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MS-01
Course Title : Management Functions and
Behaviour
1.What are
Management processes? Critically discuss the necessity of each managerial
process and its logical sequencing in relation to other processes in an
organisational set up. Explain with the help of your organizational experience,
or the ones you are aware of. Briefly discuss the vital details of the
organization, you are referring to.
2.What are
the assumptions of different decision making models which either describe how
decisions are made, or prescribe how decisions should be made? Identify varying
degrees of knowledge under which the decisions are made, and explain with the
help of organizational examples you are familiar with. Briefly describe the
organization to help understanding the context, you are referring to.
3.Describe
the process through which traditions and customs are maintained in any
organization. Identify the factors that contribute to the uniqueness of each
organization. Discuss the above concepts with the help of organizational
examples, you have come across or you are familiar with. Briefly describe the
organization/s you are referring to.
4.What is
the process of communication, what are the intentional or unintentional
barriers that prevent organizational communication/s to be effective? What a
manager should do to make his communication effective in an organizational set
up? Explain with relevant organizational examples and describe briefly the
organization/s and the situation/s you are referring to.
5.Briefly
describe various leadership styles. Is leadership a process of shared influence
on the work group? Substantiate your answer with relevant organizational
examples and/or cases you are familiar with or you have come across. Describe
the organization/s and the context you are referring to.
MS-02
Course Title : Management of Human Resources
1.Briefly
explain the need for, types of, and the uses of various psychological tests in
the evaluation of candidates during the recruitment and selection process of an
organization. Explain with examples you have had in the organization you have
been working in, or you are familiar with. Briefly describe the organization
and the context, you are referring to.
2.What is
competency mapping? Briefly describe various methods involved in it. Explain
the competency approach to job analysis. Explain/reflect on the benefits of
competency mapping in organisational functioning and observance of various
organisational processes, drawing from the experience you have come across
having worked in an organization. Briefly describe the context and the
organization you are referring to, to help understand your answers.
3.Define and
describe the ‘role systems’, distinguish between the ‘position’ and the ‘role’
in a ‘system’. Explain the significance of ‘role’ in ‘person-system
integration’ based on your organisational experience or the ones you are aware
of. Explain the role and significance of ‘person-system integration’ in
determining effectiveness of the teams in an organisation. Briefly describe the
vital details of the organization and the situation to support you answers.
4.Discuss
the dynamics and relationship between motivation and rewards. Critically
evaluate the role of financial reward systems and different types of employee
benefits in improving organisational performance. Explain with the help of the
experience you have had in the organisational situation/s, or the ones you are
aware of. Briefly explain the organization and the context you are referring
to.
MS-03
Course Title : Economic and Social Environment
1.Explain
environment of business in detail and examine the interaction between economic
environment and business management giving suitable examples.
2.Evaluate
the working and performance of public sector in India.
3.a)
Describe the salient features of the protective policy adopted by the
government for Small Scale Industry (SSI).
b)State the
objective and achievements of administered price mechanism.
4.a) Analyse
the need for foreign capital for a developing country. Give illustrations.
b)Define
Balance of Payments (BoP). Briefly discuss the significance and composition of
BoP.
5.Briefly
review the impact of economic reforms in India in terms of achievements and
failures.
MS-04
Course Title : Accounting and Finance for
Managers
1.“Accounting
is closely connected with control”. Elaborate this statement and discuss the
role of accounting feedback in the process of control.
2.The
balance sheets of XYZ Ltd. as on Dec. 31st, 2013 and 2014 are given below:
Additional Information:
During the
year 2014, the Company:
1.Sold one
machine for Rs. 50,000, the cost of which was Rs. 1,00,000 and the depreciation
provided on it was Rs. 40,000.
2.Provided
Rs. 1,80,000 as depreciation.
3.Sold
investments at a profit of Rs. 20,000, which was credited to Capital Reserve.
4.Redeemed
30% of the Debentures @ 105.
