming to prepare the meals within minutes. How should the company go ahead to segment the market? (10 Marks)

2. You are the advertising manager for a sports footwear company. Develop two different themes on two different levels to appeal the consumer behavior in the need hierarchy for the ad campaign (10 Marks)

3. E-commerce transactions in India are gaining popularity at the very fast pace majorly due to its attributes of ease of shopping, good discounts, social media integration, cash on delivery mode of payment etc. The Industry is all set to grow and beat the records considering the recent show of strength of several E-commerce companies of India Inc in their capability to raise funds as well. Flipkart - One of the leading Indian e-commerce companies headquartered in Bangalore, Karnataka. The overall brand value of FLIPKART is good, but it is facing tough competition from its global as well as local competitors. But in India, it is the most superior E-business portal which is aggressively expanding and planting its roots deep into the Indian market and at the same time shifting the mindset of the people i.e. from going and shopping from physical stores to online stores, which is enormous.

Questions:

a. Discuss the Initial Challenges faced by Flipkart (5 Marks)

b. How Flipkart succeeded in Building the Trust of Online customers? (5 Marks)

 

Business Communication and Etiquette

1. Share the organizational grapevine that you have experienced in your career or industry. In your opinion please highlight how grapevine communication is beneficial & detrimental to any organization.

 

2. To facilitate inter-departmental cooperation, what measures would you recommend to your colleagues and subordinates to take? What kind of barriers in communication do you face and what is your strategy to overcome them? (10 Marks)

 

3. You are the leader in a healthcare industry. You often work closely with your Corporate Communications and PR team so they can ensure a positive brand image for your chain of hospitals.

a. To stay updated and connected with the latest trends in the industry, state and justify your opinion on the importance of boundary spanning? (5 Marks)

b. A recent incident of insensitive patient interaction at your hospital has tarnished your image in the media. What will you do to control the damage and handle the crisis?

 

Corporate Social Responsibility

1. Sustainability is the current focus of business community globally and businesses worldwide are including sustainability considerations in their strategic business decisions as well as long term plans. Choose any one current and live company, Indian or Multinational and explain how it is implementing any three sustainability actions to reduce their negative environmental footprints and why (refer to the sustainability report of the chosen company) (10 Marks)

 

2. With the introduction of Companies Act 2013 for the first time CSR has been legally acknowledged. Study the section 135, CSR rules as well as Schedule VII of Companies Act 2013. According to you explain 10 logical reasons why in the Companies Act 2013 CSR spend has been made selectively applicable for businesses in our country. (10 Marks)

 

3. “Society is one of the critical stakeholders of business”.

a. How does business impact local community positively as well as negatively?

b. With the help of a live example from any company, Indian or Multinational, elaborate how businesses are finding innovative ways to bring benefits to themselves as well as to the local communities in which they operate.

 

Management Theory and Practice

Q1. Explain with examples, what type of leader is Sundar Pichai (CEO Google). What kind of leadership style does he practice? (10 Marks)

 

Q2. A team leader in an organization wants to take feedback about his leadership from his peers, superiors and subordinates. List the various tools of verbal and non-verbal communication that can be developed for this purpose. (10 Marks)

 

Q3. Ajay had always been an outstanding performer throughout academia. As expected he also got placed at his dream company. This company offered him lucrative compensation, great fringe benefits, job security and encouraging superiors. Two years have passed by at this company and Ajay no longer has the same thoughts about the job; though all has been the same. Ajay seems to have got bored of his mundane job and salary hikes don’t seem to motivate him anymore. He is on the verge of withdrawing.

a. What according to you is wrong with Ajay. (5 Marks)

b. Discuss Herzberg’s two factory in the light of the case.

 

Information Systems for Managers

1. The Healthcare industry is inundated with massive volumes of data generated each minute. With the adoption of electronic health, mobile health and wearable technologies this is poised to increase dramatically over the next few years. This comprises of data that exists in the form of records, compliance & regulatory requirement. The recent trends demonstrate the transition from maintaining data in hard copies to digital data. As the Chief-Information-Officer (CIO), of a reputed hospital in the city, the management and you are in talks of migrating this data to the cloud. What are the benefits of adopting the

cloud and the major challenges that you anticipate to face with regard to cloud adoption? Give justification for adopting the cloud. (10 Marks)

 

2. Information Technology (IT) has become an integral part of the modern supply chains. Explain the concept of Supply Chain and with the help of an example from the retail sector, discuss how Information Systems are helping the organization in improving its supply chain performance. Mention any two future IT trends in supply chain. (10 Marks)

 

3. Digital music is gaining firmer ground in India. 56 percent of digital music revenue in Asia comes from music streaming. Players like Gaana, Hungama, Saavn, Wynk etc. offer users to stream music online and save songs offline with a premium subscription. They have grabbed a significant share of the audience who have given up the traditional methods of downloading music to streaming it online. Advertisers and telecom providers have also joined the bandwagon. The primary reasons for this growing popularity can be attributed to the rise in the number of digital natives, improved internet connectivity, more localized curated song lists, personalization of content, competitive pricing, huge library , availability across different platforms, simple user interface and sharing digital music with others across social platforms. Despite this, the path to profitability is challenged by user ability to willingness to pay for subscription, low advertising prices, and high content costs.

a. How do you think these companies use analytics to lure customers to use their app or convert the existing ones from “freemiums” to “premiums” (the subscription based model)? What are the different type of analytics? Does using analytics benefit the companies? (5 Marks)

b. Define Social Media and explain how these companies use Social Media to increase their business? Is it a wise choice to use social media to connect with customers?

 

Business Economics

1. Demand forecasting is not a speculative exercise into the unknown. It is essentially a reasonable judgement of future probabilities of the market events based on scientific background. Explain the statement by elaborating different qualitative and quantitative methods of demand forecasting. Which of the methods described by you is most suitable for forecasting the demand for “expensive mobile” and why? (10 Marks).

 

2. Which market is characterized by the “competition among few”? how is this market different from the “competition among many”? Explain how the producers in this kind of market promote their own interests by giving real world examples like OPEC, Cement Cartels, etc. (10 Marks)

 

3. A) Explain how the consumer attains utility maximisation and producer ensures cost minimization with the help of indifference curve and isoquant technique. (5 Marks)

3. B) “There is a high cross elasticity of demand between new and old cars”. Discuss the statement by explaining the features of cross elasticity of demand. Also compare and contrast cross elasticity with other types of elasticities of demand.

 

Organisational Behaviour

1. What is the role of a leader in motivating his/her subordinates? Explain the impact of leadership styles on subordinates with the help of three different theories of leadership in brief. (10 Marks)

 

2. In a large office an employee named Rozy may feel like a mere payroll number, but her informal group gives her personal attachment and status. With the members of her group she is somebody, even though in the formal structure she is only one of a thousand employees. She may not look forward to monitoring 750 accounts daily, but the informal group gives more meaning to her day. When she thinks of meeting her friends, sharing their interests, and eating with them, her day takes on a new dimension that makes easier any difficulty or tedious routine in her work. Suddenly Rozy developed some interpersonal and intergroup conflicts with some powerful members of the group. The group did not accept her. Her work became more disagreeable and compelled her to a transfer, to absenteeism and to a resignation.

Questions: Although informal groups may lead to several benefits, can these groups prove harmful?. Suggest some measures for Rozy to check the dysfunctions of informal groups? (10 Marks)

 

3. Hari Sinha is a marketing executive with Hardbyte Computer Peripherals Ltd. Hardbyte is a company with 10 years of existence and has a sound product range in computer peripherals. It sells its products at a slightly higher price in the market because of its goodwill for quality. Hari Sinha is one of the best marketing executives of the company and enjoys several company benefits for his excellent performance. Hari’s boss Sudhir Pradhan is thoroughly satisfied with his work and likes Hari. Hari likes to sell to institutional buyers rather than small-time domestic customers. Hari also likes to work on challenging customers but not at the cost of wasting too much time on to please them. He constantly keeps himself focused on the targets to be achieved for the month and tries to reach the maximum. For him, it matters to be ahead in the race of selling and therefore he works very hard and smart. Sudhir has always tried to ensure that Hari is given enough scope to explore the potential customers on his own. He of course, feels a little worried about Hari’s attitude towards those marketing executives who sell to small customers. He is at times belittling in his attitude towards them and even ridicules their efforts. However, Sudhir has tried to ignore this because of Hari’s performance.Due to the recent slack in the IT industry, Hardbyte’s business with corporate customers has dipped. Because of this Sudhir, has reallocated the targets to all the marketing executives. However, he knows Hari’s fetish for corporate clients too well. But he also knows that Hari will have to be forced to go to small customers for promoting the products. Sudhir, is aware of the fact that Hari is a man of strong likes & dislikes and hence he is in a fix. He is also apprehensive that if Hari is not given an appropriate assignment then he may even consider leaving his job. Sudhir was fully aware that Hari had no dearth of opportunities. Sudhir knows that the dilemma that he is facing is serious and will have to be resolved suitably.

Questions

a) In a rapidly changing global scenario, what is the contribution of Individual Behavior in Organizations from the perspective of attitude, and perception?

b) How understanding of personality helps in enhancing organization’s effectiveness?

 

SEMESTER 2

Strategic Management

Q.1) Carrefour is a French Retail Giant wanting to enter into India’s multi-brand retail industry. Perform a PESTLE analysis for Carrefour’s entry strategy into India.

 

Q.2) Hindustan Motors has ceased to produce “Ambassador” car since 2014. Assuming you to be the new CEO of this company, suggest ways & means of resurrecting the brand “Ambassador” by building a Competitive Advantage. (10 Marks)

 

Q.3) Geely, a Chinese automotive major wishes to enter into India to offer its automotive brands in the Indian market.

A) Perform Porter’s 5 forces analysis. (5 Marks)

B) Based on Porter’s 5 forces analysis, suggest whether the company should enter into India or not. Suggest the reasons behind entry or non-entry into the Indian market.

 

Essentials of HRM

1. Define Job Specification. Create a job specification for the position of a tele caller for an E tailer.

 

2. Differentiate between recruitment and selection. List and explain some of the recruitment methods in the digital age. (10 Marks)

 

3. ‘Speedcall’ is a five year old telecommunications company. As a part of the strategic management to achieve its vision, it decides to conduct training for its first line staff selling over the counter products. The company does a thorough research and decides to conduct trainings on the topic of ‘customer centricity ’ , realizing that giving importance to customers will be the only way to sustainable business. The company hires outside trainers to conducts training based on the outline created by the L&D department of the company. Almost 500 first line staff members are trained and after a year the company sees no effect on sales/ revenue..

a. What do you think is the reason behind failure of the above initiative? . (5 Marks)

b. Elaborate on the concept of training need analysis with reference to the above case.

 

Marketing Management

1. Briefly discuss the various stages of a Product’s life cycle, giving examples of products which are currently in each of these stages and the marketing strategies adopted by them.

 

2. Mitsui Fonda, the world’s leading automobile manufacturer, is considering launching a hybrid concept car which runs on three fuels: water, electricity and petrol. Priced at Rs. 30 Lakhs, the company is considering making a foray into the Indian markets. To assist the company in taking key decisions, prepare an exhaustive list of all the external environmental variables elucidating all the possible business, market and consumer related information that would be required by Mitsui Fonda, to understand the Indian market and consumer. (10 Marks)

 

3. ‘Zeal’ is a cosmetic brand that has products ranging from suncare to facial moisturisers, deodorant and shower products for men as well as women. While the women’s range comprises beauty and skincare products such as sunblocks, moisturizers, day creams, night creams, shower gels and deodorants, the men’s range comprises grooming and skincare products such as shaving cream / gel, aftershave balm, day cream, moisturizer and deodorant. For its range of products, the company targets the youth ranging from an age bracket of 15 – 30 years. Having gained significant popularity with consumers and being a trusted brand for the past decade, the company is now planning to diversify its product range to the next level and venture into health care products such as honey, energy drinks, immunity-building beverages etc.

a. Which of the following strategies will you choose:

 Extend the existing Zeal brand to the energy drink segment or

 Launch a new brand with a completely new brand identity

Justify with a suitable argument discussing the pros and cons of the strategy.

b. Accordingly suggest the most suitable target audience and an appropriate positioning for the brand; given the competition in the health care products

Course: Marketing Strategy

 

1. Reebok is an international brand that deals in the equipment for sports industry. This global company was founded by J.W.Foster in the year 1895 in England and it later extended its network to different parts of the world. Since the year 2005, Reebok has been acting as a subsidiary company for Adidas. At present Reebok has been able to carve a separate identity for itself that is associated with comfort, fashion and a particular trendy image. Some of its competitor’s are-  Nike  Puma  Adidas

Explain marketing Mix used by Reebok using the 4 Ps of Marketing

(10 Marks)

2. Explain the concept of Strategic intent of Any Indian Organization by explaining their Vision, Mission, Goals and Objectives (10 Marks)

3. Case Study of Apple Inc Owing to its uniqueness and innovation in its wide range of products, Apple is regarded as the world’s most notable and recognizable brand for electronic devices. This multinational corporation has carved out a niche for itself ever since its co-founders —two college dropouts Steve Jobs and Steve Wozniak — brought a revolution in personal computing. Now, Apple is the recognized as the world’s largest information technology company in terms of revenue, the world’s largest technology company in total assets, and the world’s second largest mobile phone manufacturer with 115,000 employees (last recorded on July, 2016). Apple has been ranking consistently at the top of the BDG’s list of 50 companies since 2005 due to its innovation in electronic devices. It is also regarded as the pioneer of introducing the most innovative products in the market such as iTunes Media Player, iLife (for organizing editing, publishing photos, music and movies) and iWork (a presentation program). Additionally, in recent years, Apple has expanded its reach to entertainment and information services and is now one of the largest online retailers for streaming music and video and software solutions.

Terrific sales growth with each passing year Apple has witnessed strong sales growth in the year of 2016, and has wisely managed its cash flow, resulting in the company ending up on top of the Forbes 100 Most Valuable Brands (2016) list with a total capital of $416.62 billion. The company expecting 38% revenue growth in 12 months (ending march 2017). From $2.4 billon in 2011, Apple invested $4.5 billion in 2013 for R&D in order to assess the market more closely. To achieve the results, it positioned its direct sales branches at high traffic locations to contribute to the company’s revenues. It took complete control of supply chain and circulated code of conducts report to the suppliers to enhance the brand recognition. The practice still continues. Consumers have immense trust in this brand name and they stand in the freezing night just to be among the fortunate ones to get a new version of their phones. Apple always follows a magic formula; that is building up customer relations in order to sell more products. The customer service of Apple follows few steps to win over the trust of the consumers  Approach the consumer in a more personalized manner  Politely understand the need of the consumers  Present a solution that consumers will accept  Listen and resolve to their issues or concerns  End the customer’s current visit with an invitation to return. Many criticize the brand for its high prices, but Apple fans justify the situation by tagging the brand as a ‘premium’ gadget-maker. They also say it is for those people who can afford a pony. Apple, in other words is like BMW, not Ford. But problem arises when consumers have access to cheaper products with more or less same features. Samsung, Microsoft and many other companies provide low-priced products compared to Apple. Here’s where apple loses its customer base. In 2013, Strategy Analytics found that 88% of iPhone users would purchase another iPhone compared to 93% in 2012. So with each passing year, its customers are being lured by the competitors.

Consumers whoever is accustomed with other OS systems do not get a handy experience when they choose to use iOS or OS X. The reason is if you are switching from a PC to MAC, it can be pretty intimidating using Apple’s operating system at first. When you are accustomed to using ‘Start’ menu, Apple will force you to use ‘Finder’ where you will find your apps, documents and other files. Industry Served Consumer electronics, computer hardware, computer software and online services Headquarter Apple Campus, Cupertino, California, U.S. Area Served Worldwide Revenue $215.6 Billion (2016) Current CEO Timothy Donald ‘Tim’ Cook Competitors Samsung Electronics Co. Ltd., Google Inc., Cisco Systems Inc., Hewlett-Packard Company, Lenovo Group Limited, Sony Corporations Products iPhone, iPod, iPad, Mac, Apple TV, software applications system iOS, OS X operating system, portable digital music players, iCloud and its accessories, applications like App Store, iTunes Store, iBook Store and Mac App Store and many more

Analyse the Business model and Product Mix, Competitor analysis of Apple Inc. and answer the following question: a. SWOT analysis for internal analysis and (5 Marks)

b. PESTLE analysis to evaluate the factors that affect Apple Inc. externally (5 Marks)

 

Course: Sales Management

 

Q.1 Bharat Sanchar Nigam Ltd (BSNL) wants to revamp its cellular phone market. It entered the market late & couldn’t make a mark on consumers. It’s repositioning in the market. As a Sales Manager evaluate the suitability of various methods of budgeting for sales force to be adopted by BSNL (10 Marks)

 

Q.2 Bond Ltd. is a new start up in the FMCG category in India. As a new brand it has decided to sell its products in Maharashtra only. As a Sales Manager, design a suitable training program for Bond Ltd (10 Marks)

Q.3 Anil has been working as a salesman with Sony Electronics for two years. The sales manager is impressed with his excellent performance in both the years. To motivate Anil, the sales manager has to choose from one of the following three options: Give an 'all expenses paid' international holiday package for Anil and his family; Include Anil in a special task force for new strategic initiatives; Present him the "Star Performer of the Year" award in the annual sales conference.

Questions:

a. Suggest how Anil's sales manager should take a decision. Justify (5 Marks)

b. What motivation techniques should be followed by Sony Electronics (5 Marks)

Course: B2B Marketing

 

1. You are negotiating a price increase of 10% for steel components with a major two-wheelers manufacturer, due to substantial increase in steel prices. The customer refuses to give you any increase in the prices. If you continue supplies, you company will incur losses, & if you discontinue supplying to this major customer, your sales would suffer. How would you handle the negotiations? (10 Marks) 2. Suppose you are an area sales manager and one of the salespersons reporting to you approaches you for help in getting a breakthrough with a high sales potential customer. The customer has been buying the steel components from three other suppliers regularly for the past two years. Your salesperson has been trying to get business from this customer for the past 18 months but without any success. It seems the customer is happy with the existing suppliers and does not want to take the risk of buying from a new supplier, whose poor performance on quality and/or delivery may result in disruptions in production. What Personal Selling tools will you recommend ? (10 Marks)

3. Industrial sales Company Limited (ISC) is a distributor of pumps and Compressors for Maharashtra state excluding Mumbai and Greater Mumbai. In order to increase sales in Nasik-Jalgaon-Aurangabad region they hire a senior sales manager Mr. Shyam and ask him to operate from Nashik, However, very soon there are complaints from sales manager in nearby Pune, Mumbai and even Nagpur that Mr. Shyam and his team are trying to meet customers in their regions and do business. Mr. Shyam however confirms that he is only meeting the regional offices of Pune and Mumbai based companies in his own Nashik-Aurangabad area and there is nothing wrong with it. Soon this dispute reaches the Regional Manager Mr. Gupta in Mumbai.

Questions:

a. What are the problems with the territory design in the case? (5 Marks)

b. As a regional manager, what will you do to control the situations (5 Marks)

 

Business Law

1. In today’s corporate scenario undergoing long drawn litigation is expensive and time consuming. The senior management of your company has given you a project to find the feasibility of Alternate Dispute Resolutions (ADR). Please prepare a short brief on what is ADR, its types, advantages and practical examples where ADR is feasible than conventional litigation. (10 Marks)

 

2. Junaid is an investigative journalist assigned to identify and bring to light negligence of the Municipal Authority at Mumbai. Junaid is currently investigating whether the initiative of segregation of garbage has been fully implemented but he has not received any response from the authorities. Please help Junaid under what law he can legally obtain information along with the procedure, timelines and cost involved

 

3. Rakesh had planned to go for short holiday in Goa along with his wife. He started looking out for hotels in Goa and based on various websites and reviews he had booked a Le Grand Hotel in North Goa. He paid the money in advance and the booking was confirmed. On reaching this hotel, he found that the hotel was not as per the hotel’s website and reviews. Further, on reaching the hotel he realized that the pictures displayed on the website were in such angle so as to conceal the real look and image of the hotel property. Rakesh demanded a refund, but the Hotel refused stating that Rakesh was supposed to check before booking and quoted the principle of “Caveat Emptor”.

Please help Rakesh in the following:

a. Is Rakesh’s claim defeated under the principle of Caveat Emptor? Please give reasons for your answers. (5 Marks)

b. Assuming if Rakesh wanted to pursue this case before a Consumer Court, what are the remedies he would apply for?

Organisational Behaviour

1. Rajesh and Karan are peers and they are working as sales executive in a pharma company. While Rajesh loves his work and find it very interesting but under same circumstances Karan detests his job, also finds it to be very taxing. Select the best school of thought on stress to explain that with the same working condition and same treatment why Rajesh and Karan are feeling so differently. (10 Marks)

2. Sana is finding it very difficult to make friends at her workplace. She stays aloof and does not bond with anyone. Her performance is also not great. She proactively met a psychologist to understand herself better. The facts which unraveled were associated with her young age that she was raised by a caretaker who used to beat her from infancy. Also no one supported her for the decisions she took. Sana’s family never understood her and also her childhood friend betrayed. Imagine you are Sana’s psychologist and hence need to explain her the Freudian Stages of personality development and how it had impacted her. Conclude by giving your suggestion to Sana to overcome this issue. (10 Marks)

3. Sameer is working as Vice President (IT) and Jatin is Advisor to the CEO. Sameer never arrives for any meeting on time and also delays the work given to his team. He likes to make people wait for him as he knows with the input of IT head the meeting would never be successful. Jatin on the other hand is very friendly with the people and also makes ally with other heads and influential people in order to get things done from Sameer. Whenever he discusses any topic with Sameer he makes minutes of it and marks a copy to the CEO. All these activities done makes sure that Sameer completes his work on time Based on the above scenario, answer these

a. What is the source of power for Sameer? Discuss the same. (5 Marks)

b. What are the power tactics being used by Jatin? Explain (5 Marks)

 

Business Statistics

1. The sample data from a research survey conducted in various cities on the amount of time 13-15 year-old children spent with mobiles are as follows:

City

Time with mobiles

(hours per week)

Hyderabad

46

Mumbai

50

Pune

46

Bangalore

54

Bhubneshwar

42

Indore

30

Bhopal

42

New Delhi

50

Chandigarh

46

For the above sample, determine the following measures: i. The mean ii. The standard deviation iii. The mode iv. The 75th percentile Based on your calculations comment on the time spent on mobile.

 

2. ‘Mumbai Ice Cream an ice cream store gives relationship between ice cream sold and temperature. The store has taken a sample of a week’s data. Below you are given the results of the sample

Day

Cones Sold

Temperature

1

350

110

2

200

100

3

210

90

4

100

80

5

80

70

6

70

60

7

50

50

i. Which variable is the dependent variable? ii. Compute the least squares estimated line. iii. Is there a significant relationship between the sales of cones and temperature? iv. Predict sales of a 95 degree day.

Course: Services Marketing

 

1. Tour & Travel operators are facing a difficult time maintaining bottom lines with the hike in diesel & petrol prices. In this scenario, how can a tour operator (XYZ Travels) segment the market & use a Positioning strategy to prop its sagging bottom line (10 Marks)

 

2. Coffee House a coffee bean exporter sensing the high market potential of coffee bars is planning to launch a coffee bar chain in India called “Timepass”. It wants to position its coffee bar chain as an up market leisure hangout for customers. As it lacks knowledge and experience in the coffee retailing industry, the company is undecided about the design aspects of the coffee bars. What decisions relating to the elements of physical evidence are to be taken by Coffee House? (10 Marks)

 

3. The Banking sector is going through a major transformation and witnessing robust growth. Automation is the order of the day. In order to sustain competition and enhance customer experience new initiatives have been introduced. Technology is the driving force & internet & mobile banking are the recent trends. You are the chairman of a 30 year old private sector bank with conservative approach. Employees being from the old school of thought have resisted the new trends now introduced by most of the banks. Your branches are majorly located in South India. The bank is faced with a few takeover threats in the past. The government is insisting merger of the bank for viability and modernization. Your product portfolio requires a change to attract new customers and retain the existing ones. The board is expecting from you a thorough overhaul of the marketing mix.

Questions:-

a. Design an innovative service product offering for your bank. (5 Marks)

b. Evaluate the role and importance of people in a service industry. (5 Marks)

 

Course: Project Management

 

1. You are working for a multi-national bank and are being asked to set up a Project Management Office (PMO) for the bank. Discuss appropriateness of each type of PMO for the bank and recommend one of them for the bank. Please make suitable assumptions but specify them explicitly. (10 Marks)

 

2. You are involved in a project feasibility study. The project is about installing additional capacity for manufacturing 100 bicyles per day. As part of this study, you are asked to do the demand forecasting. Discuss appropriateness of each type of qualitative forecasting method for your project and recommend one of them. Please make suitable assumptions but specify them explicitly. (10 Marks)

 

3. "This project seems to be a good deal", Mr. Sharma opened the meeting with this statement. "We invest Rs. 80 lac and can get Rs. 1 Cr in just three years. What more do we need?” Mr. Sharma continued. "Let's take the opinion of Ms. Roy. She has recently done a course on project management and can help us from that learning", Mr. Iyer looked at Ms. Roy, who has just joined the organization couple of months back. As she was new, she was not sure how things work in this organization. However, since Mr. Iyer, who is the Head of her business unit, asked her directly, she needed to speak up. "I will need some facts and figure before making any suggestion. In particular, I will need to know estimated cash inflows and outflows." "Oh yes, this project will need Rs. 80 lac up front but will generate Rs. 50 lac each in second and third year." Mr. Sharma quickly provided the data. "And we need minimum 12% rate of return!” Mr. Iyer provided additional data.

a. Which are the methods are available for making such decision? Which one method would you recommend? Why? (5 Marks)

b. Should Ms. Roy recommend this project? Why or why not? (5 Marks)

 

Course: Financial Institutions and Markets

 

1. Geeta had completed her post graduation in Insurance and had joined the Insurance Regulatory and Development Authority as the junior manager. On the first day of the job, her manager wanted her to prepare a report on the nature of the functions of the IRDA. Help her to prepare the report. (10 Marks)

 

2. Ajit has recently joined an investment management company and his profile consisted of capital market instruments. His manager in order to estimate his understanding of the market, asked him to prepare a report on the role of the capital market. Suggest relevant points to be included in his report. (10 Marks)

 

3. Neeta had recently joined a company after completing her graduation and the company was almost six years old. The company had been doing good in the recent past and had plans for expansion for which it wanted to raise money through IPO. Neeta’s manager gave her the task of getting information on the major stock exchanges of India where the equity can be listed.

a. Collect relevant information about BSE (5 Marks)

b. Collect relevant information about NSE (5 Marks)

Financial Accounting & Analysis

Q1. From the following information of A star Ltd. prepare the Cash Flow statement for the year ended 2017 and 2018 as per AS – 3. (10 Marks)

Liabilities 31-3-2017 31-3-2018 Assets 31-3-2017 31-3-2018

Equity share capital 2,20,000 2,50,000 machinery 2,00,000 2,30,000 9% Preference Share Capital 1,00,000 1,10,000 Building 1,50,000 1,76,000 Securities Premium 20,000 26,000 Land 18,000 18,000 Profit & Loss A/c 1,04,000 1,34,000 Stock 84,000 98,000 5% Debentures 70,000 64,000 Debtors 38,000 38,000 Creditors 38,000 46,000 Bills Receivable 42,000 62,000 Bills Payable 5,000 4,000 Cash 42,000 32,000 Provision for Tax 10,000 12,000

Dividends payable 7,000 8,000

5,74,000 6,54,000

5,74,000 6,54,000

 

Q2. Balance Sheet for JK Ltd. for the year ended 31st March 2016 & 2017 (10 Marks)

Liabilities 2016 2017 Assets 2016 2017 Equity Share Capital

2,00,000

2,00,000 Land 50,000 50,000 9% Preference Share Capital

1,50,000

1,50,000 Building 1,50,000 1,35,000 Reserves 1,00,000 1,22,500 Plant & Machinery

1,50,000

1,35,000 17% Debentures 50,000 75,000 Furniture 50,000 70,000 Creditors 75,000 1,00,000 Stock 1,00,000 1,50,000

Bills Payable 25,000 37,500 Debtors 1,00,000 1,50,000 Tax payable 50,000 75,000 Cash 50,000 70,000

650000 760000

650000 760000

Profit & Loss Account for JK Ltd. for the year ended 31st March 2016 and 2017 Particulars 2016 2017 Particulars 2016 2017 To Cost of goods sold

3,00,000

3,75,000 By Sales 4,00,000 5,00,000 To Operating Expenses Administrative Selling

6,500 10,000

7,250 10,000

To Interest on Debentures

8,500

12,750

To Net Profit 75,000 95,000

4,00,000 5,00,000

4,00,000 5,00,000

Using the tool of commonsize financial statement analysis, comment about the improvement or decline of financial performance of the company.

 

Q3. The following extracts are available from the financial statements of companies V ltd. and J Ltd. for the year ended 31st March 2017: (Rs. In Lakhs) Particulars V Ltd. J Ltd.

Revenue from operations

1,500 6,000

Manufacturing cost

900 4,050

Interest paid

105 375

Depreciation

135 675

Selling expenses

135 225

Income Tax

90 225

Non-operating income

45 285

Dividend paid

120 600

Fixed Assets

1,500 7,350

Current Assets

525 2,250

Current Liabilities

375 2100

Debentures

600 3,300

Reserves

450 1,200

Share Capital

600 3,000

From the above information answer the following questions with the help of suitable ratios: 3 a)  Which company has better solvency using current ratio and share value using earning per share?  Which company would you recommend for investment? Justify. (5 Marks) 3 b)  Which company has efficiently employed capital using return on capital employed and better operational efficiency using operating profit ratio?  Which company would you recommend for investment? Justify.

