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MBA IMPORTANT QUESTIONS

MBA IMPORTANT QUESTIONS (55)

MBA IMPORTANT QUESTIONS

Management of public enterprises
(1) How do management challenges differ over the stages of growth in a small enterprise? Explain with the help of an example?

(2) Discuss the opportunities and threats that free the entrepreneur in the stabilisation free?

(3) Describe the various stabilisation strategies that can be used entrepreneur operating a fast food restaurant in a busy metropolitan market?

(4) If you were a ready-made garment manufacturers about to enter the competitive field of exports of apparel, what growth strategies would you adopt to ensure a comfortable pace of growth?

(5) Describe the organisational requirements for growth orientation in a small scale enterprise?

(6) Comment upon the need for performance evaluation and control for a-small scale entrepreneur?

(7) What are the measures of overall performance that can be used to assess the working of an 
S.S.I unit? Explain with an example?

(8) How does the production schedule operate as a control tool? Explain? 

(9) What measures of performance assessment and marketing control would you apply for the following S.S.I enterprises? 
(a) A beauty saloon 
(b) A boutique specialising in exclusive apparel. 
(c) A bakery specialising in supplies to the mid-day meal schemes of some public schools.

(10) What are the important considerations in a product design selection? Explain with the help of an example?
(11) Discuss the process of prototype development?

(12) How do availability of, transportation facilities and labour affect the location decision? What in your opinion are the three most important variables affecting the, location decision?

(13) What do you understand by method study and work measurement? How relevant do you think these are for a small scale enterprise?

(14) What are the tools of production planning and control that a small entrepreneur can use? Comment with the help of an example?

(15) Explain the various quality control tools that can be used by small entrepreneur?

 

(16) What are the different ownership forms available to you as alternatives? Discuss each form in-brief ?

(17) Compare a sole proprietorship with a partnership in terms of
(a) Tax advantage
(b) Secrecy
(c) Capital raising ability

(18) What are the important characteristics of the partnership form? Is it necessary to register a partnership? Describe the effects of non registration?

(19) What are the major advantages that the company form of organisation has over others? What are the important distinctions between a private and a public limited company?

(20) Discuss the taxation provisions related to the different organisational forms?


(21) After going througn this unit, can you develop a framework to help you to decide upon the selection of the organisational form? What criteria would you take into consideration in deciding upon the ownership form of your organisation?

(22) What is the need and significance of the preparation of a project report for a small scale entrepreneur? Discuss with the help of examples?

(23) Give an overview of the project preparation process?

(24) What are the important infrastructure consideration that you should keep in mind before deciding upon the site of your plant?

(25) How would you plan for the technology input needed in your small enterprise?

(26) What are the, main project cost components for which of these courses would a commercial bank offer financial assistance?

(27) Explain the utility of break-even analysis for judging the profitability of small enterprises, with the help of an example?

(28) Describe the common errors in project report formulation?

(29) What are thee main sources of short and long term finance for a small entreperneur?

(30) Comment upon the position of commercial batiks vis--vis the financing of small enterprises?

(31) Discuss the various types of financing requirements that a small entrepreneur may have?

(32) Discuss in detail the role of SIDBI as an institution in the context of financing of SSEs?

(33) What are the basic steps in system of bringing a product/service from an idea to a finished product/service? 

(34) How does production design relate to technology determination and equipment selection?

(35) The swastik company is considering to start a manufacturing plan t in either Madras, Coimbatore, or Madurai. The company has collected the economic and non economic data shown below?

(36) What are the implications of `marketing orientation' on the process of product selection?

(37) Think of the `benefits' that an entrepreneur trying to establish a typing school can offer to its customers.

(38) Analyse the competitive situation with respect to the scooter market in India. Does it face any competition from the moped and the motorcycle markets?

(39) What kinds of intermediaries are involved in selling 
(a)pressure cookers,
(b) cigarettes, and 
(c)life insurance?

 

(40) What do you understand by OSI? What is the role of OSI in successful enterprise management?


(41) What are the main techniques utilised for opportunity scanning and identification? Discuss with examples?

(42) Using the framework 2 given in the unit, carry out an opportunity analysis for the following:
(a)beauty saloon
(b)fast food restuarant

(43) How would you use SWOT analysis to identify opportunities for SSI/Self-employment. Discuss with examples?


(44) What do you understand by the term entrepreneurial competency? How is the term relevant to entrepreneurship development?

(45) Which 5 competencies according to the feedback you got from activity 3, rate highest asdeterminants of entrepreneurial success? Can you explain the significance of each for entrepreneurial success?

(46) Describe the process of development of entrepreneurial competencies?

(47) Which characteristics of small enterprises enable them to contribute to the economic development process in a developing country like India? Discuss. 
(49) Taking specific case examples discuss the employment generation potential of Entrieprenurship and-Small small scale enterprises vis-a-vis the large enterprises:

(50) In the Indian context, explain the specific role that entrepreneurship has fulfilled in the development of small scale sector?

(51) With reference to the support needs of SSE's outlined in the unit, do you think the Indian infrastructure and environment is conducive to the development. of small scale enterprises. Discuss, giving reasons for you answer?

Human Resource planning
(1) What is human resource accounting? Discuss with reference to a few definitions
of human resource accounting?

(2) What is human resource cost? Discuss the measurement of human resource cost?

(3) What are the major components of the original cost of human resources?

(4) Explain the need, purpose and the scope of the HR Audit?

(5) Explain the similarities and differences between the HR Audit and Financial Audit?

(6) Explain the significance of Information System in Human Resource Management.

(7) Discuss the criticality of systemising information for effective planning?

(8) Explain the various approaches to manageing information at the macro and micro
level?

(9) Explain the advantages of computerising human resources information system?

(10) Discuss the objectives of performance appraisal?

(11) Describe the methods used in performance appraisal?

(12) What is Management by Objectives (MBO)? What are its key features?

(13) What is the purpose and significance of performance review?

(14) Highlight the significance of performance counseling in developing
employees?

(15) What is a career? What are the factors which go into the shaping of a career?

(16) Name at least two ways that career planning might benefit an individual?

(17) Is the concept of career planning and succession planning realistic in todays
rapidly changing environment?

(18) What is orientation? What is an orientation kit?

