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BUSINESS COMMUNICATION AND ETIQUETTE

1. Mrs. Bagla is a General Manager at Ganga Tools. The Engineering company has many levels of employees working since years. The attrition rate is quite low at the organization; however, employee relationships need to be worked on as usually conflict rate is seen quite high. Mrs. Bagla, wants to understand and work on the problem. Please help her by listing out and explaining in brief the causes of
miscommunication. (10 Marks)

2. Parag has joined Koret Pharma in corporate correspondence department. His department is responsible for keeping in touch with existing clients, introducing them to new products and also reaching out to new customers for new business development. While his task remained more into writing business letters and other persuasive documents, he needs to understand the process. List down steps of business writing process and explain them in brief. (10 Marks)

3. Genesis productions Pvt. Ltd. wants to conduct focus groups for a change in their corporate image. They have their market research team who would be conducting focus groups, however, they need some training for the staff in order to making their focus groups effective. In light of this situation, please answer the following questions.
a. Explain in detail the conceptualizing phase for conducting focus groups. (5 Marks)
b. The interviewers of focus groups are called moderators. What moderating skills are important for effective focus groups? (5 Marks)?

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BUSINESS ECONOMICS

1. Define the term “Elasticity of demand.” Discuss different types of elasticity of demand. Also explain why this concept should be of interest to anyone in business who has a choice to determine the price at which to sell their products. (10 Marks).

2. Find below the data for total production costs of a manufacturing firm at various levels of output. Complete the blank table and comment on each column of the table explaining the behavior of short run costs of a firm. (10 Marks)

3. a) Large scale production is considered to be economical in the sense of per unit cost. Explain the statement by describing different types of economies of scale. Give examples to substantiate your answer (5 Marks)
3. b) Under perfect competition, a firm’s average revenue and marginal revenue are equal at all levels of output” Explain the statement by giving a hypothetical revenue table. (5 Marks).

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CORPORATE SOCIAL RESPONSIBILITY
1. Child labour is a violation of human rights. India is sadly the home to the largest number of child labourers in the world. Children are engaged as household servants and are also employed by hotels, service stations, food stalls, workshops, construction sites, carpet industries, etc. They are even employed in hazardous and unhygienic forms of labour in textile, leather and cracker industries, depriving the children of their childhood, and harming their mental, emotional and physical development & well-being. What according to you are five compelling reasons for the existence of child labour in India? Suggest four practical strategies/action plan that can be adopted by business and society to make child labour unattractive and non viable. (10 Marks)

2. Saudi petro giant Aramco led refinery project is slated to come up at Nanar village in Ratnagiri district of Maharashtra, also famous as home to Alphonso mangoes. The Rs 3 trillion integrated refinery and petrochemicals complex is a joint venture between Aramco, IOC, HPCL and BPCL The refinery will process 60 mio tonnes per annum (mtpa) of crude and will be able to produce 18 mtpa of petrochem products. The companies claim the project will generate 1.5 lac jobs during construction and 20,000 direct jobs, once completed. The project requires 15000 acres of land, more than 90 % of which is in 14 villages of Ratnagiri district and the rest in 2 villages of adjacent Sindhudurg district. Currently 80 % of this land is used for agriculture and over 16 lac mango trees and three lac cashew trees, the mainstay of the region will be lost. According to the locals, 22000 farmers and 4500 fisher folks will be impacted. The farmers will get paid for land but not the fisher folks whose livelihood will be severely impacted. The locals have been protesting for a year, they fear pollution from the project will affect farming and fishing. According to you should this project be developed? Give reasons for your answer. What needs to be done by the management and board of this Aramco led project to minimize/ mitigate negative impacts on the environment and local communities? Elaborate on any five of your suggestions? (10 Marks)

3. “An individual “blows the whistle” when they disclose information which relates to suspected wrongdoing or dangers at work.” You have proof of an unethical practice in your workplace and you wish to blow whistle on it. (10 Marks)

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INFORMATION SYSTEMS FOR MANAGERS

1. Raghu has been appointed as the Chief Information Officer of BuyFromMe a leading ecommerce company based in Pune. The company has data on buying habits of its customers. This data is available easily to each employee of the company through shared folders. What is the change Raghu should bring about in this case? (10 Marks)

2. The Smart Cube is a leading Knowledge Process Outsourcing company based in Noida. The company boasts of clientele from all parts of the world and they cater to the need of various industries. Their projects involve providing support to organisations in taking business decision. The company has 300 analysts working for various clients. The job of analysts is gathering data from various sources both primary and secondary and convert them into meaningful information. Advice the company on whether it makes sense to go for data warehousing? (10 Marks)

3. CapitalStock Data Pvt. Ltd is a data aggregator whose job involves getting data from various companies and aggregating it at one place. The company has appointed a new CIO. He advices the CEO that the company should be on the cloud.
a. What are the advantages the clients will have if the company is on the cloud? (5 Marks)
b. Compare the three models and state which of the three, cloud service model would suite the company? (5 Marks)

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MANAGEMENT THEORY AND PRACTICE
Q1. How has leadership affected organisations in India and Worldwide? Cite relevant industry examples. . (10 Marks)

Q2. Do you think bureaucratic management holds relevance in the dynamic business environment today? Why? Give suitable examples. (10 Marks)

Q3. Jacob has been working in the accounts department of FCP electronics for over a decade now. There has been news of the organization implementing ERP. Jacob is anxious over this, he has insecurity about his job, he is ill confident about his ability to use ERP. He has hundreds of unanswered questions. He as now started looking out for other opportunities to move out of the organization.
a. What according to you is the problem in this case? (5 Marks)
b. In what way do you think could the change have been managed better? (5 Marks).

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ORGANISATIONAL BEHAVIOUR

1. As a manager how will you identify the stress, prevent and manage the stress of individuals working in the organization? Please cite the latest examples of stress from the corporate world. (10 Marks)

2. Mr Kabir was working in an Administrative department as officer Administration. He was responsible for keeping account of all the vehicles of the company apart from other arrangements including the guest house of the company. Mr Kabir has been working in the company for 6 years in the same grade without promotions. He was supposed to be very honest in his job. Once the GM of the factory Mr Rakesh Gupta, requested for the company car during office time for his personal work. Mr Kabir refused it by saying that it cannot be given during the office hours as the work would suffer. Mr Srivastava (Sr Manager Admin) was very happy to oblige Mr Gupta as he wanted one of his relatives to be employed as officer. Hence, he shouted at Mr Kabir for his disobedience and threatened to transfer him to stores if he continued to show disrespect to senior officers. Kabir was also an active member of staff union. He immediately went to the Union President and informed him about the misuse of the company car for private purpose by the GM at the cost of the office work. It was decided that Kabir would send a note in writing to Mr Srivastava asking him to approve sending the car to the house of Mr Gupta. Mr Srivastava understood the repercussions and refused to sign the approval. He lent his own car to Mr Gupta.
Questions: What power and power tactics was being used by Mr Kabir? What power Mr Srivastava was using and earmarked and explain the factors used by Mr Srivastava in contributing to the politics. (10 Marks)

3. Gulu’s Snack Company is a family owned company located in Himalaya Mountains. Gulu started the business in 1956, by selling homemade chips. Nowadays, Gulu’s is Rs.58 million snack Food Company that is struggling to regain market share lost to fierce competitors. In the early 1980, Gulu passed the business on to his son, Gulu Jr., who is currently grooming his son, Gulshan to succeed himself as head of the company. Six month ago, Gulshan joined Gulu’s Snacks as a salesperson and after four months, he was quickly promoted to sales manager. Gulshan recently graduated from a local university with an M.B.A. in marketing, and Gulu Jr. was hoping that Gulshan would be able to implement strategies that could help turn the company around. One of Gulshan’s initial strategies was to introduce a new sales performance management system. As part of this approach, any sales person who receives a below average performance rating would be required to attend a mandatory coaching session with his/her supervisor. Gulshan is hoping that these coaching sessions will motivate his employees in increase their sales. Here is the description of the reaction of three salespeople who have been required to attend a coaching session because of their low performance over the previous quarter.
Nishant is a hard worker. He takes pride in his work. He has learned selling techniques. He has accompanied top salesman. He has no problem asking for advice and doing whatever needs to be done to learn the business. He has cheery attitude and is a real “team player and giving the company 150 percent at all times. It has been a tough quarter for Nishant, but he is doing his best to achieve his sales targets. He feels that failure to make quota during this past quarter results not from lack of effort but just bad luck in the economy. But he is now hopeful in the next quarter. Nishant is upset with Gulshan for having him attend the coaching session because this is the first time in three years that his sales quota has not been met. He exceeded the sales quota this year yet had not received a “thank you” or “good job” for those efforts. The entire experience has left Nishant demotivated and questioning his future with the company.
Navin is happy to have his job at Gulu’s Snack Company although he really doesn’t like sales work that much. Navin accepted this position because he felt that he wouldn’t have to work hard and would have a lot of free time during the day. Navin was sent to coaching mainly because his customer satisfaction reports were low; in fact, they were the lowest in the company. Navin tends to give scanned presentations and does not listen closely to customers’ needs. Consequently, Navin makes numerous errors is new sales orders, which delays shipments and loses business and goodwill for Gulu’s Snack Company. He thinks that the coaching session is a waste of time. He doesn’t socialize with others in the office. He attributes other’s success and promotions to “who they know” in the company rather than their hard work. He feels that no matter how much effort is put into the job, he will never be adequately rewarded.
For three of the last five years Nikhil was the number one salesperson in the division and had hopes of being promoted to sales manager. When Gulshan joined the company, Nikhil worked closely with Gulu Jr. to help Gulshan learn all facets of the business. Nikhil thought this close relationship with Gulu Jr. would ensure his upcoming promotion to the coveted position of sales manager. He goes late for appointment or misses them entirely. His sales performance declined dramatically, which resulted in a drastic loss of income. Although Nikhil had been dedicated and fiercely loyal to Gulu Jr. and the company for many years, he is now looking for other employment. Nikhil is bitter and resentful of his current situation and now faces a mandatory coaching session that will be conducted by Gulshan.
Questions
a) How three needs identified by McClelland are related to worker behaviour in each situation? (5 Marks)
b) How is expectancy theory related with the 3 employees? Explain. (5 Marks)

