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NMIMS JUNE-2023 Assignments

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Case Studies & Projects

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Business Economics

1. Demand forecasting is not a speculative exercise into the unknown. It is essentially a reasonable judgement of future probabilities of the market events based on scientific background. Explain the statement by elaborating any 3 methods each from qualitative and quantitative methods of demand forecasting.

2. Law of Demand drives the economy and helps business decisions that meet consumer needs. Demand is the consumers' desire and willingness to pay for a product or service at a given price and time. Enumerate any five factors each from individual and market demand.

3 a. “The Law of Diminishing Marginal Utility plays an important role in the economy. It directly relates to the consumption and production of goods.” In context with the given statement enumerate Law of Diminishing Marginal Utility with its assumptions.

3 b. Calculate Marginal Utility and Average Utility from the information given in the below table:

Quantity Consumed	Total Utility
1	20
2	35
3	47
4	55
5	60

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Financial Accounting & Analysis

Q1. Analyse the following transactions for Surprise Ltd. using the concept of Accounting Equation comprising of Assets, Liabilities and Equity.

Commenced business with cash of ₹ 5,00,000.
Purchased equipment for cash ₹ 2,00,000.
Purchased furniture worth ₹50,000 on credit from IndiMart.
Purchased raw materials for ₹25,000 against cash from XYZ Suppliers.
Deposited cash of ₹ 1,25,000 in the current account.
Sold goods for ₹75,000 and received a cheque against the same.

Q2. Prepare a vertical balance sheet from the following information:

Liabilities	Rs.	Assets	Rs.
Share capital	1,50,000	Goodwill	20,000
Share Premium Account	5,000	Land and Building	80,000
General Reserve	60,000	Plant (at cost less dep.)	44,000
Profit and Loss account	17,000	Furniture (at cost less dep.)	3,000
6% Debenture	50,000	Investment (Trade)	80,000
Bank Loan (Long Term)	35,000	Debtors	70,000
Bank Overdraft	20,000	Stock	60,000
Sundry Creditors	60,000	Cash at Bank	40,000
Provision for Taxation	10,000	Prepaid expenses	5,000
		Preliminary expenses	5,000
Total Rs.	4,07,000	Total Rs.	4,07,000

Q3. A) Prepare a comparative income statement for any company extracting their P&L statement for the years 2020-21 & 2021-22. Analyse the incline and decline in the different elements in the P&L Statement and provide detailed insights.

Q3. B) Prepare a trend analysis statement for any the same company extracting their P&L statement for the years 2019-20, 2020-21 & 2021-22. Analyse the incline and decline in the different elements in the P&L Statement and provide detailed insights.

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Information System for Managers

Q.1) COMPT_PREP is an Educational Institute which helps the aspirants to prepare for Engineering and Medical Exams. They have around 20 branches across the country. The aspirant’s base is exploding on a Year-on-Year basis. Suggest a Cloud Solution strategy to help manage the entire operations of COMPT_PREP. Also, detail out the features & benefits of this Cloud Solution Strategy.

Q.2) You are the owner of a start-up Manufacturing company in Pune and have a total of around 100 employees. To streamline the operations of various departments of your organization, which particular System you will use to automate the various inter-processes of your organization. State the benefits of its implementation and the challenges faced while implementing it.

Q.3) You are a Personal Blogger and you are much keen on penning down your thoughts in the form of blogs. The Blogging Platform used by you can be any depending on your choice.

3 A) What could be the possible vulnerabilities and threats related to Blogging Platforms? Explain any 5 vulnerabilities/threats in detail.

3 B) Suggest and describe at least any 2 protective measures to overcome these vulnerabilities/ threats related to Blogging Platforms.

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Management Theory and Practice

Q1. Ravi Kishan Mills, accompany dealing with making ethanol from sugarcane residue has traditionally been a centralized company from generations run by the founders. Now as the 4th Generation steps in to take over the reins, they feel its high time, they go decentralized as the firm has grown leaps and bounds and become a mid-sized company today from the small scale it started with. They have hired you as a consultant for the same. Can you guide them about the same by making them aware of the pros and cons of both and helping them take a decision?