(19) Identify the importance of orientation and tell how you would orient a new
management trainee?

(20) Induction is the guided adjustment of employee to the organisation and
his work environment. Discuss?

(21) What are the main causes of job dislocation?

(22) What are the solutions to deal with dislocated employees?
(23) Outline the steps in the personnel selection process?

(24) What are the common interview problems? How can they be overcome?

(25) Explain in some detail how you would go about analysing and evaluating
the effectiveness of an employee selection programme?
 

(26) Tests often do not reflect an individuals true ability. What are your views
on this statement?

(27) What is recruitment? What are the methods and techniques of recruitment?

(28) Give several advantages of recruiting from internal sources and external
sources?

(29) Explain the concept of competency and competency approach to job analysis?

(30) Describe the various methods of the competency mapping?

(31) Explain the major benefits of competency approach to job analysis?

(32) Explain the various approaches to role definition?

(33) Describe the factors leading to changes required in role descriptions?

(34) Define role description and explain the uses of role descriptions?

(35) What do you mean by job analysis? Explain the process of job analysis.

(36) Explain various methods of collecting information for job analysis?

(37) Define job description. Explain the uses of job description?

(38) Explain the various human resource systems supported through performance
appraisal systems in organisations?

(39) Explain the transformational process through social, economic, organisational
and technological changes at workplace?

(40) Discuss the role of human resource measures and audit in HRP system?

(41) Explain the various methods of human resource supply in an organisation?

(42) Describe the factors affecting internal levels. Explain the reasons for increase in
employee groups?

(43) Discuss the employee turnover analysis. Explain the different techniques for
supply management?
 

(44) Explain the concept of human resource forecasting. Discuss various techniques
used in forecasting human resource planning?
(45) Explain the issues in demand forecasting. Discuss the different factors
contributing to demand forecasting?

(46) Explain the review process of human resource planning. Discuss how it balances
the competing and conflicting elements?

(47) Explain the concept of human resource forecasting. Discuss the manning and
utilization of manpower?

(48) Describe the various forecasting techniques. Explain how these techniques are
being used in forecasting process?

(49) Explain the review process of human resource planning. Discuss how it balances
the competing and conflicting elements?

(50) Explain the concept of human resource forecasting. Discuss the manning and
utilization of manpower?

(51) Describe the various forecasting techniques. Explain how these techniques are
being used in forecasting process?

(52) Explain the role of HR professional in human resource planning process in
organisations?

(53) Describe the various forecasting techniques and how these techniques are being
used in human resource planning?

(54) Explain the barriers to HRP. Bring out the requisites for effective planning?

CORPORATE MANAGEMENT 

QUESTION

1. What is corporate planning and what are its important characterstics? 
2. Corporate planning is as good as its implementation Discuss. 
3. What is corporate management? Discuss its nature and scope. 
4. Explain the benefits and failures of corporate planning. 
5. Narrate corporate planning process in brief. Also state the benefits of corporate planning. 
6. Explain various types of implementation issues in brief. 
7. What is behavioral implementation? Explain it with the help of the details of a company. 
8. What is strategic control? How is it different from operational control? 
9. Narrate briefly the approaches to the corporate management. Which one is the best in Indian environment? 
10. Critically evaluate the role of board of directors in corporate management process. 
11. Write a note on corporate management in non- business organizations
12. Write notes on the following: 
a. Procedural implementation 
b. Role of consultants in corporate management 
c. Approaches to corporate management. 
 


INTRODUCTION TO CORPORATE STRATEGY

QUESTION

1) Discuss the concept of strategy.
2) Explain the nature and components of strategy.
3) What are the various levels at which a strategy may exist?
4) Distinguish between corporate level strategy and business level strategy.
5) State various schools of thought regarding strategy formation.
6) Name at least four Indian Companies under each of the grand strategies.
7) Explain the significance and limitations of corporate strategy.
8) Write notes on the following:
a) Vector
b) Synergy
c) Business Level Strategy
9) Corporate level strategies are important for business level strategies comment.


CORPORATE POLICY

QUESTION
1) What do you mean by corporate policy? What are the different views with
respect to corporate policy?
2) Discuss the features of corporate policy. What are the essentials of an effective
corporate policy?
3) How is corporate policy formulated? Describe with the help of a diagram.
4) In todays changing scenario, what is the importance of forming a corporate
policy?
5) How is corporate policy classified? What are the various kinds of corporate
policy?
6) Select an organization of your choice and name various types of policies it had
adopted.


Historical\Perspective 

QUESTION

1. Explain the concept of Corporate Governance. 2. Why has it become necessary for business houses to have a good corporate Governance? Discuss. 3. Discuss the emergence of CorporateGovernance as a concept.


Top Management and Corporate Governance  
QUESTION

1. Discuss the legal and managerial roles of BoDs. 
2. Should the role of Chairman and CEO be merged? Explain. 
3. What are the major attributes of creating an Effective Borad?


Code and Laws for Corporate Governance 

QUESTION

1) What are the major recommendations of Kumar Manglam Birla Committee report.?

2) Discuss the issues, which result in bad corporate governance. Suggest some measures to curb them.

3) Develop a case of an organization where good corporate governance has resulted in the increase in performance of the organization.

 

 

INTERNATIONAL BUSINESS THEORIES
QUESTION:-
1) Briefly discuss the foundations of international business. 
2) Explain the theory of mercantilism. Is it being applied in the present day world?
3) Examine the implications of Adam Smith's theory of absolute cost advantage.
4) Critically examine Ricardo's comparative cost theory of international trade. What   is common between Smith's and Ricardo's trade theories?
5) Discuss the Heckscher-Ohlin Trade Model. In what ways does it differ from the earlier trade doctrines?
6) Explain the Product Life Cycle Theory of the FDI. Give suitable examples of    countries which have gone through the various stages of product life cycle model. 
7) Discuss the Market Imperfections Approach. How did the company specific advantages help the formulation of this theory?

8) What is the Transaction Cost Approach? Examine the relevance of the natural type market imperfections in its development, and discuss the various ways the transaction cost theory op           erates in the foreign countries.