5.Decided to
value stock at cost, whereas previously the practice was to value stock at cost
less 10%. The stock according to books on 31.12.2013 was Rs. 1,08,000. The
stock on 31.12.2014 was correctly valued at Rs. 1,50,000, and
6.Decided to
write of fixed assets costing Rs. 28,000 on which depreciation amounting to Rs.
20,000 has been provided.
Prepare the
Funds flow statement for the year 2014.
3. A company engaged in production of dairy
products wants to buy a new spray dryer to replace one which is having frequent
breakdown. It received offers for two models of spray dryers S1 and S 2.
Further details regarding these models are given below:
Particulars S1 S 2
Installed
capacity (units) 10,000 10,000
Fixed
overhead p.a. (Rs.) 2,40,000 1,00,000
Estimated
profit at the above capacity (Rs.)
1,60,000 1,00,000
The skimmed
milk powder manufactured using this type of machine (S1 or S 2) is sold at Rs.
100 per unit.
You are
required to determine:
(a)Break
even level of sales for each model.
(b)The level
of sales at which both the models will earn the same profit.
(c)The model
suitable for different levels of demand for the product.
4.a)
Describe the characteristics of a flexible budget?
b) “For
Private Sector’ budgets are important in profit planning, but budgets are
costly for Not- for – Profit organization” Discuss.
5.Rearrange
the given statement in a form suitable for analysis and calculate:-
i)Ratio of
current assets to current liabilities
ii)Ratio of
outside liabilities to net worth
iii)Ratio of
net worth to fixed assets
iv)Ratio of
sales to fixed assets
v)Ratio of
sales to net worth
vi)Liquid
ratio
vii)Fixed
assets ratio
viii)Proprietary
ratio
ix)Capital
turnover
x)Debtors Turnover ratio
Condensed
Balance Sheet
MS - 05
Course Title : Management of Machines and
Materials
1.Explain in
detail the framework of planning, organizing and control decisions in
production systems. Give suitable examples to explain the framework.
2.What are
the major techniques of work measurement? Discuss two important techniques with
suitable examples.
3.Under what
circumstances would you use PERT as opposed to CPM in project management? Give
some example of projects where each would be more applicable than the other.
4.Explain
the basic concept of value engineering. Choose any product, system or procedure
that you are conversant with and apply the value tests to find out if there is
a scope for value improvement in it.
5.Explain
the following in brief:
a.Systematic
waste reduction procedure
b.Wastivity
Indices
c.Gross
Wastivity
d.Taxonomy
of waste
MS-6
Course Title : Marketing for Managers
1.(a)
Distinguish Product Marketing Vs Services Marketing with suitable
illustrations.
(b)The
essence of Marketing is a “Transaction”. Explain the underlying meaning of the
above statement and give reasons in support of your answer with suitable
examples.
2.(a) What
are the major objectives of promotion strategy in a manufacturing and Marketing
organization? Suggest suitable promotion mix in the following categories :
i)Banking
Services
ii)Smart
phones
iii)Mineral
Water
(b)Explain
the concept of market segmentation. Why do marketing firms undertake such
segmentation exercise? Discuss the major advantages and demerits with suitable
examples in the recent part.
3.(a) Discuss the importance of the Marketing
Research function and its application in the current business environment. What
are the advantages and disadvantages that a firm accrues. Cite any two examples
of your choice in the recent part.
(b)
Distinguish and discuss, cyber marketing from conventional marketing. Discuss
the advantages and limitations of cyber marketing.
4.(a) What is New Product Development Strategy? As
a product executive of a growing FMCG company discuss the various stages in the
development process of a new product. You may assume any consumer product category
to explain the stages.
(b) What is
the role of Marketing Organization in an enterprise? Discuss the considerations
involved in designing a marketing organization for Pan India Operations.
Course Code : MS-07
Course Title : Information Systems for Managers
1.Define the
Internet, Intranet, and e-commerce. Write a note on e-commerce. Whatare the
advantages of e-commerce over conventional business?
