1. (a) Distinguish between shopping and specialty goods giving suitable examples. (b) Explain the various components of ‘product mix’ taking the example of any FMCG company. 2. (a) Explain the various interpretations of the term ‘new product’ giving suitable examples. (b) You are a product manager in a company manufacturing fruit juices. Discuss the methods you can use for generating new product ideas for the company. 3. (a) Discuss the importance of packaging for a marketer of consumer goods. (b) What social aspects would you keep in mind while deciding your packaging strategy? 4. … [Read more...]

1. (a) Explain the Personal Selling Process. Discuss the importance of “Sales Resistance” in the selling process. Take a hypothetical situation of such resistance and suggest suitable steps to resolve the same. (b)What do you understand by the term Negotiation? Discuss. 2. (a) Why Sales Force monitoring system is essential in an enterprise? Discuss the objectives and briefly explain the various criteria used to monitor sales team of a company selling industrial products. (b) Explain the typical structure of a Presentation. 3. (a) Discuss the factors influencing design of compensation … [Read more...]

1. Briefly explain the VALS – 2 classification. Analyze which VALS type best describes you and then find a print advertisement which, according to you, appeals to this VALS type. 2. What is organizational buying behavior? How is it different from individual buying? Taking the example of purchase of stationery for your personal use and for organizational purposes, explain the differences. 3. (a) Critically analyze the Maslow’s hierarchy of needs theory. What are its major flaws? (b) “Understanding how consumers learn is very important to marketers”. Do you agree with the statement? … [Read more...]

1. Define the concept of ‘strategy’. Explain the Boston Consulting Group (BCG) model, General Electric (GE) planning model and highlight their usefulness in formulating business unit level strategies. 2. Explain the following: a) Just In Time (JIT) and Management Control System b) Benchmarking and Management Control System 3. What is ‘Arm’s Length Principle’? Explain the traditional transaction methods used for determination of transfer price. 4. What are the objectives of Reward and Compensation plan? Discuss the various types of  long term incentive plans. 5. Discuss the … [Read more...]

1. What is cost of capital ? Explain how is the cost of long term debt, preference capital, equity capital and retained earnings are calculated? Discuss the relationship between EBIT and EPS. 2. a) Discuss the concept of project life cycle. Explain the different steps involved in the process of designing and using of Work Breakdown Structure. Explain in what ways may the Work Breakdown Structure be used as a key document to monitor and control a project ? b) What is the need for economic appraisal of a project ? Explain process of the economic appraisal of a project. 3. What is meant … [Read more...]

1. a) Explain the concepts of Working Capital. Discuss the various factors that affect the requirement of Working Capital of a business entity. b) Explain the distinguishing features of matching, conservative and aggressive strategies for financing working capital with the help of illustrations. Under which circumstances each of these are suitable? 2. Why do firms hold cash and marketable securities? Discuss the critical variables of Cash flow forecasting and the different forecasting approaches of cash flow 3. Explain the features of different forms of bank credit prevailing in … [Read more...]

Explain the concept and scope of Industrial relations. Describe the approaches to industrial relations which are being followed in any organization you are familiar with. In your opinion which approach to industrial relations is effective and why? Briefly describe the organization you are referring to. Explain the evolution of managerial unions in India. Describe the activities of managerial unions in your organization or any organization you are familiar with. Distinguish between the workers trade unions and managerial trade unions. Briefly describe the organization you are referring … [Read more...]

1. Explain the meaning and definition of Human Resource Planning. Describe the planning process that has been followed in any organization you are familiar with. Discuss the barriers to Human Resource Planning. Briefly describe the organization you are referring to. 2. What is job analysis? Describe the process and steps in the job analysis process being followed in an organization you are aware of. Discuss the design of job description of any organization you are familiar with. Briefly describe the organization you are referring to. 3. Explain recruitment purpose, recruitment policy, … [Read more...]

1. Explain the concept of Human Resource Development. Describe HRD System and Sub-systems being followed in your organization or any organization you are familiar with. Briefly describe the organization you are referring to. 2. Explain the concept and objectives of coaching and mentoring. Describe the process of coaching and mentoring that have been followed in any organization you are familiar with. Discuss significance of coaching and mentoring in employee development. Briefly describe the organization you are referring to. 3. Explain the objectives of compensation-cum-reward system. … [Read more...]

1. Briefly discuss the challenges faced by organizations because of globalization and the strategies to deal with it. Give examples. 2. Describe the importance of understanding human behavior in organizations. Describe and discuss the characteristics of type A and B personalities and their impact on organizations performance with relevant examples. 3. What are the salient features of counseling? Briefly discuss the process of counseling in organizations and its importance. 4. Describe the growing role of Teams in organizations and how leader plays an important role in Teams. Discuss … [Read more...]