9 What is eclectic paradigm? Discuss the applicability of this model.
INTERNATIONAL INVESTMENT PROCESS AND FINANCE
QUESTION:-

 1) India's democratic system and its emphasis on small business development make it a promising market for franchising opportunities. But it is not an automatic assumption. What works in one country will. work in another. Whether a concept will succeed in a given country is a function of taste, political environment, the economy and price range. Without careful analysis of the products and the market place, it may not work. Comment on the above statement, What are your own views?
 2) What are the different stages through which a firm graduates to become multi-national enterprise? At what stage would you like to place most of the Indian firms which are doing foreign business?
 3) What is the Corporate Life Cycle Theory? Explain its various stages with Indian examples.
 4) What are the different modes of entry into international business? Explain briefly, by bringing out their merits and demerits.
5) The preferred mode of internlitionalisation of Indian corporate sector has been the joint venture. Can you explain the reasons behind this behaviour?
6) Reading some relevant recent literature, prepare a brief note on the Government of India's policy on FDI. Do you think this policy will be perceived to be friendly by foreign investors?
7) Discuss some models for making entry mode choice. Explain the models with hypothetical data.
8) What are the determinants of international investment decision? What, different-strategies could a firm follow?
9) What factors would influence the choice of location for FDI? Which location factors do you think are more important for the foreign investors in the Indian context?
10) What could be the different bases for transfer prices in the context of International business?
11) What factors provide motivation to multinational firms to manipulate transfer prices?
12) What mechanisms are available to the Government'to stop/check, manipulative transfer pricing practices? Discuss.


 STRUCTURAL DESIGN OF MNEs
QUESTION:-
 1) What types of organisation structure may usually be evolved during different stages of internationalisation?
 2) Differentiate between the evolutionary pattern of MNEs originating from different countries like U.S., Japan and Europe.
 3) Does the organization design of ABB reflect the emerging pattern of MNEs?
 4) Elaborate on the appropriate design at a particular stage of development of an MNEs?

STRATEGIC PLANNING IN MNEs
QUESTION:-

1) What are the evolutionary changes in the MNE strategy and structure? 2)
2) What is planning evolution? Illustrate with a case,
3) How does nationality of an MNE affect its planning?
4) What are the development paths for a subsidiary vis--vis the parent company?
5) What are the major pitfalls of planning?
6) How does one identify the environmental volatility for a given company?
7) Describe the variables for the environmental scanning and the corresponding modes of scanning.


STRATEGIC CONSIDERATIONS
QUESTION:-


 1) What is ownership strategy? Why is a particular strategy chosen?
 2) What are the four types of strategic alliances?
 3) How do MNEs integrate their subsidiaries?
 4) What are different types of subsidiary roles? Discuss by citing examples that you know of.
 5) What is a multi-focal strategy? What are the major barriers in managing a multi-focal strategy?
 6) What traditional mechanisms in different countries have been adopted by MNEs for achieving flexible coordination?
 7) How do MNEs try to develop and maintain commitment of the individual managers?


CONTROL AND INFORMATION BUSINESS
QUESTION:-
1) Why the need for control is, particularly, felt in multinational enterprises? What key questions in relation to control arise in international business?
2) From control point of view, what differences exist between domestic and international business?


3) What are the objectives of control in international business operations? In what way corporate culture may be helpful in the control process
4) Critically examine the various approaches to control. If you were the CEO of a   multinational corporation which approach you would prefer and why? 
5) In what way national cultural traits influence the control system? Explain with examples. 
6) What factors would determine the degree of control exercised by parent multinational on  the subsidiary operations. 
7) Explain the various types of interdependence that may exist between the units of a multinational enterprise. What effects they will have on the control system? 
8) In what way is the question of ownership related to control? What devices have been used  by multinational firms to overcome the impediments placed by foreign countries on the extent of ownership? 
9) "Control is intimately linked with organisation structure." Elucidate, 
10) Briefly describe the control process in relation to international business.
11) What objectives the reports on performance fulfill? What is the role of an      information system in the success of international business? 
12)"The success of multinational firms, to a large extent, depends on the effectiveness of  communication system." Explain what methods of communication can be effectively employed by such firms? 
13) Explain the accounting problems in relation to multinational control system.
14) Examine the pros and cons of converting vital accounting data in "corporate" versus "local currency". Give your own views regarding this controversy. 
15) Write a note on "control of joint ventures".

 

 



 

 

Management of technology

 

 

1 . Write an essay on management of technology.

 

2 . Write short notes on the following terms :

 

(a) MoT,  (b) ToT   (c) Models of ToT  (d) C-D model (e) Process of ToT

 

3 .  Discuss the strategic considertion of MoT .

 

4 . Write short notes on the R $ D strategies of the following :

 

(a) Traditional strategy      (b) Diffusion and imitation

 

( c ) Technology metabolism (d) Innovation and entrepreneurship

 

5. Discuss what is meant by “ creative response to challenges” .Who used this term first ? What are its ramifications ? Give some examples .

 

6 . Write an essay on institutional framework and support in MoT.

 

7 . (a) Name the KRA of MoT.

 

(b) Discuss each of them briefly.

 

8. Write short notes on the following :

 

(a) Communication gap    (b) Suitability gap

 

9 . (a) Distinguish ‘Design engineering function , from that of Scientific and technological function ,in MoT.

 

(b) What are the types of organisation, You propose to meet in the above functions .

 

10 . (a) What is meant by human capital  .

 

(b) How is value addition an important aspect in MoT ?

 

( c ) What are the methods of value addition ?

 

11 . (a) What are phases in the process of technology transfer ?

 

(b) Discuss them briefly

12 . Writw an essay on the technology acquisition process in MoT, bringing out clearly the steps involved therein, and the activities in each step to meet the objective, highlighting the precaution and special considerations if any.

 

13 . Write an essay on the ‘Technology Absorption Process  in MoT bringing out clearly the steps involved therein, and the activities in each step highlighting the pitfalls and precautions necessary.

 

14 . Write an essay on the technology adaptation phase in the MoT listing the different steps and activities,highlighting the pitfalls and precautions if any.

 

15 . Write an essay on the technology imvrovement phase in ToT, listing the different steps and activities.Also highlight the special consideration precautions if any.