Q2. Shemaroo entertainment earlier only had a base in Mumbai, India. It has now expanded its wings to other parts of the world too and want to also get into other avenues of filmmaking. They have hired you as a consultant to help them design their organizational structure as earlier they used to follow the traditional line structure. They would want to use the 6-box model in order to determine what structure will suit them the best. Can you guide them on the same?

Q3. Thakur Publishing house, an age-old Printing press feels that over the years their employees have lost their motivation and their performance standards is dipping.

a. They have hired you as a consultant. Can you guide them about how can they use Mc Cleland’s Theory of Needs to motivate their employees?

b. Also, can you use ERG Theory, to help guide them to motivate their employees?

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Marketing Management

Q.1 Tata Motors is all set to launch its electric car Tata CURVV. It has decided a price range of approx. ₹15.00 – ₹ 20.00 Lakh with an automatic transmission. Based on the above information, as a marketing consultant, suggest a suitable segmentation plan for the newly launched brand (suggest a suitable type of segmentation with appropriate justification). Based on the type of segmentation, suggest an appropriate Positioning strategy with justification.

Q.2 Your friend is planning to purchase a laptop for routine usage & is seeking your guidance for the same. Practically guide him through the steps of consumer buyer decision making process.

Q.3 Read the case & answer the questions based on the case:

Aahar fast food is a very popular evening/late night joint targeting young students, young couple, and even family. It serves delicious food & customers have always appreciated their service too. It has its presence in the market since last 10 years in Mumbai & are planning a Pan-India launch. As a consultant help them with the following:

3. a) Recommend an advertising strategy for the launch focusing on appropriate message decisions & specific media vehicles (combination of media vehicles is expected including social media).

3. b) Suggest at least two sales promotional tools at consumer-level for the new launch with appropriate justification.

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Organisational Behaviour

Q1. Leadership is widely regarded as a critical attribute that is becoming increasingly scarce in organizations. It is a process in which an individual seeks the support of others to achieve common goals. Leaders are visionary individuals who act as catalysts in motivating and influencing others. Given these statements, it is essential to examine the importance of leadership in any organization. Conclude by answering that how the organisation would fare if leadership is not right?

Q2. Harvey and Weems are Team leaders of team A and B respectively. Harvey is very open to feedback and does not let his perception rule his decision. He takes action based on facts and figures whereas Weems get carried away with his perception. Team A is very happy and motivated team which is clearly visible by their performance and just the reverse goes for team B. Weems takes aid from a self-help book where he reads about the managerial implications of perception. When he does a self-analysis he understood that all this while he was working totally under the influence of his perception. Weems decides to take a plunge and modify his behaviour. Discuss any three managerial implications of perception and conclude by stating that what could have made Weems change his way of behaving?

Q3. John and Jacob are co-workers. They both are working in the same project but their work values are very different from each other. John belongs to GenX (The X Generation) and relies a lot on the team-work as well as its (team’s)progression and upliftment, whereas Jacob is from GenY (The Y Generation) or the Millennial and for him self-reliance is more important. Though they share a great personal rapport but they always are found having disagreement at work.

3. a) Explain the reason for their disagreement? It is natural to have such disagreement, give concluding remarks for Jacob’s behaviour in terms of the generational values.

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

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Business Communication

1. Mr. James Steven is the Sr Manager in an established IT company. He works with a core team of 20 and at most times communicated through written verbal communication. He intends to sound persuasive while he communicates with his team and he wants them to feel equal at all times. Which are the steps of writing messages that he should keep in mind while drafting messages to be sent to his team. Define strategies of writing persuasive messages?

2. Define what is a Report and a Proposal. Define the sections of report writing explain each in detail.

3. a. As a consultant, explain four steps to develop a strong brand for Man Machin. How can social media impact communication in business? What are the strategies for Business Communication through Social Network?