2.Discuss
why management needs information. Is it possible for the management of an organization
to make effective
decisions without the
aid of an
information system? Discuss.
3.Indentify
the role of transaction processing system in the development information
system. Suggest few modules, you would like to add to improve the Marketing
Information System.
4.What are
the three major
areas of feasibility,
which are addressed
in system analysis? Which of the
design lays out the components of the system and their relationship to each
other, as they would appear to users?
5.Define
Artificial Intelligence and mention some of its current applications. What are
artificial neural networks? Discuss their business applications.
Course Code : MS - 08
Course Title : Quantitative Analysis for
Managerial Applications
1.Calculate
mean, median and mode from the following data relating to production of a steel
mill on 60 days.
2.In an
automobile, the shaft (it converts translatory motion to rotatory motion) can
fail either due to failure of bearing or failure of slider crankshaft
mechanism. The probabilities of failure of bearing and crankshaft are 0.2 and
0.3, respectively, and the probabilities of failure of shaft due to failure of
bearing and due to failure of crankshaft are 0.5 and 0.6, respectively. If the
shaft has failed in an automobile, what are the probabilities that itfailed due
to either failure of bearing or crankshaft?
3.The marks
obtained in Statistical Methods paper in MBA First Semester examination of a
Management Institute, followed normal distribution with mean 75 and standard
deviation 10. If 250 students appeared at the examination, estimate the number
of students, scoring:
(i)Less than
70 marks,
(ii)More
than 90 marks.
4.A
manufacturer of LCD TV claims that it is becoming quite popular, and that about
5% homes are having LCD TV. However, a dealer of conventional TVs claims that
the percentage of homes with LCD TV is less than 5%. A sample of 400 household
is surveyed, and it is found that only 18 household have LCD TV. Test at 1%
level of significance whether the claim of the company is tenable.
5.Define
correlation & Regression? What is the difference between the two? Give
examples of a situation, where you will use them.
MS-09
Course Title : Managerial Economics
1.“The
opportunity cost of anything is the return that can be had from the next best
alternative use.” Explain this statement with reference to gun-versus-butter
debate.
2.Describe
each of the variables of demand function separately with the help of examples.
3.Break-even
production of a firm is 4,000 units, its total fixed cost is Rs. 40,000 and the
variable cost per unit is Rs. 20.
(a)Find out
the price of the product.
(b)What
should be the firm’s output to earn profit contribution of Rs. 20,000?
4.“Price
discrimination refers to the situation where a monopoly firm charges different
prices for exactly the same product. Explain giving an example.
5.“The
increase in competition has not only increased the market size for telecom, but
has also resulted in substantial tariff declines.” Elaborate this statement
with the help of an example.
6.Write
short notes on the following:
(a)The
Invisible Hand
(b)Envelope
Curve
(c)Economies
of Scope
MS -
10
Course Title : Organisational Design, Development and Change
1.What are
the different approaches to organisation? Briefly explain the 7s model with the
help of examples.
2.Discuss
the universal perspectives of Organisational Design. Identify the restructuring
strategy being adopted by an organisation you are familiar with and make a
brief analysis of the contingent factors that have influenced the strategy of
the said organisation. Briefly describe the organisation you are referring to
3.Explain
the contemporary approaches to job design citing suitable examples.
4.Define
organisational diagnosis. Discus different methods of organisational analysis
and cite how it is carried out in your organisation or an organisation you are
familiar with. Briefly describe the organisation you are referring to.
5.Write an
essay on the process of change and enumerate how it is carried out in an
organization.
MS-11
Course Title : Strategic Management
1.Explain
how the concept of leverage stretch and fit positions the firm in the market.
Illustrate your answer with the help of examples.
2.What are
‘Strategic groups’? Explain how the strategic groups help the organizations in
understanding the competition within the industry.
3.Discuss
the additional consideration for using experience curve effect.