 

16 . Write short notes on :

 

(a) Selection of technology     (b)  NIT

 

( c ) Tender evaluation             (d) ToT Agreement

 

 

(e)  Loopholes in agreement      ( f )  Safeguard in agreements.

 

17. Write short notes on the following :

 

(a) Integration                         (b)Value addition

 

( c ) Indigenisation                  (d) Ancillarisation

 

(e) Principles of exportable surplus  ( f )  Principle of comparative advantages

 

18 . Write short notes on the following :

 

(a) Fiscal support and financial incentive

 

(b) Technology obsolescence

 

( c ) Technology bank

 

(d) Engineering division

 

Important Technology Management  points

1. Development of Perception

2. Introduction

 

3. Historical Development

 

4.Management of Technology (MoT)

 

5. Transfer of Technology

 

6. Models of Transfer of Technology

 

7. Methods of Transfer of Technology

 

8 . Scope

 

9. TechnologyTransfer Process

 

10 . Strategic Consideration of Mot

 

11. R&D Leadership

 

12 . R&D Strategy

 

13 . Traditional Strategy

 

14 . Technology Diffusion and Imitation

 

15. Technology Metabolism

 

16 . Technology Innovation and Entrepreneurship

 

17 . Mobilising and pooling resources

 

18 . Cooperation and coordination between nations

 

19 . Innovation in production technology and methods

 

20 .      Marketing innovation

 

 

21 . Creative Responses to Challenges

 

22 . Small vs Big Manufacturing Strategy

 

23 . Flexible Production Methods

 

24 . Marketing innovation

 

25 . Competition without Competing But by Creating Value for Customer

 

26 . Finding Better Ways of Delivering Higher Values

 

27 . Basic Question Strategy

 

28 . Meet –the – User Strategy

 

29 . Institutional Framework And Support

 

30 . Organisational Development

 

31 . Government Control and Support

 

32 . Government Policy on R$D

 

 

 

33 . Key Result Areas ( KRAs)

 

34 . Formulation and Effective Implementation of S$T policies

 

35 . Manpower Development

 

36 . Selective Import of Technology

 

37 . Simulation of Indigenous Technology

 

38 . Institutional Sipport

 

39 . Communication Gap

 

40 . Suitability Gap

 

41 . Technical  Institutions

 

42 . Design Engineering Function

 

43 . Scientific and Technological Function

 

44 . Korean Experience

 

45 . Financial Insitutions and Support

 

46 . International Cooperations

 

47 . Human Capital

 

48 . Introduction

 

49 .Value Addition

 

50 . Turn-Key and Value Addition

 

51 . MoT and Value A ddition

 

52 .Transfer of Technology Process

 

53 . Phases

 

54 . Technology Acquisition

 

55 . Selection of Technology

 

56 . Selection Of Collaborator

 

57 . Finalisation of Agreement

 

58 . Technology Absorption

 

59 . Capital Expenditure

 

60 . Infrastructure

 

61 . Integration

 

62 . Value Addition

 

63 .Foreign Exchange (FE)

 

64 . Production

 

65 . Technology Adaptation

 

66 . Indigenisation

 

67 . Vendor Development

 

68. Ancillarisation

 

69 . Social Orientation

 

70 . Fiscal Support and Finanical Incentives

 

71 . Coordination and Cooperation

 

72 .  Technology Improvement

 

73 . technology Obsolescence

 

74 . Organisation Structure and R$Dleadership

 

75 . Engineering Division

 

76 . Safeguards in Agreement

 

77 . Future of MoT

 

78 . Quality Relationship

 

79 . Golbalisation

 

80 . Principles of Exportable Surplus

 

81 . Principles of Comparative Advantages

 

82. Professionalisation

 

 

 

Sales Management Question Bank

Q.1.(a)  What are the various steps in the sales process ?

(b)   How would the sales process differ in the following cases:

(i).A Taj group hotel representative selling services to the executive of a company.

(ii).HLL sales representative selling soap to wholesalers.

(iii).Pharmaceutical company salesman calling upon medical doctors.

(iv).Modi Xerox sales engineer setting to sell their new line of copiers to organisations.

Q.2. (a)  What are the factors influencing design of compensation schemes for salespersons ?

(b)  What components of compensation would you suggest for the following and why ?

(i).A young bachelor selling computer software to organisations.

(ii).A married senior salesperson with grown – up children, selling consumer durables.

Q.3 (a)  What are the parameters used to measure performance of sales personnel ?

(b)  How will you evaluate the sales performance of

(i).A salesperson whose proportion of non – selling activities is almost equal to h8is selling activities.

(ii).A missionary salesman cultivating the market for a new product concept, in ready – to – eat balanced nutrition breakfast.

Q.4. (a)  What are the elements of total cost in a physical distribution system ? What are the problems associated with measuring storage costs ?

(b)    What are the consumer service related considerations in physical distribution ?

Q.5. (a)   Describe the tools for channel control.

(b )   What are the sources of power for

(i).A wholesaler of consumer durables.

(ii).A retailer of highly competitive brands of detergents

Q.6.  Write short notes on any three of the following;

  1. a) Assortment and Intermediaries
  2. b) Selection criteria for choosing intermediaries.
  3. c) Motivation of channel members
  4. d) Inventory decisions and logistics
  5. e) Logistics communication

Q.7. (a)  What is the kind of information that may be demanded from the sales management systems. ?

(b)   Briefly discuss the stages involved in execution of an order.

Q.8. (a)  What are the various types of presentation methods used by salespersons ?

(b)  What type of presentation would you suggest for the following and why.

(i).Selling encyclopedias

(ii).Selling vacuum cleaning equipment.

Q.9.  Write short notes on any three of the following:

  1. (a) Interdependence of  Sales and Distribution
  2. (b) Steps in negotiation
  3. (c) Principles of sales display .
  4. (d) Developing sales territories
  5. (e) Marketing cost analysis

Q.10.(a)  How does the sales process differ with varying market situations and product categories ?

(b)  What kind of personal selling effort and process would be required in the following cases and why ?

(i).Introducing a new range of internationally renowned brand of cosmetics in India, through a personalized selling effort.

(ii).Motivating readymade garment stores to carry a line of slightly expensive range of western wear for women.

Q.11. (a)  What are the pros and cons of using interviews as tools of selection ?  How can objectivity be built into the interview process itself ?