Course: Organisational Theory, Structure and Design

 

1. You are a consultant at Super Manufacturing; a family owned company is having 4 members of the family as the main decision maker. Generally they take decisions with experience. The company is facing a big problem of low performance and low morale of the employees. Discuss the various approaches of organizational effectiveness and find out the most suitable approach to effectiveness in such situation (10 Marks)

2. Megha recently joined Capex Healthcare Pvt. Ltd.’ As a Factory Manager. Before joining she was working as a factory manager of Index Healthcare Solutions. Comparatively a small system with a simple organizational structure. Generally, a simple organisational structure is followed in small-organisations comprising of the owner and a few employees. As the number of employees increases, the layers in the organisational structure also multiply, which results in a complex structure of the organization. Thus, a complex organisational structure is a result of various divisions of an organisation spread across the globe. Discuss the common problems Ms. Megha will face in managing new organization. What she can do to overcome with this problem.

(10 Marks)

3. ‘Pebble Pharmaceuticals’ is facing a big issue of conflict between Amit the production head and Prashant the head of Purchase department. A full lot of cough syrup is ready but cannot be dispatched because labels are not available. The purchase department takes labels once in a year to reduce the cost. If any specific demand will come from the departments they follow the due process of purchase. Although the store department already made a request for labels when cough syrup production started but Prashant is waiting on the request from Mr Amit the head of production. It happened because last year Amit and Prashant had a big conflict of sub-standard purchase, huge raw material was rejected by production department due to substandard quality. Prashant has taken it a personally and trying to play politics against him.

a) Describe the type of conflict discussed and what are the possible outcomes of such conflicts. (5 Marks)

b) Suggest how the organization can avoid such conflicts. (5 Marks)

 

Course: Operations Management

1. Pick up an organization and discuss the various factors an operations manager should consider before choosing a production processing system for the organization? (10 Marks)

2. With reference to a particular organization, explain the inputs of MRP System? (10 Marks)

3. An electronics company purchases transistors at Rs.30 per unit. An annual requirement of the transistors is 5000 units. The ordering cost is Rs.200 and carrying cost is Rs.4 per unit, lead time is 5 days.

a. Calculate EOQ (5 Marks)

b. Reorder point based on the given information. (5 Marks) (Assume 275 working days).

 

Course: International Business

 

1. ABC Company is a solution provider for the market entrants.Your client XYZ wants to introduce his product in the market. As a Service provider analyse the various forces of Micro Environment so that it could help his client to identify all possible threats and opportunities in the market. (10 Marks)

2. The five forces Model by Porter is a vital tool for analysing the industry in which it operates. You are required to analyse how it has aimed to examine the five key forces of competition in case of Apple Inc., American multinational Technology giant. (10 Marks)

3. A) You are working in a reputed market Research Company. You are asked by your senior to prepare a short presentation for your clients explaining them the importance of Market research in today’s Era and also how the company will help the Client to have a better Business Opportunity. (5 Marks)

3. B)Enumerate the various steps/Process to effective Market Research that can be carried out for an Organisation. (5 Marks)

 

Course: Consumer Behavior

1. Nokia wants to regain its market share in the smart phone category. As a Marketing Manager design a suitable questionnaire with an objective of understanding Nokia’s customer perception in the current scenario. (10 Marks)

2. Suggest ways in which a leading brand of electronic brand can focus on ensuring customer loyalty on a long term basis (10 Marks)

3. Xiaomi launched its affordable smart TV Mi TV 4A in India. The Chinese tech major had launched its flagship Mi TV 4 in India on 14th February 2018. The new Mi TV 4A is expected to replicate the success of its higher placed sibling with similar features on offer and an even smaller price tag.

Xiaomi claims that the price point and specifications of the new TV series will let the Indian market shift to a Smart TV segment that has otherwise been limited to high-end TVs. The success of the TV can be predicted by looking at the high demand of the Mi TV 4 55-inch that was launched just two weeks ahead of the new SmartTV series.

a. Suggest a suitable STP for the new launch (5 Marks)

b. How will Xiaomi’s existing image help the product category of Television (5 Marks)

 

Course: Taxation – Direct and Indirect

1. Mr. Fernandez has a portfolio of equity shares worth Rs. 2 crores by current market valuation. He had inherited the shares from his father 10 years ago. He has become extremely concerned about the introduction of 10% LTCG tax on equity shares in this year’s Union Budget. Not sure about the impact of this newly introduced tax, he is contemplating selling of all the shares before 31st March 2018, and escaping the taxation. He has sought your opinion on this. Prepare a detailed report citing the implications of the LTCG tax, and guide Mr. Fernandez in his decision making. (10 Marks)

2. ABC Ltd.’s profit before tax as per P&L account was Rs. 240 crores. The following information was available regarding ABC Ltd on scrutiny:

 During the year, it had paid royalty of Rs. 40 crores to a German company, but TDS was not deposited with the IT department till the time of filing income tax returns.

 For a bill of Rs. 30000, ABC Ltd made cash payment of Rs. 30000 to the vendor on 29th January 2018.

Critically analyze whether the above expenditures will be allowed or disallowed as deductions, with reasons, discussing the applicable sections. What will be the impact of such allowance / disallowance on the computation of Profits and Gains from Business or Profession of ABC Ltd for the AY 2018 – 19? (10 Marks)

3. A) Harish, an Indian citizen, leaves India for the first time on May 22, 2015 for London and returns on April 9, 2017, and stays in the country thereafter. Determine the residential status of Harish for the assessment year 2018-19? (5 Marks)

3. B) During the assessment year 2018 – 19, Harish (the above mentioned person) had the following details of income: (5 Marks)

 

Course: Corporate Finance

 

1. A Project costs ₹ 1,00,000 and is expected to generate cash inflows as:

Year Cash inflows(₹)

1

20,000

2

22,000

3

25,000

4

28,000

5

20,000

The cost of capital is 12%. Calculate Profitability Index and suggest whether project should be accepted or not. (10 Marks)

2. Alok works in an organization which has debt and equity in its capital structure. The net income of the firm is ₹ 2,00,000. The organization pays ₹ 50,000 every year as interest component to debenture holders. Calculate the weighted average cost of capital if the cost of equity is 12% and cost of debt is 9%. If the company’s new project will provide a return of 10%, suggest whether company should make the investment or not. (10 Marks)

3. Mr. Sharma was working with Delta Ltd for the past five years. The company was planning for expansion and required a funding of ₹ 20,00,000 for the same. He was considering two financial plans and expected EBIT due to expansion was ₹ 8,00,000. Apart from equity(Face value ₹10) , if the company raised debt, cost of debt was 8%. Tax rate is 35%. Calculate EPS for each financial plan and suggest which financial plan is better for the firm.

3a) Plan A: Funding through 100% equity (5 Marks)

3b) Plan B: Funding through 50% Equity and 50 % Debt (5 Marks)

Strategic HRM

1. ‘Strategic human resource management is largely about integration or strategic fit between HR strategy and business strategy’. Do you agree? Differentiate between external fit and internal fit. Give example of any one organization you know of, that have achieved a fit between business strategy and HR strategy.

 

2. XYZ limited is exploring ways of compensating and rewarding employees as a strategy to improve retention. As an advice state and explain various reward management strategies available to XYZ ltd. Highlight the strategies available to the management in dealing with poor performance in the workplace.

 

3. Siemens is a 150-year old Company, but it’s not the company it was even a few years ago. Until recently, Siemens focused on producing electrical products. Today the firm has diversified into software, engineering, and services, and is also global, with over 400,000 employees working in 190 countries. In other words, Siemens became a world leader by pursuing a corporate strategy that emphasized diversifying into hightech products and services, and doing so on a global basis.With a corporate strategy like that, human resource management plays a big role at Siemens. Sophisticated engineering services require more focus on employee selection, training and compensation than in the average firm, and globalization requires delivering these sevices globally. Siemens sums up the basic themes of its HR strategy in several points. These include:

i. A living Company is a learning Company. The high-tech nature of Siemen’s business means that employees must be able to learn on a continuing basis. Siemens uses its system of combined classroom and hands-on apprenticeship training around the world to help facilitate this. It also offers employees extensive continuing education and management development.

ii. Global teamwork is the key to developing and using all the potential of the firm’s human resources. Because it is so important for employees throughout Siemens to feel free to work together and interact, employees feel they are part of a strong unifying corporate identity. For example, HR uses cross-border, cross-cultural experienced as prerequisites for career advances.

iii. A climate of mutual respect is the bais of all relationships – within the Company and with society. Siemens contends that the wealth of nationalities, cultures, languages, and outlooks represented by its employees is one of its most valuable assets. It therefore engages in numerous HR activities aimed at building openness, transparency, and fairness, and supporting diversity.

3. A) Describe your opinion on how Siemens rates people as a vital tool in creating organizational competitive advantage (5 Marks)

3. B) Advice Siemens on how it should go in drafting a Training and Development Strategy and show how it should be linked to other HR functional strategies

 

Employee Development & Talent Management

1. JK Tyre is one of the leading tyre manufacturing companies in the country with a sales turnover of Rs 10,000 corers. It is either number one or number two in the country in different product categories & enjoy a very healthy market share. It also exports tyres to other countries. But in recent times, market share of JK Tyre has declined. There are a number of customer complaints & customer satisfaction index has come down. It has a strong sales & marketing workforce of around 650 all over India & few of them are in outside India locations. CEO of JK Tyre feels that company’s Sales & Marketing employees must develop ‘customer orientation’ to improve sales. As the Head of Talent management, what process would you follow for creating a n employee development program? . (10 Marks)

 

2. One Stop for all, a global retail company is planning to open 30 new outlets in Mumbai. They need to hire employees in the following categories:

 Stores Manager

 Floor Leaders

 Customer Relationship Executives

 Cashiers

The Company would prefer that the store’s manager is well aware of the philosophy and culture of the Organization. Draw a Talent Acquisition Plan considering various acquisition techniques. (10 Marks)

 

3. Ankur Dutta, the HR manager of Landmark consultants, is facing problems of high attrition and employee dissatisfaction. The major reasons sighted is unhappiness with the current performance appraisal system that employee find biased and outdated. Ankur wants to design a new performance appraisal system.

a. Suggest any three modern Performance appraisal techniques that Ankur can consider . (5 Marks)

b. What kind of problems and biases may be employees facing with the current system?

International Marketing

1. You are an American breakfast cereal company & wish to enter into India. Elaborate on the International Marketing research process steps to understand more about the buying habits of Indian consumers.

 

2. You are the CEO of Home Depot & wish to enter into India. Suggest any 3 entry options to enter into India. Which one amongst the 3 suggested entry options, would you finally choose & why? (10 Marks)

 

3. You are an Indian exporter of the following 2 products: (10 Marks) 

Spices 

Dry fruits

a. Suggest Best practices in Packaging & also suggest as to how will you overcome the common problems plaguing packaging for Spices. (5 Marks)

b. Suggest Best practices in Packaging & also suggest as to how will you overcome the common problems plaguing packaging for Dry fruits.

 

Sales Management

1. Maggi brand of Nestle is contemplating to make a foray in soft drink market. Based on this assumption, prepare selling strategy for intermediaries (wholesaler & retailer) & customer (end user). (10 Marks)

 

2. UCS is into hygiene business catering to hotel industry since last three decades. It is planning to expand its business in other parts of the country. As a Sales Manager draft a suitable sales action plan for UCS. (10 Marks)

 

3. Papper-mint is a new brand of casuals which is to be launched in niche segment. The product line consists of T-shirts, jeans, cotton trousers, watches and eye-wear. The brand is targeted at the younger audience. The brand is to be marketed through the franchise stores which will be exclusive and on retail boutiques.

Questions:

a. Design a Selling Strategy to be adopted between the company & the franchise

b. Suggest suitable compensation methods which you will follow for the employees. (

 

Brand Management

Q1. Patanjali is an Indian brand of Ayurvedic, herbal and wellness products. In 2014 Patanjali was already competing with The Himalaya Drug Company which was then in the Rs 1500 crore turnover range, with targets around 12% growth. Himalaya however, is a much older company than Patanjali, founded in 1937, though it started thinking of itself as an FMCG player only as late as 2009. It has also expanded beyond pharma to wellness and personal care, has its own stores, sells online – a very similar journey in fact. In that context, Patanjali’s growth is indeed commendable. (Biotique is a beauty brand also based on the Ayurveda platform but has not expanded its product range.) Its growth becomes even more astounding when we look at Patanjali’s revenue declaration for FY 2016-17, where the brand clocked a revenue of INR 10,000 Crore. Baba Ramdev declared that he was on a “MNC bhagao” mission, and that Patanjali would take over as the largest brand in a year or two, eventually wiping out MNCs. There haven’t been that many new, successful entrants in the FMCG world in the recent past at the national level. Barriers to entry are the high cost of awareness required for a national brand (read celebrity endorsements and mainstream TV advertising), managing a sophisticated network and uniform quality control. A big cost saver for the brand was that they didn’t need to spend on advertising in the initial years because of the high brand recall of Baba Ramdev whose popular TV show and public appearances had gained him mass media awareness at a very low cost. The brand has now launched a series of advertisements about its various products the most famous being the Dant Kanti Ad which openly takes on other toothpaste brands. It is a separate matter that many of Patanjali’s ads are reported for being misleading and challenged in Court.

After entering and expanding in the food and grain market in the last two years. Patanjali has announced to enter in the apparel sector with the prospective launch of Patanjali Jeans and expand its presence in the fast food sector, by opening Quick Service Restaurants which would provide over 400 vegetarian fast food items.

Critically analyze the brand extension strategy of Patanjali with respect to whether it would have positive effects on the brand? What are the risks associated with such a strategy for Patanjali? (10 Marks)

 

Q2. Lenskart is India’s one of the biggest eyewear company. It was founded in 2010 by Peyush Bansal. Lenskart is India’s first eyewear online portal that offers an excellent service of providing eye glasses and lenses. After becoming the number one online store for eyewear in India Lenskart has also started offline stores throughout the country. Peyush Bansal is the founder and CEO of Lenskart. He was born on 26 April 1985, and went to McGill University, for graduation in the branch of Electrical – IT, Control & Automation. After that, he did his post graduate diploma in entrepreneurship at IIM Bangalore. After his studies, he went to the USA and worked for Microsoft Corporation as a Program Manager. He worked there for one year and came back to India to pursue his dream of becoming an entrepreneur. After returning to India he began his journey as an entrepreneur and started an online classified business with a website called searchmycampus targeted to college students. While this business was going well Peyush conceived an idea of selling specs online in India. Lenskart also operates in countries like Australia, US, UK and many other countries.The main objective of Lenskart is to providing high-quality eyewear to millions of Indians at affordable prices, giving free eye check ups at home and by extending the services to the remote corners of India.

The biggest challenge that Lenskart faced was to persuade the customers to rely on online store as an alternative way of purchasing. The company needed to change the pre-set traditional mindset of people and instill confidence in them that they sell quality eyewear products at prices better than their brick-and-mortar counterparts. The company raised 4 million Dollars in the first round of funding in 2011 from IDG. Then in 2013 company raised 10 million dollars from Ronnie Screwvala-led Unilazer Ventures Pvt. Ltd. In the third series of funding in 2015 Lenskart had raised 22 million dollars from TPG Growth. Hong Kong-based TR Capital and existing investor IDG Ventures. In the last round of Investment Company raised Rs.400 crore from World Bank arm IFC, Ratan Tata, and Infosys co-founder Kris Gopalakrishnan. Analyze the marketing strategy of Lenskart? What are some of challenges it faces and how can it overcome them?

 

Q3. Cinthol, a heritage brand from Godrej Consumer Products Ltd, has prospered in the highly competitive bathing soap market in India as the brand has managed to keep pace with changing consumer preferences through marketing actions. After three decades with a single product under the brand name Cinthol, in 1968, the company introduced New Cinthol in a new package, fragrance an shape. An new advertising campaign was designed for New Cinthol, which was positioned on the freshness platform. Subsequently, variants of the brand, such as Cinthol lime, Cinthol fresh, Cinthol cologne, Cinthol deo and Cinthol Fresh Aqua, were launched. The brand gradually extended to include deodorant sprays and talcum powder.The primary target for the brand has been the Indian male,and the company has used well-known male film stars as brand ambassadors to communicate the brand promise of confidence that comes from the freshness and deodarising properties that Cinthol offers. The brand depicts the active outdoor man as the context for brand communications. Cinthol has changed its portfolio, communication strategy and execution, and the packaging and other marketing mix elements to keep the brand contemporary. The brand core promise of freshness and protection that gives self-confidense to the user, however, has remained consistent. The current campaign tries hard to push the brand into the youth space. Created by Creativeland Asia, the TVC depicts a few youngsters enjoying the product at various water bodies, highlighting the new tagline, 'Alive is Awesome'. Sajan Raj Kurup, founder and creative chairman, Creativeland Asia says that the new campaign is an experiential one which will go beyond traditional media. "Over the years, I have seen Cinthol stand for an invigoratingly cool and alive soap brand. I felt that it's time Cinthol claimed back its standing in the experiential era. It celebrates and recognises a more adventurous and international India. And, a less inhibited and intimidated Indian," he adds. Thus, the insight behind the campaign was to generate a whole new idea with the 'Alive is Awesome' tagline.

a. Discuss the branding and marketing strategy used by Cinthol. (5 Marks)

b. How has Cinthol managed to survive and thrive over the years?

HR Audit

1. “As we understand that the human factor is an important strategical element that explains a company’s differentiation capacity, it is crucial that a measurement effort of the way this function is done in the company is checked. That is the concept of the HR audit, which goes beyond the simple investigative methods, and is an extension of the traditional concept of the Audit”. Based on the above statement, find out the methodologies used by modern day companies to do the HR Audit.

 

2. Why is HR alignment with business goals important? Explain with reference to HR Audit. (10 Marks)

 

3. The strategic Audit of HR offers the most insight to the fundamental question “how is the HR department performing”. a. Do you agree with the above statement? (5 Marks)

b. Substantiate your answer with relevant examples.

 

International HR Practices

1. XYZ Ltd is a leading telecommunication company in India. The company is contemplating international expansion in Africa. After considering all the positives of such project, the board of directors now want to consider the possible bottlenecks. As an HR Manager, you are asked to point out these possible barriers or bottlenecks. List out the same.

 

2. ABC Ltd. is a global strategy consultancy firm based in India. They are planning to enter European market by starting their company in UK. They are planning to start a unit with 50 employees for which you are asked to design the compensation program. What will be the key components of international compensation program.

 

3. Indian Automobile company, operating in Saudi Arabia, has to shut its operations due to unforeseen political circumstances. This affects 150 Indian employees who were working there. In this background, as an HR Manager, answer the following:

a) What will be your repatriation process?

b) Highlight the readjustment challenge.

 

Insurance and Risk Management

1. Alok has completed his MBA and has joined the insurance industry. He was recruited for non-life insurance. He wanted to prepare himself with various types of non-life insurance policies offered in the industry, so he approached his brother who was also working in insurance industry to brief him. If you are his brother elaborate on various types of policies offered in non-life insurance category.

 

2. Neha was accompanying her manager in selling life insurance. Her manager wanted her to understand the different factors that affects the cost of life insurance. He asked her to make a small report covering the factors. Help Neha to prepare the report.

 

3. In the insurance sector, underwriters or actuaries use various methods to determine the rates of premium. As an insurance company is a profit business, the rate of premium charged for insurance must be sufficient enough to provide for losses and expenses while at the same time earn profit for the company. Alok works as an actuary in an insurance company. Suggest which method of premium calculation would be used in the following cases:

a) Same rate of premium is charged from individuals under the same situation

b) Method frequently used by commercial fire insurance companies

 

International Banking & Foreign Exchange Management

1. Many Indian Companies are not listed in US stock market because the procedure of listing is not easy, What are the other ways to raise capital in USD? Explain their types in details.

 

2. Foreign exchange exposure is said to exist for a business or a firm when the value of its future cash flows is dependent on the value of foreign currency / currencies. If a British firm sells products to a US Firm, cash inflow of British firm is exposed to foreign exchange and in a case of the US based firm cash outflow is exposed to foreign exchange. What are the different types of exposure in foreign Exchange transaction? How to reduce it?

 

3. Punjab National Bank on Monday detected fraudulent transactions worth Rs 11,300 crore at its Brady House branch in Mumbai. The PNB in its cautionary note to other public and private sector banks said that the suspected fraud was carried out by the perpetrators in collusion with the staff. It went on to explain the modus operandi of the scam and said: "It was found through SWIFT trail that one junior level branch official unauthorisedly and fraudulently issued Letters of Undertaking (LoU) on behalf of some companies belonging to Nirav Modi Group for availing buyers' credit from overseas branches of Indian Banks." It further said that none of the transactions were routed through the Core Banking Solution or CBS system, thus avoiding early detection of fraudulent activity. a. What is the CBS that the bank official bypassed to issue fake LoU by using SWIFT?

b. What was the role of Punjab National Bank‘s Officials in this fraud? How they use NOSTRO account of Punjab national Bank?

 

Retail Banking

1. Discuss the critical importance of the ‘Need for Regulations (both Internal as well as External)’ in the Banking industry. Express your views with reference to the recent turmoil in the Banking industry, which in turn adversely affects other sectors/ markets as well.

 

2. With reference to the rural areas and the Agricultural sector, discuss the guidelines given by the RBI on ‘Priority Sector Lending’. Also explain what options the Banks have as ‘Channel Partners’ to reach rural customers

 

3. The Banking industry being a ‘service industry’, customer service is an important aspect of the Retail Banking setup. This is true for commercial/retail banks as well central banks and the regulators/government. Discuss the following questions that affects the customers to a large scale in the retail banking setup

a. With the process of Demonetization implemented over a year ago, discuss the issue of change of currency notes (money product) in retail banking. Have the banks provided proper customer service for the same issue? (5 Marks)

b. With emphasis on Digital/ E-payments, with incentives/concessions provided to make non-cash transactions through digital modes, highlight the various benefits and risks the customers may face during these modes of financial transactions.

 

Commercial Banking System & Role of RBI

1. Cash Reserve Ratio plays an Important role in the economy and RBI plays an important role in monitoring inflation through CRR .Discuss how RBI perform this critical function using CRR as an instrument.

 

2. Assume you are a CEO in a bank. Your Bank has been nominated as one of best branches in managing its liabilities. Highlight through a presentation on the various components of liabilities a bank has and how these liabilities acts as a source of funds with which bank finances its operations. (10 Marks)

 

3. A) You have recently joined a bank. Your manager ask you to prepare a short presentation on Asset Liability Mismatch. Describe in detail about ALM and its significance in banks. (5 Marks)

B) As an actuarial in an insurance company, discuss how ALM plays an important role in this sector.

 

Treasury Management in Banking

1. In today’s era, due to the uncertainties in the economic environment, most Organizations have increased their cash holding. As a part of the treasury team in an organization, highlight some of the best practices in treasury operation with respect to cash holdings.

 

2. Mr.X has been appointed as a controller/Treasurer in a treasury Department. Discuss the role of Mr.X in an organization as a Controller. (10 Marks)

 

3. A) You are working in cash Payment department of an Investment bank. Highlight the advantages of Society for Worldwide Interbank Financial Telecommunication (SWIFT) while making payments across borders. (5 Marks)

3. B) Discuss on the mechanism of information transmission through SWIFTS.

Organisational Behaviour

1. The manager must praise an employee in public and censure in private. Discuss this statement with the help of Albert Bandura’s Social Learning Theory.

2. The Trait theory of leadership asserts that leaders are born not made. According to these theories leaders have common personal or behavioural characteristics accounting for leadership effectiveness. Do you agree with the same? Support your answer with proper justification for the same. Conclude by expressing which theory explains leadership the best.

3. Karan is an HR Manager and his team comprises of 6 members excluding him. Everyone in his team has extremely congenial relations to the extent that during brainstorming session they blatantly support each other. Though it is a sign of a close knit team but Karan feels that this kind of extreme harmony is killing the creativity of the team. Karan wants some kind of spur in the team’s creativity. Karan is in a dilemma.

a. Suggest any two methods of stimulating functional conflict in Karan’s team.

b. In case the conflict becomes dysfunctional, also suggest two methods through which Karan can manage the same (dysfunctional conflict).

 

Information System for Managers

1. Today companies are using various touch-points to interact with their customers constantly. These customers are responsible for spreading electronic word-of mouth thereby influencing others. You’re the owner of Snackathon, a subscription service that delivers snacks to homes and offices. Snackathon partners with grocers and other businesses and also sells directly to consumers. As an organization that has traditionally been dealing with customer’s offline, you realize the need to move online and dive deeper into analytics that help you understand why your customers left, if they’re thinking about leaving, and how you can work to keep them on board. What are the pros and cons of using analytics to engage with customers effectively? Justify your standpoint.

2. 10 Street Café is a chain you have started from scratch a few years ago. After breaking even, recently your cafés are gaining popularity and you are expanding your business. The growth is rapid and your staff seems unprepared for the increase in volume of customers and managing the interactions smoothly. On hiring a consultant to help you improve your customer experience, he recommends to invest in a Customer Relationship Management (CRM) system. As a consultant, how would you point out the benefits of CRM system to the client and highlight points to ponder before and during the implementation of such a system?

3. Technology at the dining table (apps like Uber Eats, Swiggy, Zomato) is gaining firmer ground in India. Placing orders for food online is popular, especially among millennials, leading food delivery platforms to embrace analytics in a big way to better read fast-changing consumer behavior, minimize errors and enhance customer experiences. The primary reasons for this growing popularity can be attributed to the rise in the number of digital natives, improved internet connectivity, competitive pricing, quick delivery, variety of restaurants on-board, simple user interface and availability across different platforms.

a. How do you think these companies use analytics to give customers a great experience, unlock business growth and drive operational efficiency?

b. Define Social Media and explain how these companies use Social Media to increase their business? Is it a wise choice to use social media to connect with customers??

 

Management Theory and Practice

Case:

M/s Chai ki pyaali is a new startup serving hot tea to customers. The company has 30 different varieties of tea and it also sells food items that adds more revenue to the overall profit. The company has a unique cup design and the store layout and design is vintage. The company has opened 50 stores across India and has a plan to open 100 more stores in another two years. The expansion plan is in place and the execution needs to be monitored. The Chai ki pyaali head office is in Mumbai.

Mr. Shravan is the person who started the tapri (small road side sales booth) business and is now the owner of Chai ki pyaali chain. All the employees are very happy with Shravan and his managing skills. Before taking any decision he consults all his managers. He shares his ideas with them and also loves to hear their ideas too. He is always keen on learning new modern management principles and practices.

Mr. Shravan hires you as a Business Manager so that the modern day management practices can be implemented properly.

1. How will you implement 5S in Chai ki Pyaali stores across India which will improve the overall efficiency of the organisation?

2. Explain various social responsibilities that this business will have towards interest groups?

3. Based on the case given:

a. Identify any five Henry Fayol principles that can be implemented in the Chai ki Pyaali business.

b. Explain any three types of leadership styles and identify the leadership style adopted by Mr. Shravan.

 

Corporate Social Responsibility

1. Choose any ONE listed company from NSE top 500 and go through its CSR Report (found in annual report under Board Report) for TWO years, 2016-17 and 2017-18, and answer the following; Select all projects/initiatives reported by the company that fall under Swachh Bharat Campaign and National Skill Development Mission for the 2 financial years. Collate and analyse the investment made by the company, the outcome and impact on the beneficiaries over these two years providing quantitative data to support the positive impacts reported. You can also include data/ information about these projects/initiatives from the company’s website and sustainability report if available.

2. Choose any ONE listed company from NSE top 500 (different company from a different sector than that selected for Q1 above). Go through its Business Responsibility Report 2017-18, Section E that has reporting/disclosures on “Principle 6: Business should respect, protect, and make efforts to restore the environment”. Identify and list the focus areas chosen by the company and the initiatives under these focus areas. Collate and present both the qualitative and quantitative information on all the identified initiatives under principle 6 to showcase their outcomes and their impacts. You will need to visit the company website, Annexure E (Energy Conservation) under Board Report as well as its sustainability report, if available. Conclude the answer by providing your analysis of the disclosed data.

3. With the introduction of the Companies Act 2012, spending 2% of net profit on CSR has become conditionally applicable to listed and non listed companies as per the provision laid out under section 135. The company can deploy the CSR projects themselves or through an implementing agency that fulfills all mandatory requirements laid down.

a. As the new Lead, CSR Management Committee, explain what according to you are the five critical challenges/ key factors that will influence and/or enhance working with an implementing agency/ngo that you will have to address for achieving your project objectives.

b. Suggest viable and practical solutions to any two of these challenges that you will present to your CSR Team.

 

Business Communication and Etiquette

1. Slipkart.com has put up billboards across the main, arterial roads of Mumbai. The billboards advertise the Mega Independence Day Sale coming up. They hope their billboards can grab the attention of drivers and pedestrians on these busy roads. List the 8-steps in the Basic Communication Model and apply the model to Slipkart.com’s billboard ad.

2. You are the customer service manager for OmYoga.com, an online store selling Yoga apparel. A customer has written an angry email complaining that the Yoga leggings she purchased a month ago have shrunk and the colour has faded. She mentioned that she machine-washed her leggings and dried them in a drier. Your website clearly mentions that the leggings can only be hand-washed and should not be put in the drier. She is asking for a replacement or a complete refund of Rs. 3000. How would you respond to this complaint? Draft an email.

3. Digital communication technologies are changing the face of business communication. Explain:

a. Engaging content for Social Media

b. Pros and cons of Instant Messaging

 

Business Economics

1. “In the monopolistic competition, a few firms sell differentiated products” Explain this statement by highlighting important features of this kind of a market. Substantiate your answer by a live example. Also explain how the equilibrium in this kind of a market is different from a long run equilibrium under perfect competition.