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BUSINESS LAW

Q.1) Explain Bailment and Pledge along with its features and difference. Also give practical examples of Bailment and Pledge. (10 Marks)

Q.2) AVEC a global fast food burger chain had been recently granted permission to operate in India. But understanding the fast food chain business in India is extremely competitive, it started offering burger at Rs. 5/- each. The other fast food chain businesses started agitating the move of AVEC, but AVEC paid no heed to it. Hence, other fast food chain business are contemplating filing action against AVEC under the Competition Act, 2002. Kindly assist them on what is the process followed by Competition Commission of India in dealing with such complaint (10 Marks)

Q.3) Nisha, just fresh out of college, entered into an employment contract with Sriram Enterprises having its base in Mumbai. Please give your answer in 2 circumstances arising below:
a. Nisha at the time of entering into employment contract was 17 years 11 months but she joined the company after completing 18 years and started working only after competing 18 years. After being employed for more than a month, Ram another employee on realizing this complained to HR. Upon realizing this, HR cancelled her employment without any notice and kept her salary on hold, thus refused to pay any salary due and payable. Can Nisha sue the company for wrongful termination? (5 Marks)
b. Nisha was appointed for the post of junior sales executive and assuming if the appointment and contract were valid, the company had inserted a non-compete clause where Nisha could not forever join any competitor of the company? Is such a clause legally valid under the Contract Act, 1872 (5 Marks)

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BUSINESS STATISTICS

Business Statistics
Team Revenue (USD Mn.) Valuation (USD Mn.)
Atlanta 103 306
Boston 144 433
Charlotte 96 278
Chicago 168 511
Cleveland 159 476
Dallas 154 446
Denver 115 321
Detroit 171 479
Golden State 113 315
Houston 160 470
Indiana 97 281
Los Angeles Clippers 102 295
Los Angeles Lakers 209 607
Memphis 88 257
Miami 126 364
Milwaukee 91 254
Minnesota 96 268
New Jersey 92 269
New Orleans 95 267
New York 202 586
Oklahoma City 111 310
Orlando 107 361
Philadelphia 115 344
Phoenix 148 429
Portland 121 338
Sacramento 109 305
San Antonio 133 398
Toronto 133 386
Utah 118 343
Washington 110 313

1. For the data on revenue and valuation of teams in the National Basketball Association (NBA), conduct the following analysis:
i. Determine the measures of central tendency and of dispersion for revenue and valuation.
ii. Provide the five-number summary i.e. the minimum, 1st quartile, median, 3rd quartile and maximum value for revenue. Interpret the above results and comment on how the data is distributed. (10 Marks)

2. For the same data on NBA revenue and valuation given above:
i. Is there a strong association between revenue and valuation?
ii. Create a scatterplot diagram depicting the association between the two variables.
iii. The franchise owners want to understand if the valuation is dependent on revenue. How can you assess this?
iv. Using the regression equation, predict the valuation of a team whose revenue was USD 300 mn. (10 Marks)

3. There are 300 students in an online MBA program for working professionals, for whom the attendance in online classes is 70%, i.e. on an average, 210 students are present in an online session. Fifty new students are admitted in this batch.
a. What is the probability of attendance being at least 70% among the new students, thus ensuring the overall attendance does not fall below 70%? (5 Marks)
b. The Program Dean thinks that this probability will increase, if the new batch size is 40 instead of 50 students. Is he right in assuming so? (5 Marks).

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ESSENTIALS OF HRM

1. Define Performance Appraisal. Why do you think is 360/ 720 degree appraisal method gaining a wide acceptance? Cite relevant examples from the industry.
(10 Marks)

2. Differentiate between career planning and succession planning. Discuss one example from the Indian industry throwing light on the importance of succession planning. (10 Marks)

3. ‘WeCare’ is a pharmaceutical company which started some 10 years ago and has manufacturing plants at two places and regional offices across 20 metros in India. In the recent years, not only the complexity of operations increased but also managing the human resources. The company has approximately 800 employees working nationwide and they still seem to employ age old manual methods of HR reporting.
For the ease of operations the Human Capital Manager now wants to propose implementing a HRIS at ‘WeCare’.
Questions
a. What possible benefits of HRIS do you think the Human Capital Manager should communicate to the CEO for his approval? (5 Marks)
b. Once approved what process of implementation do you think should be followed? (5 Marks).

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MARKETING MANAGEMENT

1. Select any two of the following three: Narendra Modi / Rahul Gandhi / Arvind Kejriwal. Discuss and analyze how these personalities do as brands when we compare on the four critical elements of a brand. (10 Marks)

2. “With marketers transitioning from mass communication to highly customized and personalized communication targeted at the individual, the limelight clearly being on direct marketing, and digital marketing, the traditional marketing communication tools such as advertising, sales promotion, publicity, personal selling – may be dying a natural death. The Marketing Communication Mix is all set for a metamorphosis” Discuss this statement. Justify your answers with appropriate reasoning. (10 Marks)

3. The beginning of the video-on-demand (VOD) revolution in India started with Star Tv’s Hotstar, way back in 2015. It coincided with the time when India witnessed a huge rise in the number of smartphone users. In a country which was used to a one-TV household tradition, smartphones acted as additional screens for consumers to source entertainment from. In January 2016, Netflix, an international platform that offers a library of TV series, Bollywood flicks etc. made waves in India with its launch. It led to a series of debates on what is already on the Indian consumer’s palate on TV– family dramas, saasbahu
serials, cheesy love stories. The real debate was on whether Netflix India’s launch will mark the end of TV. Will the audience progress from the melodramatic saas-bahu sagas to Netflix for its sharp, realistic international content. Netflix opened the doors for alternate entertainment platforms. In the months that followed, mainstream Indian TV channels launched their own VOD platforms – Voot , Arre etc. And then came the giant Amazon with its Prime Videos spanning across International TV shows, films and new Bollywood releases. The most recent entry has been Balaji Telefilms VOD platform ALTBalaji. With the internet content users, number of smartphone users on the rise, the consumption of online video content has also been on the rise, quite naturally.
a. Conduct a SWOT Analysis of Netflix in India (5 Marks)
b. Keeping in view the issues, challenges and competition, evaluate and discuss the strategic and tactical components of Netflix’s market planning and make suggestions (5 Marks).

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STRATEGIC MANAGEMENT

1. You are the Strategy Head of an automotive company in India. You propose to modernize your factory by bringing in Automation & Robots into your manufacturing plant. Devise a ‘force field’ analysis by identifying atleast 4 drivers & 4 restrainers each & suggest ways & means to reduce the restrainers. (10 Marks)
2. You have been appointed as a Strategy Consultant to a Swiss luxury watch brand wanting to enter India. Which one of Porter’s Generic Strategies would you choose to be operational in India & explain the reasons in detail behind your choice of strategy? Once the strategy has been chosen, explain the categories of customers you would target? (10 Marks)
3. You are the Chief Strategy Officer of Karbonn Mobiles, an Indian mobile device manufacturing company. You have been fast losing market share to Chinese brands which now account for 50% of the market share.
a. What turnaround strategies can you suggest to arrest the decline of revenues & profitability of your company? (5 Marks)
b. In your opinion, would it be considered appropriate to pursue a Combination Strategy? State your response with appropriate justifications & reasons. (5 Marks).