(b) What kind of selection process would you use in the following cases and why ?

(i).Selecting boys and girls for door to selling of detergent power.

(ii).Selecting sales engineers for selling of water purifying equipment.

Q.12. (a)  What are some of the effective tools used to motivate sales personnel ?

(b)   What are the multinational techniques you would apply to motivate salespeople in the following situations ?

(i).Sales staff engaged in selling domestic sewing machines.

(ii).Missionary salespersons engaged in popularizing the concept of microwave cooking.

Q.13. (a)  What are the elements of total cost in a physical distribution system. In case of

(i).A manufacturer of  cold drinks with a nationwide distributions ?

(ii).A distributor of polio vaccination requiring maintenance of cold chain ?

Q.13.(a)  How would you establish standards for channel profitability and  apply to choose between channel alternatives ?

(b)  Distribution of jewellery watches in select stores and jewellery outlets.

 

Q.14.  Write short notes on any thee of the following:

  1. a) Sources of power of wholesaler
  2. b) Strategic and functional implications of channel control
  3. c) Inventory decisions in physical distribution
  4. d) Channel motivation

Q.15.  How would you identify the training needs of  your salespersons if you were in the business of

(i).Selling computer software ?

(ii).Selling pharmaceuticals. ?

Q.16.  (a)  How can computers be utilised in sales management ?

(b)  How can a modern sales management system be set up with the aid of computerized presentations ?

Q.17.  Write notes on any three of the following:

  1. a) AIDAS theory of selling
  2. b) Non Verbal Communication
  3. c) Sales display and its principles
  4. d) Psychological tests.

Q.18.  How can salespersons handle sales resistance of  prospects ?  If you were to advise salespersons selling office equipments like photocopiers, what suggestions would you give them in respect of handing sales resistance ?

Q.19. (a)  How do media characteristics of written and oral communication media affect the choice of sales communication methods ?

(b)  How should salesmen structure refusals or bad news correspondence, for example, out of stock conditions or lost order news ?  Illustrate through an example.

Q.20. (a)  What are the steps involved in planning and execution of sales displays ?

(b)  How would you motivate your retailer to put in his best effort in the conduct of the sales display of your new brand of detergent ?

Q.21. What is the significance of factors like stage in the product life cycle and demographic characteristics of salespersons for the design of their compensation package ? What kind of sales compensation package would you suggest for the following and why

  1. a) A bachelor selling credit card schemes
  2. b) A missionary salesperson selling the latest drugs for controlling blood pressure

Q.22.  Explain the workload approach to territory planning,  outlining its major shortcomings.  What are the situations in which you would recommend workload based territory planning ?

Q.23.  (a)  What is the difference between AIDAS theory of selling and the buying formula theory of selling ?  Explain by taking the example of any sales situation of your choice.

(b)   How does the relative importance of advertising and personal selling vary across the different stages of the purchase process ?  Explain.

Q.24. (a)  Describe the principles of effective presentation,.

(b)  How would you plan your sales presentation if you were a salesperson responsible for selling personal computers to individual consumers ?

Q.25.  How can training needs of salespersons be identified ? How do the learning styles of salespersons affect the design of the sales training programme ?  Use illustrative examples to substantiate your answer.

Q.26.(a)  How are sales volume quotas set ?

(b)  You are a large publishing house, publishing scientific and technical books for a nationwide customer base.  What type of field sales organisation would you design and why ?

Q27.  Write short notes on any four for the following:

  1. a) Preparation of sales budget
  2. b) Motivation tools for sales personnel
  3. c) Interview as a tool of sales – force selection.
  4. d) Negotiation process
  5. e) “Sales close” techniques
  6. f) Diversity of sales situations.

Q.28.  Briefly discuss the personal selling process.  How would the sales process differ if the product being sold was

  1. a) Household insurance ?
  2. b) Surgical equipment ?

Q.29. (a)  What do you understand by sales negotiation ?  How does it differ form selling ?

(b)  Outline the steps in the negotiation process, taking the example of processing an order for supply of PCs to an educational institution.

Q.30.  While selecting salespersons for their range of household electronic gadgets, one company decided to adopt the policy of hiring only experienced salesmen and preferably men who have had experience of selling similar or directly competitive products.  Evaluate this policy in terms of its advantages and disadvantages.

Q.31. (a)  What are the important quantitative and qualitative measure used to evaluate salesmen ?

(b)  What should be the components of a sales report for the salespersons involved in the task of servicing distributors for last moving consumer goods ?

Q.32.  How are sales volume quotas set ?  If you were assigning sales quotas to your salesmen selling fertilizers in the rural markets, what are the attributed of a sales quota plan that you need to keep in mind ?

Q.33.  (a)  What are the product and market situations conducive to the use of personal selling ?

(b)  What kind of allocation of sales and distribution tasks between the company’s sales personnel and channel members would you suggest in case of

(i).High value products intended for a small number of consumers ?

(ii).Frequently bought low margin highly competitive products ?

Q.34. (a)  What are the stages involved in the execution of a sales order ?

(b)  Assume you are a computer hardware company and are planning to set up an information database for effective sales management.  What type of information should be sought from the present system to enable you to set up your database ?

Q.35. (a)  How is non verbal communication relevant to effective personal selling ?

(b)   When structuring a response to convey refusal or bad news, when is a direct approach preferable ?  Suggest a suitable direct communication that should be made to the client whose order cannot be located in the company.

Q.36.  What are the frequently utilised recruitment sources for salespersons ?  You are in the business of selling pharmaceuticals and are looking for young dynamic salespersons.  What are the pros and cons of recruiting salespersons from your closet competitors ?

Q.37.  Why are sales territories required ?  Discuss the various steps to scientific territory planning would you recommend for

(i).A company selling textile machinery components to large textile units.

(ii).A company selling infant milk powder.

Q.38.  How do kinesics and proxemics help the sales communication process ?

Q.40.  Assume that you are a sales manager managing a large sales force of salespersons required to sell consumer non – durables to retailers and wholesalers.  How would you develop the job description for your salespersons ?  Give a stepwise detailed account.

Q.39. (a)   How can territory productivity be improved ?