2. Complete the hypothetical table below and explain in brief, the behaviour of each type of cost. (10 Marks)

Quantity Total

Fixed

Cost

Total

Variable

Cost

Total

Cost

Average

Fixed

Cost

Average

Variable

Cost

Average

Total

Cost

Marginal

Cost

0 0

1 25

2 40

3 50

4 60

5 100 80

6 110

7 150

8 300

9 500

10 900

3. a) What are the practical uses of the concept of price elasticity of demand for different stakeholders in the production process?

b) Distinguish between the shift and movement in the demand curve. Explain any five factors which would bring about a shift in the demand curve for Maggie noodles.

 

Marketing Strategy

1. Founded in 1971 in Seattle, Washington, USA, Starbucks is a well-known international brand with presence in more than 20,000 locations. Tata Starbucks is a 50:50 joint venture between Starbucks and Tata Global Beverages (TGBL) in India. Tata Starbucks opened its first store in India in Oct-2012, and as of Feb-2019 had c. 135 stores in India. “We look at activating more stores roll out in the next few years” – L Krishnakumar, Group CFO, TGBL (source: Business Today, 10-Feb-2019). Recently, the brand has started accepting orders via food delivery firms (e.g. Swiggy). The team is open to new product categories and new stores for such products (and/or existing products). There is no plan to raise funds from external sources, except for inorganic growth through acquisitions. You work as a Marketing Strategy consultant, and have been hired to develop the expansion strategy plan for the brand, which would help them increase the sales 5 times by 2025 (relative to sales in financial year ending Mar-2018). Provide your recommendations regarding the Marketing Strategy and Marketing Mix along with explanations.

2. Customer buying behaviour plays an important role in Marketing Strategy, and is affected by four key factors/influences/characteristics. You are working as a Marketing Strategy Consultant. Help your clients by identifying and explaining the major influences on buying behaviour with reasons for application in brand communication/ promotion for the following products/brands: (1) Mercedes India, (2) Narayana Hrudayalaya, (3) Netflix India, and (4) Byju’s.

3. Founded in 1976, Brompton (www.brompton.com) is an international folding bicycle brand. Madhav, a first generation entrepreneur founded XYZ in 2019 with a vision to build and launch the first Indian folding bicycle brand, and and feature among top 3 international premium folding bicycle brands by 2025. Madhav wants to launch the product by Aug-2019. Madhav has hired you as a consultant.

a. Explain various stages and their characteristics in an industry life cycle, with specific comments regarding the current stage of the industry in India

b. There are 5 key ways to choose competitive advantage(s) as a part of differentiation and positioning strategy; explain these ways in which XYZ can differentiate its offering and finalise a unique positioning strategy for XYZ.

 

Consumer Behaviour

1. A well-known international fitness company, PlanetFit, is planning to set up gyms and yoga studios across India. Describe how PlanetFit can apply demographics and psychographics to plan its segmentation strategy. Which demographic and psychographic segments should PlanetFit target and why?

2. What are the steps in the consumer decision-making journey? Describe your decision-making journey for the following products:

a. Sugar

b. Men’s aftershave lotion

c. Smartphone

3. a) What are reference groups? List and discuss 2 groups that influence your purchases.

3. b) Explain Maslow’s hierarchy of needs. Develop an ad campaign for Running shows, appealing to the self-esteem need level.

 

Sales Management

1. Mr. Sharma was a worried person because the sales graph for the last quarter was going down and this was due to the strong economic downturn, competition was stiff and payments for outstanding dues was not coming, the management meet was due and Mr. Sharma had no option to Motivate the sales staff to recover sales and payments. What in your opinion should be his motivational plan?

2. Outline a plan for converting a prospect of Consumer Durable goods into a customer and the steps for closing the sales.

3. CASE STUDY - Godrej

Godrej has taken a strong interest in the FMCG Sector and is trying to put large resources in the same. It has become a strong competitor to Hindustan Unilever and P&G. One of the main reasons for the growth is the large distribution network that Godrej has both in Urban and Rural Markets, the kiosks have been the mainstay of Godrej Network, it also has strong price points in the products offered.

Consumer promotion instead of trade promotion has dominated Godrej strategy. It creates a strong pull for its brands, so that consumers become loyal to the brand and the retailer has no option but to stock it, this leads to a build-up of a strong distribution system which helps Godrej in building the strength of the company. Brands such as Good Knight are brand leaders, CINTHOL and NO 1 are popular soap brands, it has many other products which form important brands in India.

The company is looking at a growth rate of minimum 20% in this sector and has recently appointed a Marketing manager to specially look at the FMCG Sector.The strengths of the distribution and branding are the main stay of the company and the growth has to be built on the same.

a. Please help the Marketing Manager of Godrej to achieve the 20% growth, how will the distribution strategies help in the same (5 Marks)

b. What do you understand by consumer promotion? What role will it play in building up its brands as it is the main stay for the company?

 

Brand Management

1. Select any two brands of aerated beverages viz. Coke, Pepsi, Mountain Dew, Thumbs Up, Slice, Frooti etc. Identify the key elements of each of these brands; elements being salient features or physical attributes, like colors used, jingle, brand ambassador etc. Evaluate the target markets and positioning of these brands. What are their main points of parity and points of difference? Compare and contrast these brands on these parameters.

2. Using the illustration of any one established brand such as Google, Amazon, Apple, Honda or Samsung, explain the six building blocks of a Brand Resonance Pyramid. According to you, for this brand, which aspects contribute the most to the brand’s high resonance with customers? Justify your answer.

3. The motor industry is an area where branding is particularly strong. Global awareness of the three-pointed star of Mercedes-Benz is second only to Coca-Cola. Recent research in the motor industry claims that some of the best-known brands can probably attribute at least half their worth or their equity to the brand. Consider the case of a well-known motor manufacturer - Skoda and how its brand equity increased through changing its image. Initially, Skoda was one of the largest manufacturers, a leader in design & technical innovation, offering some of the most prestigious cars such as the luxury limousines. With time, Skoda became unable to keep up with western manufacturers. Due to lack of creative and innovative ideas and manufacturing processes, the reputation and image of Skoda suffered. The company required a sound partner with the ability to invest, not only money, but also management expertise, thereby improving the efficiency of its factories & raising quality standards. Volkswagen came as a saviour and the partnership was accepted whole-heartedly. Skoda became the fourth brand in the Global Volkswagen Group along with Volkswagen, Audi and Seat. The strategic aim was to reposition the marque, reinforcing the core brand values of high quality & exceptional customer care. Repositioning focused on Skoda’s exceptional value for money, reliability, functionality, quality and integrity. Skoda drivers are people who are unpretentious, down to earth and honest. The features, benefits and services that a customer will get from buying a new Skoda, will be its performance, looks, modernity, colour choice, design, engine and specification on one hand and its brand's name, image, quality, features such as twin airbags, electric windows front and rear etc., on the other hand, besides high levels of customer service and after-sales. Skoda’s core benefits include a high specification, matching rivals, complying with international standards of safety and emission. Components are supplied by top manufacturers such as Siemens, Bosch and Rockwell and specifications have been improved. The augmented product involves the quality of after-sales service, extended warranty conditions and credit. In fact, Skoda’s customer loyalty, i.e. repeat purchases, is second only to Mercedes. Using the Skoda brand name to launch a new product, through the strategy of brand extension, enabled Volkswagen to enter new market segments. Skoda’s product range is priced towards the lower end of the market, creating a fitment with the strategy of the Volkswagen Group. Skoda’s advertising campaign portrayed the positive changes, emphasizing on its partnership with Volkswagen. Previously, the stereotype of a Skoda owner was predominantly male and retired. Recent changes in brand image and positioning have attracted affluent retired people, independent working women, non-working women and younger family men, leading to large increases in sales world-wide.

a. “A car brand is more than just a marque” Evaluate this statement and support with suitable justifications.

b. Evaluate the repositioning strategy of Skoda and its induction in the Volkswagen’s portfolio.

 

Customer Relationship Management

1. As a customer, which are the best loyalty programmes that you have experienced? Share any 2 programmes with their outstanding features and scope for improvement.

2. How important is Customer Life Time Value in understanding customers & taking important business decisions? Illustrate with examples of brands that are leveraging the concept of Customer Life Time Value.

3. Aarav is a highly successful web designer known to exceed your clients’ expectations. He has a new client Ferris Wheel events which is a startup who have a limited budget but are looking for an effective solution to build traffic for their website and create their presence on the internet.

a. What aspects are imperative to the success of a site design?

b. Discuss the payment gateway options that you would propose to Ferris Wheel.

 

International Marketing

1. You are an Indian Company manufacturing shoe and exporting to EU through your office in London. Now you have decided to manufacture some of your products in EU and use this as an opportunity to expand your business in that part of the globe. You want to set up the factory either in UK or in Poland for his purpose. Evaluate the two location options of setting up the Plant and Business on basis of International Business & Marketing Environment parameters to come to a decision.

2. You are the CEO of a world renowned Toy Brand and wish to enter India. Evaluate any 3 entry options to enter into India. Which of the market entry options would you finally choose & why?

3. The South African Toothpaste market has strong growth and reasonable volume. The market is dominated by Colgate and GSK which have more than 85% market share amongst themselves. The rest 15% percent are scattered within 3-4 local players. Colgate & GSK are at similar price point while all the other local players are about 20-25% cheaper in prices. The top three parameters of buy of the consumers there are Health, Sensitive Teeth & Freshness in that order. While Colgate positions itself on health platform, GSK on sensitive teeth, other local players are mixed (confused?) positioning. One of the biggest reason for lower market share of local players is poor print quality on the toothpaste tubes whereas Colgate/GSK gets its products from Europe where better quality printing facility on tubes is available. You are an Indian Toothpaste brand and have reasonable share in the Indian market on herbal platform. You are now eyeing that market where there is no clear number 3. You have set up a Contract manufacturing and Distribution partnership with one of the leading business housed in SA who apart from other businesses are also into FMCG but not into Toothpastes. You have decided to export quality printed toothpaste tubes from here for the purpose to overcome the problem faced by local manufacturers.

a. Suggest what would be your pricing strategy for the new brand of toothpaste that you would introduce in South Africa market based on the information.

b. Suggest the possible brand positioning for your Toothpaste in the Tanzania Market.

 

Insurance and Risk Management

1. India has one of the lowest Insurance penetration rates in the world. Given this fact, if you were to take over as the CEO of a brand new private sector Insurance company “We Ensure You” that is about to commence its operations shortly. Prepare a presentation to presented in front of the board members on the future of health Insurance market in India and how this company would contribute in creating awareness among the people about the health insurance.

2. Kiran is appointed as a life Insurance Agent in a renowned Insurance company. In order to acquire and expand her client base she is required to prepare a presentation on the needs for buying life insurance policy. Discuss the Needs for buying the life Insurance Plan which she may use for designing the presentation.

3. Shyama after completing her MBA from a renowned college got placed as an assistant manager in a Risk Management Department of an Insurance firm.

a. Shyama’s manager ask her to give a short presentation on the concept of Risk Management and its objectives.

b. Also she has to discuss the various techniques of Risk Management. Help Shyama with her presentations.

 

International Banking & Foreign Exchange Management

1. Firm ABC Ltd was a small firm engaged in export import business. In order to facilitate making and receiving payments pertaining to foreign trade in foreign currency the firm wanted to understand if it was possible to have an account that can be denominated in foreign currency. The firm asked his manager to prepare report on the different cases where foreign currency account may be required/opened by firm/individual. Also highlight the relevance or benefit of such an account.

2. Alpha ltd was a small firm and used to make goods and export it to Japan. Due to lot of competition in the market firm had to provide longer credit period to clients. The time lag between export of goods and realization of payment made it difficult for the firm to start new production. If you are the finance manger of the firm, provide information to the firm regarding different sources through which firm can avail credit after shipping the goods and before the realization of export proceeds.

3. Amit and seven more management trainees had recently joined the treasury department of the bank which dealt with buying and selling of foreign currencies. Since the main activity of the dealing room was to provide rates for currency transactions, head of the dealing room had organized a small training for the new joinees in order to make sure that they understood their work profile well.

a. Prepare training material for major functions of the foreign exchange dealing room.

b. Also prepare the training material for the process through which the interbank deal is concluded.

 

Treasury Management in Banking

1. Mr. Mehta is working in a reputed bank. One of his friend asked him to suggest some of the methods that banks use periodically in order to measure their interest rate exposure. Help him with his write up.

2. As a treasury controller write an article for the leading newspaper on the Real Time Settlement System (RTGS) and its relevance in the treasury operation.

3. a. You are working in cash Payment department of an Investment bank. Highlight the advantages of Society for Worldwide Interbank Financial Telecommunication (SWIFT) while making payments across borders.

3. b. Discuss any three best practices for International Treasury Management

 

B2B Marketing

1. Discuss your pricing strategies for each of the following B2B situations of MRF for its Tyres:

 Indian Army requires to buy about 50,000 tyres for periodic replacement in its trucks, as and when required in year 2019-20

 Ashok Leyland needs 5000 tyres, customized for its export order trucks for sub-zero cold conditions.

 Golden Transport Company urgently needs 200 truck-tyres for its transport fleet.

2. Voltas also makes commercial refrigerators which are used by Hotels, Commercial Kitchens, restaurants etc in addition to the air-conditioners it makes for B2C markets. These are customized according to customer requirements and the prices start from 5 lacs onwards. The marketing manager has to decide whether Voltas should direct distribution or indirect distribution. Please recommend the method Voltas should use giving reasons for the same. Also what communication tools can Voltas use for promoting in B2B segments for these new air-conditioners?

3. Read the following Case & solve the questions given:

It is customary in almost every Business Organization, from large to small, to serve popular beverages like tea and coffee to its employees and visitors as a daily routine. In many organizations, it is served free, whereas in many others, on cost basis or subsidized-price basis. In a survey conducted by Coffee Board, in recent past, it is found that coffee is more regularly consumed in South Indian states and tea in most other parts is preferred as a routine beverage.

In business organizations, coffee consumption, more or less, follows the geographic pattern of consumption. However, with entry of many coffee- speciality suppliers, the coffee is gaining popularity as a beverage, and its demand is growing rapidly. There is a variety of coffee-serving facilities prevalent in companies for their employees, ranging from a typical instant coffee in a kitchen managed by a vendor to departmentalized self-service vending machines.

CoffeeBeans is a multinational coffee bars chain and has 220 outlets in major cities of India. In a bid to expand its market, CoffeeBeans is entering in business market in a big way. For its target B2B customers, it has designed a product-package consisting of a hightech coffee-making robot, named ‘CoffeeCup’, bundled with bulk packs of coffee making ingredients. This machine can serve variety of customized coffee to suit different tastes of employees at very fast rate of 50 cups per minute.

Vivek Lal, the CoffeeCup product manager, with his team 2 PTO ET_IB_B2B_3012 Business-to-Business Marketing End-Term Examination, December, 2016- January, 2017 zeroed on Hero Motors at Delhi NCR as its first large business customer, where he forecasts an initial sale of 200 CoffeeCup Robots and bulk ingredient-packs to serve 5000 cups per day.

Assuming any other relevant information as required, you are required to answer the following questions:

a. How will you identify individuals in the Hero’s Buying Centre, for the different roles being played by them?

b. Comment on the expectations of each role in the buying centre, and the strategies to be adopted by Vivek’s team to meet each of these expectations to persuade a favorable decision.

 

Integrated Marketing Communications

1. You are a young entrepreneur and have just opened your own Digital Advertising agency. How would you go about acquiring new Clients?

2. You are a young entrepreneur who has launched an app for parents of toddlers to help kids learn and develop cognitive skills through various interactive activities between parents and children. Explain the Integrated Marketing process you will use to launch the product?

3. Case Study

Ranveer Singh – Brand Ambassador Kellogg’s Oats

Assume you are a Brand Manager for Kellogg’s oats and you have tied up with Ranveer Singh as the Brand ambassador.

a. Think of an interesting active integration of Kellogg’s oats in the next Ranveer film.

b. How would you leverage Ranveer Singh to promote your brand?

 

Operations Management

1. What motivations typically cause firms to initiate a facilities location or relocation project? Select an Indian company and discuss its facility location strategies.

2. Discuss the benefits and limitations of the product layout and process layout. Select any automotive company and explain its plant layout.

3. JSW steel implemented Total Quality Management (TQM) at its Vijaynagar unit as part of its journey towards quality excellence. The company sources said TQM implementation enabled JSW steel, over the past five years, to drive operational efficiency and strengthen its customer service operations. In October 2018, JSW Steel’s Vijayanagar works unit was awarded the highest global quality honour, "The Deming Prize", for its TQM practices. The company now intends to implement TQM across all its steel manufacturing units, the officials said adding that TQM implementation at its Salem works in Tamil Nadu is on track and its implementation at Dolvi works in Maharashtra is expected to be completed by 2020. (Source: https://www.firstpost.com/business/jsw-steel-plans-to-ramp-up-production-capacity-firm-mulls-to-implement-total-quality-management-in-all-units-5599111.html )

a. What is TQM? Explain the benefits of implementing TQM at JSW steel.

b. Discuss the various requirements for implementing TQM at JSW steel.

 

Taxation Direct & Indirect

1. Government imposes direct taxes on the income earned and generated by businesses. Are these taxes burden on the public or these taxes are an instrument of social and economic policy in the hands on government. Express your opinion with suitable examples.

2. “One nation one tax.” Goods and service tax is a comprehensive, multistage and value added tax which is collected by both, the Central as well as State Government. GST replaced several taxes levied and collected in the nation over a period of time. Prepare a presentation mentioning briefly explaining, pattern of tax before GST, the types of taxes replaced by GST and salient features of GST.

3. Mr. Amolak, aged 52 years furnishes the following information relation to premium on mediclaim policy paid by cheque for the year ending 31.3.2019

 For self- Rs10000

 For spouse, aged 48 years Rs 9500

 For dependent mother aged 72 years- Rs7500

 For dependent mother in law, aged 64 years- Rs 5000

 Cash paid for preventive health checkup of self and spouse – Rs 8000

 Medical expenditure for dependent father aged 83 years- Rs30000

a. Compute the deduction under section 80D of the Act.

b. What if, the above premium was paid in cash, would your answer be different? Also, discuss the provisions mentioned under Section 80 D of the Act

 

Corporate Finance

1. Hyperlocal startups had a maximum pie of the private equity and venture capital (PE/VC) funding last year. Discuss how arranging venture capital from the venture capitalist differs from Equity financing.

2. The finance department of Parshwanath Corporation gathered following information- The carrying cost per unit of inventory is Rs10 The cost per order is Rs20 The number of units required is 50000 per year The variable cost per unit ordered is Rs5 The purchase price per unit is Rs50

3. Define the concept of EOQ, its relevance, determine the EOQ and the time gap between two orders. The expected cash flows of a project are as follows

Year Cash Flows 0 -150000 1 20000 2 30000 3 40000 4 50000 5 30000

The cost of capital is 12% Discuss and Calculate

a. NPV for the project

b. Future value of benefits when compounded @12 %

 

International Business

1. Hojibo and Go-on-tour are the two biggest Online Travel Aggregators in the Indian landscape. Stiff competition and excessive cash burn made them come together by merging both the companies and forming a new entity called Ho-GOT. You are the Chief Human Resource Officer (CHRO) of the Group Company. Founders of Hojibo and Go-on-Tour decided to build a new culture in Ho-GOT which would be different from both the earlier companies and thus entrusted you with this task. Being the CHRO you are aware that this would require huge cultural change in the organization.

Discuss the various phases involved in the cultural change of an organization. Also elaborate some of the factors that facilitate cultural change in an organization.

2. RV Shoes is a dominant player in domestic footwear market. Mr. Singh is the owner of the company and a first generation entrepreneur. He now wants to go global with his brand but is not sure of the ways to enter International Market. Discuss the various ways to enter International Market and explain the pros and cons of each way which would help Mr. Singh to devise his strategy.

3. Hodrej is in the business of manufacturing and selling home safes. Business Head of Hodrej wants to promote his products in international market.

a. Being the Marketing Manager for Hodrej briefly explain the steps involved in international marketing process.

b. As the Product Head for Hodrej you have been entrusted with the task to devise pricing strategy for your products to maximize sales and profits. Describe some of the commonly used international pricing strategies which could be used to achieve your marketing goal and objectives.

Marketing Research

Q1. What is Sampling?

Which kind of sample is being used in each of the following situations:

i. A reporter asks 100 people on the street what do they think of the current state of crime against women

ii. A survey is conducted to understand opinions of people in Gujarat towards the Modi govt. A sample of 100 men and 100 women across all age groups is chosen uniformly

iii. A survey is conducted among neuro surgeons. Starting with the first neuro surgeon, he is asked to refer to another neuro surgeon and so on.

Support with a rationale. (10 Marks)

 

Q2. What is a pilot test? What are the considerations that need to be kept in mind by a market researcher while designing a questionnaire? (10 Marks)

 

Q3. You are the Product Manager of a leading telecom company which is facing stiff competition due to the entry of Reliance Jio.

a. State the management problem(s) that your company might be facing and the corresponding research objectives that your research will aim to cover (5 Marks)

b. Briefly describe the research methods that you would use towards this research

Financial Institutions and Markets

1. Krishna has recently joined an investment management company and his profile consisted of money market instruments. His manager in order to estimate his understanding of the market, asked him to prepare a report on the instruments of the market. Suggest which instruments of the financial market should be included in his report. (10 Marks)

 

2. Nisha has completed her graduation and had started working in an MNC. She was able to save good amount every month so she thought of making investments. She had heard about capital market from her friend Alok. She decided to approach him to understand the process to start investments in capital market. If you are Alok, mention step by step process to Nisha, keeping in mind she doesn’t understand trading mechanism. (10 Marks)

 

3. Alok was working in the portfolio management department of Alpha Ltd and had new recruits to whom he was supposed to provide training on the risks associated with the financial market as apart from earning returns they should be well aware of the risks that can be managed and which ones cannot be managed in a portfolio. He decided to broadly classify the risks in two categories and explain the different types of risks associated with each one. If you are Alok,

3a) Explain different types of risks associated with systematic risk. (5 Marks)

3b) Explain different types of risks associated with unsystematic risk.

 

Business :Ethics, Governance & Risk

1. Today’s global economy is a knowledge economy. There is a demand for a new type of multinational, multifaceted globally responsible and aware manager, who is operational across national borders. You are working with a global company in which you spend time in different countries as part of your business responsibilities. What competencies do you think you have and which ones do you need and why to fulfill your role successfully? (10 Marks)

 

2. Do you believe that the production of biofuels is a viable solution for addressing both the world’s energy needs and global warming? Why and why not, discuss the ethical pros and cons of your answer. (10 Marks)

 

3. Three years ago, Dinesh Thakur exposed how India’s then largest drugmaker and his former employer, Ranbaxy Laboratories, failed to conduct proper safety and quality tests on drugs and lied to regulators about its procedures. He made his name, and almost $48 million as a whistleblower award from the United States, when U.S. regulators fined Ranbaxy $500 million for violating federal drug safety laws and making false statements to the Food and Drug Administration (FDA). a. Under what circumstances would you be compelled to blow the whistle as an employee in an organization? (5 Marks) b. If you are the employer, how can you prevent whistle blowing, explain.

B2B Marketing

1. There is an amusement theme park opened a few years back named as Imagica which is an excellent source of entertainment to its consumers. Prepare a suitable B2B Segmentation, Targeting & Positioning Strategy for Imagica. (10 Marks)

 

2. You are appointed as a Marketing Manager for a leading brand of Aroma Diffuser & Oil targeted to hospitality industry. The Aroma Oil is manufactured & is sold at various hotels, hospitals & corporates. Prepare a suitable Supply Chain Management to be followed for Aroma Oil. (10 Marks)

 

3. Tas Ltd is an emerging brand in the business of tiffin services & is serving its clients successfully. It plans to offer its services to corporates for their employees & other events. The idea that Tas Ltd has is of tiffin services to be extended to corporates depending on their preferences. As an expert advice this new start up.

a. Prepare a communication plan for Tas Ltd. focusing on the corporates

b. Recommend a suitable sales promotion tool to be adopted by Tas Ltd

 

Services Marketing

1. Prepare an advertising campaign for a newly started chain of restaurant having presence across the country. (10 Marks)

 

2. A new brand of airline named ALM has recently introduced its airline services in India. The brand has an objective of being the market leader as it has been in other country. India being a new market for them will require a proper blend of marketing mix elements. Suggest marketing mix for ALM in India (10 Marks)

 

3. A nationalized bank is facing difficult situation with respect to retaining their existing customers as these customers are shifting to private sector bank or foreign bank. Private & foreign banks offer better services & work for longer duration during the day which the nationalized bank lacks. As a consultant

a. Suggest a suitable repositioning strategy for the nationalized bank

b. Explain the element of physical evidence & its importance in nationalized bank

Strategic Cost Management

1. X Ltd has to replace its machine and the production manager has to decide between Machine A and Machine B. Machine A is having installation cost of 160 and annual electric bill 200. Machine B has installation cost of 760 and annual electric bill of 80. If both have life of 8 years which machine will you recommend if interest rate is 9 % for five years. P/V factor @ 9 % for 8 years is 5.5348 (10 Marks)

 

2. A company manufacturing two products furnishes the following data for a year.

Product

Annual Output Units

Total machine hours

Total No. of purchase orders

Total No. of setups

A

5,000

20,000

160

20

B

60,000

1,20,000

384

44

The annual Overheads are as under:

Volume related activity cost ( Activity driver-Machine hours )

5,50,000

Setup related cost

8,20,000

Purchase related cost

6,18,000

You are required to calculate cost per unit of each product A & B based on

i. Traditional method of charging overhead and

ii. Activity based costing method (10 Marks)

 

3. Project X Involves an initial outlay of Rs 32,400.Its working life is 3 years. The cash streams are as follows Year Inflows P .V Factor @ 14% P .V Factor @ 16% 1 16,000 0.877 0.862 2 14,000 0.769 0.743 3 12,000 0.675 0.641

Calculate a. NPV at 14 % & 16%

b. IRR

Course: Marketing Research

 

1. Your company is a new start-up which is planning to give stiff competition to Google maps by coming up with a GPS-based mobile app which can provide best routes / maps cum shopping assistance. It aims to be a complete guide to road travelers on the best routes, markets and products available en-route, other shopping assistance etc. However, this idea needs to be explored and tested for its feasibility. Discuss the new product development process that you would follow for evaluating the feasibility. Which of the various product testing methods will you use for testing your mobile app and why?

(10 Marks)

2. A leading NGO has been entrusted by the Dhirubhai Ambani Foundation for creating awareness regarding organs donation on the World Organ Donation Day. Towards this, the NGO is preparing an advertising campaign which shall be launched to reach out to the general public. The advertising campaign is being seen as a tool for bringing awareness and some positive change in the society. The NGO and its Ad Agency have created few innovative ad copies but the Foundation is insisting on rigorous Ad testing before launch. What is Copy Testing? Which methods of Copy testing should they use in both the stages: pre-release and post-release?

(10 Marks)

3. Domestic and International airlines have been pushing the Telecom Commission to allow making calls and browsing the internet while flying in Indian airspace, once the aircraft reaches an altitude of 3,000 metres. However, the Govt. and the Telecom Authorities are skeptical since this requires huge investment to be made by the airlines ultimately resulting in heavy pricing, much higher than the rates for mobile services. You have been asked to conduct a research to identify the target customer and understand the consumer needs towards inflight calls and internet services and their perspective and opinion towards the prices that they would be willing to pay.

a. Describe the profile of your target customer and discuss the major sources of secondary data that you would collect to identify him / her? (5 Marks)

b. For the primary data that needs to be collected towards this research, briefly describe the research methods that you would use (5 Marks)

Strategic Cost Management

1. ABC Limited has provided following information related to budgeted and actual sales for March 2019:

Products          Sales Quantity Units   Selling Price Per Unit (₹)

Budgeted Sales

A                                 3,600                           15

B                                 2,400                           20

C                                 6,000                           30

Actual Sales

A                                 2,620                           18

B                                 2,620                           20

C                                 7,920                           28

Calculate: Total sales variance, Sales price variance, Sales quantity variance, Sales mix variance and Verify the answer.

 

2. A Company is considering replacing one of existing machine with either a state of the art Automatic Machine” which will reduce the labor cost by 80% or with a standard machine. The automatic machine will cost ₹ 3,50,000 with an estimated life of 7 years, whereas the standard machine will cost ₹ 2,00,000 with an estimated life of 10 year. Both machine have no residual value. Assume tax rate to be 40%. The annual sales and costs are estimated as below:

Automatic Machine (₹)           Standard Machine (₹)

Sales                            250,000                                   250,000

Costs:

Materials                       50,000                                     50,000

Labour                           20,000                                   100,000

Variable Overheads      25,000                                     15,000

Calculate the payback period and advice the management.

 

3. You have been hired as a consultant by an auto parts manufacturing company. The company is currently dealing with an issue with production of defective components costing them loss of customers and sales. Company has identified that the main issue lies with a component supplier. The company has already gathered some information but unable to make a decision.

You have been provided with this information, the company can purchase the components in question from two suppliers, existing supplier A or new Supplier B. The price quoted by Supplier A is ₹18.00 per 100 numbers of the components and it is found that on an average 5% of the total receipt from this supplier is defective. The corresponding quotation from Supplier B is ₹15.00 per 100 numbers of the components but the defectives would go up to 10% for the total supply. If the defectives are not detected, they are utilized in production causing a damage of ₹18 per 100 components. The company intends to introduce a system of inspection for the components on receipt which would cost ₹5.00 per 100 components. The new inspection system will be able to detect only 90% of the defective components received. No payment will be made for defective components in inspection. Assume total requirements of components to be 25,000 numbers. (Hint: Use total cost for your analysis and recommendation.