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Course: Financial Accounting & Analysis

 Internal Assignment Applicable for September 2018 Examination

 

 

  1. Aloka Innovative Business Solutions Pvt. Ltd, an HR outsourcing company based in Hyderabad provides temporary staff to ABC Management College, Hyderabad. The company entered into following transactions with ABC Management College and the hired employee. The company would provide an employee for the college at Rs.30000 per month. ABC Management College prepaid the amount for the period January to June 2015 in December 2014. The financial year for the company ends in December. Aloka pays salary of Rs. 20,000 to the employee one month late as per contract with the employee. How do you record the above transactions in the books of Aloka in the months of December and January? Conclude what are the benefits of the term of contracts they have entered with the two parties. (10 Marks)

 

  1. Rocket Singh Software Ltd. and Aerodynamics Software Ltd. are two leading software companies based in Hyderabad. Rohit a fundamental analyst working with Ace Financials wants to choose one company where he can invest based on the data given about the company. Rohit believes that liquidity will dry in the short run and hence there is going to be lack of funds in the future. Suggest Rohit where he should invest?
Particular Rocket Singh Software Ltd Aerodynamics Software Ltd
Net Profit Margin 13% 12%
Asset Turnover 1.5 2.0
Financial Leverage 2 1.5

 

 

  1. Chandana Brothers, is a chain of retail store located in Hyderabad. The company bought dress material worth Rs.10,00,000 from Pantaloon in March 2013 on credit basis and made the payment in April 2013. The accounting year for the companies, starts from 1st April and ends at 31st March every year.

 

  1. How would the transaction impact the Income Statement and Balance Sheet of Chandana Brothers as on year end date? (5 Marks)

 

 

  1. How would the above transaction impact the income statement and balance sheet of Pantaloon as on year end date? (5 Marks)

 

 

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PROJECT MANAGEMENT

1. You are working for a multi-national bank and are being asked to set up a Project Management Office (PMO) for the bank. Discuss appropriateness of each type of PMO for the bank and recommend one of them for the bank. Please make suitable assumptions but specify them explicitly. (10 Marks)

2. You are involved in a project feasibility study. The project is about installing additional capacity for manufacturing 100 bicyles per day. As part of this study, you are asked to do the demand forecasting. Discuss appropriateness of each type of qualitative forecasting method for your project and recommend one of them. Please make suitable assumptions but specify them explicitly. (10 Marks)

3. “This project seems to be a good deal”, Mr. Sharma opened the meeting with this statement. “We invest Rs. 80 lac and can get Rs. 1 Cr in just three years. What more do we need?” Mr. Sharma continued. “Let’s take the opinion of Ms. Roy. She has recently done a course on project management and can help us from that learning”, Mr. Iyer looked at Ms. Roy, who has just joined the organization couple of months back. As she was new, she was not sure how things work in this organization. However, since Mr. Iyer, who is the Head of her business unit, asked her directly, she needed to speak up. “I will need some facts and figure before making any suggestion. In particular, I will need to know estimated cash inflows and outflows.” “Oh yes, this project will need Rs. 80 lac up front but will generate Rs. 50 lac each in second and third year.” Mr. Sharma quickly provided the data. “And we need minimum 12% rate of return!” Mr. Iyer provided additional data.
a. Which are the methods are available for making such decision? Which one method would you recommend? Why? (5 Marks)
b. Should Ms. Roy recommend this project? Why or why not? (5 Marks).

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Internal Assignment Applicable
for September 2018 Examination

Organisation Culture

  1. VIKAS Entertainment Ltd, a leading event management company in Bangalore intends to be the company with a strong culture. You are hired as an expert to help them identify the features of an organization with strong culture. Please suggest the same. (10 Marks)
    2. CONCRETE Pvt Ltd, a leading construction company in India is in need of a cultural change. The promoters of the company have decided to start the process of cultural change to respond to the changing business environment effectively. First thing to do in this case is cultural assessment. You are hired by the company as a consultant to suggest how to do the same. Please suggest how the company shall go about cultural assessment. (10 Marks)

    3. A) Company A, a global online retail giant has acquired Company B, a leading online retail company in India. The scene is such where the employees of Company B are ready to embrace the cultural values of Company A. Which strategy will you use to align the culture? (5 Marks)

    3. B) Mr Satish Jain , an owner of a medium sized IT firm has hired you as a consultant to suggest him the ways in which organizational culture can be strengthened. Suggest him those ways

 

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Manpower Planning Recruitment and Selection

Internal Assignment Applicable for September 2018 Examination

1. An apparel brand solely into the business of denims needs to train its Area Sales managers in goal setting and strategizing. Assume suitable data and design a training program for them – Specify number of participants, duration, and topics to be covered, A.V aids / props you would use. (10 Marks)
2. XYZ is a consulting firm in the manufacturing industry. They are now in the process of creating a B2B platform to bring together service seekers and service providers like market research firms, trainers, consultants, etc. and manufacturing companies on a single digital platform. What techniques of demand and supply forecasting should they use to forecast staffing needs for their upcoming business? (10 Marks)

3. Shireen has been a part of IDS global for the past 6 years. She has grown from a Management trainee- Sales to an Account Manager. IDS deals with creating customized IT solutions across industries. The company has been following grading method of performance appraisal for years and employees seem to be happy. The management has decided to start with 360-degree appraisal method in the new year. The communication has brought about a mixed response from the employees of the organization. Shireen feels that no one else other than her boss has the right to pass a judgment over her.

a. How do you think can Shireen be convinced about the new appraisal method?

(5 Marks)
b. What advantages do you think does 360-degree appraisal method have over the existing grading method (5 Marks)

 

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Industrial Relations & Labour laws
Internal Assignment Applicable for September 2018 Examination

1. An industry in a rural part of Gujarat has employed a total of 500 workers, which are spread over 3 units. The workers have faced different labour problems at various occasions. There is a manager who supervises the work carried in these 3 units. The employers travel to the industry once in 4-6 months.
The employees find it difficult to meet the management. The manager also is incapable to effectively communicate the problems of the employees. The manager suggested that the employees to start a trade union and register it.
The employees agree with the suggestion but are not convinced to register the union. The manager informs them that forming a trade union would be beneficial for them and registering the trade union would give them a legal status.
Advise the workers. (10 Marks)

2. An employee filed a complaint against a cable manufacturing factory over alleged safety-related lapses at its manufacturing facilities at Solapur, in Maharashtra. Two persons were burnt to death in fire that broke out in one of the unit’s at night. The deceased, were badli workers. They were carrying materials to the unit, when electrical sparks led to the fire which spread rapidly. According to the complaint filed, the occupier did not comply with the statutory safety provisions and accused him of using unskilled workers for skilled jobs. The company suspended the existing occupier pending the decision of the complaint filed and appointed a new occupier and instructed him to comply with all the statutory safety norms.

Advise the occupier as to the statutory safety norms. (10 Marks)
a. A workman drawing a monthly wage of Rs. 3000 meets with an accident while working on a machine and died on 12th April,2018. He was born on 14th July, 1982. Calculate the amount of compensation payable to the employee.

b. An employee was murdered in communal riot when he was on his way to the workplace. His wife and children were depending on the wages earned by the employee. The employer refused compensation on the ground that he did not die in the workplace. Are the wife and children entitled to compensation?

 

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International HR Practices
Internal Assignment Applicable
for September 2018 Examination
1. VISION Telecommunications Ltd, a leading telecom hardware company from India is planning an international expansion. The company has decided to start its manufacturing plant and office at Indonesia. You are appointed as a consultant to advice the HR Head of the company on undertaking International Human Resource Planning, Explain how would you advice the HR Head to undertake International HR Planning? (10 Marks)

2. AGROPRESS Ltd is a leading FMCG company from Mumbai, has expanded internationally off late. The Board of Directors is contemplating a Pan Organization Performance Management Policy. International offices of the company would be affected due to this decision. Before finalization, the Board wants to identify the possible issues and challenges to international performance management. You are hired as an expert to help company identify these issues and challenges. Point out those elaborately (10 Marks)

3. VIZCRAFT Textiles has invited you to study the organization in detail and identify the cultural traits. Such an exercise has not been done before. In this background answer the following:

a. How useful is Hofestede’s model in this case? (5 Marks)
b. Discuss Lorange’s theory of culture and explain how useful it is to identify the cultural traits at VIZCRAFT? (5 Marks)

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HR Audit 
Internal Assignment Applicable
for September 2018 Examination

Q1. Explain why it is equally important to conduct an audit of the HRD climate. What is the impact of such audit on the overall performance of the organization? (10 Marks)

Q2.” The human resource valuation system cannot be considered to be a complete system of accounting unless it is followed by an equally competent system of auditing. Application or use of human resource accounting, therefore, must also be followed by a separate HR audit to ascertain whether or not the performance of the managers has been true and fair in the overall interests of the organization they serve.” Do you agree with the statement? Validate your answer with suitable examples.
(source : emeraldinsight) (10 Marks)

Q3. During the course of audit of the compensation and benefits of a company, it was found that Raju Singh, a worker in the company had claimed compensation for his injured leg. With the support of the worker union, he created a hue and cry against the management and ultimately got the compensation. It was later found in a detailed investigation by the audit team that Raju Singh had broken his leg in an accident when he was going to the market on his private motorcycle. He had misinterpreted the severity and the cause of injury and had filed a claim for an injury under the work premises concept.
a. Based on the case, how would you evaluate the worth of the claim of any such employee? (5 Marks)

b. What control mechanism should be adopted by the HR managers or auditors to curb such cases from happening in the organization?