3.b. You are planning to switch your job and are in the process of applying to another company. What is a job market? What are the points of an organization and job opportunity will you consider while in the process of applying for the job?

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Business Law

1. Free Consent is an important essential element of a valid contract. Explain what is Free Consent and the instances under which Free Consent in an agreement would be affected. Please provide examples for each of such instance.

2. Please highlight two (2) instances where the courts in India have intervened to protect environment or prevent degradation/pollution of environment. Kindly note that the instances should be real life cases.

3. Gaurav is a new joinee in an organization and he has certain queries with respect to employee related laws. He has been directed to reach out to you with the queries. Kindly advise him:

a. As the organization deducts Provident Fund from the salary, can you please explain applicability of the schemes under Provident Fund and how is the calculation and apportionment of the Provident Fund done against various schemes?

b. Who is entitled for Gratuity and how is the payout of gratuity calculated?

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Decision Science

Q 1: Bad gums may mean a bad mood. Researchers discovered that 85% of people who have suffered a bad mood had periodontal disease, an inflammation of the gums. Only 29% of healthy people have this disease. Suppose that in a certain community bad moods are quite rare, occurring with only 10% probability. If someone has periodontal disease, what is the probability that he or she will have a bad mood?

Note: Draw the tree diagram for the above problem. Handwritten tree diagram is prohibited.

Q 2: Using MS-EXCEL show the Regression model, consider ‘Instagram followers’ as dependent variable and ‘no f post per day’ as an independent variable. Write the interpretation of EXCEL Tables. Write the conclusion on the fitting of your model also.

No of followers	No of post per day
439	2
340	1
315	4
444	5
377	2
456	5
495	2
304	2
401	5
305	5
338	4
348	2
402	1
395	5

Q 3A): 1000 light bulbs with a mean life of 120 days are installed in a new factory and their length of life is normally distributed with standard deviation of 20 days.

If it is decided to replace all the bulbs together, what interval should be allowed between replacements if not more than 10% should expire before replacement?

Note: You are not supposed to use EXCEL or any other software to write this answer.

Q 3B): calculate the average age of migrants for both the categories of gender and write your interpretation.

Age group	Male	Female
0-4	98,34,738	91,27,975
5-9	1,09,59,506	99,58,059
10-14	1,24,25,108	1,14,51,227
15-19	1,26,83,733	1,65,18,666
20-24	1,31,97,283	3,36,58,466
25-29	1,30,45,214	3,75,22,017
30-34	1,21,34,009	3,42,86,096
35-39	1,20,60,030	3,30,54,887
40-44	1,09,00,143	2,72,61,236
45-49	97,04,026	2,34,47,716
50-54	79,40,152	1,78,42,986
55-59	61,61,754	1,51,92,910
60-64	54,01,736	1,43,47,372
65-69	36,87,082	1,01,41,196
70-74	26,62,421	70,33,728
75-79	13,41,572	34,93,001
80-85	14,61,296	42,53,695

Note: You are not supposed to use EXCEL or any other software to write this answer

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Essentials of HRM

1. ‘Mirage Investments Ltd’ is a wealth management company with multiple locations in India. The top management plans to create a dynamic human resource department for managing employee relations. You have been hired as their HR Business Partner. Explain to the top management, what will be the objectives of your HR department in this organisation. Give some examples in the context of this company.

2. The Luxe Group of premium hotel chain wants to restructure its human resource department. As their HR advisor, explain to the top management the various activities under each new subdivision in the Department. Elaborate them with corporate examples.

3. Shanghai Food Corporation is reviewing its human resource planning. It is analyzing the various sources of the company’s human resource demand forecasting. Keeping this context in mind, answer the following:

a. What are the qualitative methods of HR demand forecasting that are available with the company?

b. Discuss the trend analysis method of quantitative technique in HR demand forecasting.