You are asked to advice company management on:

a. Whether inspection at the point of receipt is justified?

b. Which of the two suppliers should be asked to supply?

 

Commercial Banking System & Role of RBI

1. NPA have turned to be a major Stumbling Block affecting the profitability of the Indian Banks. Discuss about NPA and the solutions that banks could take in order to overcome this situation.

2. Parineeti has got her college assignment on the relevance of Basel Norms (I, II, III) in the banking sector. She is also required to highlight the importance on three pillars of BASEL II. Help her with the assignment

3. a) You have recently joined a bank. Your manager ask you to prepare a short presentation on Asset Liability Mismatch. Describe in detail about ALM and its objectives.

3. b) As an actuarial in an insurance company, discuss how ALM plays an important role in the banking sector.

Course: Integrated Marketing Communications

 

1. You are a young entrepreneur and have just opened your own PR agency. How would you go about acquiring new Clients? (10 Marks)

2. You are the brand manager of an automobile company and your company is launching a new car. Explain the Integrated Marketing approach you will use to launch the product?

(10 Marks)

3. Case Study

Singing Marathon by a Cough Syrup Brand

You are Brand Manager for a Cough Syrup brand. You have organised a Singing marathon at Delhi. The marathon will be a relay with people in groups of 20 singing non-stop for maximum time. The collection from the marathon will be donated to support singers from the lower strata of society. You want to invite people to participate. The Objective is to associate clear throat with singing.

a. How would you go about identifying target groups? (5 Marks)

b. What would be your PR approach? (5 Marks)

 

Course: Decision Analysis and Modeling

 

1. Comment on the applications of Decision Analysis and Modelling in Finance, Marketing, and Human Resource Management. (10 Marks)

2. In transportation and transshipment problems, differentiate between the Least Cost and VAM methods. (10 Marks)

3. A company management and the labour union are negotiating a 5 years agreement. Each of them has 4 strategies available.

I – Hard Bargaining

II – Logical Bargaining

III – Legalistic Bargaining

IV – Conciliatory Bargaining

The costs to the company are given below:

Union Strategies

Company Strategies

I

II

III

IV

I

20

15

12

35

II

25

14

8

10

III

40

2

10

5

IV

-5

4

11

0

a) What is the optimal strategy adopted by the two sides? (5 Marks)

b) Calculate the value of the game (5 Marks)

Course: Business Law

 

Q.1) Explain Bailment and Pledge along with its features and difference. Also give practical examples of Bailment and Pledge. (10 Marks)

 

Q.2) AVEC a global fast food burger chain had been recently granted permission to operate in India. But understanding the fast food chain business in India is extremely competitive, it started offering burger at Rs. 5/- each. The other fast food chain businesses started agitating the move of AVEC, but AVEC paid no heed to it. Hence, other fast food chain business are contemplating filing action against AVEC under the Competition Act, 2002. Kindly assist them on what is the process followed by Competition Commission of India in dealing with such complaint (10 Marks)

 

Q.3) Nisha, just fresh out of college, entered into an employment contract with Sriram Enterprises having its base in Mumbai. Please give your answer in 2 circumstances arising below:

a. Nisha at the time of entering into employment contract was 17 years 11 months but she joined the company after completing 18 years and started working only after competing 18 years. After being employed for more than a month, Ram another employee on realizing this complained to HR. Upon realizing this, HR cancelled her employment without any notice and kept her salary on hold, thus refused to pay any salary due and payable. Can Nisha sue the company for wrongful termination? (5 Marks)

b. Nisha was appointed for the post of junior sales executive and assuming if the appointment and contract were valid, the company had inserted a non-compete clause where Nisha could not forever join any competitor of the company? Is such a clause legally valid under the Contract Act, 1872 (5 Marks)

Course: Organisation Culture

 

1. VIKAS Entertainment Ltd, a leading event management company in Bangalore intends to be the company with a strong culture. You are hired as an expert to help them identify the features of an organization with strong culture. Please suggest the same. (10 Marks)

 

2. CONCRETE Pvt Ltd, a leading construction company in India is in need of a cultural change. The promoters of the company have decided to start the process of cultural change to respond to the changing business environment effectively. First thing to do in this case is cultural assessment. You are hired by the company as a consultant to suggest how to do the same. Please suggest how the company shall go about cultural assessment. (10 Marks)

 

3. A) Company A, a global online retail giant has acquired Company B, a leading online retail company in India. The scene is such where the employees of Company B are ready to embrace the cultural values of Company A. Which strategy will you use to align the culture? (5 Marks)

3. B) Mr Satish Jain , an owner of a medium sized IT firm has hired you as a consultant to suggest him the ways in which organizational culture can be strengthened. Suggest him those ways. (5 Marks)

Total Quality Management

Q1. Quality gurus, have all stressed the importance of employee involvement for quality. Explain why you would agree with them and how industries have implemented total employee involvement for quality.

Q.2 Assume you are appointed the Management Representative (MR) of your organization to implement ISO 9001. Explain the steps you will take to successfully get the ISO certification for your organization.

Q.3. You are attempting to develop a quality monitoring system using control chart for some parts produced from a large batch production. These parts are either good or defective. During each delivery a random 500 units is sampled and the number of defective units in the sample is noted. The average defect rate is 3.5%.

a. State with reasons the type of control chart you would use

b. Develop the upper and lower control limits (z=3)

 

Customer Relationship Management

1. You are the Chief Marketing Officer of a Branded Toy store in South Mumbai. Lately, it has been reported to you that your brand is making losses in comparison to a newly opened competitor Toy Store operating in your area. What can you do to reverse the losses & bring back your brand to profitability from a CRM perspective?

2. You are the Head of a Private Hospital, namely ‘WeCare Hospital’ & lately, it has been reported to you that your hospital’s customer attrition is steadily increasing on a Year on Year basis. What would you do to arrest customer attrition & turnaround the fortunes of your Hospital? How will CRM help you in this effort?

3. As the newly appointed CRM Head for Hero Motocorp, you have been tasked to implement a brand new CRM program in your organization.

a. What would be the best CRM implementation strategies that you will follow for your business?

b. What aspects of application architecture would you consider while implementing CRM at Hero?

 

Brand Management

Q1. RedPly (name changed) is a leading Indian plywood manufacturer. Along with plywood it also manufactures and markets allied products for furniture making including laminates, veneer, doors etc. though Plywood remains its largest revenue contributor. RedPly prides itself w.r.t its product quality and remains committed to providing the highest quality to its consumers. Over the years it has installed latest machines and equipment for high-class manufacturing, though it leads to escalation in production cost. RedPly’s closest competitor is OrangePly (name changed), with unbranded players being the most significant competition. OrangePly competes through flexible retailer terms and smart marketing and communication strategy while unbranded players offer 30-40% lower price. Plywood retailers and carpenters are the key influencer to customer’s decision. While customers (Home-owners) show a preference for RedPly, retailers try to convert them to brands offering higher retailer margins. Carpenters demand higher price for using branded plywood and assure home-owner about the quality of the ISI-marked products or unbranded products.Due to above factors RedPly is consistently losing market share and is facing price-pressures. Plywood market is dominated by the unbranded segment (~60%) with branded players (RedPly, OrangePly, others) forming the remaining.

Critically analyze the RedPly’s market situation to identify its business challenges. What is/are the possible outcomes if RedPly does not respond to these challenges? Suggest the strategic options available to it. What are the pro and cons of each strategic option?

Q2. Nitin bhai is feeling perturbed. His company Velvet Paints has recently acquired a Kerala based paints company Trichy Paints a year ago but he has been unable to merge the two brands till today.Velvet Paints’ primarily market is in the decorative paints segment. It is known for its quality and innovative products but has limited brand appeal specially in southern market. Trichy Paints has a broader product range across Decorative as well as Wood finish segments. Kerala is Trichy paints key market though it has limited presence in other Southern markets (Tamilnadu, Karnataka, Telengana etc.). Nitin Bhai would like to do away with Trichy Paints as a brand and would only like to use the acquisition for expansion of production facility, personnel and distribution network. Multiple brands require separate marketing & advertising expenditure. Nitin Bhai has ambitious plans for Velvet Paints and plans to make substantial expenditure on the marketing & promotion to be able to take-on established large players. Being a mid-sized company, Velvel Paints has limited resources and multiple brands require separate marketing spend thus increasing the budget required. The key conflict here is regarding the Wood finish brand of Trichy Paints, Woodshine. Velvet Paints has no comparative product and Woodshine is a leader in its segment. Tampering with the brand may lead to market dilution. To resolve the conflict, Nitin Bhai hires a Hyderabad based market research firm Marquee. The market research firm held discussions with the Trichy Paints management, trade partners (retailers, distributors, wood-painters) and consumers. Below were the key findings shared by the Marquee team.  Wooden furniture polish is a niche segment with Woodshine being the leading brand  Woodshine has a very strong brand recall and brand connect  Consumers are dependent on the wood-painters for the brand-selection and are often unaware of the product being used though customers want the best quality for their furniture with low sensitivity to price  Wood-painters have limited education and have strong association of Woodshine with existing name and logo

How would you explain the situation and brand challenges Velvet Paints is facing? What will be your advise to Nitin Bhai in regards to brand portfolio restructuring? What should he do with Woodshine?

Q3. Happy SPA has recently undertaken significant advertisement spend to boost its membership. It published full-page and half-page ads in leading newspapers (Sample Ads in Appendix 1 and 2). It expected ~30-40% jump in its membership but the response to the campaign has been disastrous. There have been less than 100 query calls with some Ads resulting in no query calls. This has led to serious deliberations within the management. Happy SPA had started with the philosophy of providing value-based-pricing and professional servicing. In the over a decade of its existence it grew to 25 branches across 5 cities in North and West India. In the last couple of years its membership had begun to stagnate. It had aimed to grow to 100+ branches in the next 3 years through franchisee model. For franchisee led growth it was important for Happy SPA to boost revenue, something it has struggled with. A new strategy was formulated to boost footfalls and it was decided to target stress-based issues through SPA therapies. Stress has popularly been identified as the primary source of health-issue in the modern day life. Management believed that by linking its therapies to stress-ailment it will be able to increase relevance of its packages. Along with standard SPA therapies Happy SPA came up with stress and stress-linked ailments (fatigue, poor-sleep, back-ache etc.) specific therapies. As part II of the growth strategy, it made significant expenditure in advertisement and expected it to drive growth and its expansion plans. But the poor response to its campaign had put brakes onto its plans and brought it back to the thinking room. a. Conduct a survey (sample size 5-8 people) exploring linkage between stress-ailments and SPA. Present the survey-questionnaire and the findings. b. What do you think of the Happy SPA’s new growth strategy and advertisements? What could be the reason for its lack of response? Analyse it according to the survey-findings.

Appendix 1: Advertisement sample 1

Appendix 2: Advertisement sample 2

 

Logistics Management

Q.1. In case of logistic design and administration an organization must simultaneously achieve different operational objectives. Discuss the six objectives which are the primary determinations of logistical performance. Give industry examples.

Q.2. Green Manufacturing is important because due to the recent global climate humans have begun to acknowledge the susceptibility of nature and disasters it may bring in response to our negligence. Discuss with, examples, how Green Manufacturing can be incorporated in logistic planning.

Q.3. Zee Bazar is a large retails business organization. It has a strategic warehouse at a central location which receives supplies from various suppliers and stocks them in the warehouse. Periodically these supplies are sent for replenishment to various retails outlets across the city.

a. Explain how Zee Bazar would achieve economic benefit of warehouse by building a cross-dock facility

b. State with examples, the basic service benefits that can be achieved through warehousing

 

Enterprise Resource Planning

Q.1. Navneet Motors showroom does a lot of business. The salespeople are always running from customer to customer, scrambling to meet the customer expectations and make them feel important. In this chaos, a salesperson could miss an opportunity to take note on a customer and the product he may be interested in. To address this issue, the general manager of the showroom has recently implemented a dealership performance CRM solution which his sales staff can use even on the go with the help of their mobile devices. This allows the members of the sales team to leave their desks and sell products to the customers face-to-face without losing any minute details of the customer. The salespeople can enter customer details into the CRM system because it is quick tool to use and convenient a sit is accessible through their phones. They are reminded later to go back in and edit each prospect on their computer. Identify three benefits and challenges Navneet Motors will face using the CRM module from any vendor. Justify your answer.

Q.2 Nutrilite Health company (NHC) offers a wide variety of health products. Their company’s products continually compete with other companies’ products for shelf space and sales. Currently, NHC’s employees perform every business task by either passing paper, or calling each other on the telephone. As with “standard”, traditional business processes, there are usually traditional company structures that back up those processes. NHC’s structure contains a Corporate HQ (CHQ), distributed processing plants, distributed sales regions, and a centralized marketing group. The use of slow business processes, and subsequent slow data communication has affected the orders for health products. Sales representatives place orders through mail or by fax. Twenty workers at CHQ open, sort, and enter 500,000 orders per week into the system. This information is transmitted daily from the Central Marketing Facility to a minicomputer at each of Nutrilite's processing sites. This daily order specifies the total demand for each processing center. The processing center then produces the amount of health products ordered and ships out the orders. Shipping managers at the processing centers assign the shipments to various transportation carriers, who deliver the product to receiving warehouses located in the regions. Some sales representatives have more than eighty customers. NHC has been struggling lately to deal with the competition because of the “old school” methods of performing day-to-day tasks and activities.

Discuss how integration of all the departments could help the organization to deal with competition.

Q.3. Vedant hospital is the provider of healthcare in West India. It wants to look for an integrated system to manage the full patient lifecycle from registration, screening, ongoing healthcare to satisfaction surveys. The hospital wishes to use the real-time patient records to streamline processes and improve patient experience, measure patient relations thereby improve the quality of care. It also wants to provide an online patients’ self-service portal ensuring patients can freely manage their own relationships with their healthcare provider. It aims to integrate all the core business processes to get better insights, have better control over the financials, automate orders and invoices, manage inventory.

a) What are the factors the management must keep in mind while selecting a vendor for the integrated system.

b) In your opinion, what are the factors that influence the performance of ERP systems in the post implementation phase? Give a justification for the top selected factor.

Course: Manpower Planning, Recruitment and Selection

 

1. An apparel brand solely into the business of denims needs to train its Area Sales managers in goal setting and strategizing. Assume suitable data and design a training program for them – Specify number of participants, duration, topics to be covered, A.V aids/ props you would use. (10 Marks)

 

2. XYZ is a consulting firm in the manufacturing industry. They are now in the process of creating a B2B platform to bring together service seekers and service providers like market research firms, trainers, consultants, etc. and manufacturing companies on a single digital platform. What techniques of demand and supply forecasting should they use to forecast staffing needs for their upcoming business? (10 Marks)

 

3. Shireen has been a part of IDS global for the past 6 years. She has grown from a Management trainee- Sales to an Account Manager. IDS deals with creating customized IT solutions across industries. The company has been following grading method of performance appraisal for years and employees seem to be happy. The management has decided to start with 360-degree appraisal method in the new year. The communication has brought about a mixed response from the employees of the organization. Shireen feels that no one else other than her boss has the right to pass a judgment over her.

a. How do you think can Shireen be convinced about the new appraisal method?

(5 Marks)

b. What advantages do you think does 360-degree appraisal method have over the existing grading method (5 Marks)

 

Course: Organisational Theory, Structure and Design

 

1. Ahmedabad based Parul Industries’ organisational structure was rigid, consisting of formal hierarchies. The branches spread all over India were monitored by central authority and all the decisions were made in Ahmedabad office. Because of its centralized structure, the company was not able to respond to external threat (such as entry of new competitors, changes in the market environment and so on) immediately. Moreover, employees were hesitant to take small decisions at required times due to a lack of support from superiors. Further, due to the absence of clear delegation of authority, the management was unable to respond to the changes occurring in the external environment. Explain the various types of organizational structure and identify the most suitable structure for fast decisions and to manage the threats of external environment. (10 Marks)

 

2. Vistar Chemical Industry situated on the bank of river Ganga discharged all their industrial waste into the river. The government’s laws on preventing pollution and save environment will affect the strategy of the Industry. Social activist organizations are also against the industry. Explain the importance of the analysis of external environment. Identify any industry and mention the external environmental threats to the identified industry (10 Marks)

 

3. Mr. Nixsan is a Sr. Manager of an insurance company at Hyderabad. He likes to yell at people and he was very sure that it is the only way to get sales results. He also emphasized that the employees who don’t like his style can leave the organization. In a year he faced a massive politics at his workplace against him as a consequence of which he was asked to resign. Answer the following:

a. Discuss the various types of power and identify the reasons of political behaviour in the organization. (5 Marks)

b. Do you think Mr Nixan was wrong? Justify your answer. (5 Marks)

 

Course: Essentials of HRM

 

1. Define Performance Appraisal. Why do you think is 360/ 720 degree appraisal method gaining a wide acceptance? Cite relevant examples from the industry.

(10 Marks)

 

2. Differentiate between career planning and succession planning. Discuss one example from the Indian industry throwing light on the importance of succession planning. (10 Marks)

 

3. ‘WeCare’ is a pharmaceutical company which started some 10 years ago and has manufacturing plants at two places and regional offices across 20 metros in India. In the recent years, not only the complexity of operations increased but also managing the human resources. The company has approximately 800 employees working nationwide and they still seem to employ age old manual methods of HR reporting.

For the ease of operations the Human Capital Manager now wants to propose implementing a HRIS at ‘WeCare’.

Questions

a. What possible benefits of HRIS do you think the Human Capital Manager should communicate to the CEO for his approval? (5 Marks)

b. Once approved what process of implementation do you think should be followed? (5 Marks)

 

Course: Financial Accounting and Analysis

 

1. Aloka Innovative Business Solutions Pvt. Ltd, an HR outsourcing company based in Hyderabad provides temporary staff to ABC Management College, Hyderabad. The company entered into following transactions with VJIM and the hired employee. The company would provide an employee for the program office at Rs.30000 per month. ABC Management College prepaid the amount for the period January to June 2015 in December 2014. The financial year ends in December. Aloka pays salary of Rs. 20000 to the employee one month late as per contract with the employee. How do you record the above transactions in the books of Aloka in the months of December 2014 and January 2015?

(10 Marks)

 

2. Rocket Singh Software Ltd. and Aerodynamics Software Ltd. are two leading software companies based in Hyderabad. Rohit a fundamental analyst working with Ace Financials wants to choose one company where he can invest based on the data given about the company. Rohit believes that liquidity will dry in the short run and hence there is going to be lack of funds in the future. Suggest Rohit where he should invest?

Particular

FY 2017

FY 2018

Net Profit Margin

13%

13%

Asset Turnover

1.5

2.0

Financial Leverage

2

1.5

 

3. Chandana Brothers, is a chain of retail store located in Hyderabad. bought dress material worth Rs.10,00,000 from Pantaloon in March 2013 on credit basis and made the payment in April 2013. Its financial year starts from 1st April and ends with 31st March every year.

a. How would the transaction affect the Income Statement and Balance Sheet of Chandana Brothers as on 31st March 2013? (5 Marks)

b. How would the above transaction impact the income statement and balance sheet of Pantaloon as on 31st March 2014? (5 Marks)

 

Course: Strategic Management

1. You are the Strategy Head of an automotive company in India. You propose to modernize your factory by bringing in Automation & Robots into your manufacturing plant. Devise a ‘force field’ analysis by identifying atleast 4 drivers & 4 restrainers each & suggest ways & means to reduce the restrainers. (10 Marks)

2. You have been appointed as a Strategy Consultant to a Swiss luxury watch brand wanting to enter India. Which one of Porter’s Generic Strategies would you choose to be operational in India & explain the reasons in detail behind your choice of strategy? Once the strategy has been chosen, explain the categories of customers you would target? (10 Marks)

3. You are the Chief Strategy Officer of Karbonn Mobiles, an Indian mobile device manufacturing company. You have been fast losing market share to Chinese brands which now account for 50% of the market share.

a. What turnaround strategies can you suggest to arrest the decline of revenues & profitability of your company? (5 Marks)

b. In your opinion, would it be considered appropriate to pursue a Combination Strategy? State your response with appropriate justifications & reasons. (5 Marks)

 

Project Management

1. You are in charge of selecting a location for passenger car manufacturing plant. Which location would you recommend? Justify your choice against a set of selection criteria. (10 Marks)

 

2. You are in charge of estimating cost for setting up a sulfuric acid plant in a town in Sindhudurg district of Maharashtra. Which elements will you consider for estimating cost of the project? Explain each element as it relates to given requirement. Why this cost estimation is needed? (10 Marks)

 

3. “How could that be possible? It’s simply not possible!” Mr. Pitambar Gadge was really in a state of shock when he was informed that construction of new manufacturing plant would get delayed by six months. “This was two year long project. How could you have schedule variance of almost 25%? And how could you tell me now, when we are just few months away from our project completion deadline? This is simply ridiculous!” Mr. Gadge went on saying.“Sir, we had challenge in hiring skilled labor for this project. It seems Mr. Puri went on hiring skilled labor without proper skill assessments. When Mr. Iyer inspected quality of work, he was not satisfied and strongly recommended us to redo the work to ensure expected quality. This additional work will result into delay of up to six months”, came the response from Mr. Dwivedi, the manager of the project.

a. Which type of risk was overlooked in this case? How would you have assessed its probability and impact as a project manager? Justify your assessment. (5 Marks)

b. Do you agree that this case illustrates triple constraints of the project? Explain. How you would have responded if you have been in place of Mr. Iyer? Explicitly state your assumptions if you are making ones.

World Class Operations

1. Briefly explain the various types of environmental pollution and their management to attain world class standards in operations.

2. What are the different levels of quality system? Explain with a suitable application.

3. Mr. Subramaniam has worked with a major Japanese manufacturing firm in Japan for the last 12 years. During the last two years of his stay in the company he was responsible for the implementation of SHINGO Model for operational excellence. He has now been invited by the Quality Council of India to consult for an Indian auto manufacturer for the implementation of the SHINGO Model.

a. Explain in brief the steps that Mr. Subramaniam would advise the Indian company, to follow in order to implement the SHINGO Model for operational excellence.

b. In the above context briefly state the difference in approach of the FMECA model from the SHINGO Model for operational excellence, in achieving world class operational standards.

 

Custom Shipping and Insurance

1. You have imported a consignment of 10 containers of holders for stainless steel cutlery by sea. The rate of each holder as per your invoice is Rs. 175 while the customs assess the rate as Rs. 480 based on the prevailing market price and asks you to pay the duty on this higher price. You have argued that the holders are not stainless steel and hence the cost is very less. Due to this delay in clearance the demurrages started increasing and your company asks you to clear this and protect the interest of the company by not paying the higher duty. Company asks you to find out a legal way to pay higher duty and fight the case to establish your claim. What is the method of paying duty to protect your interest to fight the case and file the claim?

2. In your company’s budget meeting the management is asking you to give various clauses of insurance coverage and suggest the best type of insurance clause to cover all losses. Kindly give a detailed information on three institute of cargo clauses of insurance and also suggest a best one with supporting explanation.

3. Your company has imported a Forklift three months back and found to be not suitable for the operations. Hence, they want to re-export it without asking for replacement. The duty paid on this must be claimed under duty drawback. Your company seeks your advise on the following:

a) Under which section of customs act 1962, this can be returned and claimed the duty paid ?

b) Please explain the section and the rate of duty drawback for this re-export?

 

International Logistics & Supply Chain Management

Context: Assume that you are appointed as a Logistics & Supply Chain Head of a firm “ ABC International” based out of Delhi. This firm is in Import -Export with its clients spread across Mumbai, Delhi and Riyadh, Saudi Arabia This firm is required to do the following activities:

1) For its client based in Delhi, “Corn fresh Ltd” it is required to import consignment of 22 tons of packed Sweet Corn, which has a requirement of being stored in (-) 4 degree, supplied in 50 kg export worthy double layer polybags, on pallets of 20 bags each, imported from USA, with a lead time of 35 days by sea at Nhava Sheva for a full container load @ USD 1300/container, 38 days at Chennai port @ USD 1100/container, Cost ICD Delhi being 1500 USD/Container with a lead time of 42 days. 3 days by air at Delhi @ USD 5/k. Local transit time being 7 days Mumbai- Delhi, 9 days being Chennai-Delhi. 2) As a Commission agent, Import and supply Provide 1000 Lenovo Laptops to “India Infotech” a company based in Kolkatta from Ingram, Hongkong; with a 5% commission. Quote of Dell being as follows: For an FCL with a loading capacity of 1100 pcs, price on FOB Hongkong sea port is: USD 1000/number for 500 number, USD 800 upto 800 Numbers, USD 700 if order is between 801-1000 numbers, Manufacturing Base : Hongkong,, Port of Loading: Hongkong. Lead time 60 days from the date of receipt of Original Letter of credit, Payment terms LC at Sight. Warranty : Repair – 3 years from the date of manufacturing, Service SLA for response: 48 Business hours, Serivce SLA for resolution : 7 days from the date of inspection. Freight/container Hongkong to Nhava Sheva = 500 USD.. Insurance cost : 1% of consignment FOB cost. USD = 65 Rs, .Customs duty = 10% of Assessable value. Assessable Value = 101% of CIF cost. Local Transport from Nhava – Sheva to Jaipur = Rs 20000/truck. Each truck carries upto 300 laptops. 3) ABC International also has an E-Commerce site on internet. ABC offers Sale of Fresh Exotic flowers, which it imports from Italy and supplies in the Indian market to its online direct consumers.

Question 1. Defining Different types of Transportation Modes and types that can be availed by an Logistics and Supply Chain person and then suggest the most appropriate Transportation mode comparing with available options for each of the above 3 scenarios, i.e import in Delhi for Corn fresh, Import of Laptops for Raj Infotech and Import of fresh flowers for E commerce business and also delivering to online customers, and justify the reason/benefits of your choice versus other modes of transportation available.

Question 2. Define various Commercial & Import Documents that are required for Imports. Using the information available on Lenovo Laptops for India Infotech from Ingram Hongkong, elaborate your understanding on the following terms used in this case. Finally derive the Total Landed cost to India Infotech at site in Indian Rupees : 1. Commision agent: 2. Import: 3. FCL 4. FOB 5. Port of Loading: 6. Lead time 7. Letter of credit, 8. Customs duty 9. Assessable value. 10. CIF

Question 3a. Referring Scenario 3 of an Online Shopping Site of ABC, detail out the importance of E Commerce in Supply Chain in today’s scenario and its advantages over the Traditional trade as well as Modern Trade (Hyper markets).

Question 3b . Cornfresh consignment came in normal container and when landed in Delhi was found to have developed odour, damaged and non-usable. Further, ABC did not even get insurance claim despite taking Transit Insurance. What could have be the possible reasons that the odour and damages to bag would have happened and in what conditions the Insurance company would not honour the claim.

Cost & Management Accounting

1. The CEO of a leading fan manufacturer is concerned about certain teething issues involving sales of ceiling fans. Ceiling fans come in several models, and each model has numerous Stock Keeping Units (SKUs) involving different colours, blade size etc. Tastes and preferences of consumers vary widely across the vast geography of the country. Recently there have been numerous complaints from the divisional sales offices across the country that they have received supplies of fans in colours and blade sizes, which are not popular in their territory. This has led to loss of sales as distributors in their regions would not accept those fans. Sales people have not been able to achieve their quarterly sales targets, leading to de-motivation and attrition. The CEO has approached you to review the Management Accounting process in the company in the light of the above events. Critically analyze the issues at hand, and suggest a suitable roadmap for the company to revamp its Management Accounting process. (10 Marks)

 

2. Due to economic depression, a company is running its plant currently at 50% of its capacity. The following details are available:

 Cost of Production per unit:

o Direct Materials – Rs.6

o Direct Labour – Rs. 2

o Variable Overhead – Rs. 4

o Fixed Overhead – Rs. 4

 Production per year – 20000 units

 Total Cost of Production – Rs. 320000

 Total Yearly Sales – Rs. 300000

 Loss – Rs. 20000

An exporter offers to buy 5000 units per year at the rate of Rs. 13 per unit. The company is hesitating to accept the offer for the fear of increasing its already incurring operating losses. Advise whether the company should accept or decline the offer. (10 Marks)

 

3. A) The budgeted working conditions for a factory are as follows:  Normal working week - 45 hours  Number of machines – 30  On maintenance etc., normal weekly loss of hours - 4 hours per m/c  Estimated annual overhead - Rs.153750  Estimated direct wages rate - Rs.2.00 per hour  No of weeks worked per year - 50 The company uses Machine Hours as a base for apportioning overhead costs. Estimate the overhead absorption rate per machine hour. (5 Marks)

 

3. B) For the above company, during a four week period, the actual results are as follows:

 Overhead incurred - Rs.11000

 Wages incurred - Rs. 11200

 Machine hours produced - 4500

Calculate the amount of under or over-absorption of both wages and overheads.

Integrated Marketing Communications

1. You are the owner of a fashion store. You have planned an end of season sale. How would you use sales promotion tool to make the sale a success? (10 Marks)

 

2. You are the brand manager of a teen brand. Your company has tied up with an NGO to teach life skills to college students from lower strata to help them succeed in their future careers. How will you leverage this association to build positive equity for your brand?