 

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Financial Accounting and Analysis 
Internal Assignment Applicable
for September 2018 Examination
1. Aloka Innovative Business Solutions Pvt. Ltd, an HR outsourcing company based in Hyderabad provides temporary staff to ABC Management College, Hyderabad. The company entered into following transactions with VJIM and the hired employee. The company would provide an employee for the program office at Rs.30000 per month. ABC Management College prepaid the amount for the period January to June 2015 in December 2014. The financial year ends in December. Aloka pays salary of Rs. 20000 to the employee one month late as per contract with the employee. How do you record the above transactions in the books of Aloka in the months of December 2014 and January 2015?
(10 Marks)
2. Rocket Singh Software Ltd. and Aerodynamics Software Ltd. are two leading software companies based in Hyderabad. Rohit a fundamental analyst working with Ace Financials wants to choose one company where he can invest based on the data given about the company. Rohit believes that liquidity will dry in the short run and hence there is going to be lack of funds in the future. Suggest Rohit where he should invest?

Particular FY 2017 FY 2018
Net Profit Margin 13% 13%
Asset Turnover 1.5 2.0
Financial Leverage 2 1.5

3. Chandana Brothers is a chain of retail store located in Hyderabad bought dress material worth Rs.10,00,000 from Pantaloon in March 2013 on credit basis and made the payment in April 2013. Its financial year starts from 1st April and ends with 31st March every year.

a. How would the transaction affect the Income Statement and Balance Sheet of Chandana Brothers as on 31st March 2013? (5 Marks)

b. How would the above transaction impact the income statement and balance sheet of Pantaloon as on 31st March 2014?

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Employee Development & Talent Management
Internal Assignment Applicable for September 2018 Examination

1. Succession planning at HUL, country’s largest packaged consumer products maker has always been a two-horse race. “There is always a back-up candidate in this talent-rich organization and so it is never very obvious as to who will land the job,” a former top-level executive at HUL said. The firm’s talent hunt often starts with four of five possible candidates, and closer to the date of appointments, it narrows down to two people. For CEO-level appointment, any time there are at least three people in the race. A senior HUL
official said the company tests the mettle of promising youngsters by offering them certain roles that may not seem big but are challenging. In recent years, HUL has taken urgent steps to be relevant to young executives who are not company loyalists and have different perceptions about career.
Why should companies such as HUL look at Succession planning? What process will the company follow to make a right decision? (10 Marks)
2. Prayag, the Head of L&D, has been asked to develop the following skills of their customer care executives:
a. Customer query handling
b. Product Knowledge
c. Time management
d. Computer skills

Suggest a choice of 3 on the job and 3 off the job employee development training methods that he should consider for skill enhancement of the executives. (10 Marks)
3. Fruit bowl a digital marketing company comprises of around 200 employees across their 4 zonal offices. They are considering hiring members in their business development team.

a. Suggest some talent acquisition techniques that they can consider during hiring.

(5 Marks)
b. The Creative team went through a training that aimed to enhance their innovation and digital designing skills. How can the effectiveness of the training measured?

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Compensation and Benefits 
Internal Assignment Applicable
for September 2018 Examination
1. Describe the various compensation strategies. Also demonstrate which strategy would suit a new start up business which is trying to make a strong base in the market.

2. Explain how Job Analysis relates to designing the compensation structure of an organization? Elaborate by explaining through examples.
(10 Marks)
3. XYZ is a garment manufacturing organization leading the market in its segment. Mr. Smith, the new HR manager, has been appointed with compensation designing as a major part of his profile. Mr. Smith comes with a change in the age old compensation system. There is a mixed reaction from all corners of the organization

a. In such a scenario, how should Mr. Smith handle the situation? (5 Marks)

b. Suggest ways in which Mr. Smith can make the new plan more appealing to people in the organization
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Business Ethics Governance & Risk

Internal Assignment Applicable for September 2018 Examination
1. One of the most prevalent forms of information gathering in the workplace is monitoring employees’ work and technology which has afforded employers enormous abilities to do so efficiently. Whether it is email monitoring, internet use monitoring, random telephone call monitoring or CCTV. Globally an astonishing 50 % of large companies (those with 20,000 or more workers) actually have people on staff to read the contents of outgoing emails, much of it on an occasional/ random basis. The most prevalent subject of monitoring though is ‘internet use’; nearly 76% companies do so. Most of them notify their workers about it, many also have an internet access policy typically prohibiting employees’ access to pornography, online chat forums, gaming, investing or shopping at work. What according to you are the 5 key reasons for the firms to monitor employee’s technology usage? Is business being responsible at workplace if it does so? Give reasons for your answer. (10 Marks)

2. Advertising is part of doing business, and not all advertising is deceptive or harmful to consumers. The criticism, both for and against advertising raises awareness that provides information to both companies and consumers in their production and consumption of information and transactions. Briefly explain any three arguments in favour of advertising and any three against advertising. (10 Marks)

3. Foods, plants or crops which have been altered genetically with an intention of enhancing the nutritional content of foods are known as genetically modified foods. The genetic alteration is meant to translate the existing food into a product with a lower price but with greater benefits, yet it is not without environmental and ethical concerns and dilemmas.

a. What according to you are the four main benefits to the producer/consumer of genetically modified food crop, elaborate?

b. As a member of agriculture policy task force you have been assigned the responsibility of researching and identifying long term risk of genetically modified food crop. What would be your four identified environmental and/or ethical risks? Elaborate.

 

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Performance Management System
Internal Assignment Applicable for September 2018 Examination

1. Neerja is a First Time Manager and is bring trained on goal setting. You are her HR Coach. As her coach you are required to explain the concept of goal setting to Neerja along with 5 examples of goals covering the following functions / departments, i.e. HR, Accounts, IT, Sales and Operatoins. (10 Marks)
2. Sandeep is the Operations Head of Arihant Enterprises, an organization that manufactures fans and motors. Sandeep is always rated ‘’excellent’’ in his domain, i.e. operations. He is, however, an impatient, hasty person and a common complaint by all his team members is that he does not invest time to give them performance feedback. He rushes through the annual performance feedback process in less than 5 minutes. If you are to being about a change in Sandeep’s approach, what is the advice you would give him on performance feedback process. (10 Marks)

3. Natraj industries is a 5-year old company with apparel stores across major cities in India. The store has 500 retail staff who interact with customers. You are the HR manager at Natraj industries.

a. What steps will you take before introducing 360 degree feedback process

(5 Marks)
b. Provide 2 illustrations of 360 degree questions for feedback from customers.

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Organisational Theory Structure and Design
Internal Assignment Applicable
for September 2018 Examination
1. Ahmedabad based Parul Industries’ organisational structure was rigid, consisting of formal hierarchies. The branches spread all over India were monitored by central authority and all the decisions were made in Ahmedabad office. Because of its centralized structure, the company was not able to respond to external threat (such as entry of new competitors, changes in the market environment and so on) immediately. Moreover, employees were hesitant to take small decisions at required times due to a lack of support from superiors. Further, due to the absence of clear delegation of authority, the management was unable to respond to the changes occurring in the external environment. Explain the various types of organizational structure and identify the most suitable structure for fast decisions and to manage the threats of external environment. (10 Marks)

2. Vistar Chemical Industry situated on the bank of river Ganga discharged all their industrial waste into the river. The government’s laws on preventing pollution and save environment will affect the strategy of the Industry. Social activist organizations are also against the industry. Explain the importance of the analysis of external environment. Identify any industry and mention the external environmental threats to the identified industry (10 Marks)

3. Mr. Nixsan is a Sr. Manager of an insurance company at Hyderabad. He likes to yell at people and he was very sure that it is the only way to get sales results. He also emphasized that the employees who don’t like his style can leave the organization. In a year he faced a massive politics at his workplace against him as a consequence of which he was asked to resign.
Answer the following:
a. Discuss the various types of power and identify the reasons of political behaviour in the organization. (5 Marks)

b. Do you think Mr Nixan was wrong? Justify your answer.