4.Chose an
organization of your choice, which is expanding. Explain which type of
intensification strategy the organization is following and why.
5.Explain as
to how the quality strategic decisions are affected with the change in
leadership. Illustrate your answer with the help of a real world example.
MS - 21
Course Title : Social Processes and Behavioral
Issues
1.Describe
the emerging scenario of organizations. Explain the steps to be taken by
management into bring in the mindset of employees conducive to changing reality
of business in an organization you are aware of. Briefly describe the
organization you are referring to.
2.Describe
the socialization process. How socialization influence on personality,
attitudes and values. Explains with the help of examples from the organization
you are aware of. Briefly describe the organization you are referring to.
3.Explain
the relevance of behaviour modification in organizations and briefly discuss
the role of ethics in behaviour modification.
4.Explain
various models of group development. Describe the model being followed in your
organization or any organization you are familiar with. What can be done to
increase group effectiveness? Briefly describe the organization you are
referring to.
5.Briefly
discuss how organizational culture can be developed and describe the attributes
of work culture and their relevance.
MS - 22
Course Title : Human Resource Development
1.What is
the usefulness of Competency Mapping in overall organizational functioning?
What are the basic steps followed in conducting Competency Mapping of an
organization. Explain with an example.
2.What are
the generally followed phases in implementing Organization Development
programmes in an organization? Are there any conditions which play important
role in success of Organization Development in an organization? Explain with
relevant examples.
3.How do you
distinguish between Information and Knowledge? Explain through the roles of a
Knowledge Manager as to how do they help leveraging professional expertise in
an organizational setup. Explain with relevant organizational examples you are
familiar with. Describe the organization you are referring to.
4.What are
the objectives, psychological bases, and important consideration in designing
reward system of an organization? Critically evaluate these with an
organizational example of reward system you are familiar with or known to you.
Give brief and relevant details of the organization you are referring to.
5.Explain
how HRD is being used for health and family welfare programmes in your area or
any area you are aware of. Discuss the importance of developing the
competencies of field workers in social and family welfare programmes.
MS - 23
Course Title : Human Resource Planning
1.Explain
the role of HR professional in human resource planning process in any
organization you are familiar with. Briefly describe the various forecasting
techniques and how these techniques are being used in human resource planning.
2.Explain
the process of Job analysis. Describe the steps being followed in carrying out
job analysis in an organization you are familiar with. Discuss various methods
of collecting information for job analysis.
3.Explain
recruitment purpose, policy and process being followed in any organization you
are familiar with. Describe the methods and techniques of recruitment.
4.Explain
the concept and need of Human Resource Audit. Describe the Auditing process of
any organization you are familiar with. Discuss the common research techniques
being used in auditing process.
5.Explain
the various methods of human resource supply in an organization you are
familiar with. Discuss the employee turnover analysis. Describe the different
techniques for supply management.
Course Code : MS - 24
Course Title : Employment Relations
1.Describe
the factors responsible for the evolution of Indian Labour policy. Discuss the
recent developments in the field of industrial relations in India.
2.Describe
the Structure of trade unions in India. Discuss the methods of verification of
union membership and state the advantage and disadvantages of each of these
methods.
3.Discuss
the factors responsible for the future of participative schemes in India. What
suggestions would you like to offer to make the participative schemes work
effectively?
4.Define
grievance and discuss the role of Human Resource department in grievance
handling. Explain various approaches of grievance resolution, in your opinion
which approach is most effective and why?
5.Explain
various cultural aspects of employment relations. Discuss the recent
developments in employment relations. How power and authority would play a role
in industrial relations? Explain.
Course Code : MS-91
Course Title : Advanced Strategic Management
1.a) What is
corporate planning and what are the benefits of corporate planning?
b)Identify
the reasons attributed to the failure of corporate planning and the
pre-requisites for its success.
2.Explain
the role of the Board in Strategic Management and the process of creating an
effective Board in detail.
3.Discuss
market structures and competitive advantage in detail.