(b)  Describe the steps in territory planning.  What  approaches would you use for territory planning in case of

(i).Selling of agricultural pesticides for the nationwide market ?

(ii).Selling of jewellery watches to up – market urban stores in metros and mini – metros ?

Q.40  Write short notes any four of the following:

(i).Sales forecasting techniques for a new product

(ii).Salesperson evolution

(iii).Product life cycle and salesperson compensation

(iv).Non – verbal communication

(v).Computer applications in sales management

(vi).Interdependence of sales and distribution

Q.41.  Briefly discuss the significance of personal selling in on today’s  highly competitive marketing environment.  How would you meet sales resistance in the following situation:

(i).A sincere objection raised by the customer about the high price of your product.

(ii).An insincere objection relating to the shape of the bottle in which your cough syrup is being sold.

 

 

Product Management Question BANK
 
Q 1 Discuss the role of product manager in the fast changing marketing environment of today.   
Q 2 What are the major reasons for firms undertaking portfolio analysis. How would you use the case quadrant approach to balance the product portfolio of a multiproduct company? Illustrate by taking the example of an Indian FMCG company   
Q 3 Product line decisions are crucial and vital in an enterprise. Discuss the factors influencing the product line decision.   
Q 4 Discuss the pricing options available for a new product. Suggest pricing method in the following situations and explain the reasons.
Introducing a line of economy range of men’s footwear (shoes)
Breakfast cereals
Compact discs (storage devices)   
Q 5 Explain branding as a strategy. How do you decide about the brand name of product – discuss a few approaches with suitable examples.   
Q 6 Identify and select suitable positioning for the following products. (faculty notes)
High end mobile phone hand set
New brand of wrinkle free trousers
Unisex sun glasses   
Q 7 Explain the concept of brand equity in the Indian scenario. What considerations make marketer believe that brands are financial assets?   
Q 8 Discuss the steps involved in the economic analysis of a new product concept. How would you estimate first time sales for a home appliance introduced for the first time in India?steps involved in the economic analysis of a new product(June 2001)   
Q 9 Discuss briefly the various sources of new product ideas you are familiar with. Using attribute analysis how would you generate new product idea for premium ink pen?  &nbsp>
Q 10 Briefly explain the major concept generation methods available to the Indian marketer.   
Q 11 What are the steps you will undertake to test market the following new products scheduled for launch
I. 100 c.c. diesel motorcycle
II. Improved premium toilet soap
III. Kitchen-masala paste.   
Q 12.What do you understand by the term “Product Launch”? Discuss and evaluate the recent launch of ‘Swift’, the new passenger car from Maruti Udyog Ltd.   
Q 13. Distinguish product from brand ? What is the role of product manager in :
FMCG company handling premium product line of toilet soaps.
Multinational firm associated with health drinks.
iii) Leading consumer electronics firm offering a wide range of voltage stabilizers.   
Q 14 Discuss the various product planning approaches adopted in your organization or any firm you are familiar with.   
Q 15.Discuss the basis for product line decisions in the following :
Pharmaceutical firm into formulations
Mobile hand set firm
Dear students you must add 3 to 4 lines own this help in detail   
Q 16 Comment on the perils of line extensions. Pickup two firms of your choice where faulty line extension decision proved disaster to the firm.   
Q 17 Discuss the concept of product life cycle (PLC). Comment on PLC as an aid to new product development planning strategies. (Faculty notes)   
Q 18 Why pricing of products in the Indian context is significant. What factors should marketer consider for competitive advantage while pricing the firms product. Pick up two examples of your choice where pricing strategy contributed to maximize the market share and profitability of the firm.   
Q 19 What are the characteristics of a brand and what does a brand communicate ? Illustrate your responses with three power brands in the Indian context .   
Q 20Besides employees, why does a firm consider brand as an important and most valuable asset. Discuss. .   
Q 21 a) Discuss the scope and significance of product management function in today’s dynamic marketing environment.   
b) With the help of suitable examples, explain the characteristics of convenience, shopping and speciality goods.   
Q 22 a) Explain the various interpretation of the term ‘new product’ giving suitable examples.   
b) Taking the example of educational toys, discuss how you can generate new product ideas using
Attribute analysis
Focus groups   
Q 23 a) Discuss the importance of packaging for a marketer of
Fast moving consumer goods
Industrial goods   
b) With the help of suitable examples explain the factors that can be responsible for the failure of a new product.   
Q 24 Does Homemade use an individual or a family branding strategy? What are the relative advantages and disadvantages of the two strategies?   
Q 25 What are the characteristics of a good brand name? How do you rate Homemade flavour names based on these criteria?   
Q 26 What role does marketing research play in new product development and brand name development? 

 

 

Research Methodology Question Bank

 

Q1 .What is "Primary Data" collection ? What are different major areas of measurement ?

Q. 2  What is observation in Primary Data Collection ?

Or

What are the main merits and demerits of observation methods of collecting information.

Q. 3. What is a questionnaire? What are different types of questionnaire?

Or

What are the factors would you take into account while designing a questionnaire?

Q. 4 What is Mail Questionnaire ? What are its advantages and limitations ?

Q. 5. What are different methods of collecting Primary Data ? Discuss each method with respective merits and demerits.

Q.6. What would you cover in introduction of Research Report.

Or

What are the major differences between oral and written report

Or

What considerations are relevant in oral presentation?

Or

What are the different bases of classifying reports? Are these mutually exclusive ?

Q. 7 Critically examine the procedure used in Park Gluco-Tamil  Nadu campaign.

Or

Was the advertising campaign effective ? Give reasons to support  your answer.

Q. 8. What is sampling? What are probability sampling and non probability sampling method? Explain with examples.  How does quata sampling differ from stratified sampling.

Q. 9. What is probability sampling and non-probability sampling? Give two examples from each one mention their application.

Q.10.   How would you use likert scale to ascertain the image of colgate too the paste among some consumers.

Q.11. Why is tabulation considered essential in a research study? Write briefly about the different forms of data presentations devices.

Q.12    What is the meaning of measurement of research? What difference does it make if we measure in terms of a nominal original interial or ratio scale? Explain giving examples.

Q.13. Explain and distinguish with examples “prima data” and “secondary data”.  What are the precautions one should take while administering “Data Collection”.