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Taxation – Direct and Indirect

1. Mr. Kumar is a small trader. His annual turnover has never exceeded Rs. 1500000 during the last 5 years. In the earlier indirect tax regime, he did not have any VAT or Service Tax registration. He is undecided whether to register for GST, and has approached you for guidance. Prepare a detailed report, advising him regarding benefits of GST Registration. (10 Marks)
2. Ravi has two houses, both of which are self occupied. The particulars of the houses for Previous Year 2017 – 18 are as under:
Particulars
House I
House II
Municipal Value per annum
100000
150000
Fair Rent per annum
75000
175000
Standard Rent per annum
90000
160000
Date of Completion
31.03.1999
31.03.2001
Municipal taxes paid during the year
12%
8%
Interest on money borrowed for repair of property
NIL
55000
Compute Ravi’s income from house property for the Assessment Year 2018 – 19 and suggest which house should be opted by Ravi to be assessed as self occupied to minimize his tax liability. (10 Marks)
3. A) Joseph, a foreign citizen, visits India since 1995 every year for a period of 100 days. Determine the residential status of Joseph for the assessment year 2018-19? (5 Marks)

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Internal Assignment Applicable for SEPTEMBER 2018 Examination

Course: Marketing Research

1. Your company is a new start-up which is planning to give stiff competition to Google maps by coming up with a GPS-based mobile app which can provide best routes / maps cum shopping assistance. It aims to be a complete guide to road travelers on the best routes, markets and products available en-route, other shopping assistance etc. However, this idea needs to be explored and tested for its feasibility. Discuss the new product development process that you would follow for evaluating the feasibility. Which of the various product testing methods will you use for testing your mobile app and why?
(10 Marks)
2. A leading NGO has been entrusted by the Dhirubhai Ambani Foundation for creating awareness regarding organs donation on the World Organ Donation Day. Towards this, the NGO is preparing an advertising campaign which shall be launched to reach out to the general public. The advertising campaign is being seen as a tool for bringing awareness and some positive change in the society. The NGO and its Ad Agency have created few innovative ad copies but the Foundation is insisting on rigorous Ad testing before launch. What is Copy Testing? Which methods of Copy testing should they use in both the stages: pre-release and post-release?
(10 Marks)
3. Domestic and International airlines have been pushing the Telecom Commission to allow making calls and browsing the internet while flying in Indian airspace, once the aircraft reaches an altitude of 3,000 metres. However, the Govt. and the Telecom Authorities are skeptical since this requires huge investment to be made by the airlines ultimately resulting in heavy pricing, much higher than the rates for mobile services. You have been asked to conduct a research to identify the target customer and understand the consumer needs towards inflight calls and internet services and their perspective and opinion towards the prices that they would be willing to pay.
a. Describe the profile of your target customer and discuss the major sources of secondary data that you would collect to identify him / her? (5 Marks)
b. For the primary data that needs to be collected towards this research, briefly describe the research methods that you would use (5 Marks)

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Course: Integrated Marketing Communications

1. You are a young entrepreneur and have just opened your own PR agency. How would you go about acquiring new Clients? (10 Marks)
2. You are the brand manager of an automobile company and your company is launching a new car. Explain the Integrated Marketing approach you will use to launch the product?
(10 Marks)
3. Case Study
Singing Marathon by a Cough Syrup Brand
You are Brand Manager for a Cough Syrup brand. You have organised a Singing marathon at Delhi. The marathon will be a relay with people in groups of 20 singing non-stop for maximum time. The collection from the marathon will be donated to support singers from the lower strata of society. You want to invite people to participate. The Objective is to associate clear throat with singing.
a. How would you go about identifying target groups? (5 Marks)
b. What would be your PR approach? (5 Marks)

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Course: Decision Analysis and Modeling

1. Comment on the applications of Decision Analysis and Modelling in Finance, Marketing, and Human Resource Management. (10 Marks)
2. In transportation and transshipment problems, differentiate between the Least Cost and VAM methods. (10 Marks)
3. A company management and the labour union are negotiating a 5 years agreement. Each of them has 4 strategies available.
I – Hard Bargaining
II – Logical Bargaining
III – Legalistic Bargaining
IV – Conciliatory Bargaining
The costs to the company are given below:
Union Strategies
Company Strategies
I
II
III
IV
I
20
15
12
35
II
25
14
8
10
III
40
2
10
5
IV
-5
4
11
0
a) What is the optimal strategy adopted by the two sides? (5 Marks)
b) Calculate the value of the game (5 Marks)

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Course: Services Marketing

1. Tour & Travel operators are facing a difficult time maintaining bottom lines with the hike in diesel & petrol prices. In this scenario, how can a tour operator (XYZ Travels) segment the market & use a Positioning strategy to prop its sagging bottom line (10 Marks)

2. Coffee House a coffee bean exporter sensing the high market potential of coffee bars is planning to launch a coffee bar chain in India called “Timepass”. It wants to position its coffee bar chain as an up market leisure hangout for customers. As it lacks knowledge and experience in the coffee retailing industry, the company is undecided about the design aspects of the coffee bars. What decisions relating to the elements of physical evidence are to be taken by Coffee House? (10 Marks)

3. The Banking sector is going through a major transformation and witnessing robust growth. Automation is the order of the day. In order to sustain competition and enhance customer experience new initiatives have been introduced. Technology is the driving force & internet & mobile banking are the recent trends. You are the chairman of a 30 year old private sector bank with conservative approach. Employees being from the old school of thought have resisted the new trends now introduced by most of the banks. Your branches are majorly located in South India. The bank is faced with a few takeover threats in the past. The government is insisting merger of the bank for viability and modernization. Your product portfolio requires a change to attract new customers and retain the existing ones. The board is expecting from you a thorough overhaul of the marketing mix.
Questions:-
a. Design an innovative service product offering for your bank. (5 Marks)
b. Evaluate the role and importance of people in a service industry. (5 Marks)

 

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Course: Financial Institutions and Markets

1. Geeta had completed her post graduation in Insurance and had joined the Insurance Regulatory and Development Authority as the junior manager. On the first day of the job, her manager wanted her to prepare a report on the nature of the functions of the IRDA. Help her to prepare the report. (10 Marks)

2. Ajit has recently joined an investment management company and his profile consisted of capital market instruments. His manager in order to estimate his understanding of the market, asked him to prepare a report on the role of the capital market. Suggest relevant points to be included in his report. (10 Marks)

3. Neeta had recently joined a company after completing her graduation and the company was almost six years old. The company had been doing good in the recent past and had plans for expansion for which it wanted to raise money through IPO. Neeta’s manager gave her the task of getting information on the major stock exchanges of India where the equity can be listed.
a. Collect relevant information about BSE (5 Marks)
b. Collect relevant information about NSE (5 Marks)

Internal Assignment Applicable for SEPTEMBER 2018 Examination

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Course: Operations Management

1. Pick up a service organization of your choice and state the roles and responsibilities of the service operations manager. (10 Marks)

2. Briefly explain with a suitable example the factors which affect the decision to locate a plant. (10 Marks)

3. Calculate the productivity for the following operations:
a) Three employees process 600 insurance policies in a week. They work 8 hours per day, 5 days per week. (5 Marks)
b) A team of workers makes 400 units or a product, which is sold in the market for $10 each. The accounting department reports that for this job the actual costs are $400 for labour, $1000, for materials, and $300 for overhead. (5 Marks)

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Course: International Marketing

1. You are the owner of an Indian Fast Food Chain company by the name of “McWorld” which has become immensely successful all over India. You now wish to enter into Europe, US & Australian markets by setting up your McWorld fast food outlets in those geographies. Which type of Advertising Strategy would you choose amongst the following options namely Unified, Diversified or Pattern Standardisation? Explain the reasons behind your choice of Advertising Strategy? (10 Marks)

2. You have enough capital with you & are intent on starting a new business in India. There is a 5 star hotel brand in Sweden named “Nordic” & you wish to bring that brand into India. Amongst the following 2 options namely Franchising & Licensing, which one of the options would you choose & why? Explain in depth. (10 Marks)

3. You are the proprietor of a shoe exporting company “Raj Exports” based out of Mumbai. You have received a fresh order from a buyer in Mexico.
a. What elements of export documentation & which type of declaration form would you organize for in order to help facilitate the export order? Explain the reasons behind usage of the chosen type of declaration form by you. Suggest the process steps & the way forward. (5 Marks)
b. Which major & other documents would be required by your firm “Raj Exports” in order to transport your goods to Mexico? Which mode of transport would you choose & why? (5 Marks)

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Course: International Logistics & Supply Chain Management

1. Akshay Glass Private Limited is an auto glass manufacturing company. They manufacture the front Windshield, front and rear door auto glass, vent glass, quarter glass, and back glass. These glasses have to be distributed to various dealers and stockiest. Glass transportation need specialized vehicles and they have to be modified to hold these types of glasses which are different in sizes. The company can buy and modify the trucks to have their own transport arrangement or outsource them to a company. The outsourcing transporter is asking for 2 years contract with Rs. 1. 2 lac per month irrespective of whether the vehicles are used or not. If company purchases the vehicle and modify them the cost works out to be Rs. 80,000 per month but the liability of maintenance, drivers, cleaners, etc. will add up to the cost.
Please suggest a right option for the above to the company. (10 Marks)