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Operations Management

1. As a business owner, one of the most critical decisions you will make is choosing a location for your business setup. What are the various decision criteria for deciding a location for a business setup, and how do they apply to setting up an electric vehicle charging station? Assume any size for the setup.

2. Explain in detail the various types of plant layout concepts that are available in operations management. Give examples of where each of these types can be employed respectively. Briefly explain a layout applicable for a cloud kitchen format vis-à-vis a dine-in restaurant, highlighting the good points and bottlenecks, if any.

3. A patisserie brand is planning to open a new mid-sized pastry shop near your locality. Considering their expertise and knowledge in manufacturing and branding their product offerings, they are confident of getting into the new pastry shop operations. You are required to suggest the team on the following points:

a. What strategy would the pastry shop adopt for an Aggregate Operation Plan of resources given a time frame of a year.

b. Discuss the concept of Q and P systems of ordering along with its issues in inventory control for the pastry shop.

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Strategic Management

1. You are a business person who has access to capital and want to build a global advertising empire.

Create a strategic plan to build your business, do you think that acquisitions could be a strategic option? Justify your answer.

2. The Indian Super League is India’s leading soccer league but is struggling with viewership? What could be the reasons for this lack of consumer interest? What strategies would you recommend to the league management if you were its strategy consultant?

3. Inox and PVR recently merged together to create India’s largest theatre groups, the combined entity now has 1500 theatres across the country. This is 20% of the current market size and nearly 50% of the revenue.

a. If you were an owner of a single screen theatre in a city where Inox PVR have multiple screens what strategies would you adopt to compete.

b. Analyze the state of India’s movie theatre industry and what the industry needs to do to evolve going forward in this highly competitive technology driven media and entertainment industry.

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Commercial Banking System & Role of RBI

1. Banking has changed radically over a period of 50 years starting from nationalization in 1969 of 14 private sector banks to privatization of banks in 1990s. Year 2014 resulted in setting of small Payments Banks in different parts of the country to a diametrically opposite step of mergers and consolidation of many weak public sector banks with a few large PSU banks in 2018/19. What has been the economic and financial compulsions/reasons for such changes in five decades?

2. Why banks are focusing more on shifting fund-based lending to non-fund-based lending? Explain different types of funds based and non-fund-based lending activities.

3. Commercial banks are known for providing array of services to customers, the conventional one being on liability side are time and demand liability products.

a. Distinguish between time and demand liabilities and their characteristics.

b. What are reasons for large financial institutions like Industrial Development Bank of India (IDBI) converting to commercial bank like IDBI Bank? Similarly, like Industrial Credit and Investment Corporation of India (ICICI) converted itself as ICICI Bank.

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Corporate Finance

1. Compute the NPV and IRR for project whose initial cost is 30,000 and cash inflows are 14000, 8200, 12000, 15000, 22000. Discount Rate is 10%. Cost of Capital if borrowed is 15%.

Show value of NPV at IRR as discount factor.

Based on the above calculations, should the project be considered?

2. Calculate the Cash Cycle using the following information. (Assume 360 days in a year).

Opening Balances
Raw Material	4,00,000
WIP	80,000
Finished Goods	6,00,000
Debtors	2,50,000
Creditors	5,60,000
Closing Balances
Raw Material	5,00,000
WIP	70,000
Finished Goods	7,25,000
Debtors	3,15,000
Creditors	6,25,000
Costs Incurred during the year
Manufacturing Costs	10,45,000
Excise Duty	8,50,000
Selling and Distribution Expenses	4,20,000
Admin. Overheads	3,00,000
Total Sales	4,20,00,500
Total Purchases	3,23,00,000

30% of sales are on credit and 80% of purchases are on credit.

3 a. In the following balance sheet calculate the Current Ratio and the Acid Test Ratio.