4.What is
Knowledge Management (KM)? Discuss the benefits and challenges of KM with real
world examples.
5.Explain
the role of Information Technology (IT) in strategy implementation and how does
it assist in enhancing the competitiveness of a firm.
6.Highlight
the key developments in business environment for better transparency and
comprehensive reporting for business organizations.
MS - 92
Course Title : Management of Public Enterprises
1.What was
the new approach adopted with regard to transformation of public to private
sector?
2.Briefly
discuss the important methods government adopted to exercise governmental
control.
3.“The
classification of State Level Public Enterprises (SLPEs) is an onerous task.”
With reference to the statement briefly discuss the coverage and features of
SLPEs.
4.Define
collective bargaining and describe its history.
5.What are
the highlights of Corporate Planning Process of SAIL?
6.Write
short notes on the following:
(a)Holding
Company
(b)Committee
on Pubic Undertakings (CPU)
(c)Under
Pricing
MS - 93
Course Title : Management of New and Small
Enterprises
1.How can
Entrepreneurial Competencies and Skills be developed through suitable training
interaction? Explain.
2.Using the
SWOT framework conduct an opportunity analysis for the following.
(a)a leather
products outlet
(b)a
handicrafts outlet
3.Explain
the common errors committed in the formation of a Business Plan.
4.Discuss
the management aspects of the following assets whose pitfalls are commonly
observed in the daily operations of a small business.
(a)Land and
Building
(b)Trade
Debts
5.“The cash
flow statement provides a way of relating an entrepreneur’s earning efforts
with their effect on the cash balances”. Discuss this statement with reference
to control of Cash Flow statement.
6.Write
short notes on the following:
(a)Industrial
Policy Resolution (IPR) 1956
(b)Material
Management
(c)Cost and
Time Overruns
MS-95
Course Title : Research Methodology for
Management Decisions
1.Explain
the concept of Research Design. Describe some important research design for
research study.
2.Examine
the merits & limitations of the observation method for collecting data.
Illustrate your answer with suitable examples.
3.What is
the meaning of measurement in research? What difference does it make whether we
measure in terms of a nominal, ordinal, interval or ratio scale?
4.Assume a
research topic of your choice and give the complete format of its research
report.
5.A chain of
departmental stores opened three stores in Mumbai. The management wants to
compare the sales of the three stores over a six day long promotional period.
The relevant data is given below.
MS-41
Course Title : Working Capital Management
1.Distinguish
the different working capital financing strategies. Under the present capital
and money market conditions which of these would you recommend to a consumer
durable manufacturing firm. Explain with reasons & list out your
assumption, if any.
2.You are
required to recommend as to which of the policies given below should be adopted
by a trader who wants to pursue a more liberal credit policy to improve sales.
His current sales are Rs. 15 lacs per annum & average collection period is
30 days.
Credit
Policy Increase in Collection Period Increase in Sales
P 15 days Rs. 60,000
Q 30 days 90,000
R 45 days 1,50,000
S 60 days 1,80,000
T 90 days 2,00,000
The selling
price per unit is Rs. 5. Average cost per unit is Rs. 4 and variable cost per
unit is Rs. 2.75 paise per unit. The required rate of return on additional
investment is 20 percent. Assume 360 days a year and that there are no bad
debts.
3.Assume
that the following quantity discount schedule, for a particular bearing, is
available to a retails store:
Order Size
(units) Discount
0-49 0%
50-99 5%
100-199 10%
200 and above 12%
The cost of
a single bearing with no discount is Rs. 30. The annual demand is 250 units.
Ordering cost is Rs. 20 per order and annual inventory carrying cost is Rs. 4
per unit. Determine the optimal order quantity and the associated minimum total
cost of inventory and purchasing costs if shortage is not allowed.
4.Assume
that you are in import business. Does a bank need to be satisfied about your
credit worthiness before extending non fund facilities to you. Discuss this
issue with a Banker and explain fully.