2. Prayaga Industries, Mumbai, a plastic manufacturer has got an order to supply 50,000 disposal plastic glasses to Singapore. Goods should be supplied in 45 days.
Kindly advise the right transport selection to export these goods to Singapore and explain the reasons for your selection. (10 Marks)

3. Wadia India Limited is a distributor of consumables to all metro stations in Delhi. In all they have to supply for 48 stations in two days i.e. 24 stations per day. Delhi has entry restrictions for all sizes of vehicles between 7 a.m to 11.00 a.m. and 5.00 p.m. to 9.00 p.m. Wadia wants to appoint a 3 P L (Third Party Logistics) service provider for receiving, storing and dispatching the goods to all stations. The logistics cost is cheap if located outside Delhi i.e. Gurgaon, Noida, etc., but will affect the deliveries. Logistics cost within Delhi is costly but on time delivery is possible.
• Warehouse cost outside Delhi is Rs. 17 per sq. feet while within Delhi it is Rs. 28 per sq.ft
• Transporter can make only one trip from outside Delhi location while they can make 2 trips if located within Delhi.
• Transporter has to make two shifts irrespective of locations.
With your experience kindly advise Wadia India on the following:
a) Which is the right and best location for 3 PL (i.e. within Delhi or outside Delhi) and explain with reasons? (5 Marks)
b) What is the best transport method that can be adopted for this type of distribution? (5 Marks)
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Course: Capital Market and Portfolio Management

1. The following data shows the return of Alpha Ltd and the market:
Year
Return on Alpha(%)
Return on Market (%)
1
50
45
2
35
30
3
30
28
4
28
30
5
25
25
Calculate the beta of Alpha Ltd and interpret. (10 Marks)

2. SBI and HDFC are two mutual funds. SBI has observed return of 15% and fund HDFC has observed return of 20%. HDFC has a beta of 1.5 and SBI has a beta of 1. The respective standard deviations are 18% of SBI and 22% of HDFC. The mean return for market index is 0.12, while the risk-free return is 9%. Suggest which fund’s performance is better based on Sharpe and Treynor ratio. (10 Marks)

3. Anita has two securities in her portfolio. The proportions, expected return and standard deviations of her securities are as given in the table. She approached her friend who was a portfolio manager to understand the total risk which was associated with her investment in the portfolio and also the return that she was expecting from the portfolio. The details of portfolio of Anita is:
Security 1
Security 2
Security Expected Return
10%
12%
Standard Deviation
13%
15%
Weight
30%
70%
Covariance of security 1 and 2 is 0.0049.
Calculate:
a) Variance of the portfolio so that Anita can estimate total risk of her portfolio.
(5 Marks)
b) Return per unit of risk of the portfolio (5 Marks)

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Course: Corporate Finance

1. A company has sales of 4,00,000 units at ₹ 5 per unit, variable cost ₹ 0.60 per unit, fixed cost ₹ 2,00,000 and interest charges of ₹ 3,500. Compute degree of operating leverage and financial leverage and comment on the values of each leverage.
(10 Marks)

2. A choice is to be made between the two competing proposals which require an equal investment of ₹ 50000 and are expected to generate net cash flows as under:
Years
Project A(₹)
Project B (₹)
1
25000
10000
2
15000
12000
3
10000
18000
4
Nil
25000
5
12000
8000
6
6000
4000
Cost of capital of the company is 10%. Which proposal should be selected using NPV method? (10 Marks)

3. Gamma Corporation was a 20 years old company and its capital structure consisted of 1000 equity shares of ₹100 each, 500 preference shares(10%) of ₹50 each and 500 debentures(8%) of ₹30 each. The management of the company wanted to estimate what would be the value of EPS if the values of EBIT were changed and tax rate is 35%.
a) Calculate EPS if the level of EBIT is ₹1,00,000 (5 Marks)
b) Calculate EPS if the level of EBIT is ₹1,50,000 (5 Marks)

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Course: Cost & Management Accounting

1. The Managing director of a fairly new consumer durables company has a new problem at hand. The company is finding it difficult to cope with the recently introduced GST, and has been the subject of numerous missed deadlines, demand notices and penal interest from the tax authorities. The frequency and severity of the issues have led them to be a key focus area for the management. The Managing Director has approached you to review the Management Accounting process in the company in the light of the above events. Critically analyze the issues at hand, and suggest a suitable roadmap for the company to revamp its Management Accounting process. (10 Marks)

2. A work order for 100 units of a commodity has to pass through three different machines of which the machine hour rates are given:
• Machine No. 1 — Rs. 1.25,
• Machine No. 2 — Rs. 2.50, and
• Machine No. 3 — Rs. 3.00
The following expenses have been incurred on the work order: materials Rs. 8000 and wages Rs. 500.
Machine No. 1 has been engaged for 200 Hrs, Machine No.2 for 160 Hrs and Machine No. 3 for 240 Hrs. After the work order has been completed, materials worth Rs. 400 are found to be surplus and are returned to stores. Office overheads used to be 40% of works costs, but on account of all round rises in the cost of administration, distribution and sales, there has been a 50% rise in the office overhead expenditure.
Moreover, it is known that 10% of the production will have to be scrapped as not being up to the specialization and the sale proceeds of the scrapped output will be only 5% of the cost of sales.
The manufacturer wants to make a profit of 20% on the total cost of the work order. You are required to help in determining the selling price of a unit of commodity ready for sale. (10 Marks)

3. A small company produces two products, A and B. Both products need the same raw material X, and the labour force is skilled enough to work on both production lines. The following particulars are obtained from the costing records of the factory.
Particulars
A – Per unit (Rs.)
B – Per unit (Rs.)
Direct Material @ Rs.20/kg
80
320
Direct Labour @ Rs.10/hr
100
200
Variable overhead
40
80
Selling Price
400
1000
Total fixed overheads
Rs. 30000
In the recent past, the company has faced problems with inadequate supplies of raw material X, and severe labour absenteeism, which have severely hampered their production schedule. The Management has decided that henceforth in such crises, the company will focus exclusively on any one product, with the objective of maximizing profits by properly utilizing the scarce input.
a. Which product should the company focus on if they experience shortage of supply of raw material X? (5 Marks)
b. Which product should the company focus on if they experience shortage of supply of labour? (5 Marks)
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Course: Marketing of Financial Services

1. Develop a Public Relations campaign for a Bank of your choice to highlight the “Digital Banking” advantage that your Bank offers. (10 Marks)

2. Your client avoids investing in equities for his long term goals. He found equity investments are too risky and is confused about the appropriate time to take an entry or exit route from the financial market. Explain some investment techniques that can help him in negating the biases involved in investing. (10 Marks)

3. You are a Financial Planner. Your client Amit Advani aged 37 years, works with an IT company earning Rs 15 lakhs per year. His wife Deepti, aged 34 years, is a homemaker. They have one daughter Rimmi aged 5 years. The couple requires your help to make some financial decisions. (You can make any assumptions to further build up your case.)
a) Amit wants to buy a Pure Risk Life Insurance cover of Rs 1.5 crore. He is confused whether he should buy a ULIP, Endowment or a Term Plan. Recommend the product best suited for his requirement. (5 Marks)
b) Amit and Deepti want your help to invest for Rimmi’s higher education which they estimate would be required after 16 years. (5 Marks)

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Course: Retail Banking

Q1. A leading private bank, having presence mostly in metros and other Tier I cities has decided to open branch operations in a Tier II city (assume a city of your choice)? Discuss the various retail banking products the banks can offer in this city. (10 Marks)

Q2. Banking today has become a fiercely competitive industry due to the entry of so many foreign and private banks. Discuss how a recently established bank can reach out to customers to understand their needs and hence cater specifically to their needs so as to provide satisfactory service. (10 marks)

Q3. The banking sector (including both retail and corporate banking) has reached out to global customers crossing boundaries in recent times. With reference to retail banking briefly discuss the following aspects of globalization in retail banking
a. What are the various marketing strategies adopted by banks to attract customers across various geographical boundaries? (5 Marks)
b. Discuss how can banks offer various distribution channels for customer so as to serve them in an efficient manner, without the customer using physical branch operations and still be able to make all required financial transactions. (5 Marks)

 

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Course: Strategic Cost Management