BALANCE SHEET AS AT 31ST MARCH 216
₹ in Crores
	Note No.	As at 31/3/2016	As at 31/3/2015
I. EQUITY AND LIABILITIES
(1) Shareholders Funds	2	723.08	723.08
(a) Share Capital	3	26,435.61	21,744.40
(b) Reserves and Surplus		27,158.69	22,467.48
(2) Non-current liabilities
(a) Long-term borrowings	4	13,685.69	11,737.01
(b) Deferred tax liabilities (Net)	5	2,228.90	1,708.26
(c) Other long-term liabilities	6	60.73	70.03
(d) Long-term provisions	7	1,156.84	1,108.60
		17,132.16	14,623.90
(3) Current liabilities
(a) Short-term borrowings	8	23.96	40.27
(b) Trade payables	9	8,430.79	12,467.04
(c) Other current liabilities	10	20,217.97	16,570.21
(d) Short-term provisions	11	3,025.84	3,575.61
		31,698.56	32,653.13
TOTAL		75,989.41	69,744.51
II. ASSETS
(1) Non-current assets
(a) Fixed assets
(i) Tangible assets	12	23,377.80	20,226.06
(ii) Intangible assets	13	89.99	89.00
(iii) Capital work-in-progress	14	12,402.75	7,640.61
(iv) Intangible assets under development	15	215.18	25.07
(b) Non-current investments	16	7,875.58	7,302.05
(c) Long-term loans and advances	17	3,864.84	4,077.17
(d) Other non-current assets	18	87.70	83.46
		47,913.84	39,443.42
(2) Current assets
(a) Current investments	19	5,098.11	5,089.09
(b) Inventories	20	13,696.28	14,457.85
(c) Trade receivables	21	2,165.02	2,561.14
(d) Cash and Bank Balances	22	2,067.35	1,360.20
(e) Short-term loans and advances	23	1,030.81	786.22
(f) Other current assets	24	4,018.00	6,046.59
		28,075.57	30,301.09
TOTAL		75,989.41	69,744.51

3 b. Sanghvi & Sons P. Ltd. is a private limited company with almost 80% shareholding with the Sanghvi family. It has now a requirement of Rs. 400 crores for a project to be undertaken. Currently it has a debt-equity ratio of about 1.5:1. The management of the company feels that a ratio of up to 2:1 is acceptable. Discuss whether the company should fund its requirements by Debt or Equity and various considerations for the same.

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Cost & Management Accounting

Question 1:

Office Products Ltd provides the Sales and the cost data for 60,000 units as given below.

At full capacity the plant can produce 100,000 units

Sales Rs. 12,00,000

Costs:

Variable:

Material Rs. 2,40,000

Labour Rs. 3,60,000

Overheads Rs. 1,80,000

Fixed Cost Rs. 3,20,000

Total Rs. 11,00,000

PROFIT Rs. 1,00,000

Prepare the Income statement under marginal costing for production at 80,000 units.

Question 2:

Nikson Ltd provides the following information relating to the activities of a production department for the month of January 2023

Material Used Rs. 72,000

Direct wages Rs. 60,000

Machine hours 20,000 hours

Labour hours 24,000 hours

Overhead chargeable to the department Rs. 48,000

The relevant data for carrying out one order in the month of February is given below:

Material used Rs. 4,000

Direct Wages Rs. 3,300

Machine hours 1,200 hours

Labour hours 1,650 hours

Using the rates of the month of January, prepare a comprehensive statement of cost for this order by using the following absorption of overheads

1) Direct labour hours

2) Percentage of direct wages

3) Machine hour rate

Question 3a

Samsung Ltd. are the manufacturers of Television. The following are the details of a Product during the year 2022.

Ordering Cost Rs.50 per order

Inventory carrying cost 10% per annum

Cost of Product A is Rs. 500 per unit

Annual consumption of Product A is 5000 units.

Compute the Economic order quantity. What if the inventory maintained by the company is 200 units?

Question 3 (b)

New Corp Ltd. incurs fixed costs of Rs. 5,00,000 per annum. The company produces a single product with annual sales budgeted to be 70,000 units at a sales price of Rs.300 per unit. Variable costs are Rs.280 per unit.