Q.14. What is the importance and applicability of regression analysis in research methodology? What are the major objectives of business researchers in using regression analysis?

Q. 15.  In the context of sampling and sampling design explain the following terms with their appropriate examples.  Sampling unit, population represeatativeness in example sampling frame, sampling design, statistics and parameters.

Q. 16. What do you mean by sampling frame and sampling design? What points should be taken into consider action while developing the sampling design for studying the problems of domestic airline passengers?

Q.17. Explain the difference between primary and secodary data

(i)  what are the advantages off secondary data over the primary data.  Explain three different methods for primary data collection.

(ii) What would be the best source for the following data?

(a)      weekly earnings of full time salaried workers for the range 1995 – 2000 in an           established software firm.

(b)  Annual sales of the top ten fast food companies

Q.18. Under what circumstances would you recommend:- Convenient Sampling

(i) Multistage Sampling

(ii) Quata Sampling

Q.19.  Differentiate between stratified Samping and cluster Sampling, give  examples of each.

Q. 20.            Analyse and interpret the following statistics concerning output of wheat per field obtained as a result of experiment conducted to test four varieties of wheat viz., A, B, C and D under a Latin-square design.

Q. 21.            Weight of 10 students is as follows:

Q. 22.            A sample of 10 is drawn randomly from a certain population.  The sum of the squared deviations from the mean of the given sample is 50.   Test the hypothesis that the variance of the population is 5 at 5 per cent level of significance.

Q.24. Genetic theory states that children having one parent of blood type A and the other of blood type B will always be of one of three types, A, AB, B and that the proportion of three types will on an average be as 1:2:1.  A report states that out of 300 children having one A parent and B parent, 30 per cent were found to be types A, 45 per cent per cent type AB and remainder type B. Test the hypothesis by c2 test.

Q. 25.A Local hews paper wants to ascertain the extent to which the inclusion of a daily stoch market page might increase its circulation which type of data collection would you like to propose for this? Explain the unit of analysis and the population size for the data collection.  Prepare at least eight questions in a questionnaire to collect the pertinent information.

Q.26. What is meant by “representativeness” in a sample? Explain in what sense a Simple random sample is representative of the population. Also distinguish between simple random sampling and Convenience sampling.

Q. 27.            What is the role of models in managerial decision making?  Briefly review the different features.  How is model validation Done?

Q.28. Distinguish between explanatory and conclusive research.  Give suitable example to support your answer.

Q.29. How do multivariate statistical methods differ from univariate method? Give examples of one situation each for which techniques live discriminate analysis regression analysis, and factor analysis are suitable.

Q.30. Research process starts from problem definition to the stage of interpretation of results.  Briefly name and discuss the steps of research process.

Q. 31.List out advantage of sampling over complete enumeration. When is sampling more appropriate then taking a census?

Q.32    Describe in brief the importance of editing, Coding classification, Tabulation and presentation of data in the context of a research study.

Q.33. Write a format of a hood report indicating different parts and their positioning in the report.

Q.34. What is the purpose of a statistical hypothesis? Discuss null and alternative hypotheses with appropriate examples

Q.35. In the research process, why is the problem definition stage probably the most important stage? What are the key issues that need to be addressed at that’s stage/

Q.36. What is “unit of analysis “ in a research process?  How is it different from “Characteristics of interest”?

Q.37. Railway commuters in Delhi have been facing various problems during travel. You have been assign the task of finding their problems.  Design a suitable questionnaire to be used in this study.  Use like it scale for designing ten questions.

Q.38. What are the most commonly used scales for measurement of attitudes in a research?  Your answer should be supported by example for each scale

Q.39. If a semantic differential has seven scale items, should all the seven items have to be phrased as either positive or negative statements. Or can both positive and negative statements be used? Your answer should be supported by example.

Q.40. Why is tabulation considered essential in a research; study? Give the features of a hood table.

Q.41. Computer graphics will have on impact on the research report writing format.  Elaborate this in the light of computer application of report writing.

 

 

 

Top Financial Management question Bank 
 
1. Contrast the salient features of the traditional and modern approaches to financial management.
2. Discuss the three broad areas of financial decision making.
3. What is the justification for the goal of maximising the wealth of shareholders ?
4. Discuss the functions performed by the financial system.
5. Give some examples of financial assets.
6. Discuss the important functions performed by financial markets.
7. List the important functions performed by the financial statements
8. Present the account form as well as the report form of the balance sheet.
9. Describe the various asset accounts and liability accounts found on a company's balance sheet.
10. What are the different types of financial ratios ?
11. Discuss the important liquidity ratios.
12. Define and evaluate various leverage ratios.
13. State the equation for EPS.
14. What kinds of questions may be answered with help of cost-volume-profit analysis?
15. What assumptions underlie cost-volume-profit analysis?
16. Show schematically the planning system of a firm.
17. What are the elements of a corporate financial plan?
18. What are the benefits of financial planning?
19. Why does money have time value ?
20. State the general formula for the future value of a single amount.
21. What is the difference between compound and simple interest ?
22. Describe briefly the various concepts of value.
23. Discuss the basic bond valuation model.
24. State the formula for a bond which pays interest semi-annually.
25. How is the rate of return on an asset defined?
26. What is standard deviation? What are its important features?
27. Why is standard deviation employed commonly in finance as a measure of risk?
28. From the point of view of the option holder, discuss the payoffs of a call option and a put option just before expiration.
29. What are the payoffs of a call option and a put option just before expiration, from the point of view of the writer (seller) of the option?
30. Explain the put-call parity theorem.
31. Why are capital expenditures deemed very important?
32. Discuss the phases of capital budgeting.
33. Describe the commonly found categories in project classification.
34. What are the three elements of the cash flow stream of a project?
35. How is the time horizon for cash flow analysis usually established?
36. What does the separation principle say?
37. List the techniques of risk analysis.
38. Discuss the steps involved in sensitivity analysis
Q.39.

(a)  Explain Standardisation, codification and variety reduction giving examples.

(b)  Discuss vendor evaluation and rating.  Give a list of factors to be considered.

 

Q.40.

(a)  Explain the importance of waste management.  How do you dispose scarp, surplus and obsolete item?  Define wastivity.

(b)   Explain the line balancing concept giving suitable examples.