1. Neha was working with the strategic team of the company. The company was planning to analyse the business proposals to understand if it was beneficial for the company to go ahead or not. The company wanted to understand the steps that should be followed in order to perform the cost benefit analysis. Help Neha to prepare the report that can be presented to the management for successful strategic cost benefit analysis. (10 Marks)
2. Alpha Ltd was making losses since last two years and was thinking of changing their work style, try to improve customer service, cut operational costs, and become world-class competitors. Before they could initiate the change they wanted to understand the factors that would contribute to the success and failure of re-engineering of Business process. Discuss. (10 Marks)
3. Mr. Gupta was the head of finance and wanted to understand the relationship between contribution and sales in order to estimate the profitability of the firm. He wanted to analyse the ratio as well as estimate the changes in the ratio due to changes in variable cost or selling price. The data was provided to him by his team. Calculate:
3a) P/V ratio if Selling price ₹ 30 per unit and Variable cost ₹ 20 per unit
(5 Marks)
3b) Revised P/V ratio if 10% increase in variable cost is assumed (5 Marks)

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Sales Management
1. Maggi brand of Nestle is contemplating to make a foray in soft drink market. Based on this assumption, prepare selling strategy for intermediaries (wholesaler & retailer) & customer (end user). (10 Marks)

2. UCS is into hygiene business catering to hotel industry since last three decades. It is planning to expand its business in other parts of the country. As a Sales Manager draft a suitable sales action plan for UCS. (10 Marks)

3. Papper-mint is a new brand of casuals which is to be launched in niche segment. The product line consists of T-shirts, jeans, cotton trousers, watches and eye-wear. The brand is targeted at the younger audience. The brand is to be marketed through the franchise stores which will be exclusive and on retail boutiques.
Questions:
a. Design a Selling Strategy to be adopted between the company & the franchise
b. Suggest suitable compensation methods which you will follow for the employees.

 

 

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Brand Management

Colgate Case:
The brand Colgate has been one of the most trusted brands for decades. It is not only the older generation which grew up with Colgate, it is a first brand, even for the young, when it comes to oral care. The brand has faced bursts of competition from time to time and has fought back effectively to regain market share. In the 1960s and 1970s, Forhans was the challenger brand but it is completely forgotten today. Binaca, which later became Cibaca and finally got taken over by Colgate, was another challenger. However, maybe because of the dominance of Colgate in India, this category has a fewer number of brands than, say, soaps. Given that neither soaps nor toothpaste have any technological barriers to entry and most entry barriers are created by marketing muscle, one would have expected to see many more brands in the fray. Despite the strong brand and Colgate’s focus on oral care, in the late 1980s Close-Up changed the way toothpaste looked and felt in the mouth. High on freshness ingredients, the transparent look and the youth-centric approach gave Colgate some sleepless nights at the time. Close-Up gained a significant share of the market, forcing Colgate to launch a similar product and alter its strategies for some time. Colgate has regained its share since then, but Close-Up continues to hold a majority share in the gel category, with Colgate Gel remaining a distant second. Unilever also attacked Colgate on the ‘healthy teeth’ platform with Pepsodent, thereby attacking on two fronts. Currently, despite Colgate accounting for about 55 per cent share of the toothpaste market, Pepsodent and Close-up are still sniping at its heels with intermittent attacks.
Oral products market in India
The oral products market in India consists of toothpaste, toothbrush, tooth-powder, and mouthwash. According to IRS data (2011), 66 per cent of Indian households use toothpaste, 24 per cent use toothpowder, and 18 per cent are non-dentifrice users.
The toothpaste market in India is estimated at Rs 6,000 crore, growing at 19 per cent y-o-y. The broad segments are:
Germ and Tooth Decay: This is the biggest segment; Colgate gets its major share from this segment. Of late, Pepsodent has begun attacking this segment with its Germicheck variant.
As per a recent media report, more than half of Colgate’s overall share comes from Colgate Strong Teeth, which competes in this segment (and the focus of Pepsodent’s Ad).
Sensitivity: This is the fastest growing segment, already at Rs 950 crore, and is growing at 30-40 per cent a year. GSK’s Sensodyne has a slight lead
Gel: The second biggest segment (Rs 1,500 crore) and the only one where Colgate significantly trails the leader Close-Up (60 per cent market share)
Besides the direct attack from Pepsodent, entry of a large international player like Oral B has further intensified competition in the general toothpaste category. Brands such as Sensodyne and Paradontax have come in with aggressive marketing strategies and have created small sub-categories for themselves, possibly at the cost of Colgate. Colgate responded with Colgate Sensitive but Sensodyne still has a larger share of the sensitive toothpaste market.
Colgate has over the years tried to fight the sub-segments through a sub-branding strategy and has launched sub-brands such as Colgate Gel, Colgate Sensitive, Colgate Herbal, Colgate Active Salt and Colgate Total.
Their efforts are therefore to slowly grow these categories as well as their shares in the market. While larger players such as Unilever are trying to grow the market and capture shares, players such as GSK have created a niche for themselves in the sensitive toothpaste market. Through a series of extensions, Colgate has increased its share of the market from 52.4 per cent in 2011 to 54.5 per cent in 2012. While the extension strategy seems to have worked in retaining and marginally growing its share, analysts wonder whether, in the long run, this strategy will be effective. The oral care segment is witnessing a battle over toothpaste like never before. In a bid to counter Baba Ramdev Patanjali’s herbal toothpaste-‘Dant Kanti’- Colgate-Palmolive is launching an Ayurved toothpaste-Cibaca Vedshakti. Although Colgate has a variety of toothpaste in herbal segment, Cibaca Vedshakti will be the first one in Ayurvedic segment.
“In India, the consumer believes strongly in natural ingredients. A toothpaste launching
this quarter under the Cibaca sub-brand is Colgate Cibaca Vedshakti,” said Bina
Thompson, senior vice-president at Colgate-Palmolive, during an investor call.
Nowadays, consumers are opting for more herbal products due to which the Ayurved and
natural products now account for 13-14 per cent of the overall toothpaste market.
Following Cibaca Vedshakti’s news, Patanjali said the name chosen by Colgate was
inappropriate.
“We worship and respect Vedas like our gods, we don’t use them in our products. This is
not a toothpaste but a direct attack on our culture,” Acharya Balkrishna, MD of Patanjali
Ayurved, told ET. As per Nielsen’s data, Patanjali’s oral care market share has been
pegged at nearly 2 per cent in the year ended March. Meanwhile, analysts expect Colgate
will be able to fight back against local competition despite being a late mover.
You are the Brand Manager for Colgate and you have been asked to decide its future brand
strategy. You have to specifically advise the CEO on whether the company should
continue with a single-brand strategy in the increasingly competitive scenario or create
different brands to fight the diverse competition more effectively.

Q1. Analyze the brand extension strategy of Colgate with respect to whether it would have positive effects on the brand. Do you think this strategy will help Colgate to defend its market dominance? (10 Marks)
Swiggy Case:
Swiggy is food ordering and delivering company based in Bangalore. It provides a single window for ordering from a wide range of restaurants and have their own exclusive fleet of delivery personnel pick up orders from restaurants and deliver it to customers.It is a complete food ordering and delivery solution that connects neighborhood restaurants with urban foodies.
Swiggy Founders:
Swiggy was founded by Nandan Reddy, Sriharsha Majety, and Rahul Jaimini in August 2014. Nandan Reddy aged 29 and Sriharsha Majety aged 31 both are both alumni of Birla Institute of Technology and Science (BITS) Pilani while Rahul Jaimini aged 31 is an alumnus of IIT Kharagpur.
Swiggy Journey:
Swiggy began its Journey from Bengaluru with six delivery executives and 25 restaurants
on its platform. In the time of 3 years, it has scaled up with over 6,000 delivery executives
across India in more than 8 cities like Delhi-NCR, Mumbai, Bengaluru, Hyderabad,
Chennai, Kolkata, and Pune.
Swiggy Business Model:
Swiggy has two major revenue streams.
The major part of Swiggy’s revenue from commission it collects from restaurants for lead
generation and for serving as a delivery partner.
Swiggy also charges a nominal delivery fee from customers on orders below a threshold
value which 200 rupees for most cities.
Swiggy Funding:
Swiggy is backed by one of best investors available in the market. Swiggy has raised a
total of 75.5 million dollars in funding from various investors, including Bessemer Venture
Partners, Norwest Venture, Accel Partners, SAIF Partners, Harmony Venture Partners, RB
Investments and Apoletto.
Swiggy Competitors:
Indian food delivery market is valued at 15 billion dollars and set for an exponential
growth. Food delivery has become a very competitive market in India. Swiggy is in direct
competition with major on-demand food aggregators like Zomato. Whereas there are other
small startups like Foodpanda and Faasos also in the competition.Now that Uber has
finally released its food delivery app UberEATS in Mumbai and Google has launched its
hyperlocal services and meal delivery app Areo in Bangalore and Mumbai. The competition is getting tougher for Swiggy. Swiggy is aiming to maintain its market share
by keeping their maximum focus on 8 major cities which are Mumbai, Pune, Bangalore,
Hyderabad, Chennai, Delhi, Gurgaon, and Kolkata.
Swiggy Marketing Strategies
Swiggy’s marketing strategy consists of both online and offline marketing campaigns.It
promotes its campaigns via Facebook, Twitter, Youtube, Pinterest, and Instagram. Some of
its campaigns include Secondtomom,#DiwaliGhayAayi, #SingwithSwiggy and Know your
food series of pictures and food walks in a local area. The company has successfully built
its brand awareness and connects with its audience through these channels. Their facebook
page is quite active with regular updates, averaging to one post a day. Swiggy uses its
Social media not only for campaigning but to engage with its customers from solving the
greviences to taking the feedback.