 

3. Case Study

Himalaya aims to double Market share in Men’s Face Wash

Source : PTI feed India Today

The overall facewash category is Rs. 1800 Cr. Of which Men’s face wash accounts for 15-20%. Himalaya is the market leader of the overall facewash category with 24% market share. In Men’s category they have a 10% Market share. They are looking at expanding their portfolio by evaluating Hair Gels and Creams for men. The Men’s grooming segment is estimated to be around 5800 Cr. And they are looking at sports as a platform to drive it’s mens segment. The Personal care industry is 69856 Cr. With herbal and ayurvedic being 31% of it. The company has 250 stock keeping units and 200 standalone retail stores and plans to expand it to 300-400 outlets in the next 3 years. The next growth will come from Tier II cities where they are looking at expanding their stores. 50% of current stores are also in tier II cities. Himalaya is looking at doubling their share in 3 years. Men’s grooming segment is growing at 10% due to higher exposure to brands on account of more men travelling abroad and exposure through online presence of leading brands like Gillette, Axe, Nivea, Emami Fair & Handsome.

a. In a competitive market with many serious players, how would you approach IMC to double the market share? (5 Marks)

b. What tactics would you use for the Media mix ttowards doubling market share? What areas would you leverage in the promotional activity?

Marketing of Financial Services

1. Design a Financial Literacy program for a Mutual Fund (Asset Management Company) of your choice.

2. One week ago you bought an endowment policy from a private Life Insurance company. On receiving the policy copy, you realize that the Life Insurance policy was mis-sold. Would it be possible for you to return the policy? What strategy would you follow to settle the matter with the insurance company? (10 Marks)

 

3. Ashwin Kothari, aged 35 years, is employed with a MNC. His wife Rimmi, aged 33 years, is also working part - time. The couple has two children - daughter Rima aged 6 years and son Vansh aged 4 years. Ashwin and Rimmi require your help to make a few financial decisions. (Give justification and reasoning for the option you would suggest to your client. You can make any assumptions to further build up your case.) (10 Marks)

a. Children’s higher education : Child plan of a life insurance company or a Mutual Fund SIP along with a Life Insurance term plan (5 Marks)

b. Retirement Planning : Fixed deposits or Mutual Fund SIPs in a diversified equity fund

 

Capital Market and Portfolio Management

1. The following data shows the return of ABC Ltd and the market:

Year

Return on ABC(%)

Return on Market (%)

1

40

35

2

35

28

3

32

34

4

28

30

5

25

24

Calculate the beta of ABC Ltd and interpret. (10 Marks)

 

2. The details of portfolio of Mr.Singh are:

Stock

Expected Return

Standard Deviation

Weight

Wipro

15%

12%

0.4

Infosys

18%

20%

0.6

Covariance of stock Wipro and Infosys is 0.0064.

Calculate return and total risk of the portfolio. (10 Marks)

3. Nisha has just completed her MBA and has joined an investment management firm as an analyst. On the first day of her job, her manager gave her data of two portfolios and asked her to suggest which one is a better portfolio.

Observed Return

Beta

Portfolio Alpha

18%

1.5

Portfolio Beta

15%

0.8

Risk-free rate is 8.5%, Return on the market portfolio is 15%, Standard Deviation

of the market is 8%.

a. Suggest which portfolio has outperformed the market on the basis of Jensen index. (5 Marks)

b. Suggest which portfolio is better on the basis of systematic risk using Treynor ratio.

 

Taxation – Direct and Indirect

1. Mr. Fernandez has a portfolio of equity shares worth Rs. 2 crores by current market valuation. He had inherited the shares from his father 10 years ago. He has become extremely concerned about the introduction of 10% LTCG tax on equity shares in this year’s Union Budget. Not sure about the impact of this newly introduced tax, he is contemplating selling of all the shares before 31st March 2018, and escaping the taxation. He has sought your opinion on this. Prepare a detailed report citing the implications of the LTCG tax, and guide Mr. Fernandez in his decision making. (10 Marks)

 

2. ABC Ltd.’s profit before tax as per P&L account was Rs. 240 crores. The following information was available regarding ABC Ltd on scrutiny:

 During the year, it had paid royalty of Rs. 40 crores to a German company, but TDS was not deposited with the IT department till the time of filing income tax returns.

 For a bill of Rs. 30000, ABC Ltd made cash payment of Rs. 30000 to the vendor on 29th January 2018.

Critically analyze whether the above expenditures will be allowed or disallowed as deductions, with reasons, discussing the applicable sections. What will be the impact of such allowance / disallowance on the computation of Profits and Gains from Business or Profession of ABC Ltd for the AY 2018 – 19? (10 Marks)

3. A) Harish, an Indian citizen, leaves India for the first time on May 22, 2015 for London and returns on April 9, 2017, and stays in the country thereafter.

Determine the residential status of Harish for the assessment year 2018-19? (5 Marks)

 

3. B) During the assessment year 2018 – 19, Harish (the above mentioned person) had

the following details of income: (5 Marks)

Particulars

Amount (Rs.)

Interest on UK Development Bonds (50% of the interest amount is received in India)

100000

Income from a business in Chennai

2000000

LTCG on sale of shares of an Indian company

200000

Dividend from an Indian Company

500000

Compute the taxable income in the hands of Harish for the AY 2018 – 19.

Internal Assignment Applicable for APRIL 2018 Examination

ORGANIZATION CULTURE

1. CRUX Pvt LTD is a medium sized textile manufacturing unit based in Bhivandi, Thane. You are a newly appointed HR Manager of this organization. In the first week of your assignment, you observe following problems:

- Production delays

- Fights among workers

- Union politics

- Unethical behavior of supervisors

- Communication failure

What kind of a culture would you establish in this organization and what steps would you take to do the same?

 

2. ABC Ltd is a tech start up in e-commerce segment. Organisational culture of ABC Ltd has following characteristics:

- Predictability

- Focus on inside knowledge

- Easy to live with

- Avoid change

- Looking for data to confirm existing management model

You are hired as a consultant to suggest the ways in which new culture can be created and sustained. Suggest these ways.

 

3. LMT Ltd, a medium sized IT firm, is struggling to implement the strategies. You, as a consultant, have identified that the organizational culture is not alignrd with the strategies chosen. In this background, answer the following questions.

a. Suggest the ways in which strategies and organizational culture can be aligned.

b. Which types of strategies can be considered by LMT Ltd.

Financial Analysis and Management

1. ABC Ltd is currently selling a product @ ₹ 12 per unit. The credit sales were 50,000 units. The total fixed cost is ₹ 40,000 and variable cost per unit is ₹ 5. The average collection period may be assumed to be 30 days. The firm is contemplating a relaxation of credit standards that is expected to result in a 10 percent increase in unit sales; the average collection period would increase to 45 days with no change in bag debts expenses. Calculate the additional profit/loss the firm will generate due to change in sales.

2. A proforma cost sheet of a company provides the following data:

Particulars Cost per unit(₹)

Raw Materials 5

Direct labour 3

Overheads 2

Total cost per unit 10

Profit 5

Selling Price 15

The following is the additional information available:

a) Average raw material in store: 2 weeks

b) Average materials in process: 2 weeks

c) Finished goods in store: 2 weeks

d) Credit allowed by suppliers: 2 weeks

e) Credit allowed to debtors: 4 weeks

f) Time lag in payment of wages: 2 weeks

g) Time lag in payment of overheads: 2 weeks

You are required to prepare a statement showing the working capital needed to finance a level of activity of 1,30,000 units of output(52 weeks). You may assume that  production is carried on evenly basis throughout the year and wages and overheads occur similarly. Assume all sales as credit sales.

3. Alok has recently joined the inventory management team of Granite division where he needs to estimate the right amount of inventory of raw materials that needs to be maintained in the company for optimum utilization of resources.

Following information relating to a type of material is available:

Calculate:

Annual usage of inventory 5000 units

Ordering cost per order ₹ 6

Carrying cost per unit ₹1

a) EOQ

b) If this model is used by the company, analyse its limitations. 

Treasury Management in Banking 

1. Receivable Management is one of the vital function of treasury Management. Delays in receivables collection directly affect the working capital requirements of the organization. As a manager discuss some of the best practices in receivables management with your team and make them aware about the importance of Receivable Management.                                                                                     

 

2. Banks are exposed to different types of risks that may have a negative effect on their business. As a manager identify & discuss the various types of risk .Also describe the three important functions of risk Management  

 

3. In spite of the elation of financial inclusions and the growing banking sector in India, increasing number of defaults by big businesses have brought the focus back on the alarming situation of the Indian banks’ balance sheets. 

a. Discuss the two ratios that are essential for measuring liquidity management.

b. Discuss some warning signs of impending liquidity risks in Indian banks?   

Course: Capital Market and Portfolio Management

 

1. The following data shows the return of Alpha Ltd and the market:

Year

Return on Alpha(%)

Return on Market (%)

1

50

45

2

35

30

3

30

28

4

28

30

5

25

25

Calculate the beta of Alpha Ltd and interpret. (10 Marks)

 

2. SBI and HDFC are two mutual funds. SBI has observed return of 15% and fund HDFC has observed return of 20%. HDFC has a beta of 1.5 and SBI has a beta of 1. The respective standard deviations are 18% of SBI and 22% of HDFC. The mean return for market index is 0.12, while the risk-free return is 9%. Suggest which fund’s performance is better based on Sharpe and Treynor ratio. (10 Marks)

 

3. Anita has two securities in her portfolio. The proportions, expected return and standard deviations of her securities are as given in the table. She approached her friend who was a portfolio manager to understand the total risk which was associated with her investment in the portfolio and also the return that she was expecting from the portfolio. The details of portfolio of Anita is:

Security 1

Security 2

Security Expected Return

10%

12%

Standard Deviation

13%

15%

Weight

30%

70%

Covariance of security 1 and 2 is 0.0049.

Calculate:

a) Variance of the portfolio so that Anita can estimate total risk of her portfolio.

(5 Marks)

b) Return per unit of risk of the portfolio (5 Marks)

 

Course: Corporate Finance

 

1. A company has sales of 4,00,000 units at ₹ 5 per unit, variable cost ₹ 0.60 per unit, fixed cost ₹ 2,00,000 and interest charges of ₹ 3,500. Compute degree of operating leverage and financial leverage and comment on the values of each leverage.

(10 Marks)

 

2. A choice is to be made between the two competing proposals which require an equal investment of ₹ 50000 and are expected to generate net cash flows as under:

Years

Project A(₹)

Project B (₹)

1

25000

10000

2

15000

12000

3

10000

18000

4

Nil

25000

5

12000

8000

6

6000

4000

Cost of capital of the company is 10%. Which proposal should be selected using NPV method? (10 Marks)

 

3. Gamma Corporation was a 20 years old company and its capital structure consisted of 1000 equity shares of ₹100 each, 500 preference shares(10%) of ₹50 each and 500 debentures(8%) of ₹30 each. The management of the company wanted to estimate what would be the value of EPS if the values of EBIT were changed and tax rate is 35%.

a) Calculate EPS if the level of EBIT is ₹1,00,000 (5 Marks)

b) Calculate EPS if the level of EBIT is ₹1,50,000 (5 Marks)

 

Course: Cost & Management Accounting

 

1. The Managing director of a fairly new consumer durables company has a new problem at hand. The company is finding it difficult to cope with the recently introduced GST, and has been the subject of numerous missed deadlines, demand notices and penal interest from the tax authorities. The frequency and severity of the issues have led them to be a key focus area for the management. The Managing Director has approached you to review the Management Accounting process in the company in the light of the above events. Critically analyze the issues at hand, and suggest a suitable roadmap for the company to revamp its Management Accounting process. (10 Marks)

 

2. A work order for 100 units of a commodity has to pass through three different machines of which the machine hour rates are given:

 Machine No. 1 — Rs. 1.25,

 Machine No. 2 — Rs. 2.50, and

 Machine No. 3 — Rs. 3.00

The following expenses have been incurred on the work order: materials Rs. 8000 and wages Rs. 500.

Machine No. 1 has been engaged for 200 Hrs, Machine No.2 for 160 Hrs and Machine No. 3 for 240 Hrs. After the work order has been completed, materials worth Rs. 400 are found to be surplus and are returned to stores. Office overheads used to be 40% of works costs, but on account of all round rises in the cost of administration, distribution and sales, there has been a 50% rise in the office overhead expenditure.

Moreover, it is known that 10% of the production will have to be scrapped as not being up to the specialization and the sale proceeds of the scrapped output will be only 5% of the cost of sales.

The manufacturer wants to make a profit of 20% on the total cost of the work order. You are required to help in determining the selling price of a unit of commodity ready for sale. (10 Marks)

 

3. A small company produces two products, A and B. Both products need the same raw material X, and the labour force is skilled enough to work on both production lines. The following particulars are obtained from the costing records of the factory.

Particulars

A - Per unit (Rs.)

B - Per unit (Rs.)

Direct Material @ Rs.20/kg

80

320

Direct Labour @ Rs.10/hr

100

200

Variable overhead

40

80

Selling Price

400

1000

Total fixed overheads

Rs. 30000

In the recent past, the company has faced problems with inadequate supplies of raw material X, and severe labour absenteeism, which have severely hampered their production schedule. The Management has decided that henceforth in such crises, the company will focus exclusively on any one product, with the objective of maximizing profits by properly utilizing the scarce input.

a. Which product should the company focus on if they experience shortage of supply of raw material X? (5 Marks)

b. Which product should the company focus on if they experience shortage of supply of labour? (5 Marks)

Course: Operations Management

 

1. Pick up a service organization of your choice and state the roles and responsibilities of the service operations manager. (10 Marks)

 

2. Briefly explain with a suitable example the factors which affect the decision to locate a plant. (10 Marks)

 

3. Calculate the productivity for the following operations:

a) Three employees process 600 insurance policies in a week. They work 8 hours per day, 5 days per week. (5 Marks)

b) A team of workers makes 400 units or a product, which is sold in the market for $10 each. The accounting department reports that for this job the actual costs are $400 for labour, $1000, for materials, and $300 for overhead. (5 Marks)

 

Course: International Marketing

 

1. You are the owner of an Indian Fast Food Chain company by the name of “McWorld” which has become immensely successful all over India. You now wish to enter into Europe, US & Australian markets by setting up your McWorld fast food outlets in those geographies. Which type of Advertising Strategy would you choose amongst the following options namely Unified, Diversified or Pattern Standardisation? Explain the reasons behind your choice of Advertising Strategy? (10 Marks)

 

2. You have enough capital with you & are intent on starting a new business in India. There is a 5 star hotel brand in Sweden named “Nordic” & you wish to bring that brand into India. Amongst the following 2 options namely Franchising & Licensing, which one of the options would you choose & why? Explain in depth. (10 Marks)

 

3. You are the proprietor of a shoe exporting company “Raj Exports” based out of Mumbai. You have received a fresh order from a buyer in Mexico.

a. What elements of export documentation & which type of declaration form would you organize for in order to help facilitate the export order? Explain the reasons behind usage of the chosen type of declaration form by you. Suggest the process steps & the way forward. (5 Marks)

b. Which major & other documents would be required by your firm “Raj Exports” in order to transport your goods to Mexico? Which mode of transport would you choose & why? (5 Marks)

 

Course: International Logistics & Supply Chain Management

 

1. Akshay Glass Private Limited is an auto glass manufacturing company. They manufacture the front Windshield, front and rear door auto glass, vent glass, quarter glass, and back glass. These glasses have to be distributed to various dealers and stockiest. Glass transportation need specialized vehicles and they have to be modified to hold these types of glasses which are different in sizes. The company can buy and modify the trucks to have their own transport arrangement or outsource them to a company. The outsourcing transporter is asking for 2 years contract with Rs. 1. 2 lac per month irrespective of whether the vehicles are used or not. If company purchases the vehicle and modify them the cost works out to be Rs. 80,000 per month but the liability of maintenance, drivers, cleaners, etc. will add up to the cost.

Please suggest a right option for the above to the company. (10 Marks)

 

2. Prayaga Industries, Mumbai, a plastic manufacturer has got an order to supply 50,000 disposal plastic glasses to Singapore. Goods should be supplied in 45 days.

Kindly advise the right transport selection to export these goods to Singapore and explain the reasons for your selection. (10 Marks)

 

3. Wadia India Limited is a distributor of consumables to all metro stations in Delhi. In all they have to supply for 48 stations in two days i.e. 24 stations per day. Delhi has entry restrictions for all sizes of vehicles between 7 a.m to 11.00 a.m. and 5.00 p.m. to 9.00 p.m. Wadia wants to appoint a 3 P L (Third Party Logistics) service provider for receiving, storing and dispatching the goods to all stations. The logistics cost is cheap if located outside Delhi i.e. Gurgaon, Noida, etc., but will affect the deliveries. Logistics cost within Delhi is costly but on time delivery is possible.

 Warehouse cost outside Delhi is Rs. 17 per sq. feet while within Delhi it is Rs. 28 per sq.ft

 Transporter can make only one trip from outside Delhi location while they can make 2 trips if located within Delhi.

 Transporter has to make two shifts irrespective of locations.

With your experience kindly advise Wadia India on the following:

a) Which is the right and best location for 3 PL (i.e. within Delhi or outside Delhi) and explain with reasons? (5 Marks)

b) What is the best transport method that can be adopted for this type of distribution? (5 Marks)

Course: Marketing of Financial Services

 

1. Develop a Public Relations campaign for a Bank of your choice to highlight the “Digital Banking” advantage that your Bank offers. (10 Marks)

 

2. Your client avoids investing in equities for his long term goals. He found equity investments are too risky and is confused about the appropriate time to take an entry or exit route from the financial market. Explain some investment techniques that can help him in negating the biases involved in investing. (10 Marks)

 

3. You are a Financial Planner. Your client Amit Advani aged 37 years, works with an IT company earning Rs 15 lakhs per year. His wife Deepti, aged 34 years, is a homemaker. They have one daughter Rimmi aged 5 years. The couple requires your help to make some financial decisions. (You can make any assumptions to further build up your case.)

a) Amit wants to buy a Pure Risk Life Insurance cover of Rs 1.5 crore. He is confused whether he should buy a ULIP, Endowment or a Term Plan. Recommend the product best suited for his requirement. (5 Marks)

b) Amit and Deepti want your help to invest for Rimmi’s higher education which they estimate would be required after 16 years. (5 Marks)

 

 

Course: Retail Banking

 

Q1. A leading private bank, having presence mostly in metros and other Tier I cities has decided to open branch operations in a Tier II city (assume a city of your choice)? Discuss the various retail banking products the banks can offer in this city. (10 Marks)

 

Q2. Banking today has become a fiercely competitive industry due to the entry of so many foreign and private banks. Discuss how a recently established bank can reach out to customers to understand their needs and hence cater specifically to their needs so as to provide satisfactory service. (10 marks)

 

Q3. The banking sector (including both retail and corporate banking) has reached out to global customers crossing boundaries in recent times. With reference to retail banking briefly discuss the following aspects of globalization in retail banking

a. What are the various marketing strategies adopted by banks to attract customers across various geographical boundaries? (5 Marks)

b. Discuss how can banks offer various distribution channels for customer so as to serve them in an efficient manner, without the customer using physical branch operations and still be able to make all required financial transactions. (5 Marks)

 

Course: Strategic Cost Management

 

1. Neha was working with the strategic team of the company. The company was planning to analyse the business proposals to understand if it was beneficial for the company to go ahead or not. The company wanted to understand the steps that should be followed in order to perform the cost benefit analysis. Help Neha to prepare the report that can be presented to the management for successful strategic cost benefit analysis. (10 Marks)

2. Alpha Ltd was making losses since last two years and was thinking of changing their work style, try to improve customer service, cut operational costs, and become world-class competitors. Before they could initiate the change they wanted to understand the factors that would contribute to the success and failure of re-engineering of Business process. Discuss. (10 Marks)

3. Mr. Gupta was the head of finance and wanted to understand the relationship between contribution and sales in order to estimate the profitability of the firm. He wanted to analyse the ratio as well as estimate the changes in the ratio due to changes in variable cost or selling price. The data was provided to him by his team. Calculate:

3a) P/V ratio if Selling price ₹ 30 per unit and Variable cost ₹ 20 per unit

(5 Marks)

3b) Revised P/V ratio if 10% increase in variable cost is assumed.

Sales Management

1. Explain briefly the frequently used recruitment sources available for hiring salesmen. Besides these sources word of mouth has been very much in vogue and successful in hiring salesmen particularly in pharma selling. What makes this source more effective and efficient?

 

2. Explain sales force management and discuss the role of sales manager in managing the sales force of the firm you are working with or any other company you are familiar with.

 

3. International Med Tech Company looking forward to enter Indian market with their novel portable product used as diagnostic tool in faster identification of stroke in patient’s location, so that they can immediately start the treatment. As their Sales consultant, what are your recommendations to them in the following areas:

a. STP – Segmentation, Targeting and Positioning

b. Type and method of Sales force selection

Course: Enterprise Resource Planning

1. Kesari Tours also known as Kesari Tours Pvt. Ltd. (ISO 9001:2015 & BS OHSAS 18001:2007 certified) is a Mumbai, India based Travel Company, founded in 1984. It operates in India, America, Mauritius, Australia, China, New Zealand, Japan, Europe, and South Africa. In India, it has branch offices in Ahmadabad, Pune, Bangalore, Thane, Kolhapur, and Nagpur. Explain its business model using Four Box Model. Which element of four box model, in your opinion, provide competitive advantage to Kesari Tours? Why? (10 Marks)

 

2. Talwalkars Better Value Fitness Ltd, popularly known as Talwalkars, is India's largest chain of health clubs. It has 152 Health Clubs across 80 cities in India on a consolidated basis, with over 200,000 members. Explain which modules and submodules of ERP would be useful for this company with appropriate justification. (10 Marks)

 

3. “I don’t understand what you mean by top management support. Obviously, we support ERP implementation project as we have already approved budget or Rs. 1.8 Cr. What do you need more?” Mr. Mahadevan was somewhat irritated as he was talking with Ms Geeta, whom he had hired for managing ERP implementation project. Mr. Mahadeavn has been managing his family-owned business of pharmacy chain for last 30 years. He was not a technology enthusiast but had realized the need for ERP implementation for his business. That’s why he had hired Ms. Geeta, whom he knew from her childhood. Ms. Geeta with 10 years of ERP implementation experience, has just started her boutique consulting firm and Mr. Mahadevan’s company is her first client. “Sir, let me first thank you for approving the budget without any cuts. That itself showed your confidence in us. What we need more is continuation of this support as we begin with business process reengineering, aka BPR. BPR will result into changes in the organizations, some of them would not be comfortable to many people. Top management will need to support us as we make these changes in the organization for effective ERP implementation.” Ms Geeta said in an assertive tone. “Hmm, I see the point. But can’t we implement ERP without BPR? I mean why to rock the boat? I am looking at ERP project as a technology project. Why should we disrupt our way of working so as to implement a software? Do you have clarity on what exactly you will be doing when you do something like BPR in our sales process?” Mr. Mahadevan kept on asking questions one after another as he seemed worried about the notion of BPR before ERP implementation.

a. How Ms Geeta should justify need for BPR? (5 Marks)

b. How Ms Geeta can convince that BPR can be executed in a step-by-step manner in the sales process of Mr. Mahadevan’s company? (5 Marks)

 

Course: Supply Chain Management

1. Integrating supply chain partners is very difficult without the use of information technology. Identify four information technology tools that successful organizations use to integrate its supply chain partners and discuss how each of these tools contributes to their success. (10 Marks)

 

2. You are the Supply Chain Manager in a Telecom firm. Your company has planned to invest into new Tower sites in order to prepare themselves for upcoming competition in 4G technology. You may need to redesign the network distribution of your company to make it usable to increase demand. What are the factors you will consider while designing the network, please elaborate them. Summarize your answer highlighting the most important factors. . (10 Marks)

 

3. Case Study

Road freight services of India was started by Mr Khanna in 1990 and has grown from a one road freight operation to a fleet serving 200 plus shippers in west zone of India. The Company serves the automotive industry by providing inbound transportation to their warehouses and plants. It has strategic alliance relationship with three large automakers and is the exclusive trucking company for a number of auto suppliers. Mr. Khanna as Promoter of the company is willing to adopt latest technologies, IT system and management techniques. He was about to call strategic planning meeting with his senior executives, he was pondering over recent trends in the logistics field. He also knew that to retain current admirable position in market, his company must continue to be innovative and provide the services based on customers need.During recent past three years, the company has witnessed increased competition. The other logistics companies that provide rush deliveries have made significant inroads in the market where just-in-time management system mandate, VMI inventory system, minimal raw material inventories, guaranteed deliveries and vendor penalties for late deliveries. The perplex trend to Mr Khanna is the growing vertical integration of road freight companies into other logistics services. A number of other companies have started warehousing divisions to provide sorting, kitting (putting pieces together to make up a kit), and cross-docking (moving freight across a dock to a waiting truck). Other carriers are adding third party logistics divisions to manage a shipper/receiver’s transportation and storage activities. Finally a few trucking companies have started air and ocean freight divisions, freight-forwarding services and logistics information services. He also recognizes that this vertical integration of trucking companies is a result of customer growing demands. In addition, shippers are reducing number of vendors in transportation suppliers, being used and asking the minimal vendors to provide a wider range of products and value added services. After considerable thought, company decides that only viable long term strategy is to become a full service logistics provider. If current status of company is continued, it will greatly impair the growth and profit potentials of the company. As part of members in strategy planning group please provide your inputs appropriate from company considering long run.

Question:

a. Assess the conclusion reached by organization regarding the nature of today’s logistics industry and increasing consolidation demand of customers (5 Marks)

b. Describe the value added services you would recommend that the strategic planning team consider for the said organization. (5 Marks)

Course: Total Quality Management

1. Smart Products is a company that makes innovative products for a very competitive market and considers quality as its prime factor. In the past some of their products failed to meet the needs of customers resulting in lengthy new product development. Suggest a quality management technique Smart Product can use to understand its customer’s needs, translate them into product features and design the products while keeping the competitors performance in view. (10 Marks)

 

2. You have joined Smart Product as VP operations. The organization has been confronting a number of issues like rise in costs, decline in sales volumes and customer dissatisfaction for the last two years. Smart Product works in a conventional method and all performance measures are in traditional financial terms only, like revenue increase, high profit or liquidation etc. You realize that these conventional performance

estimates does not help the organization in their quality initiatives. How will you go about changing this concept of performance measure at Smart Product in line with new TQM philosophy? (10 Marks)

 

3. Mr. Ram is a newly appointed Quality Manager in a garment manufacturing company. He observes that the garment factory does not measure the cost of poor quality. He has learned in his MBA course that you can measure how much money are wasted due to poorly managed quality in the factory. This was an opportunity for Ram to show improvement in quality and profit for the organization from his management knowledge.

a. What are the steps Ram should follow to calculate and report cost of poor quality? (5 Marks)

b. What will be your suggestion for Ram to reduce cost of poor quality? (5 Marks)

Corporate Social Responsibility

1. Climate change is the current focus of business community globally and businesses worldwide are including climate change related considerations in their strategic business decisions as well as long term plans. Choose any one current and live company, Indian or Multinational and explain how it is implementing any two climate change policies /actions to reduce their negative climate change impacts and why do they look at climate change as part of risk management?(refer to the sustainability report of the chosen company)

2. With the introduction of Companies Act 2013 for the first time CSR has been legally acknowledged. Study the section 135, CSR rules as well as Schedule VII of Companies Act 2013. According to you explain 10 benefits that will accrue to business as well as society due to this regulation.

3. Child labour is a violation of human rights. India is sadly the home to the largest number of child labourers in the world. Children are engaged as household servants and are also employed by hotels, service stations, food stalls, workshops, construction sites, carpet industries, etc. They are even employed in hazardous and unhygienic forms of labour in textile, leather and cracker industries, depriving the children of their childhood, and harming their mental, emotional and physical development & well-being.

a. What according to you are five compelling reasons for the existence of child labour in India?

b. Suggest four strategies/action plan that can be adopted by business to make child labour unattractive and non viable.

 

Course: Business Communication

1. Large organizations where there are many people working closely, create unofficial and informal channels of communication. What is this kind of communication known as and what purpose does it serve in large organizations? List different types of this communication along with drawbacks if any.

2. Explain the various forms that non-verbal communication takes which impacts cultural aspect of communication. How does verbal and non-verbal communication relate to each other?

3. Zenstar Technologies has the task of collating feedback from its customers before the launch of its new product next fortnight. They need their customers to participate and be forthright in the opinions they present to improvise and make any last minute course corrections to garner the best response for the product launch.

a. Which computer tool for collecting information will be most suitable for the requirements of Zenstar Technologies and why?

b. Advice on how they should conduct the whole exercise of gathering feedback from their customers?

 

Course: Business Economics

1. The manager of a company was analysing the trend of the products of its company (Commodity Y) getting replaced by another substitute product available in the market which gives the same level of satisfaction to the consumers. Calculate the rate of Marginal Rate of Substitution and analyse the result.

Combination

Units of Commodity Y

Units of Commodity X

Total Utility

a

40

10

U

b

25

14

U

c

17

19

U

d

10

27

U

e

7

38

U

 

2. Neha has just completed her MBA and joined a startup company. The company was planning to launch a new product in the market so the management wanted to understand the different factors that can impact the demand and supply of their products in the market. Help Neha to prepare a report on the factors impacting demand and supply of products in the market.

3. Alpha Ltd market share was declining due to high competition in the market so it decided to enter a new segment. It wanted to determine the relationship between change in the quantity demanded of the product due to change in the price of the product in the market. Assume that at the price of ₹100, the demand for the product is 400 units. If the price of the product increases to ₹120, the demand decreases to 250 units. Calculate the price elasticity:

a) Using Arc elasticity method

b) Using Percentage method

 

Course: Information Systems for Managers

1. Social media and data analytics are changing the scene for most industries today. It is said that social media played a key role in propelling the Bharatiya Janata Party (BJP) to power in 2014. It is no surprise that with the elections round the corner in 2019, parties are getting their social media warriors ready to help them combat this war in the digital space. In your opinion, can Social media be used to influence voter behaviour? Can political parties actually leverage data analytics solutions to reach out to probable voters? Justify your answer.