 

Q.41.

(a)  Explain the different operational decisions in Operations Management.

(b)  Discuss the role of scientific methods in Operations Management.

 

Q.42.

(A)  Discuss the advantages and disadvantages of continuous and batch processing.

(b)   Discuss with examples, the process for capacity planning.

 

Q.43.

Explain the steps of Method Study.  What is a two hand process chart? Give an example.
Discuss the use of Work Sampling in Work Study.  How do you calculate the number of observations to be taken/
Q.44.

(a)  Explain the concept of the balancing giving examples.

(b)  Discuss the various types of maintenance.  What do you mean by Signature Analysis?

 

Q.45.

(a)   “Value Engineering is an important tool to improve productivity,” Explain.

(b)   Explain Quality Assessment, Quality Control, Quality Assurance and Quality Circles.

 

Q.46.

(a)  Discuss the various functions of stores.  Explain the different storage systems.

(b)  Explain ABC, VED and FSN analysis, giving examples.

 

Q.47.

Discuss various objectives of Operations Management.
What do you mean by an integrated approach to materials management?  Explain.
Q.48.

Explain various key elements that should be considered in product design.
What are the various factors that govern the design of plant layout?
Q.49.

(a)  What are the various techniques of work measurement?  Discuss pre-determined motion time system.

(b)  What do you mean by Human Engineering ? What environmental factors need to be considered while developing a new method.?

 

Q.50.

(a)  Explain failure analysis and its use in industry.

(b)  “Aggregate planning helps us in smooth control of production” Explain  What are pure strategies?

 

Q.51.

(a)  What do you mean by ‘Value’? What are the different types of values ?  Discuss FAST diagrams, pointing out their relevance in design improvements.

(b)  What is the cost of quality? Explain acceptance sampling.  Discuss sampling plans.

 

Q.52.

(a)  What are the different approaches for timing of purchases?  How do you determine price of a product?

(b)  Discuss advantages of codification Standardisation and variety reduction.

 

 

HUMAN RESOURCE MANAGEMENT

  1. "Human Resource Management is a staff function but a line responsihility". Comment.
  2. "Effective management of human resources is essential for the prosperity and welfare of an organisation, a society and a nation". In the light of this statement, describe the role of human resource management.
  3. "Management of personnel is a basic responsibility of every manager." Discuss.
  4. "Human Resource Management seeks to achieve personal and social goals." Explain. Outline the major functions of Human Resource Management.
  5. "Management is personnel administration". Continent.
  6. “Personnel function play's a vital role in the whole scheme of management of an industrial organisation." Elucidate.
  7. "Personnel management is a staff function but a line responsibility". Comment.
  8. "A good personnel manager is no longer just a hirer and firer of men ". In the light of
  9. "A personnel manager is a change agent in the organisation". Elucidate
  10. "Management of personnel is the responsibility of every manager and there is no need for a separate personnel department." Explain critically.
  11. Define "personnel policies" and describe their nature.
  12. "Personnel policies serve as guideposts to personnel decisions." Explain
  13. "A sound personnel policy must satisfy certain essential conditions." Elucidate.
  14. "Human resource planning is a prerequisite for effective management of human resources." In the highs of this statement, analyse the significance of human resource planning.
  15. "Scientific recruitment of personnel and their proper placement are importajtt in effectively achieving corporate objectives." Discuss.
  16. “The logical approach to staffing begins with a careful assessment and planning of current and prospective requirements." Comment.
  17. "Employee selection in India is a process of elimination and not an evaluation." Comment.
  18. "Interviews stiffer from some limitations". Describe these limitations. How can inter-views he made more effective?
  19. “Training programmes are helpful to avoid personnel obsolesence.” Illustrate.
  20. “Human resource development is nothing but looking at the development of manpower of an organisation in the light of its requirements” comment.
  21. “Job evaluation determines the worth of a job and not of job holder”. comment.
  22. "Various legislations have imposed upon the employer obligations for providing different kinds of employee services and benefits." Name and explain five such statutory benefits.
  23. "Scope of labour welfare needs to be considered pragmatically and has to be both dynamic and elastic." Do you agree? Give reasons.
  24. “Accurate appraisal of performance is very difficult”. In the light of this statement discuss the problems in performance appraisal.
  25. “High rates of absenteeism and labour turnover are harmful to both employers and employees.” Explain.
  26. "Accidents don't just happen, they are caused". Do you agree with this statement? Justify your views with cogent reasons. What measures would you recommend to prevent accidents in an industrial establishment?
  27. "Various legislations have imposed upon the employer obligations for providing different kinds of employee services and benefits." Name and explain five such statutory benefits.
  28. "Scope of labour welfare needs to he considered pragmatically and has to he both dynamic and elastic." Do you agree? Give reasons.
  29. "Various social security legislations in India have provided for financial benefits payable by the employer to his employees without the employees having to make any contribution". Name one such legislation and explain the nature of benefits provided for.
  30. "Industrial worker in India is secured against all social risks from birth to death". Do you agree 7 Give reasons.
  31. "Too often discipline is thought of only in the negative sense. In reality, positive discipline is more effective and plays a larger role in business management". Discuss the statement and point out the principles to be borne in mind while taking disciplinary action.
  32. "A sound grievance procedure must contain some essential features." Explain.
  33. "An effective grievance handling procedure is preventive rather than curative". Explain.

 

       34."In the highest form of discipline all are self-regulated and all are free." Comment.

some more questions on HR

  1. “Collective bargaining assumes collective wisdom of both management and labour” Discuss.
  2. "Workers' participation in management is essential to industrial democracy and socialistic pattern of society.” In the light of this statement, discuss the role of workers’ participation in management.
  3. "Workers' participation in management has failed in India." Do you agree? Give reasons.
  4. "Worker participation envisages full involvement of workers in management process." Comment.
  5. "Industrial relations in India are largely regulated, shaped and structured by the State." Comment.
  6. "There are three actors in industrial relations." Comment
  7. 'Trade union movement in India has not developed on healthy lines." Discuss.
  8. "In spite of more than 100 years of experience, Indian trade unions remain under-developed." Elucidate.
  9. "Trade unions in India have failed to serve the objectives for which they were formed" Do you agree? Give reasons.
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