You are required to determine the breakeven point and explain the significance of breakeven point.

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Financial Institutions and Markets

Q1. Ambey Ltd. is one of the biggest players dealing in fitness machines in India. The company now intends to launch a range of fitness food for fitness-conscious people and plans to market it by selling it on various e-commerce portals and opening retail outlets. So, the management of the company is planning to raise further capital in the debt market.

As a financial advisor to the firm advise the various techniques which the company can use in order to raise capital from the debt market.

Q2. Prabhas has joined non-banking financial companies (NBFCs) but is unclear about the role and types of NBFCs. Apprise, Prabhas about the role of NBFCs in the financial services segment with various types of NBFCs as per business activity catering for the financial needs of the Indian economy with examples.

Q3a. Uday is a new joiner at a currency exchange firm. His first task given by the manager is to prepare a report on trends in the major currency exchange quotes for the past year. However, Uday has little knowledge about the participants in the foreign exchange market. Brief Uday about the various participants in the foreign exchange market for successfully executing his task.

Q3b. “Regulatory mechanisms are implemented to ensure that there is always a balance between the inflow of money and the outflow of funds so that the financial markets are able to function efficiently and effectively.” Explain the important regulatory authorities in India with their functions.

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Marketing of Financial Services

Q1) Develop a Public Relations campaign for IRDA to help create awareness about Life Insurance sector and to educate policyholders about their rights.

Q2) Amit Chopra, (age 31 years) works with a pharmaceutical company and has not yet started to invest for his retirement. Amit is married to Neelam (age 28 years) and they have one son aged 2 years. Amit wants you to prepare a plan for him to retire by age 60. (You can make any assumptions to further build up your case.)

Q3) You are a Financial Planner. Your client Prashant Pandey aged 35 years and works with an IT company earning Rs 15 lakhs per year. His wife Priti, aged 32 years, is a homemaker. They have one daughter aged 5 years. The couple requires your help to make some financial decisions. (You can make any assumptions to further build up your case.)

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

3. b) Prashant and Priti want your help to invest for their daughter’s higher education which they estimate would be required after 15 years.

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Retail Banking

1. Monetary Policy is one the important drivers in growth & development of an economy. Illustrate at least four instruments/tools which are used universally in implementation of monetary policy

2. Regulators of Retail Bank use Capital Adequacy Ratio (CAR) extensively to check excessive growth of credit in the bank. What is the significance of CAR in credit policy of Banks and how it works?

3.a. Explain Credit Risk, Operational Risk, and Liquidity Risk & Interest rate Risk.

3.b. What are the reasons of, non-performing assets.

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Consumer Behaviour

1. Explain Motivation in Consumer Purchases. Taking Sony and Bose as examples of a Home Theatre System explain how what are the Rational and Emotional Motives for purchasing SONY or BOSE Home Theatre System.

2. You want to purchase a washing machine. With reference to this explain what is Total Set, Awareness Set, Consideration Set, Choice Set before making the final choice of the washing machine that you and your family desire to have/ own and use.

3. Answer the following:

a. What is acculturation? Give 5 product or services that the Indian consumer has adopted for their regular consumption as a result of Acculturation.

b. Fear and Optimism / Positivity drive consumer behaviour. Give 2 examples for fear and 2 examples of optimism / positivity has been used to drive customers to either buy certain products or stop them from buying certain products / services.

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Digital Marketing

A small business owner is trying to decide how to allocate their marketing budget for the coming year for M/s Fresh Blossom. The company deals with selling flowers to the final customers. They have 50+ retail stores in major cities. The company specializes in imported flowers.

They have historically relied on traditional marketing methods, such as print ads in local newspapers and flyers distributed in the community. However, they've been hearing a lot about the benefits of digital marketing, and are considering shifting some of their marketing budgets to digital channels.

1. The owner wants to understand the interaction points of the Marketing and Consumer Funnel stages so that he can take appropriate decisions for the organization.