2. Malkan Pharmaceutical Industries Ltd. is operating in the pharmaceutical industry with a number of drug formulations in the form of tablets, capsules, powder and syrup. These drugs are available to the patients through chemists or online pharmacies on prescriptions of registered practitioners only. Besides, the company has some over-the-counter products that are available to any person without prescriptions. The company markets its products through a network of wholesalers, who in turn have their retailer network. The company is finding it difficult to maintain the inventory of the stocks that it has at its disposal, warehousing processes and associated transactions including shipping, receiving, put-away and picking. In order to streamline its operations to achieve efficiency, the company is planning to invest in a SCM software. How would this help the company in achieving its objectives? What are the risks in implementing the same?

3. You have been assigned as a project manager to deploy ERP System in a new start-up company having multi-location in India, with standalone and disparate systems. This company has manual processes, a high dependency on people for information, leading to a delay in timely decision making. The organization has embarked on a journey to implement ERP system-duly integrating all process and functions for quality transactions and availability of information.

a. Elaborate the steps you would take for effective implementation.

b. What are the critical issues that you need to address for the successful implementation of ERP?

 

Course: Management Theory and Practice

1. M/s Subodh Enterprise is failing to make profit from last five years. The company has no proper vision and direction to follow. The Directors have decided to replace the current leader who shows less concern for people as well as profit. They appoint you as a consultant to guide them on the various types of leader and suggest them one type of leader that will be suitable for this organization with reasons.

2. Mr. Ajay wants to purchase new printers for the organization as the current printers are outdated and the cost per print is high. Whenever the printers stop working the service provided from the company is very poor. It takes them seven days to resolve minor issues. This is affecting the productivity of people. There are seven departments and all the departments’ printer need to be replaced. Explain the decision making process that Ajay should follow for purchase of best printers for the organization.

3. Mr. Amit is the departmental head of Marketing and has seven employees directly reporting to him. The seven members of the team are never in consensus with each other on major important decisions. There had been heated discussion among them in various meeting scheduled by Mr. Amit. The team members are not having great rapport with Production and R&D departments’ Head because of lack of coordination within the team. There is total chaos and confusion in the organization. Mr. Amit is worried about the online course that he has joined and has not been able to commit himself for the course. He is not able to give time to solve the assignments, check the MCQs, and participate in the discussion forum which are a part of the course. Mr. Amit’s relationship with the seniors is cordial. He doesn’t like the Production Department head as the latter doesn’t provide him with regular reports and delivery status.

a. Enumerate types of conflicts and identify various types of conflict in the above case?

b. What are the various ways to resolve the conflict?

 

Course: Organisational Behaviour

1. Shanaya works as a creative head in the entertainment industry, where she is often required to work for long hours. Her reporting authority Kiran is very inflexible who wants the work to be done according to her liking. Shanaya tried to talk to her on several occasions and explain her as well as other team members’ point of view but in vain, as Kiran would not budge. If anything is not done according to Kiran’s way she reprimands Shanaya in front of her peers and subordinates. Kiran would pile Shanaya with excess work and make her work from home even during holidays. Keeping the above scenario in mind, discuss the pitfalls of leadership as demonstrated by Kiran.

2. Anay works as a project lead in a pharmaceutical company. He is very famous amongst his team members because of his approach towards them. Whenever his team performs well he always rewards them. This reward comes in many forms like appreciation mail, gift voucher, and acknowledgement certificate. Because of this practice in Anay’s team they are regarded as the best performers in the office. Analyse the situation and explain the elements of reinforcement used by Anay.

3. Shiva and Sanjay work in an Information Technology (IT) multi-national company (MNC) in the same team as management trainees. They both got selected through campus placement. It has been six months since they joined the company. While filling up their confirmation forms Shiva came to know that Sanjay draws more remuneration than him. This had visibly upset Shiva and he started dumping all his work to Sanjay. The strained relationship between them could be sensed by their colleagues as well. Sanjay probed for this and from one of Shiva’s new confidante he came to know the reason.

a. What kind of conflict was between Shiva & Sanjay? Discuss the same with suitable concepts & reasons.

b. How can the conflict be resolved or managed by Shiva. Discuss

International Banking & Foreign Exchange Management

Q1. 3rd November 2017, Government announced recapitalization, According to many expert this step will help Public Sector Banks to expand their operation, how it will happen and when? How it will have impact on their FOREX transactions?

 

Q2. Goods and Service tax is considered as tax reform in India, But on the other hand its slow down the pace of economic growth of the country, do you think it had positive impact on FOREX transactions? Explain various provisions under this act for FOREX transactions?

 

Q3. Traditionally, NRIs have been more comfortable investing in real estate in India. Real estate investment gave returns in the country at an average of about 14-17% in this decade. Sensex returned 19% in the decade and top performing diversified equity mutual funds have given returns in the range of 25-30%. Though past performance cannot be a pure indicator of future performance, but the pattern will stay true if the Indian economy grows in the 8-9% range in the next decade. So it makes good sense to get a life beyond real estate!

In absolute amount it does make a huge difference!

Type

Average return

Invested amount

Years

Value

Real estate

15%

INR 10 lacs

10

INR 40 lacs

Sensex

19%

INR 10 lacs

10

INR 57 lacs

Diversified Equity Fund

26%

INR 10 lacs

10

INR 1 cr

 

a. NRI from which country can’t invest in the Indian Mutual funds? Why NRI’s prefer Indian mutual funds as an investment option? (5 Marks)

b. NRI need to have NRO or NRE account to deal in INR, What is the role of these account in case of mutual fund investment? Explain the formalities to purchase Indian mutual funds for NRI’s.

Insurance & Risk Management

1. Anil has recently started working with a renowned MNC after passing out of a premier B-School. A senior colleague has suggested him to start investing early, if he wants to build a large retirement corpus. He also suggested Anil to take adequate life insurance cover. Anil is however, unable to properly understand the utility of a life insurance cover. You are required to provide Anil with an understanding of the importance of Life Insurance cover, and the various types of Life Insurance Products that are available.

 

2. Anita is self employed. She is thirty one years old, and is a fitness freak. She looks upon health insurance policies as useless annual drain on people’s monetary resources. Confident that she will remain fit and healthy in the foreseeable future, she has decided not to spend yearly sums on buying a health insurance policy. Do you feel that she is doing the right thing? If not, suggest suitable types of health insurance policies that she can consider.

 

3. A) John is forty years old, and works in the Private Sector. He feels it is still too early to worry about old age, and does not have a systematic investment plan. His focus is very much on the quality of life at present. As his financial planner, discuss the types of risks he will face post retirement.

3. B) Suggest ways through which John can plan for good quality of life post retirement.

Essentials of HRM

1. Poshak Ltd. is an apparel company where after Sid joined as an AVP-HR and understood that workforce was not happy with their job profile as they were finding it too routine and monotonous. It has also been noted that the work productivity was decreasing and the employee attrition was increasing. It was implicit that the organisation needed to go for job designing. Suggest all the approaches to Sid for job designing which would prove beneficial for Poshak Ltd.

 

2. MiniBurgs is a fast food outlet which is now expanding its operation throughout Mumbai. Since it was initially a small joint which kept on growing and now is becoming a chain therefore undergoing a lots of changes. MiniBurgs can only respond better to these changes when the employees are also willing to accept and adapt to the same. The HR team is emphasising that since the business is expanding the workforce must develop their KSA (Knowledge, skill and competencies) regularly for combating any kind of change in the external or internal environment. It was also discussed that there is a need for HRD in Miniburgs. Discuss that why Miniburgs has a need for HRD.

 

3. Yes bank did something different for its Induction program rather than going by the old conventional methods. The new employees in Yes Bank were greeted with its drum beating session which acted as a stress buster and then it was followed by other various fun activities aimed at experiential learning, instead of the old way of inducting employees which merely focused on PPTs as well speech on organisational culture, etiquettes and opportunities. The employees really appreciated this novel way of induction. As per this case answer the following questions:

a. Yes Bank could have directly asked the employees to report at work, but why induction was needed? Discuss it from organization’s perspective.

b. The employees seemed to have really like the induction, so why it is important from their (employees) perspective? Discuss

Decision Analysis & Modeling

1. Discuss and Describe the role of linear programming in managerial decision-making bringing out limitations, if any. (10 Marks)

 

2. A retired person wants to invest upto an amount of Rs 60, 000 in fixed income securities. His broker recommends investing in two Bonds: Bond A yielding 7% and Bond B yielding 10%. After some consideration he decides to invest at most Rs 24, 000 in Bond B and at least Rs 12, 000 in Bond A. He also wants the amount invested in Bond A to be at least equal to the amount invested in Bond B. Formulate this problem as a linear programing problem with the objective of maximizing the return from investments. (10 Marks)

 

3. The manager of a bank observes that, on the average, 18 customers are served by a cashier in an hour. If the service time has an exponential distribution, answer the following questions

a) What is the probability that a customer shall be free within 3 minutes? ( 5 Marks)

b) What is the probability that a customer shall be serviced in more than 12 minutes?

World Class Operations

1. List the various Techniques and Tools adopted by companies to achieve World Class Operations. Discuss in brief any 3 Tools applicable with reference to a Restaurant. How successful are these Tools for the company in achieving World Class Operations

 

2. Define the concept of ‘Total Quality Management’. What are the fundamental factors (7Ms) affecting Quality. Discuss how these factors are adopted to achieve Total Quality with a reference to an Educational Institute (10 Marks)

 

3. 'SITI Bank', a leading private sector bank in the banking industry, has seen an ever growing demand from its customers for the best service. This has become more challenging for the bank on account of the competition; especially since newer MNC banks in the private sector have been added in the past few years and they are well equipped with all the latest techniques in their domains. The Bank's management on analysing the decreasing net profits came up with 2 major reasons for the same: the first being the dwindling number of customers satisfied with the bank processes and secondly the higher input costs of operations(infrastructure, power consumption, etc) Discuss the following aspects which the Bank's management might be considering in providing Quality service to its customers

a. The Bank's service processes have a lot of issues, their operations are disturbed and consequently the output levels are not satisfactory.. Discuss in brief how the Bank can adopt the concept of FMEAC to analyse and correct/eliminate these issues. (5 Marks)

b. Discuss how the Bank can adopt the concept of ‘Green Production’ in its working environment to possibly decrease operational cost.

B2B Marketing

Q.1 Crompton Greaves Ltd is the leader in Indian Domestic market for electric motors, which conform to Indian & International Standards. The company faces a severe competition from small scale motor manufacturer as well as large global players like Siemens & ABB. What suggestions you would like to give to the company to maintain its leadership position in this product category? (10 Marks)

 

Q.2 Sam Chem Corporation is into the business of House Keeping products & equipments. Develop an effective communication programme for the company. (10 Marks)

 

Q.3 Read the following Case & solve the questions given:

Mahindra Parikh, Senior Manager-Commercial, India Textiles Ltd., felt doubtful on bringing down the delivery time from 60 days to 45 days, demanded by some international buyers of garments. The company's manufacturing unit at Bangalore produced garments like shirts, trousers, for domestic as well as international customers, including Walmart, i.e. Penny, and Gap. The production process included various operations like dyeing of yarn, weaving, and processing.

The production was organised on three shift basis. The company had outsourced some of the operations like processing because it did not have facility to do the processing, although it had adequate space.

Mahindra asked the market research manager to get the information about the competitor’s delivery time for the garments. The market research manager informed him that only four out of about 100 garment (or apparel) manufacturing units were in a position to fulfill the important purchasing objectives of 45 days delivery time and consistent product quality.

Mahindra applied a lot of pressure on the existing processing firms to bring down the delivery time.

However, he did not receive any positive commitments from them. Mahindra felt that it was very important to satisfy the delivery and quality objectives of the garment buying firms, in order to achieve the company's sales and profitability goals.

Questions:

a. If you were Mahindra Parikh, what would you do? (5 Marks)

b. ‘The company had outsourced some of the operations like processing because it did not have facility to do the processing, although it had adequate space’. Do you agree with this decision? Justify

International Logistics & Supply Chain Management

Question 1

You are a purchase manager and have to develop two vendors for supplying tissue papers for your hotel. The packing quantity is one box of 100 tissues. Monthly consumption is 50,000 boxes. The consumption is very high and hence it is A value item. These papers will be used by all customers in the hotel. In all 3 vendors have responded to your query and the details are as under:

Vendor

Rate in INR

Location

Factory condition

Leadtime

Storage capacity

1

320 per box

10 Minutes from hotel

Unhygienic, untidy

15 days

Cannot hold stock for more than a month

2

340 per box

2 hours from hotel

Very clean, tidy and best quality

20 days

Can keep stock for 2 months in his warehouse

3

355 per box

3 hours from hotel

Moderate conditions

30 days

Can hold stock for three month

Whom you will select and the reasons for such selection. The price is yet to be negotiated.

 

Question 2

Your company is dealing with imported electronic items to market in India. All items are brought by sea only as they are container loads and in huge volume. You have to select one 3 P L service provider in Chennai to receive, stock and distribute the items to PAN India. 3 service providers have offered their services as under:

Service provider

Rate per pallet position

Location

Warehouse condition

Strengths

Weakness

1

450 per pallet of 1 cubic feet

45 km from sea port and city

Very good, racking system with good material handling equipments, good software system

Good staff, security, safety, clean and tidy

Rate not negotiable, 30 days credit and insists on time payment

2

420 per pallet position

35 km from sea port and city

Unprofessional, racking available, good software system

Not very good staff. Safety is weak

Nothing specific

3

430 per pallet position

75 km from sea port and city

good racking system, good software

Staff quality good, safety good

Nothing specific

Please suggest a good 3 PL service provider and the reason for selecting the same.

 

Question 3

Your factory is located at Nagpur in Maharashtra. Your company would like to export a consignment which has odd dimension. The product is projecting outside the container on the top by 6 inches.

a. What type of container would you suggest to the company to move this consignment safely to the destination? Explain the reasons for your selection.

b. What is your proposal to move this consignment to the seaport i.e. loading the container from the factory at Nagpur or bringing the consignment to the sea port and load the container? Explain your decision with all details.

Supply Chain Management

1. What are the three decision phases of Supply Chain Management? What are the key decisions made in each phase. Please give 3 examples of decisions in each phase and comment how each phase is connected?

2. A group of NMIMS alumni have started a new e-commerce company and they are expecting to serve only 5 cities- Delhi, Mumbai, Bangalore, Kolkata and Hyderabad. Each parcel they ship to their customers in these cities weighs between 200 grams and 400 grams. They negotiated with a courier company for shipping their parcels and the best rates they got for all parcels up to 0.5 kg are given in below table:

Rates per parcel up to 0.5 kg Destination City Source City

Delhi

Mumbai

Bangalore

Kolkata

Hyderabad

Delhi

25

40

60

60

55

Mumbai

40

25

35

65

40

Bangalore

60

35

25

55

35

Kolkata

60

65

55

25

50

Hyderabad

55

40

35

50

25

The number of orders they are getting from each city per month are given in below table Delhi Mumbai Bangalore Kolkata Hyderabad Orders from each city per month

5000

6000

4500

3000

3500

For processing their orders and storing the inventory, they need a 10000 sq ft warehouse. The rental cost in Mumbai is Rs. 20 per sqft. whereas the rent in Delhi is Rs. 8.5 per sqft. All other costs of operating the warehouse is same for both the cities. The group has to decide if they should have a warehouse in Delhi or in Mumbai to keep their costs to minimum. (10 Marks)

Q 3. Case Study/ Caselet

Prime Plastics Pvt. Ltd. is a company based out of Mumbai, India. They produce vials using LDPE (Low Density Polyethylene) granules. Granules are imported from a plant in Germany which dispatches the goods on the same day when order is received. The shipments are made through sea and the transportation lead time is 45 days. Once the granules are received, the company tests the goods in their inhouse lab and only after that, the granules are used for making vials. Testing time for granules is 15 days. On an average company uses 24 metric tons of granules every month. However the business development team of the company has informed that any day they can receive new orders and the consumption of granules can go up to 30 metric tons.

a.) How much safety stock of granules should the company maintain

b.) At what inventory level the order for new lot of granules should be placed.

Brand Management

Q1. Sudhir is an entrepreneur planning to launch a new Health-drink. There are already available multiple similar product but they are mostly targeted at consumers looking to lose weight. But Sudhir wants to focus on a new category - Young people too busy to have meal on time. What do you think of his business plan? What are the advantages / disadvantages of building a new category vs. entering an existing category? Which option will you recommend to Sudhir?

Q2. Arpit plans to set-up a new dairy company. It has the network of milk-producers willing to supply milk. He is struggling with finalising which products to focus on in initial stages. His operational-head wants pouch-milk to be the launch product, followed by value-added products like butter, chhas etc. His argument is that these are products easy to sell by sales based strategies like price-discounts, retail push etc. This view is challenged by Shankar, their strategy consultant. Shankar recommends high-value-added and long-shelf-life products like Ghee, Cheese etc. to be the entry products. His argument is that it is possible to differentiate these products basis quality. Milk has become a generic product and is primarily bought on trust and habit. Critically analyse the above two entry-strategy and suggest your recommendation.

Q3. Pover is an Indian manufacturer and supplier of Wind-power equipment. It prides itself on its product quality and technological know-how. It has been able to unsettle world-leaders in couple of international markets. Buoyed by its recent success, company’s MD, Mr. Prakash wants to undertake expansion and wants to scale-up Pover’s marketing & communication efforts. His team believes that it is the technical superiority of Power products that gets them the contracts and same should be the focus of communication. Mr. Prakash gets an customer-research study done to find out the right things to communicate about Pover. Below are the key findings,

i. Pover products are considered to be high-quality and comparable to global players

ii. Global companies are often found to be bureaucratic while Pover is accessible & responsive

iii. Market is divided in two segments - 1) One set of projects/customers consider the windpower equipment to be commoditised products 2) Customers who believe in extracting the maximum output by investing in better quality products through superior design & not cutting corners in manufacturing & implementation

iv. Global companies are able to demand a premium over other players including Pover.

Unlike the cost-based players & Brand-based global players, Pover’s value-proposition (quality vs. price point) is unclear, thus leading to hard-bargain during the sales process Questions

a. Critically analyse the market situation for Pover, articulating its strengths and business challenges.

b. Suggest the objectives and communication plan (target, pitch/positioning, Reasons to Believe) for Pover, keeping the survey findings in consideration.

 

Marketing Strategy

Case

Mr. Karsanbhai hires you in his business as an advisor. His company M/s Fresh Life manufactures and sells mouth freshener (Mukhwas) “Khaas” in the Indian market. Mukhwas is a colorful Indian after-meal snack or digestive aid widely used as a mouth freshener, especially after meals. The company is known for its good quality ingredients. The company has followed the traditional way of doing business and has been making profit from last 25 years but the recent competition has put them into the difficult situation where their profitability is getting affected. The company plans to make some changes in its functioning style and you have been asked to advise on the following matters.

1. Prepare the Vision, Mission, Goals and Objective for M/s Fresh Life.

2. Explain various ways to promote “Khaas” in the Indian Market.

3. a) Explain the PESTEL analysis for M/s Fresh Life.

3. b) Prepare a SWOT Matrix for Mukhwas Business

International Marketing

Q.1) You are the CEO of Bajaj Auto, a 2 wheeler company in India. You decide to compete with the existing 4-wheeler brands in India by launching “Qute” a quadricycle. How do you plan to undertake your Segmentation strategy along with your Positioning strategy?

Q.2) You are the owner of a well established Pizza chain in South Korea by the name of Mr. Pizza. Suggest 3 ways of entering India. Amongst the provided options, suggest which alternative is the best & why? Once the option is chosen how will the roll-out occur?

Q.3) You are an Australian soft drink brand by the name of “Sunkist”, a citrus brand & wish to enter India.

A) What aspects of New Product Development will you undertake & execute. Enlist in details with relevant examples.

B) Given that India is a unique market by itself, what specific customized changes will you undertake to your product “Sunkist” while introducing in India. Would you stick to only “Soft drinks” category or diversify?

Marketing Strategy

Question 1: Founded in 1971 in Seattle, Washington, USA, Starbucks is a well-known international brand with presence in more than 20,000 locations. It has been over 23 years since Jeff Bezos founded Amazon.com in Seattle, Washington, USA. Suppose, Amazon.com is planning to acquire Starbucks, and Jeff has hired you as an advisor. Should Amazon.com acquire Starbucks? Why?

Question 2: Suppose, you are working as a Brand Building and Brand Management Specialist and have been hired by a competitor of Mercedes, the popular car brand. Help your client by explaining the Marketing Strategy of Mercedes in India.

Question 3: Founded in 1976, Brompton (www.brompton.com) is a well-known brand in the international folding bicycle market. Madhav, a young Indian and a first generation entrepreneur, incorporated XYZ Pvt. Ltd. in the year 2018 with a vision to build the first Indian brand to feature among top 3 international folding bicycle brands by 2025. Madhav has hired you as a consultant.

 Question 3a: Explain the various points that you would consider in order to assess the attractiveness of the market for XYZ

 Question 3b: What will be your recommendations to Madhav regarding Marketing Strategy for XYZ?

Logistics Management

1. “The only real differentiator in today’s markets is service, and transportation is a vital part in that accomplishment. Without it, customer loss is virtually a guarantee”. How will you explain this statement? (Industry examples will be well appreciated)

2. Discuss briefly with examples how as a Logistic Manager you will address various objectives in terms of total cost goals and customer service goals.

3. As the Logistics Head, you observe your organization had planned 500 consignments last year but the actual data reveal that company had booked only 300 consignments and out of which 250 were actually delivered. The report also suggests that 5 consignments were damaged in the transit.

a. Explain the performance measurements you can do using various productivity measures for improvement?

b. Explain your strategy to select the right distribution channel for your business

 

Integrated Marketing Communications

1. You are the owner of a Men’s fashion store. With the wedding season approaching you are planning to promote it. How would you go about it?

2. You are the brand manager of an FMCG Foods company and your company is launching a new range of healthy quick bites targeting the working population. Explain the Integrated Marketing process you will use to launch the product?

3. Case Study

Blueair Air Purifiers aim to gain 10% Market share by 2020

Source : PTI feed TOI

Sweden based airpurifier firm Blueair is looking at India as a priority market and expects to gain a 10% market share by 2020. It is in a nascent stage but cluttered category with 28 players vying for a share in the 350 Cr. Market growing at 40%. Blueair is a high end product. India is a high potential market and is expected to grow to Rs. 1500 Cr.-1800 Cr. Size in the next 3-4 years depending on when the inflection point happens. Currently the market is centered around Delhi but there is a growing awareness across metros about the need for air purifiers. Blueair has managed to double its sales last year and should continue to double it every year to reach its target of 10% share of Market by 2020.

Questions

a. In a competitive market with many serious players, how should Blueair approach their IMC to reach their target of 10% share by 2020?

b. What tools would you leverage in the promotional activity for Blueair to double their growth every year?

 

Supply Chain Management

1. Globalization and the advent of Information and communication technologies have influenced substantial changes in forms of supply chain management. Discuss the need and importance of warehouse management. Explain in detail the various types of technology that can be used to manage the warehouse operations with reference to a retailer like Reliance Trends, Pantaloons, etc.

2. Collaborative Planning, Forecasting and Replenishment (CPFR) is a technological innovation tool that was first registered as a trademark by the Voluntary Interindustry Commerce Standards (VICS) Association (1998) and is defined as a web-based approach which can coordinate the diverse process of supply chain management including production and purchasing planning, demand forecasting. It is a collection of new business practices that leverage the internet and EDI in order to achieve two goals: radically reduce inventories and expenses while improving customer service. Give an example of a pharmaceutical company where the different phases of CPFR have been successfully adopted.

3. Over the past several decades, logistics activities have increasingly been sourced out to specialized third-party logistics providers (3PLs). In recent years, however, 3PLs have increasingly been challenged by new disruptive business models and digital technologies. For example, platforms such as Cargomatic and Uber Freight enable cost-efficient, real-time, on-demand arrangements of transports that cut into the domain of logistics services. E-commerce providers such as Amazon, which used to be a business partner to 3PLs, has started building up its own online-based logistics solutions. Similarly, vehicle manufacturers have started to leave their traditional business field and provide their own digitalized fleet management and mobility services, which used to be domains of 3PLs as well. As pointed out in a study by the consultancy company Oliver Wymann, logistics start-ups from the USA and Asia with high financing volumes are transforming the entire logistics industry. This puts significant pressure on traditional logistics markets such as Germany, Sweden and the Netherlands, with their established market players. Experience from other industries such as travel and retail shows that digital disruptions may change entire markets within a very short time. In the course of these changes, business models that have been dominant for decades are replaced by new ones. (Source: Hofmann, E., & Osterwalder, F. (2017). Third-party logistics providers in the digital age: Towards a new competitive arena? Logistics, 1(2))

a. Highlight any two examples of third-party logistics providers (3PLs) startups in India and how have they transformed the ecommerce space.

b. How do these startup companies disrupt the already existing established domestic logistics players?

 

Total Quality Management

1. If you are a part of the top management of a Foods Product Company, how would you involve staff and workers in operating Total Quality Management program & what should be criteria for performance measures?

2. “Customer decides Quality”. Justify the statement with examples. Who are internal & external customers for a Company and how should you deal with them?

3. TQM has been highly successful in Japan, but its success in India is mixed.

a. How did Japan achieve high success by implementing TQM?

b. What are reasons of low success in India and how could we improve?

 

Enterprise Resource Planning

Q.1. “Successful ERP implementation projects are less about Technology and more about People and Processes.” Do you agree with the statement? Elaborate on a few critical success factors in the implementation of ERP systems.

Q.2. From the Farm (FTF) Pvt. Ltd. is a food and beverage company. FTF Food's endeavor is to provide best in class innovative offerings in the food and beverage segment in India. To do this effectively and to expand their reach in the Indian market, they sought to automate Inventory Management at different levels. The company needed a customized ERP solution that followed the norms of the industry to handle their specific requirements such as inventory management to manage the different levels of activities. Clearing of stock based on the expiry dates of the products and an integration with the finance module to automate all the financial activities. You have been appointed as a consultant to this organization to help in the ERP implementation plan. Prepare a blueprint / flowchart of the ERP implementation plan indicating all the identified tasks, resources required and the relationships among the various tasks.

Q.3. The Vedant Group started operations in the year 1992 with a vision to provide unparalleled quality service to a spectrum of Maritime and Oil & Gas Industry. Vedant is now one of the major players in Dry Docking and Ship Repair in India. Vedant has also become a formidable group in providing offshore logistics to support the Oil and Gas industry. It wants to look for an integrated system to manage all their activities such as offshore engineering, offshore logistics, coastal logistics and port services, dry docking and ship repairs and inland waterways.

a. What are the factors the management must keep in mind while selecting a vendor for the integrated system.

b. In your opinion, what challenges do you think Vedant may face while implementing an ERP package?

International Marketing

1. You are an Indian Company manufacturing machine parts made of steel and exporting to US. With Donald Trump imposing Tariffs, you have decided to manufacture some of your products in North America and use this as an opportunity to expand your business in that part of the globe. You want to set up the factory either in Mexico or in Canada for this purpose. Evaluate the two location options of setting up the Plant and Business on basis of International Business & Marketing Environment parameters to come to a decision.

2. You are the CEO Starbucks and wish to enter India. Evaluate any 3 entry options to enter into India. Which of the market entry options would you finally choose & why?

3. The Tanzania Toothpaste market has strong growth and reasonable volume. The market is dominated by Colgate which has more than 65% market share and rest 35% percent are scattered within 6-7 local players. Colgate is the market leader in prices while all the other local players are about 20-25% cheaper in prices. The top three parameters of buy of Tanzanian consumers are Health, White Teeth & Freshness in that order. While Colgate positions itself on health platform, other local players are positioned on other 2. One of the biggest reason for lower market share is poor print quality on the toothpaste tubes where as Colgate gets its products from Europe where better quality printing facility on tubes is available. You are an Indian contract manufacturer for Unile ver in India and are now eyeing the Tanzania market where there is no clear number 2. You have set up a Contract manufacturing and Distribution partnership with C&C which is a local business conglomerate who apart from other businesses are also into FMCG but not into Toothpastes. You have decided to export quality printed toothpaste tubes from here for the purpose to overcome the problem faced by local manufacturers.

a. Suggest what would be your pricing strategy for the new brand of toothpaste that you would introduce in Tanzania market based on the information.

b. Suggest the possible brand positioning for your Toothpaste in the Tanzania Market.

 

Sales Management

Q.1 Tasty Foods Pvt. Ltd, a contract manufacturer of juices has decided to enter the growing market of juices & drinks by launching its own brand ‘Yogo’, a yogurt-based drink, in different markets in India. The sales manager of this company is deliberating on the issue of developing territories for selling this product. Suggest various factors that should be taken into consideration in this context.

Q.2 ABN Amro (ABN) bank plans to build new sales force organization to market its credit cards in Vapi. But the market already has some other big players. In such a competitive environment, which factors must ABN consider in order to design an effective sales organization?

Q.3 Read the case & answer the questions:

One of the largest consumer electronic company in India well anchored in the urban market realized that they have almost reached saturation in their growth in urban markets. As a strategy to trigger sales growth, they have decided to enter rural market. As a sales manager:

a. Do you think the decision of the company was right or it is a disaster to enter rural market to trigger sales growth; give your point of view with logical reasoning?

b. As a head of Sales what will be your strategy as far as sales force deployment without affecting current coverage

 

Project Management

Q 1. You are invited to work as a project management consultant on a project for construction of a commercial complex. Discuss the possible ways by which you can contribute towards success of this project.