5.“In
simulating financial decision, the strategy that produces the best simulated
result is not necessarily the optimal financing strategy”, do you agree with
this statement? Why or why not?
MS-42
Course Title : Capital Investment and Financing
Decisions
1.What do
you understand by Economic Appraisal of a project? Discuss the various aspects
of economic appraisal and explain their significance.
2.What do
you understand by Financial Reconstruction? How does it differ from
reorganization of Capital? Discuss the steps involved in the formulation of
Reconstruction Plan for a company.
3.List the
various instruments through which corporate can procure finance and discuss the
circumstances under which they are used to procure finance.
4.What is
meant by cost of capital for a firm? What is its relevance in investment
decision making? How is it calculated for different sources of capital?
5.What are
the factors which influence dividend decisions? Explain Gordon’s model relating
to dividend policy.
MS-43
Course Title : Management Control Systems
1.‘New
Management techniques such as Total Quality Management, Just in Time are in
tune with the conceptual foundations of Management Control Systems’. Explain
2.‘Every
responsibility center manager in an organization is an expense center manager
also’. Do you agree with this statement and if so, try to explain the same by
giving examples.
3.Select any
organization of your choice and study the long-term compensation plans of that
organization? Give your views on the existing compensation plans that are being
practiced by that organization.
4.As a
manager of a multinational company what are the difficulties that you may be
confronted with while adopting management control practices across various
countries.
5.Study the
‘Christian Medical College and Hospital, Vellore’ Case given in Block 5 of this
course and answer the questions given at the end of the case.
MS - 51
Course Title : Operations Research
1. Solve graphically:
Minimize Z=6x1 + 14x2
Subject to
5x1 + 4x2 ≥ 60
3x1 + 7x2 ≤84
x1 + 2x2 ≥ 18
x1, x2 ≥ 0
2.Using the
following cost matrix, determine (a) optimal job assignment, and (b) the cost
of assignments.
Job
Machinist
1 2 3 4 5
A 10 3 3 2 8
B 9 7 8 2 7
C 7 5 6 2 4
D 3 5 8 2 4
E 9 10 9 6 10
3.“In goal
programming, we attempt to ‘satisfy’ or come as close as possible to
satisfying, the various goals,” Discuss.
4.A
wholesaler supplies 30 stuffed dolls each day to various shops. Dolls are
purchased from the manufacturer in lots of 120 each at Rs. 1200 per lot. Every
order incurs a handling charge of Rs 60 plus a freight charge of Rs 250 per
lot. Multiple and fractional lots can also be ordered, and all orders are met
the next day. The incremental cost is Rs 0.60 per year to store a doll in
inventory. The wholesaler finances inventory investments by paying its holding
company 2% monthly for borrowed funds.
How many
dolls should be ordered at a time in order to minimize the total annual
inventory cost? Assume that there are 250 week-days in a year. How frequently
should he order?
5.What is
simulation? Describe the simulation process. State the major two reasons for
using simulation to solve a problem. What are the advantages and limitations of
simulation?
MS - 52
Course Title : Project Management
1.Distinguish
between project and production management, giving examples. What, according to
you, are the critical success factors in project management?
2.“Doubled
Project Report (DPR) forms the foundation on which the entire superstructure of
the project is built – if it is weak, project cannot weather the turbulent
times ahead.” Bring out the do’s and don’ts of a good DPR.
3.“Meticulous
Management of activities on the critical path is crucial to completing projects
on time.” How can we ‘beat’ the critical path and improve our on-time
performance?
4.A good
tem-work speed up project implementation justify. Developing self directed
project teams is the key to improving effectiveness in project management.
Elucidate.
5.Explain
the importance of ‘project review’ in the context of control of a project. How
are cybernetics concepts applied to project management?
MS - 53
Course Title : Production/Operations Management
1.What is
the system view of operations Management? Identify the input, process and
output for the following production systems.
a.Automobile
manufacturing
b.A
restaurant
2.Find out
the 4-quarter moving average of the following time series representing the
quarterly production of coffee is an Indian state.