Q2. Examine the marketing and branding strategy of Swiggy and analyze the reason for its success/failure? (10 Marks)
Pepsi Case:
PepsiCo India Holdings Pvt Ltd, the local unit of American food and beverages company
PepsiCo Inc., aims to double sales of Tropicana, the flagship brand for its fruit-based
beverages, by 2020, Deepika Warrier, vice president (nutrition category), PepsiCo India,
said on Thursday. Tropicana, which was launched in India in 2004 as 100% juice and then
extended to other juice-based drinks, generated business of “more than Rs1,000 crore” in
2017, according to the company. The focus on Tropicana comes as part of the company’s
global strategy to focus on nutrition and healthier beverages as it failed to check falling
sales of aerated drinks in the past five years as consumers shift to healthier options.
To achieve the target, Warrier said, PepsiCo will expand retail reach by moving deep into
smaller markets, reposition the brand with new packaging and campaigns and double marketing spend on television, a medium more relevant for semi-urban and rural markets, this year.“We’ll aim to make Tropicana available across 250,000 retail outlets, 2.5 times of 100,000 now by the end of this year. From less than 100 towns, Tropicana will be made available across 300 towns. Besides, we’ll utilize our coolers (used primarily for carbonated drinks at retail points) for Tropicana so that it’s sold chilled even in smaller markets,” Warrier said, adding that the company will follow segmented marketing approach for the range. Certain variants of Tropicana will be given priority in certain states, and the company will look at state-specific marketing approach, she said.PepsiCo has, in January, entered into an agreement with its bottling partner Varun beverages Ltd for distribution of Tropicana juice in North and East India. “Varun Beverages’ contiguous reach will help the brand more than double the distribution reach in these states, with a focus on rest of urban and rural market expansion. For the other regions (south and west) in India, this portfolio of products will ride on the existing PepsiCo go-to-market system for core carbonated beverage in those geographies,” the company said in a statement.For Tropicana, the company has appointed Hindi film actor Katrina Kaif as brand ambassador. Kaif has been endorsing its mango drink brand Slice for some years. Slice was launched in India in 1993 as a mango drink and rebranded as Tropicana Slice in 2014.In the 100% juice segment, Tropicana had a 41.5% market share (retail volume) in 2016, up from 40% in 2015. Dabur India’s Real juice leads the market with a 43.5% share, according to data compiled by market research firm Euromonitor International. Slice, which is considered a regular juice drink, lost market share from 19.4% in 2015 to 18.1% in 2016, while Coca-Cola’s mango drink Maaza gained from 28.8% in 2015 to 29.7% in 2016, Euromonitor added.
Q3 a) Discuss the brand positioning strategy of Tropicana. (5 Marks)
b) What are some of the key strategies to manage the brand Tropicana over time and keep it relevant?

Course: Customer Relationship Management

1. What are the various different approaches to CRM? Which one do you find most pertinent in your career? (10 Marks)
2. If you were to advise your team on guidelines for external dispute resolution scheme, how would you do it? (10 Marks)
3. Trends in every field keep on evolving. The only constant in today’s world is change. Just as it is true for all aspects of business, customer lifecycle management (CLM) is no exception.
a. Discuss 5 key trends that would help marketers in rolling out their CLM strategies? (5 Marks)
b. Why is CRM believed to be a new way of thinking? (5 Marks)

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Strategic HRM
1. Defective Human Resource Planning can defeat the organizational strategy? Please write critical analysis with specific emphasis on forecasting techniques. Give example of any one organization you know of, that have achieved a fit between Human Resource planning and organizational strategy.

2. Explain why it is important for managers to identify the present and future training and development needs of their staff. Explain why it is important for employees to take responsibility for identifying their own present and future training and development needs? Describe briefly some of the ways in which training and development needs can be beneficial for the employees in the service and manufacturing organizations? (10 Marks)

3. On July 25th, 2005, the management of the Honda Motorcycle and Scooter India (private) Limited. (HMSI), a wholly-owned subsidiary of Honda Motor Company Limited (HMCL), encounters violent protests from workers that disrupted production at their works in Gurgaon. HMSI workers were severely beaten by police, and newspapers and Television channels gave wide coverage to the ferocity of the action. The protest followed six months of simmering labour unrest at the Honda Motorcycle and Scooter India limited factory in which the workers also resorted to job slowdown (since December 2004 when the workers’ demand for an increment in wages was rejected by the HMSI management). The power struggle also led to fiscal losses for the company. Honda Motorcycle and Scooter India consist of a diverse workforce. It consists of both Surface level and deep level diversity. HMSI was a totally owned subsidiary of Honda Motor Company Limited Japan and its top management consisted of only Japan Nationals and the lower level management consisted of Indian Nationals. Therefore, there was a clash of both cultures which resulted in a lack of effective communication on the part of the management of the company and the workers. This led to the workers mistrust of the management which could escalate into violent before any serious attempt was made by top management to deal with the issues to the satisfaction of parties. Workers were not happy with the treatment meted out to them by the management of the company. For instance, in 2004, they expressed their dissatisfaction with the sum of money they received as a Diwali gift given the fact that their company was the industry leader. It was perceived that they were being treated unfairly as workers from a rival company were treated better on that specific occasion. This gift was refused by ninety-nine (99%) percent of the workers; the company took it back and subsequently transferred it to their bank accounts.

a) What are the challenges faced by Multinational manufacturing organizations in the context of labour relations in India? Do you feel organizations can play a significant role in resolving their problem? (5 Marks)
b) What crucial role can Industrial Relations adopt in the current context?

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Insurance and Risk Management

1. Cysco Ltd was a non-life insurance company and had recently recruited fresh graduates. On the first day of the training the company wanted to brief the employees on the different types of non-life insurance products offered by the company. If you are the training manager advise which products needs to be introduced. (10 Marks)

2. The management of Delta Corporation was in a dilemma as they were not able to understand if any risk management was required for the firm or not. They decided to approach an insurance advisor to understand the pros and cons of the process and then estimate if risk management needs to be implemented or not in the company. If you are the insurance advisor provide relevant points. (10 Marks)

3. Mr. Mehta was married and had two kids. He had recently undergone a surgery which made him think about the financial security of his dependents after his death. As soon as he recovered he decided to meet his friend who was also an insurance advisor to understand the kind of life insurance policy he should consider for financial security of his family members. Suggest suitable plan if:

a. Mr. Mehta wants protection for only next 20 years (5 Marks)

b. Mr. Mehta wants that in case of a death or the specified period of the policy a lump sum amount is paid back

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International Banking & Foreign Exchange Management 
1. Mr.A is heading XYZ Bank Pvt .Ltd. The bank wants to make its presence globally. Therefore, the board asks Mr A and his team to make strategy that the bank will pursue in
the process of globalization. Prepare a report on the same, in order to present it in front of the board members. (10 Marks)

2. International finance plays an important role in giving assistance to many countries for their development purposes etc. Prepare a short presentation on the various financial institutions and their roles. (10 Marks)

3. RBI has aimed to make BASEL III effective by 31st March 2019.
In a statement issued by SBI in regard to Basel III which states that “Banks needs a breather” This statement clearly depicts that banks are not well equipped to implement the norms by 2019 and have many challenges in their way. With respect of the above statement, answer the following questions.
a. As directed by RBI, highlight the reasons for Implementing BASEL III. (5 Marks)

b. Also discuss in details the hurdles or the challenges which Indian banks would face on the way of its implementation. (5 Marks)

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Treasury Management in Banking

1. Mr. M works in the risk Department in ABC Bank Pvt.Ltd. His manager asks him to give a presentation on the risk department, the various functions carried by their department and how this department contribute in effective functioning of a bank. You are asked to help Mr. M with his presentation
(10 Marks)
2. Managing foreign exchange has always been a major concern for a treasurer in banks or any financial institutions. Analyse the different foreign exchange exposure which the banks are prone to. (10 Marks)

3. A) There’s a growing need of prudent liquidity risk management in Indian banks. As a treasurer you need to prepare a presentation highlighting the importance of having a
sound liquidity management in the banks. (5 Marks)
3. B) Also discuss some of the warning signs of impending liquidity risks in Indian Banks.

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