Q 2. You are involved in an exercise to evaluate capital budgeting. The proposed project has estimated initial outflow of Rs. 1 lac and outflow of Rs. 37,000, Rs. 13,000 and Rs. 63,000 for first three years respectively. Your client uses 15% discount rate for capital budgeting. What would be your recommendation on financial feasibility based on Net Present Value technique? Provide enough details for justification of your recommendation.

Q 3. “I am feeling jittery. How can I estimate how much time it would take to launch our next store in Ratnagiri city? I have never worked on such project of opening new store in new city. I don’t know what my boss is thinking of me? Am I a magician to produce a number from nowhere?” Sudesh went on talking on phone while Mansi kept on listening patiently.

Sudesh had joined a retail chain as a marketing executive six months back. After showing a great performance for six months on an advertising campaign, he was just put in this new project. When Sudesh’s boss briefly told him about this new project, he mentioned that Sugesh should first work on time estimates. Sudesh immediately called Mansi, his cousin, who had 10+ years of experience of working as a marketing manager. After bursting out all frustration, he finally asked, “What should I do?”

“Is it the first time the company opening a store in new city?” Mansi asked her first question.

“No, there are many people here who have done this before and I am told that all facts and figures about those projects are all documented well”, Sudesh responded. “But I am going to do it for the first time!” Sudesh was still nervous. “You don’t need to worry! There are two ways by which you can go about making time estimates. Either refer to data from past project or seek opinion of earlier project managers.” Mansi started giving her advice to her cousin.

a. What advice will Mansi give to Sudesh about learning from past data?

b. What advice will Mansi give to Sudesh about expert opinion?

 

Strategic Financial Management

1. Bajaj Limited expects to see a growth of 20% every year in free cash flow to equity (FCFE) over the next 3 years. The growth is likely to decline to 10% over the subsequent two years. After that, it is expected to be at a stable level of 6% per year. The FCFE in the current year is Rs 20 per equity share.

Compute the fair value per share based on the FCFE approach. Assume 20% cost of equity.

2. Companies X and Y are into the same business with different capital structures.

X Y

Number of outstanding equity

shares 200000 100000

Face Value per share (Rs) 10 10

Market price per share (Rs) 15 20

Dividend per share (Rs) 2 3

Growth in dividend (YOY %) 0% 10%

No of debentures 0 10000

Market price per debenture (Rs) 95

Interest rate (on face value Rs 100) 10%

Calculate the weighted average cost of capital of X and Y. Assume income tax rate of 30%.

3. A manufacturer is exploring a proposed production of premium quality widgets. The required machine would cost Rs 2 lakhs and has a useful life of 5 years. For the purpose of tax, relevant depreciation allowed on the machine is 20 percent on written down value basis. The salvage value is realizable at the end of 5 years. Initial working capital required is Rs 100,000 and is expected to remain constant year on year. Widgets can be sold at Rs 8 each. Around 75,000 widgets can be sold per year. A cash fixed cost of Rs 50,000 is expected to be incurred every year. Variable cost is estimated to be Rs 4 per widget. The tax rate is 30%.

Assume 20% cost of capital.

(a) Evaluate the proposal based on its NPV.

(b) Would the investment decision be the same based on IRR approach? Explain.

Course: Decision Analysis & Modeling

 

1. There is a relationship between the Primal and the Dual problem in Linear Programing Problems. In this context explain the Primal and the Dual Problem and establish the relationship between the two. (10 Marks)

 

2. In Assignment Problems, often we face some additional constraints in the form of prohibited assignments. What do you understand by these prohibited assignments?

(10 Marks)

3. The owner of Fancy Goods Shop is interested to determine how many advertisements to release in the selected three magazines - A, B, and C. His main purpose is to advertise in such a way that total exposure to principal, buyers of his goods is maximised. Percentage of readers for each magazine is known. Exposure in any particular magazine is the number of advertisements released multiplied by the number of principal buyers. The following date is available:

Particulars

Magazines

A B C

Readers

1.0 lakh

0.6 lakh

0.4 lakh

Principal Buyers

20%

15%

8%

Cost per Advertisement

8,000

6,000

5,000

The budgeted amount is at the most Rs.1.0 lakh for the advertisements. The owner has already decided that magazine A should have no more than 15 advertisements and that B and C each at least 8 advertisements.

a. Identify the decision variables (5 Marks)

b. Formulate the problem as a Linear Programming Problem. (5 Marks)

 

Course: International Logistics & Supply Chain Management

 

1. ABC organization wants to expand their production capacity and needs space. Management asks you to explore whether the warehousing operations can be shifted to either third party logistics or locate the warehouse outside the premises of the company at a cheaper rate of rent and operational expenses. Explain your recommendation with the cost benefit of both options.

 

2. You are a Procurement Manager and need to procure 30 lac plastic containers of 100 gm capacity for packing your products. You have two options i.e (1) Procure locally (2) import them. Exporter is willing to give 45 days credit but the minimum order quantity is 15 lac containers. Local manufacturer is willing to give on payment against delivery and the minimum order quantity is 10 lac containers. The landed cost is more or less same in both imported and local procurement. Explain your proposal to the management with the supporting details of your decision. (10 Marks)

3. You have to outsource transportation of car glasses for 2 years for your organization . There are 6 types of auto glass on a vehicle: the front Windshield, front and rear door auto glass, vent glass, quarter glass, and back glass. You need two 9 ton trucks which have to be modified to hold these different types of glasses. Transporter offers two quotes. i. He will provide two vehicles and modify the vehicles at his cost . The monthly transportation charges would be Rs. 1.2 lacs irrespective of whether you use them or not. ii. You can buy two vehicles of 9 ton capacity and modify the vehicles. The average monthly cost works out to be Rs. 70,000. Kindly give your decision on the following:

a. What are the benefits and drawbacks in option (1) and what are the benefits and drawbacks in option (2) (5 Marks)

b. Which option you will select and the reasons for the same. (5 Marks)

Sales Management

1. Why are sales territories required? Discuss the various stages in territory planning and suggest what type of territory planning is appropriate for the following cases

a) A company selling food products

b) A company selling holiday packages

c) A company selling bulk drugs to large pharma companies

2. Describe principles of effective presentation. How would you plan your sales presentation if you are a sales person, responsible for selling PCs to individual consumers?

3. Rajan, the regional sales manager of Hercules Motorcycles Ltd. (HML), has just completed the monthly meeting in his office with his six dealers of Chennai. Rajan is quite upset as the meeting did not go well as planned. The problem started with the targets for the next month he gave to the dealers. None of them was willing to accept it saying that the targets were too stiff and not achievable. The dealers were also not convinced about the ability of the proposed promotional support for the month helping them achieve the targets. The problem is compounded as 25 per cent of the margins to the dealers are directly linked to achieving their monthly targets

This is third month running that Rajan is facing the target issue with the dealers. Rajan strongly believes that (HML) and its sales management team understands the company needs, the competition and the prospects better and hence they can decide the targets for the dealers.

The dealers have been missing the targets in the previous two months. In the first month only two dealers beat the targets and in the second month only one dealer could meet his target. In the current third month targets just given to them are even stiffer as Rajan is under pressure from his VP-marketing to make up some of the losses of the previous two months. He is planning to meet five of his Bangalore dealers the next week and is sure to face a similar situation.

Questions:

a. What should be the course of action taken by Rajan, to ensure that the targets are met?

b. Suggest a system of sales planning for the future to avoid such situations in future.

 

Customer Relationship Management

1. The marketing department of an educational institution requires to be innovative and offer the best and most relevant programs for students and executives who look upto them for career growth. Why is it important to custom create CRM solutions for marketing departments in the learning and development industry?

2. How can one nail customer expectations and deliver a CRM solution which is comprehensive and incorporates all factors that make up an effective solution?

3. You are entrusted with the responsibility of setting up a supermarket like Hypercity in a metropolitan city of India. Most important parameter of your success would be great customer service and customer satisfaction. You need to orient your team to ensure the project is a success by preparing and answering the following questions.

a. What aspects are customers most dissatisfied with in metros and small towns in India?

b. Discuss the elements of good customer service for supermarkets globally.

 

Treasury Management in Banking

1. Rohan got placed as a treasurer in reputed bank. In order to gauge his basic understanding, his manager ask him to prepare a short presentation on the various functions of Treasury Management. Help Rohan with his assignment.

2. You are appointed as a career counselor in a reputed Business School of Management. A final year student pursuing his specialization in Banking and Treasury approaches you to get the guidelines on the career prospects in treasury Management. Help him with his query

3. a) Banks are subject to various kinds of risk. As an operational manager prepare a presentation on the various kinds of risk that impacts the operations in treasury department.

3. b) Also describe in brief the various methods which are adopted by the bank Treasurer/Regulators in measuring these risk.

 

Insurance and Risk Management

1. Shayla is an actuarial in an insurance company. Few of the new joiners have been appointed as underwriter in their department. Shayla’s manager asks her to prepare a short presentation on the various methods used by them in calculating the premium rate.

2. Mr. Sharma is looking for some insurance policies. Therefore, he is in a need of a competent insurance agent who can help him with the suitable polies as per his need. Highlight the important point which Mr. Sharma should consider while selecting his Insurance agent. Also Discuss what all sources he can explore for searching these agents.

3. Anurag Gupta bought a health insurance policy two days ago and was quite satisfied with his decision. He knew that his current lifestyle made him more prone to diseases and illnesses which could burn a deep hole in his pocket and that's why he bought a health insurance policy to cover health care cost.

But just after six days from the purchase of the policy, Anurag was diagnosed with a kidney stone and was advised to go for a Lithotripsy (surgery for removing stone).

He wasn't bothered about the cost as he knew that he had a health insurance plan to cover the cost. He got admitted and went for the surgery, but the big shock came when he was told that he hadn't completed the initial waiting period under his health policy and that's why his claim would not be accepted; the expenses will be borne by him.

With regard to the above case explain the following:

a. The concept of waiting period in health Insurance Policy

b. The important points which an insured should keep in mind while reading the clauses for the waiting period.

 

International Banking and Foreign Exchange Management

1. Casa bank was a domestic bank and was doing good in the Indian Market. The managers of the bank were planning to expand to global operations and decided to propose the same to the management. Prepare a short report on the strategies that would be required for successful internationalization of the bank.

2. Commercial banks offer an effective platform for effecting cross-border remittance transactions. These banks have an advantage of extensive networks across countries for sending and receiving international payments and settlement systems. Prepare a report on the factors that need to be taken care by the banks offering the services of foreign remittances to their customers.

3. Shiva has completed his Banking and Finance course and has joined the foreign exchange department in a bank. His profile would include transactions in various currencies for which he needs to understand the different quotations properly. Help Shiva to prepare a short report on:

a) Situations in which Direct Quote would be used

b) Situations in which Indirect Quote would be used

Course: Advanced Supply Chain Management

 

1. You are required to design a distribution network for a large e-Retailing company which deals with home appliances. Customers normally place a single order for different appliances of different brand. What distribution network do you think will be most suitable? What will be the benefit and drawback if any?

 

2. You have successfully implemented supply chain strategy and distribution network. Now how will you measure the performance of the supply chain strategy to know how well it has impacted the organizations? (10 Marks)

3. You are responsible for Inventory management in your organization. Investment in inventory is one of the largest assets of any business and is difficult to manage if it involves multiple items that are located at multiple points. (10 Marks)

a. What are the various inventory related costs and how will you calculate them? (5 Marks)

b. What steps will you take for efficient management of multiple-items, multiple-location inventory? (5 Marks)

Business Economics

1. What are the important characteristics of an indifference curve. Suppose a consumer’s disposable income is Rs. 5,000/- per week and she has a choice of spending the income on concerts and meals. Assume meal is available for Rs.250/- each and concerts are available for Rs.500/- each. Prepare a table of possible combinations of meals and concerts that could be bought with the income. What is your observation about the values in the table?

2. Find below the data for price elasticity and income elasticity of demand for 5 different commodities. Interpret the values in the table in the light of  Whether the demand is elastic or inelastic for each of the commodities and why  What do you mean by negative income elastic demand in case of commodity 3  Give example for each type of commodity.

Commodity Price Elasticity of demand Income elasticity of demand 1 -0.3 +0.6 2 -1.45 +5.60 3 -5.09 -1.67 4 -0.7 +0.8 5 1.0 +1.0

3 a) “Different prices can be charged by the producer in the different market segments to maximize revenue.” Explain the statement by taking a case of aviation industry.

3 b) What do you mean by price rigidity? Which type of market structure is characterized by the price rigidity? Explain your views taking an example of industry facing the problem of price rigidity.

 

Corporate Social Responsibility

Q1. Choose any ONE listed company from NSE top 500 and go through its CSR policy as well as its CSR Report (found in annual report under Director’s report) for 2015-16 or 2016-17, and answer the following;

a. Choose any TWO projects/initiatives reported by the company and explain how they are connected to the CSR policy of the company

b. Analyse and explain the impact/s and/or outcome/s of the chosen projects using the qualitative as well as quantitative information reported. You can also include data/ information about these projects/initiatives from the company’s website.

Q2. Go through the Sustainability Report of any ONE company of your choice or your competitor and identify ONE energy saving/ managing initiative OR ONE water saving/managing initiative that impresses you. Analyze and explain the initiative’s qualitative and quantitative data in the form of a case, such that it showcases all the benefits, financial and non financial that accrue to the company. (DO NOT repeat the same company or the same initiative as in Ans1)

Q3. With the introduction of the Companies Act 2012, spending 2% of net profit on CSR has become conditionally applicable to listed and non listed companies as per the provision laid out under section 135.

3.1 As the new CSR Head, explain what according to you are the five challenges that you will have to address now that the CSR policy has been drafted and projects/ initiatives worth 2 % of net profit finalized by the CSR Committee of the Board?

3.2 Suggest viable and practical solutions to two of these challenges that you will present to the CSR Committee of the Board.

 

Organisational Behaviour

1. Explain, discuss and compare the Hofstede Cultural dimensions between any one Asian country and One European Country.

2. Monika works with Bing & Geller Enterprise which is a media house. The organisation has beautiful workplace with all the amenities. The salaries are disbursed on time, employees are able to maintain a good work life balance. But the employees are not very satisfied and motivated. Ashita being new HR manager runs an employee satisfaction survey through which she realised that even though such nice amenities are provided employees are not happy as they did not find their jobs meaningful and challenging. They also pointed that there was no recognition, no bonus etc. Relate this case scenario with Herzberg’s two factor theory and discuss the same. Conclude by giving some suggestions to Ashita which are realistic and can be implemented.

3. Leadership is an essence of any organisation. It can break or make an organisation. Keeping this statement in mind. Discuss

a. A Resonant leader of your choice (not the one in your textbook) and discuss his qualities and how those (qualities) helped to build the organisation.

b. A Transactional leader of your choice (not the one in your textbook) and discuss whether this style of leadership according to you is suitable or not.

 

Business Communication & Etiquette

1. In your opinion, which part of a presentation is most important and why? What steps do you take to ensure you truly make a mark when you present to an audience?

2. From your experience and of those around you, share how lack of trust, message complexity and difference in status impacts business communication.

3. In Crystal Corp., managers are groomed to be leaders. The organization believes in investing in their own people instead of hiring externally. In the last appraisal cycle, Preeti and Saksham were promoted as leaders of their practices. Saksham is a people’s person while Preeti has a task oriented approach.

a. As far as internal organizational communication is concerned, which one do you think Preeti will practice – upward or downward and why?

b. What would Saksham prefer given his leadership style? What are the disadvantages of being a people-oriented leader?

 

Management Theory and Practice

Case:

M/s TrackUs Courier is a well-established courier company in India. The company has been doing exceptionally well after the emergence of online business. Small and Mid-Sized organisation prefer TrackUs as their services are available at lower cost. The company follows traditional practices for all its operation. There are no computerised system to track the packages, billing, petty cash, financial statements, etc. Every process has to go through multiple steps to implement a single decision. The company has rigid manual processes for completing any work.

The company was able to handle limited customers with the traditional processes but with the ever increasing customer base there is need to redesign the system. The company needs to get the best infrastructure and information system which can handle the large customer base. The directors feel there is no need to spend on the IT systems. Also, the employees might feel insecure with the new technology and systems. The directors are not sure whether they will be able to handle the new technology. They have made a note of all the concerns and now they have hired you as a consultant to advise them on various matters.

1. Suggest TrackUs Courier any seven Henry Fayols principle with reasons so that the same can applied in the organisation to improve the effectiveness.

2. Advise the company any five latest technology that can be implemented in the organisation to improve the overall process.

3. a) What are the various resistance that an employee can show during the change process in TrackUs Courier?

3. b) Advise the directors with detail explanation any two leadership styles that would be feasible for TrackUs courier.

 

Information Systems for Managers

1. Customers show interest towards a specific brand, depending on the experience offered by the brand. However, sometimes, the brands fail to meet the customer expectations. Thus, most companies have made improving customer experience their top priority. They are currently relying on using data to understand their customers. It is imperative for brands to rapidly translate their customer insights into actions, lest they lose the business opportunity. How are retailers capitalizing on user’s data and using data analytics to improve their retail experience in store?

2. The healthcare industry is the furthest along in cloud adoption, compared to the financial services industry and the energy and utilities industry. You are invited by a private hospital to advise them on deployment of cloud. The hospital is very keen to reduce total cost of ownership, increase scalability and provide better collaboration to all the stakeholders. From that perspective, it is evaluating the use of cloud and the right choice for the deployment model. You are required to provide a brief report explaining pros and cons of each cloud deployment model for adopting cloud for its operations.

3. Mounting digitization and connectivity have led to a rise in cybercrime. With employees often plugged into insecure Wi-Fi networks and using their own devices, business data is increasingly vulnerable. As cyber-attacks become more sophisticated, data breaches are growing in size and frequency. The Center for Strategic and International Studies (CSIS) estimates that digital crime and intellectual property (IP) theft currently cost between US$375b and US$575b per year — eclipsing the annual GDP of most nations. Although a portion of cyber threats come from “hacktivistis”, the most concerning threat for financial institutions is from organised cybercrime. Banks must consider their options and opportunities now. You have recently been appointed as the Chief Security Officer (CSO) at a private bank.

a. What measures will you take to ensure the security of the systems at the bank is not compromised?

b. How would you educate your customers to prevent them from being a victim to cybercrime?

Course: Customer Relationship Management

 

1. If you had to choose from the models of CRM, which one would you opt for? Justify how the chosen model will benefit the BFSI sector.

 

2. As a customer which kind of loyalty do you demonstrate towards your preferred brands? What primarily drives you to be loyal towards a provider? (10 Marks)

3. Tasty Treats is a café chain you have started from ground up with your hard work, focus and perseverance couple of years ago. After breaking even, recently your cafés are gaining popularity and you are expanding your business. The growth is rapid and your staff seems unprepared for the increase in volume of customers and managing the interactions smoothly.

a. Your staff doesn’t understand the consumer’s perception of the complaint process. Explain it to them in a simplified manner to better equip them to avert complaints. (5 Marks)

b. How will you guide your staff to handle complaints from irate customers, in case they occur? (5 Marks)

 

Course: Enterprise Resource Planning

 

1. Explain business model of Tata Consultancy Services (TCS) using Four Box Business Model. If you were CEO of TCS, which element of this business model you would like to change for increasing revenue of TCS?

 

2. Acme Mart is a five-year old retail chain company having 20+ retail stores across Mumbai and Pune. It is expected to grow its store network to more than 100 stores in next five years. Would you recommend data warehousing to this company? Justify your recommendation. (10 Marks)

3. “What brought us here will not take us there!” Mr. Kale started the annual review meeting with this statement. Being a Founding Director of Indictrans Pvt. Ltd., Mr. Kale was well aware of efforts put over years by all managers participating in this meeting. With these efforts, Indictrans Pvt. Ltd. has become one of the largest service providers for open source ERP software called ERPNext. Mr. Kale now wants its company to grow further at faster rate by entering new markets and channels.

a. What action items would you recommend to Mr. Kale for aggressive growth of Indictrans Pvt. Ltd.? (5 Marks)

b. Which ERP trends will you recommend to Indictrans Pvt. Ltd. to focus on for its future growth? (5 Marks)

 

Course: Logistics Management

 

1. Logistics companies in India are waking up to the global trend of offering green services to their customers and are showcasing what they do to reduce their carbon footprint. In your organization how will you have Green Manufacturing incorporated in Logistic Planning?

 

2. Physical distribution has two major objectives, namely decreasing the cost of delivery and increasing customer service levels. Discuss briefly with examples, various objectives in terms of total cost goals and customer service goals. (10 Marks)

3. You have joined PerfectParts Manufacturing Co as Operations Head. You observe the organization does not have a formal inventory management system and use Ad Hoc approach for inventory management. Also the number items in the inventory are very high. Your priority is to quickly reduce the quantities of items and the number of items.

a. State the techniques you can use to reduce quantities of items (5 Marks)

b. State the techniques you can use to reduce number of items (5 Marks)

 

Course: Supply Chain Management

 

1. You are a SCM consultant appointment by a Pharma company who wants to lease a warehouse in a Metro like Mumbai. Considering short term life cycle of following FIFO, maintaining safety stocks & quick retrieval is extremely critical. Considering high rentals in Metro, leasing space is equally critical. Movement of material fairly depends on -customer’s requirement as forecasted; the process of which is fairly established. Please suggest steps that consultant should keep in mind to suggest solution to his Pharma clients for inventory management. Do you think VMI concept may help here for non-shelf life kind of items here? (10 Marks)

2. With the Independence Day around the corner, Small Basket a grocery retailer has announced “Drop till you shop” offer wherein it is offering online groceries at rock bottom prices. Tempted by the attractive prices, Mrs. Chandru decides to shop using the Small Basket app. When she browses the app, she discovers too many appealing deals, and as a result shops much more than what she normally would have. When Small Basket launched this scheme in 2015, they sold goods worth Rs. 26 million. Encouraged by the response, they ran the scheme for three days in 2017. During this three day period, approximately two million people shopped for a variety of produce. There were reports that the company experienced out of stock situation for stocks of several popular items (grocery and staples, fruits and vegetables) that had been exhausted. Predicting the demand for such schemes is always a tricky job. How do you think Small Basket can forecast better to avoid stock-outs in this case? Do firms that forecast correctly rely on cross-functional as well as cross-organizational trust? (With suppliers and distributors). Justify your answer. (10 Marks)

3. Starbucks is pretty much a household name in India now. But like many of the most successful worldwide brands, the coffee shop giant has been through its periods of supply chain pain. In fact, during 2007 and 2008, Starbucks leadership began to have serious doubts about the company’s ability to supply its 16,700 outlets globally. As in most commercial sectors at that time, sales were falling. At the same time though, supply chain costs rose by more than $75 million.

Supply Chain Cost Reduction Challenges When the supply chain executive team began investigating the rising costs and supply chain performance issues, they found that service was indeed falling short of expectations. Findings included the following problems  Fewer than 50% of outlet deliveries were arriving on time  A number of poor outsourcing decisions had led to excessive 3PL expenses  The supply chain had, (like those of many global organisions) evolved, rather than grown by design, and had hence become unnecessarily complex

The Path to Cost Reduction Starbucks’ leadership had three main objectives in mind to achieve improved performance and supply chain cost reduction. These were to:  Reorganize the supply chain  Reduce cost to serve  Lay the groundwork for future capability in the supply chain In order to meet these objectives, Starbucks divided all its supply chain functions into four key groups, known as “plan” “make” and “deliver”. It also opened a new production facility, bringing the total number of U.S. plants to four. Next, the company set about terminating partnerships with all but its most effective 3PLs. The remaining partners were then managed via a weekly scorecard system, which was aligned with renewed service level agreements.

Supply Chain Cost Management Results By the time Starbucks’ supply chain transformation program was completed, the company had made savings of more than $500 million over the course of 2009 and 2010, of which a large proportion came out of the supply chain, according to Peter Gibbons, then Executive Vice President of Global Supply Chain Operations.

a. What is the significant and substantial change according to you is taken by Starbucks to improve on overall performance of their supply chain. (5 Marks)

b. How do you think objective laid down by Starbucks Leadership would have helped them to achieve this sustainable improvement in supply chain? (5 Marks)

 

Course: Total Quality Management

 

1. All Automobile manufacturers have a strategic alliance with their suppliers. What do you think are the many important factors their relationship depended on? Discuss with examples. (10 Marks)

2. Hero Honda Motors have a Quality Circle under the name “Sunrise Quality Circle”. Similarly many other Indian organizations have successfully implemented the concept of Quality Circle. What are the objectives of these organization for Quality Circle and what do you think are the factors for its success? (10 Marks)

3. You are Head of a manufacturing unit and want to implement control chart in one of your injection molding shop. Hourly random 500 units are inspected for defects and the average defectives are 3.5%.

a. What type of control chart will you use and what will be its control limits? (5 Marks)

b. What are the other types of control chart used in monitoring a process? (5 Marks)

Course: Business Ethics: Governance & Risk

 

1. One of the most prevalent forms of information gathering in the workplace is monitoring employees’ work and technology which has afforded employers enormous abilities to do so efficiently. Whether it is email monitoring, internet use monitoring, random telephone call monitoring or CCTV. Globally an astonishing 50 % of large companies (those with 20,000 or more workers) actually have people on staff to read the contents of outgoing emails, much of it on an occasional/ random basis. The most prevalent subject of monitoring though is ‘internet use’; nearly 76% companies do so. Most of them notify their workers about it, many also have an internet access policy typically prohibiting employees’ access to pornography, online chat forums, gaming, investing or shopping at work. What according to you are the 5 key reasons for the firms to monitor employee’s technology usage? Is business being responsible at workplace if it does so? Give reasons for your answer. (10 Marks)

2. Advertising is part of doing business, and not all advertising is deceptive or harmful to consumers. The criticism, both for and against advertising raises awareness that provides information to both companies and consumers in their production and consumption of information and transactions. Briefly explain any three arguments in favour of advertising and any three against advertising. (10 Marks)

3. Foods, plants or crops which have been altered genetically with an intention of enhancing the nutritional content of foods are known as genetically modified foods. The genetic alteration is meant to translate the existing food into a product with a lower price but with greater benefits, yet it is not without environmental and ethical concerns and dilemmas.

a. What according to you are the four main benefits to the producer/consumer of genetically modified food crop, elaborate? (5 Marks)

b. As a member of agriculture policy task force you have been assigned the responsibility of researching and identifying long term risk of genetically modified food crop. What would be your four identified environmental and/or ethical risks? Elaborate. (5 Marks)

 

Course: Employee Development & Talent Management

 

1. Succession planning at HUL, country’s largest packaged consumer products maker has always been a two-horse race. “There is always a back-up candidate in this talent-rich organization and so it is never very obvious as to who will land the job,” a former top-level executive at HUL said. The firm’s talent hunt often starts with four of five possible candidates, and closer to the date of appointments, it narrows down to two people. For CEO-level appointment, any time there are at least three people in the race. A senior HUL official said the company tests the mettle of promising youngsters by offering them certain roles that may not seem big but are challenging. In recent years, HUL has taken urgent steps to be relevant to young executives who are not company loyalists and have different perceptions about career.

Why should companies such as HUL look at Succession planning? What process will the company follow to make a right decision? (10 Marks)

2. Prayag, the Head of L&D, has been asked to develop the following skills of their customer care executives:

a. Customer query handling

b. Product Knowledge

c. Time management

d. Computer skills

Suggest a choice of 3 on the job and 3 off the job employee development training methods that he should consider for skill enhancement of the executives. (10 Marks)

3. Fruit bowl a digital marketing company comprises of around 200 employees across their 4 zonal offices. They are considering hiring members in their business development team.

a. Suggest some talent acquisition techniques that they can consider during hiring.