3.When to
use product and process layouts? Give example of organizations that have
predominantly product, process and fixed position layout.
4.Review
Shigeo’s seven wastes. Which of these wastes are addressed by the following JIT
techniques?
a.Pull
production
b.Kanban
c.JIT
purchasing
5.Discuss
various vendor-rating techniques? Why an organisation should try to rate its
vendors?
MS - 54
Course Title : Management Information Systems
1.What is
the role played by business information in an organization? Define Management
Information System and discuss various characteristics expected of a good MIS.
2.Explain
and distinguish the following concepts with reference to their use in real-time
systems:
i)multiprocessing
ii)time
sharing
3.What are
expert systems and how do they help in decision-making? Can you give examples
to illustrate the same? What kinds of decisions can be appropriately programmed
on expert systems? Give examples.
4.Identify
the most important factors inhibiting an organization’s move towards a DBMS. Why should an organization be careful about
placing over reliance on “benchmark” tests in selecting a DBMS?
5.Differentiate
among Trojans, Worms and Viruses. Give one example for each. “Computer virus is
a major threat to computer security.” Justify the statement.
MS - 61
Course Title : Consumer Behaviour
1.How would
you differentiate between organizational buying and individual buying? Taking
the example of purchase of a computer for your personal use and for
organizational purposes, explain the differences.
2.Explain
the concept of family life cycle. How do the family life cycle stages affect
the consumption patterns? Give its implications for the marketer of health
insurance policies.
3.What do
you understand by reference group influence? Suggest a few products for which
you think reference groups would exert a strong influence with regard to the
purchase of the product and the brand. Provide explanation for your choice.
4.What is
the need to study post purchase behavior of consumers? Explain its implications
for the marketers of consumer durables.
5.Explain
the concept of learning and discuss its marketing implications.
6.Explain
the relevance of studying Howard Sheth Model of consumer behavior for a
marketer.
7.Explain
the concept of culture and sub-culture. Discuss the relevance of sub-culture
segmentation for food products.
MS - 62
Course Title : Sales Management
1.What is
Sales Management? Discuss the considerations in the formulation of Sales
Strategy for the following products:
(a)Any
Industrial Product of your choice
(b)For a
newly introduced consumer durable (ceiling fan brand) in a highly competitive
market.
2.(a)
Discuss the concept of personal selling with suitable examples.
(b)Critically
evaluate the various theories of personal selling with suitable illustrations.
3.(a) Why
and how “Selling Skills” are important for a salesman in pursuit of discharging
his responsibilities.
(b)What are
the basic objectives of good sales force monitoring system? List and briefly
discuss the criteria used to monitor the salesforce team of an FMCG product
company.
4.(a) Define
and discuss the purpose of Sales Quotas. Elaborate some of the attributes of a good
sales quota plan.
(b)What is
territory planning? Who and why the activity of territory planning is
undertaken in the company. Substantiate with suitable examples of your choice.
MS - 63
Course Title : Product Management
1.Explain
the concept of ‘product line’ and ‘product mix’ giving suitable examples.
Discuss the factors influencing the product line decisions.
2.What do
you understand by the term
‘product positioning’? What
are the key considerations
in designing a positioning strategy for a product? Describe the alternative basis
of positioning that you can apply for a packaged fruit juice.
3.Taking the
example of wrist watches, discuss how you can generate new product ideas using
a)Attribute
analysis
b)Focus
groups
4.What are
the objectives of test marketing? How would you go about test marketing a new
flavor of instant noodles?
5.What do
you understand by the terms ‘convenience products’ and ‘speciality products’? How
does the buying behavior for the two differ? Explain its implications for
marketers.
6.With the
help of examples explain how a company’s marketing mix strategies may vary
depending on different stages of product life cycle.
7.Explain
the factors that can he responsible for the failure of a new product, giving
suitable examples.
MS - 64
Course Title : International Marketing
1.Describe
the differences between ethnocentric, polycentric, regiocentric and geocentric
orientations. How do these orientations affect international marketing
practices? Explain with the help of examples.
2.A garment
manufacturer presently operating in domestic market only wants to go
international. Advise the organization regarding various options available to
reach foreign markets.
3.Explain
the significance of letter of credit in international marketing. Briefly
discuss the operation of a letter of credit.
4.“Conducting
marketing research across different parts of the globe poses different issues
and challenges”. Do you agree with the statement? Discuss with the help of
suitable examples.
5.Why do you
think a company should or should not market, the same product in the same way
around the world? Explain with the help of suitable examples.
6.With the
help of an example explain how a marketing manager can use “country
attractiveness /competitive strategy” matrix to define the direction of growth
for the organization.
7.Give a
brief overview of India’s Foreign Trade covering composition, direction and
prospects. Try to collect some latest data in this regard. (You may visit
various relevant websites eg. RBI, W.T.O, Min. of Commerce , DGFT etc.)
Course Code : MS - 65
Course Title : Marketing of Services
1.Select a
service organization you are familiar with, where customers have to wait in
line for service. What, according to you, are the reasons for customer waiting?
Develop a waiting line strategy for the organization.
2.Identify a
number of goods and services you use on a regular basis. Then examine Fig. 1.1
(Goods Service Continuum) given on page 10 of Block 1 of your course material
and try to position them on the goods service continuum giving reasons for your
choice of position and briefly discuss the related marketing implications.
3.What are
the various modes of service delivery in international trade? Discuss with the
help of examples.
4.Discuss
the significance of word of mouth communication for a health service provider.
5.‘Pricing
strategy includes much more than determining what to charge’. Examine the
statement with regards to pricing of services, giving suitable examples.
6.Select a
service organization you are familiar with. Explain the service offered by it
and develop a good service guarantee for it. Discuss why your guarantee is a
good one, and the possible benefits to the company in implementing it.
7.Is
physical evidence equally important for all kinds of services? Justify your
answer giving suitable examples.
MFP – 1
Course Title : Equity Markets
1.Explain
the evolution of Commodity Markets. Select any one Commodity Exchange and try
to study the development of that Exchange. Also find out the commodities that
are traded on that exchange and the Regulations governing it.
2.With the
help of flow diagram explain the actual process of Book Building. What are the
roles and responsibilities of the intermediaries involved in the book building
process?
3.Consult
any depository of your choice and discuss its role in the process of Pledging
and Hypothecation of a share.
4.Indentify
the patterns of technical analysis emerging from the price graphs of any five
scrips trading in Indian equity markets.
5.‘A
Portfolio manager evaluating two or more portfolios can combine securities in a
portfolio in a number of ways by simply changing the proportions of the funds
allocated to them’. Discuss this statement with the help of suitable examples.
MFP – 2
Course Title : Equity Derivatives
1.What are
derivatives? Discuss the different segments of Derivative Markets and elaborate
the need for derivative markets.
2.What are
SWAPs? Explain with examples currency and equity swaps.
3.Discuss
the factors that affect the put option price and show their impact on such price.
4.Explain
the following:
(a)Delta
(b)Vega
5.What is
‘Clearing and settlement’? Discuss the settlement mechanism for future
contracts.
MFP – 3
Course Title : Commodity Markets
1.Discuss
the role and importance of Commodity Derivatives Exchange in Asia and the
Middle East.
2.Discuss
the role played by the Commodity Futures Trading Commission in regulating the
commodity markets in USA.
3.Meet a
Broker who deals in Commodity Derivatives and discuss with him the technologies
used in Derivatives trading.
4.Discuss
the role of Indian Energy Exchange and explain its operational and delivery
procedures.
5.Study and
analyse the Case of ‘Long Term Capital Management’, which is given in Unit -18
of this course material and answer the questions given at the end of this case.