(5 Marks)

b. The Creative team went through a training that aimed to enhance their innovation and digital designing skills. How can the effectiveness of the training measured? (5 Marks)

 

Course: HR Audit

 

Q1. Explain why it is equally important to conduct an audit of the HRD climate. What is the impact of such audit on the overall performance of the organization? (10 Marks) Q2.” The human resource valuation system cannot be considered to be a complete system of accounting unless it is followed by an equally competent system of auditing. Application or use of human resource accounting, therefore, must also be followed by a separate HR audit to ascertain whether or not the performance of the managers has been true and fair in the overall interests of the organization they serve.” Do you agree with the statement? Validate your answer with suitable examples. (source : emeraldinsight) (10 Marks)

Q3. During the course of audit of the compensation and benefits of a company, it was found that Raju Singh, a worker in the company had claimed compensation for his injured leg. With the support of the worker union, he created a hue and cry against the management and ultimately got the compensation. It was later found in a detailed investigation by the audit team that Raju Singh had broken his leg in an accident when he was going to the market on his private motorcycle. He had misinterpreted the severity and the cause of injury and had filed a claim for an injury under the work premises concept.

a. Based on the case, how would you evaluate the worth of the claim of any such employee? (5 Marks)

b. What control mechanism should be adopted by the HR managers or auditors to curb such cases from happening in the organization? (5 Marks)

 

Course: International HR Practices

 

1. VISION Telecommunications Ltd, a leading telecom hardware company from India is planning an international expansion. The company has decided to start its manufacturing plant and office at Indonesia. You are appointed as a consultant to advice the HR Head of the company on undertaking International Human Resource Planning, Explain how would you advice the HR Head to undertake International HR Planning? (10 Marks)

2. AGROPRESS Ltd is a leading FMCG company from Mumbai, has expanded internationally off late. The Board of Directors is contemplating a Pan Organization Performance Management Policy. International offices of the company would be affected due to this decision. Before finalization, the Board wants to identify the possible issues and challenges to international performance management. You are hired as an expert to help company identify these issues and challenges. Point out those elaborately (10 Marks)

3. VIZCRAFT Textiles has invited you to study the organization in detail and identify the cultural traits. Such an exercise has not been done before. In this background answer the following:

a. How useful is Hofestede’s model in this case? (5 Marks) b. Discuss Lorange’s theory of culture and explain how useful it is to identify the cultural traits at VIZCRAFT? (5 Marks)

 

Course: Strategic HRM

 

1. Defective Human Resource Planning can defeat the organizational strategy? Please write critical analysis with specific emphasis on forecasting techniques. Give example of any one organization you know of, that have achieved a fit between Human Resource planning and organizational strategy. (10 Marks)

2. Explain why it is important for managers to identify the present and future training and development needs of their staff. Explain why it is important for employees to take responsibility for identifying their own present and future training and development needs? Describe briefly some of the ways in which training and development needs can be beneficial for the employees in the service and manufacturing organizations? (10 Marks)

3. On July 25th, 2005, the management of the Honda Motorcycle and Scooter India (private) Limited. (HMSI), a wholly-owned subsidiary of Honda Motor Company Limited (HMCL), encounters violent protests from workers that disrupted production at their works in Gurgaon. HMSI workers were severely beaten by police, and newspapers and Television channels gave wide coverage to the ferocity of the action. The protest followed six months of simmering labour unrest at the Honda Motorcycle and Scooter India limited factory in which the workers also resorted to job slowdown (since December 2004 when the workers’ demand for an increment in wages was rejected by the HMSI management). The power struggle also led to fiscal losses for the company. Honda Motorcycle and Scooter India consist of a diverse workforce. It consists of both Surface level and deep level diversity. HMSI was a totally owned subsidiary of Honda Motor Company Limited Japan and its top management consisted of only Japan Nationals and the lower level management consisted of Indian Nationals. Therefore, there was a clash of both cultures which resulted in a lack of effective communication on the part of the management of the company and the workers. This led to the workers mistrust of the management which could escalate into violent before any serious attempt was made by top management to deal with the issues to the satisfaction of parties. Workers were not happy with the treatment meted out to them by the management of the company. For instance, in 2004, they expressed their dissatisfaction with the sum of money they received as a Diwali gift given the fact that their company was the industry leader. It was perceived that they were being treated unfairly as workers from a rival company were treated better on that specific occasion. This gift was refused by ninety-nine (99%) percent of the workers; the company took it back and subsequently transferred it to their bank accounts. a) What are the challenges faced by Multinational manufacturing organizations in the context of labour relations in India? Do you feel organizations can play a significant role in resolving their problem? (5 Marks) b) What crucial role can Industrial Relations adopt in the current context? (5 Marks)

International HR Practices

1. You are a HR Manager of SYSTEMS Pvt Ltd, an IT services company based in Mumbai. 20 employees of your company are going to UK for a 3 year project and you have to plan for pre-departure training program. What would be the components of your pre-departure training program?

2. LITI GROUP is a leading Financial Institution based in USA and it has presence in more than 100 countries in the world. LITI GROUP is considering the overhaul of its existing performance appraisal system to establish a full-fledged performance management system across all the country units. What could be the possible challenges that LITI GROUP may face in India?

3. In a recent Board Meeting, Mr. Naresh, MD, said the following, “If employees need to be trained to perform efficiently in a cross cultural environment and work appropriately, they require a systematic training process.” You are asked to come up with this process you being the HR Manager of the company. This company is a leading Leather manufacturing organization in India. In this background, answer the following:

a. Which steps will you recommend for this process?

b. What will the possible difficulties that you may face during this cross cultural training program?

 

Employee Development & Talent Management

1. As the L&D manager, you are expected to evaluate the effectiveness of the Negotiation skills and managerial effectiveness training provided to employees. Suggest the steps in developing a training evaluation process. How would you use the Kirkpatrick model to evaluate the effectiveness of training?

2. An online digital marketing firm is hiring extensively for the position of Business Developers and Website developers. Suggest some talent assessment tools for the positions. Describe any 2 modern performance management methods can they consider for better Performance management?

3. Most of the organizations indicate their interest in developing a good succession plan. However, Succession plan requires a systematic approach.

a) Suggest the steps involved in effective succession planning program.

b) How is succession planning beneficial for organizations?

 

Strategic HRM

1. How to design an effective Management Development Program for the senior managers of a manufacturing firm? And explain in depth, how you would prefer developing your midlevel employees as a Vice President -HR of a ten thousand employees manufacturing firm.

2. In December 2018, after the $3.8 billion Unilever-Glaxo SmithKline deal was announced, the two sides are said to be forming teams to decide on the “integration or Separation “of GSK consumer Health care’s 3,800 employees. The merger of GSK Consumer into Hindustan Unilever will give the Indian unit of Unilever rights to Horlicks, Boost and Maltova malted beverages. Keeping the nature of deal please explain the cultural issues in merger and acquisitions along with the effects on performance of both GSK Consumer Healthcare and Hindustan Unilever.

3. Case study: Assault case

For Bata, labor had always posed major problems. Strikes seemed to be a perennial problem. Much before the assault case, Bata's chronically restive factory at Batanagar had always plagued by labor strife. In 1992, the factory was closed for four and a half months. In 1995, Bata entered into a 3-year bipartite agreement with the workers, represented by the then 10,000 strong BMU, which also had the West Bengal government as a signatory.

On July 21st,1998, Weston was severely assaulted by four workers at the company’s factory at Batanagar, while he was attending a business meet. The incident occurred after a member of BMU, Anup Dutta, met Weston to discuss the issue of the suspected employees. Dutta reportedly get into a verbal duel with Weston, upon which the other workers began to shout slogans. When Weston tried to leave the room the workers turned violent and assaulted him. This was the second attack on an officer after Weston took charge of the company, the first one being the assault on the chief welfare officer in 1996.

In February 1999, a lockout was declared in Bata’s Faridabad Unit. Middleton commented that the closure of the unit would not have much impact on the company’s revenues as it was catering to lower end products such as canvas and Hawai chappals. The lock out lasted for eight months. In October 1999, the unit resumed production when Bata signed a three-year wage agreement.

On March 8, 2000, a lockout was declared at Bata's Peenya factory in Bangalore, following a strike by its employee union. The new leadership of the union had refused to abide by the wage agreement, which was to expire in August 2001. Following the failure of its negotiations with the union, the management decided to go for a lock out. Bata management was of the view that though it would have to bear the cost of maintaining an idle plant (Rs. 3 million), the effect of the closures on sales and production would be minimal as the footwear manufactured in the factory could be shifted to the company's other factories and associate manufacturers. The factory had 300 workers on its rolls and manufactured canvas and PVC footwear.

In July 2000, Bata lifted the lockout at the Peenya factory. However, some of the workers opposed the company's move to get an undertaking from the factory employees to resume work. The employees demanded revocation of suspension against 20 of their fellow employees. They also demanded that conditions such as maintaining normal production schedule, conforming to standing orders and the settlement in force should not be insisted upon. In September 2000, Bata was again headed for a labour dispute when the BMU asked the West Bengal government to intervene in what it perceived to be a downsizing exercise being undertaken by the management. BMU justified this move by alleging that the management has increased outsourcing of products and also due to perceived declining importance of the Batanagar unit. The union said that Bata has started outsourcing the Power range of fully manufactured shoes from China, compared to the earlier outsourcing of only assembly and come down by 58% from the weekly capacity of 0.144 million pairs. These steps had resulted in lower income for the workers forcing them to approach the government for saving their interests.

PS: Weston resigned on January 30, 2001. This came as a severe setback to the Bata management.

Questions:

a. Maintaining good industrial relations have always been a problem for Bata. Why? How do you think Bata can maintain sound industrial relation practices?

b. The role played by the Bata Mazdoor Union (BMU) seems to have been more of a destructive one than constructive one in the state of affairs at Bata. Comment.

 

HR Audit

1. XYZ Enterprises is a MNC which is taking over a small family owned enterprise called Usha foods. You have been appointed to do HR audit with the objective of reducing potential legal risks to XYZ post the merger. What type of HR audit will you do and what are the steps you will follow to do the same?

2. XYZ Limited is a software company with offices across India. They have well defined HR policies and a competent HR team. Every year they conduct an Employee Satisfaction Survey to assess the level of employee engagement. Last 2 years has seen the satisfaction scores go down. The biggest drop was in Performance Management section of the survey. Your firm has been appointed to Audit the PMS and suggest appropriate steps. What aspects of PMS will you focus on while conducting the audit?

3. Jahazi Company is a company that is into operating boats for leisure cruises in Kerala. The owner of this company, Mr. Nair, now wants to move into International waters by setting up a base in Singapore, to provide these services in South East Asia. He plans to have his existing operations head move to Singapore and hire a few local employees to make up the team. Mr. Nair has appointed your consulting firm to help him with his business plan. Your firm has suggested doing a HR audit as part of the process.

a. As the HR Auditor in charge of the audit, explain the benefits of doing this audit to Mr. Nair

b. What aspects of HR should the audit focus on?

 

B2B Marketing

1. M/s Ultra Power manufactures shoe shine machine named as “Shiny Shoes”. The company plans to target organizations which has branches across India. Explain various types of Marketing Communication mix that the company should use to sell “Shiny Shoes”.

2. M/s Surya doesn’t use any latest technology to do business or to interact with customers or even employees. The customers have complained about the same in the past. Explain any five technologies that can be introduced in the organization to improve the processes. The primary aim of the information technology should be to upgrade the business and satisfy customers. Explain the importance of each technology in brief.

3. M/s Sunflakes is a pharmaceutical company having its production facilities in Pune, Bangalore and Kolkata. The company is facing difficulty in distribution of its products.

a. Design and explain the levels that will be involved in the distribution of pharmaceutical products.

b. What techniques should M/s Sunflakes use to keep its channel members trained and motivated?

Course: International Business

1. With successful venture in domestic market in FMCG you have been entrusted with the task to expand to international markets. Discuss the various strategies for your company’s entry to international markets. (10 Marks)

2. Mr. X is Product Manager in a reputed company. His company has been facing stiff competition due to successful product launches by the competitors. He has to launch a new product to strengthen his portfolio. Explain the various steps involved in a product development which he needs to follow. (10 Marks)

3. ABC Inc. has been reeling under bottom-line pressures. Board feels that any function not contributing directly to bottom-line should be closed. You are the CSR head for the company. You need to present your case as to why should you be sanctioned funds.

a. Present a case to the Board highlighting the benefits of CSR to organization and its importance in an ever-changing business environment. (5 Marks)

b. Also mention what are the CSR values that should be followed for the welfare of the society. (5 Marks)

Course: World Class Operations

 

1. Pick up a manufacturing organization and briefly explain how the organization works for achieving customer satisfaction

2. Differentiate between Reliability, Availability and Maintainability with reference to a manufacturing firm of your choice. (10 Marks)

3. a) What do you understand by Fault Tree Analysis? (5 Marks)

b) Explain the steps to be followed for Fault Tree Analysis after selecting a suitable example. (5 Marks)

Corporate Social Responsibility

Caselet :

Biobeauty Ltd‘s idea of responsible business is to use only natural ingredients sourced from all over the country, it believes that this will help protect the planet and the people depending on it. It is especially recognised for not testing its products on animals, other brand values are support community, defend human rights and activate self esteem. Last year it donated Rs. 50 lac to support various human rights and women empowerment organization across India.

According to its annual report of 2015-16 it now needs to comply with section 135 of the Companies Act 2013 and spend 2 % of its net profit on CSR. Hence this year Biobeauty will have to spend Rs 10 crore on CSR as per the mandate.

Biobeauty is deeply entrenched in working with the community through its supply chain as it sources majority of its raw material through self help groups (SHG) run and managed by women from rural and tribal areas. It has partnered with multiple NGO’s to help organize these rural/tribal women set up SHG’s and co-operative societies for growing and trading in herbs / flowers/ fruits / berries etc for which it is the captive buyer.

 

Q1. As CSR Manager you have been asked to come up with three new initiatives/projects from those listed under schedule VII of the Companies Act 2013 that the company can spend its CSR budget on. Design and develop a business plan around these 3 areas that you have selected covering the objectives (impacts expected), goals (target set), target stakeholder, geographical area where it will be implemented, time frame. Please be very specific and relevant to the company and section 135 requirements.

 

Q2. The CEO at Biobeauty Ltd wants your opinion on whether to partner with an NGO or should Biobeauty work directly with the target stakeholders for the 3 new CSR initiatives /projects selected by you. Prepare a document of approx 1000 words for your CEO giving the advantages and disadvantages for Biobeauty in both the scenarios.

 

Q3A. Companies Act 2013 requires Biobeauty Ltd to disclose its CSR Policy on its website as well as Annual Report of the company. Based on what you know so far about Biobeauty, frame a relevant and suitable CSR Policy, what is the key purpose of the policy and what are the CSR focus areas of Biobeauty Ltd.

Q3B. As part of CSR Team you have been asked to write a report of approx 500 words, which will be published on the company’s website under “CSR at Biobeauty”, detailing the 3 new CSR initiatives/projects that Biobeauty has implemented in 2016-17. You must use the ones you shortlisted in Ans1.

Financial Accounting & Analysis

1. The following trial balance has been extracted from the books of XYZ Ltd as on 31st March 2017.

Particulars                                      Debit (Rs.)       Credit (Rs.)

Share Capital                                                                     1000000            

Plant and Machinery                     1600000

Sales                                                                                      3540000

Purchases                                           1200000

Returns                                                20000                   15000

Opening Stock                                  600000

Discount                                             7000                     16000

Bank Charges                                    1500    

Sundry Debtors                               900000

Sundry Creditors                                                             500000

Salaries                                                136000

9% Debentures                                                                400000

Manufacturing Wages                   200000

Carriage Inwards                            15000

Carriage Outwards                         24000

Debenture Interest                         18000

Bad Debts Provision                                                      10500

Rent, Rates and Taxes                   200000

Advertisement                                 40000

Cash in hand                                      18000

Cash at bank                                      120000

10% Investment                             300000

Goodwill                                             300000

Interest on Investment                                                                30000

Factory Expenses                           12000

General Reserve                                                              100000

Last year profit                                                                250000

Furniture                                            150000

5861500           5861500

The following additional information is available:

 Depreciation on Furniture, Plant and Machinery to be provided at 10% per annum

 Write off Rs. 10000 as bad debts and make a provision for doubtful debts at 5% on sundry debtors

 Closing stock was Rs. 700000

a. Mention the formula to calculate gross profit and net profit

b. Prepare the profit and loss account for the year ended 31st march 2017 and Balance sheet as on that date.

c. Comment on the position of financial statements as on date prepared by you. (10 Marks)

 

2. A company acquired the following assets three years ago:

Asset                   Cost (Rs.)              Scrap Value (Rs.)     Useful Life (Years)      Depreciation Policy

Equipment         5000000                             500000                                5                             Straight Line Method

Building               8000000                             1000000                             30                           Straight Line Method

After using the assets for three years, the company decided to change its Depreciation policy as follows:

 The useful life of the equipment was revised upwards to 8 years, keeping its residual value at Rs. 500000.

 The useful life of the building was revised upwards to 40 years, keeping its residual value at Rs. 1000000.

These changes have been implemented from the fourth year onwards.

a. You are required to analyze the impact of such changes in depreciation policy on the financial statements of firms, and write a detailed note on the same..

b. How do you think future profits of this company will be impacted because of these changes?

c. Are any disclosures regarding these required to be made? (10 Marks)

 

3. Both A Ltd. and B Ltd. operate wholesale electronic stores throughout India. The financial statements of each business for the year ended as on 31st March, 2017 are as follows:

Balance Sheet as on 31st march, 2017 (Rs. in millions)

A Ltd.                   B Ltd.

Assets

Non-current assets

Property, plant and equipment (Cost less depreciation)             

Land and buildings                                                                                         360.0                    510.0

Furniture                                                                                                            87.0                       91.2

Current assets

Inventories                                                                                                        592.0                    403.0

Trade Receivables                                                                                          176.4                    321.9

Cash at Bank                                                                                                      84.6                       91.6

Total assets                                                                                                    1,300.0              1,417.7

Equity and Liabilities

Share Capital of Rs.10                                                                                   320.0                    250.0

Retained Earnings                                                                                          367.6                    624.6

Non-current liabilities

Long term, borrowings                                                                                                190.0                    250.0

Current liabilities                                     

Trade Payables                                                                                                                406.4                    275.7

Provision for Taxation                                                                                 16.0                       17.4

Total equity and liabilities                                                                  1,300.0              1,417.7

Statement of Profit and Loss for the year ended as on 31st march, 2017 (Rs. in millions)

A Ltd.                   B Ltd.

Revenue                                                                                                              1,478.1                 1,790.4

Cost of Sales                                                                                                      (1,018.3)             (1,214.9)

Gross Profit                                                                                                       459.8                   575.5

Operating expenses                                                                                        (308.5)                  (408.6)

Operating profit                                                                                              151.3                   166.9

Interest                                                                                                                (19.4)                   (27.5)

Profit before tax                                                                                              131.9                   139.4

Taxation                                                                                                              (32.0)                   (34.8)

Profit for the year                                                                                      99.9                      104.6

All purchases and sales were made on credit. A Ltd. and B Ltd. have declared a dividend of Rs. 135 million and Rs. 95 million in respect of the year. The market prices of a share of A Ltd. and B Ltd. are Rs. 6.50 and Rs. 8.20 respectively.

a. Both the companies have approached a particular bank for seeking long term loans. Critically evaluate which of the two companies will get the loan at better terms and conditions. (5 Marks)

b. As a potential investor looking for good investment opportunities in this sector, which of the two companies do you find more attractive?

Financial Institutions and Markets

Q1. Ms. Vijaya, after completing her graduation, has recently joined a bank. With a steady income now and good growth prospects for her career, she intends to save regularly and increase the amount of savings gradually over the years. Her colleagues in the bank have advised her investing in Mutual Funds (MFs), as a suitable option for her. However, Ms. Vijaya is not at all familiar with MFs and has some queries such as:

a) What are mutual funds and why should she be investing through mutual fund? 

b) What are the various types of mutual funds? Prepare a detailed answer for her queries.


Q2. Mr. Sudhindra Kumar, aged 60, has been an investor in stock market for the last 35 years. When he initially started investing in late 1980s, he used to take positions in the stock markets after studying the annual reports of the company. He used to scan financial newspaper everyday to spot a scrip for buying or selling. He used to generate better returns on his investments than his other colleagues who would solely rely on the trends in stock prices to choose the stock. However, by the end of late 1990s, Mr. Sudhindra realized that he is not able to spot as many investment opportunities through his existing methods. He observed that her junior colleague, Ms. Rama was generating better returns than him. Ms. Rama also shared with Mr. Sudhindra that she picks up stocks based on the recommendation of his stock-broker friend. His recommendations have been a hit as he is very well connected to many corporates, financial intermediaries and other brokers. He seems to get to know about the corporate and market developments ahead of the many investors. Mr. Sudhindra requested Ms. Rama to share such invest tips with him as well in future. Using these tips judiciously along with his old methods of investing, he continued to generate handsome returns on his investment. After various stock-market scams, in the early and mid 2000s, various regulations were brought in place by SEBI to curb manipulation of stock prices and bring more transparency of information, especially for the small investors. As a result, the flow of reliable and worthy investment tips through Ms. Rama dried up and once again. Today, Mr. Sudhindra finds that his older methods of investing are not as effective as they used to be in past, in identifying an investment-worthy stock. All the information related to any stock is almost instantaneously and simultaneously available to the whole market, with the help of technology. Hence, opportunities to beat the market in generating returns have become far lesser than in past. Based on the above information, what are your observations regarding the market efficiency of Indian market since 1980s? Put your commentary/conclusions with your rationale for the same.


Q.3 DEF Limited is an Indian company, engaged in export oriented trading of various manufactured items. The company buys products manufactured in India and sells its products primarily in US. The company pays to its vendors/sellers in Indian rupee and it receives payment in USD after 90 days of dispatching its products. Also, the company borrows money in Indian Rupee for working capital purposes. The cost of borrowing for the company is around 14%-15%. The company aims to reduce its borrowing cost and is exploring options for the same.
a) How can DEF limited manage/mitigate the forex risks?

b) What kind of Swaps instruments DEF Limited can use to manage the forex related risks and reduce borrowing costs?

 

Financial Accounting

1. Amey Ltd is in the business of manufacturing silver utensils. Describe which Accounting Standard would be applicable on the company for the purpose of Valuation of its inventories as the company has to prepare and present its financial statements on time. Also, explain the cases which are out of the purview of the relevant accounting standard . (10 Marks)

 

2. How a particular Cash Flow of any organization can be constructed? What Objective management needs to keep for a Cash Flow Statement along with control aspects over cash from operations? (10 Marks)

 

3. a) Discuss the peculiar Accounting Concept with a suitable example which justify Longitivity of Corporate Life ? (5 Marks)

3. b) The following Ledger balances have been extracted from H. Lokhandwala as on 31-3-13. The Final Amount Required to Balance to be considered as Capital. Particulars Rs.

Purchases

70000

Stock on 1-4-1996

14000

Sales

105000

Sundry Debtors

23800

Discount received

3500

Carriage outward

700

Cash in hand

3500

Machinery

24500

Prov. For Depreciation on M/C

4200

Drawings

7700

Returns Inward

3500

Premises

28000

Sundry Creditors

16100

Discount allowed

2800

Carriage Inward

1400

Cash at Bank

17500

Sundry Expenses

2100

Bad debts written off

2450

Provision for doubtful debts

2380

Discuss the technique (along with the necessary steps to apply the same) frequently used in financial accounting to check the arithmetic balances of accounts and in your final answer mention the value of capital . What if, the arithmetic accuracy is not checked? Mention the consequences, if any.

Brand Management

1. The competition in the Indian Dairy sector suddenly seems heating up. With many private dairies also joining the bandwagon. For the first time, India’s largest global player in this industry “AMUL” is facing the heat. Can you suggest some Brand Promotion strategies to AMUL? (10 Marks)

 

2. Flipkart now wants to venture into making mobile phones by themselves under the brand name “Capture +”. Their branding team is confused as to how do they go about building this brand and its elements. Can you guide them on the same? (10 Marks)

 

3. Read the below given case study and answer the questions below (10 Marks) Good old khichdi has finally managed to hog the culinary limelight. Long looked down upon as the prescribed diet for the aged and the infirm, it edged out more aristocratic contenders such as melt-in-the-mouth kebabs, aromatic biryanis and exotic confections to almost get designated the ‘national dish’. But in the end, what was touted as the Big Bang turned out to be a bit of a whimper. The storm in the social media tea cup compelled the minister of food processing to issue a statement that no such move was being contemplated. All that was afoot was an effort to cook a titanic pot of khichdi that could find a place in the Guinness Book: Just some innocent fun and games to generate a buzz to attract visitors to World Food India. Still, we must thank whoever thought of the tamasha for making our compatriots aware of more than 10 avatars of the khichdi — vegetarian and non-vegetarian — that are rustled up in India. Different regional recipes as well as ritually and culturally significant variations were highlighted much to the amusement of the audience. However, the aborted coronation has left in its wake some serious questions for us to grapple with. Why are we Indians so obsessed with prefixes ‘national’ and ‘international’? And why should the term ‘national’ be reserved only for things sprouting out of the native soil? Some unfortunate souls who dared to raise a dissenting voice contesting khichdi’s claim to the throne became targets of ultra-nationalist fury. What could be a better contender for a ‘national’ dish than a satvik delicacy claiming a lineage dating back to Vedic times? Anyone with an iota of political correctness among performing celebrity chefs and their patrons must have been aware of the hazards of touching the  ‘alien’ biryani or kebab. From architecture to language, costume to cuisine, religious zealots have polluted what is fashionably referred to as the ‘dominant discourse’. The controversies that continue to smoulder — from the national anthem and the national song to national language and national animal — leave us little time to accomplish anything truly remarkable at the international level. To return to matters culinary and our resplendent intangible heritage in the realm of food, khichdi may be a deserving candidate to represent the nation, but there are other signature dishes from diverse regions and cities that too bear testimony to India’s syncretic cultural ethos. India has imbibed diverse influences through millennia adopting and adapting everything from costumes to cuisines. It is ridiculous to associate delicacies, attire, art or music with a religion or insist that only the parochially local can be truly national. Much before the birth of the ‘nation state’ in Western Europe, great Empires had spawned globalisation of trade encouraging cultural cross-fertilisation. The historic Silk Road(s) and the legendary Spice Route connected Asia with Arabia and Mediterranean Europe. Food that many consider Indian today may have come to this land from foreign shores. How easily we forget that the samosa, the popular snack we gleefully gobble, descended from the Central Asian samboosa that is fried, boiled or baked from Kazakhstan to Iran. It is mentioned in Abul Fazl’s Ain-e-Akbari as samushak and has many regional variations. By the time it travels from the Gangetic belt to the borders of Bengal both the name and the filling change. The singhada here is prepared with finely chopped and differently spiced stir-fried potatoes. The refugee Punjabi Delhi population insists on ‘enriching’ it with paneer and nuts while in Bhopal and Hyderabad the keema samosa challenges the potato and peas filling. Luqmi in Hyderabad seems to resurrect the original recipe of delicate Iranian pastry best that had a pine-nuts and mince filling. Then there is the sweet samosa that tantalises us with some intriguing questions: Is it the Lobong Lotika that has inspired the mawa-packed saffron laced meetha samosa or the other way around? The misspelt ‘biff’ samosa, which we chanced upon in Aurangabad last year, is the poor thing that like Oscar Wilde’s love, dare not utter its name in these intolerant times. The halwa set foot on Indian soil, most likely on the Malabar Coast, when the Arab seafaring traders anchored their ships here. The Habshi Halwa has an Abyssinian connection. It has grown roots and spread its branches in all directions. From kesari and badam halwa in southern India to Karachi halwa, also known as Sindhi or Bombay halwa in Mumbai to lockjaws such as Sohan halwa in Delhi to Gajar ka in Punjab, Seb ka in Jammu and Kashmir to the ubiquitous Suji ka and Dal ka halwa in the Hindi Heartland, the regional and seasonal variations are countless. The more exotic recipes are the Khus Khus ka (poppy seeds) halwa, Ande ka halwa and yes, Gosht ka halwa. The upma bears testimony to the fact that not all halwas need to be sweet! Not only khichdi but also halwa and samosa, along with paratha and pulav celebrate our resplendent diversity and inclusive pluralism. These dishes have never recognised man-made frontiers or political boundaries reset by linguistic states. Why then, waste time contesting ‘ownership’? It’s much better to enjoy what we have imported or inherited from ‘others’. Isn’t it enough that by improvising on ‘alien’ themes we continue to experience ecstasy?

a. What according to you is the Brand Personality of Brand Khichdi? (5 Marks)

b. Suggest Strategies to Position Brand Khichdi in the World Cuisine Market?

 

Business Law

1. Explain the difference between (i) express conditions and warranties; and (ii) implied conditions and warranties. List out, with distinct examples, the different implied conditions and warranties contained under Sales of Goods Act, 1930.

2. List at least 2 (two) cases that have been decided by Competition Commission of India that has led to ensure that any adverse appreciable effects on competition or abuse of dominant position has been contained by Competition Commission of India.

3. Arunima, Nishita, Shanaya and Komal are homemakers who decided to run a business of a homemade tiffin service in the city of Nagpur. The business has grown exponentially and there is a need to expand the business, which requires an investor. They have approached various venture capitalists who have advised them that they should first get their entity registered. Post registration of entity the venture capitalist may look at investing or buying a stake in the business. Hence, they have approached you for some advice:

a) Can you explain the different forms of business entities prevalent in India?

b) After going through different types of business, they have taken a special interest in partnership firm with limited liability. Can you advise them in detail on what is partnership firm with limited liability, formation and rights and liabilities of such partner?

 

Strategic Management

1. China’s largest commercial vehicle firm Beiqi Foton wishes to enter India’s Automotive market. Conduct a PESTLE analysis for Beiqi in India & suggest whether Beiqi should enter India or otherwise.

2. You have been appointed as a Strategy Consultant to Dolce & Gabbana Italian brand wanting to enter India. Which one of Porter’s Generic Strategies would you choose to be operational in India & explain the reasons in detail behind your choice of strategy? Once the strategy has been chosen, explain the categories of customers you would target?

3. You are the Chairman of Nissan Motors in Japan. Your Indian subsidiary Nissan India has managed to gain only 1.9% of the market share so far & Competitor brands such as Maruti & Hyundai account for 50% & 17% of the market shares respectively.

a. What turnaround strategies can you suggest to arrest the decline of revenues & profitability of your company?

b. In your opinion, would it be considered appropriate to pursue a Combination Strategy? State your response with appropriate justifications & reasons.

 

Essentials of HRM

1. Mahadev & Mahadev is a tourism and luxury travel company owned by Mr. Gajaraj Mahadev. His son Karan completed his tourism management course and joined the family business. After six months of joining the organization, he realised that there are gaps in the HR processes. Karan discussed the same with the HR Head, which he refused to accept. Karan is now sure that there are plethora of loopholes in the HR system. He now wants to conduct a HR audit which has never been a practice before. He needs to convince his father for the same. How can Karan justify the need, objectives and importance of HR audit to Mr. Gajaraj?

2. Take any two E commerce sites and discuss their training and development methodology?

3. Sanjay works as a Product Manager in Green Pvt Ltd. which is a FMCG company. From the past five years he has been a consistent performer and has always got a good increment. Even though he earns really good but there hasn’t been much progress as far as his career is concerned. He is still holding the same designation since the time he joined the organisation. This has deeply impacted Sanjay’s morale which could be seen in his aggression towards his peers. You are an external consultant hired for organisational development. After observing the organisation and its employees for eight months you interpreted that it is not only with Sanjay but widely all employees are very dissatisfied the way their career is progressing. Based o