2. Explain 6S Digital Marketing Implementation Strategy for Fresh Blossom.

3. a. What are some of the key differences between traditional and digital marketing, and how might these differences impact the small business owner's decision?

3. b. What are the various social media platforms that you will use to promote Fresh Bloom? Explain the same with reasons.

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International Business

Q1. You are a manufacturer of packaged sweets and salty snacks products from India and are keen on expanding your business globally. Discuss the challenges of marketing your product globally suggests measures to overcome them.?

Q2. Critics of WTO including economists such as Dani Rodrik and Ha Joon Chang have argued that WTO only serves the interests of multinational corporations, undermines local development, penalizes poor countries and is increasing inequality. Comment on the above and suggest the changes in your opinion can bring improvement to developing countries.

Q3. Read the following case study carefully and then answer the questions that follow: Your firm manufactures EV bicycles in India and wishes to market them globally. In spite of competition, you see that South Africa has a huge potential and plan to expand your retail operations in South Africa.

3. a) Explain your market entry strategy to launch the EV bicycles in South Africa.

3. b) Explain major global pricing policies. Which of these pricing policies would you consider while launching the EV bicycles in South Africa?

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Organizational Theory, Structure and Design

1. ‘Star Bazaar Limited’ has decided to modify their organizational systems to beat the market competition. Help them assess the organisation according to the 7S framework in the context of this retail chain company. Give appropriate examples in this case.

2. Look Book, a social network platform has decided to launch it mobile application for engaging its users. However, the IT head has no idea about the challenges it might face. As their Business consultant, explain the different phases of organisational life cycle, that the company may go through. Associate these phases with the social media business.

3. Ryan, the VP and Suman, the AVP are brainstorming on strategies for enhancing the organisational effectiveness of their export-import business. While Ryan prefers the traditional Goal Approach, Suman believes in a more contemporary Stakeholder’s approach. Keeping the above scenario in mind,

a. How do you think Ryan wants to use the goal approach for the business and discuss its loopholes?

b. Explain why Suman supports the contemporary stakeholder’s approach?

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Project Management

1. A ABC company is launching the new project consist of designing and constructing a Cricket Stadium and Amenities around it. Prepare the RACI (Responsible, Accountable, Consult, Inform) Matrix with the following details.

a. Brief activity list (6-8 activities).

b. Figure out 4-6 project management related roles.

c. Prepare the RACI Matrix for the same.

2. A ABC company is launching the new project consist of designing and constructing a Cricket Stadium and Amenities around it. Consider following details for the project.

a. Feasibility study

b. Estimating the cost – Material and Construction

c. Designing of Stadium and Amenities.

d. Procuring the material

e. Construction and installation

f. Finishing work

You as a project controller are asked to submit your plan for project control. Cover different project control tools and explain how they will be applied in this case. Also, mention as a head of project control which control you will monitor personally and why.

3. Answer the following questions:

a. A ABC company is launching the new project consist of designing and constructing a Cricket Stadium and Amenities around it. For this work we have three options. The details for these options are given below.

I: Initial investment C1 to C6: Cash flow at the end of Year-1 to Year-6 respectively.

		I	C1	C2	C3	C4	C5	C6
Option-I	Cashflow	-20	5	5	5	5	5	5
Option-II	Cashflow	-25	10	5	5	5	5	5
Option-III	Cashflow	-30	10	10	5	5	5	5

Consider Discounting Rate as 8% per year.

b. Consider a hypothetical project of conducting a grand event in stadium. Explain the triple constraints of a project in this context with the examples for each constraint. Give your summary comment about this.

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Capital Market and Portfolio Management

1. Suppose you have Rs. 100000/- & interested to invest in financial assets. Which factors you should keep in mind while investing in financial assets?

2. Suppose there are two stocks in the market, namely stock A & stock B. whichever stock will give maximum return investor will invest in that stock. For this purpose, investor needs to measure the return from the asset. What is the different measuring return?

3. a. Mr. A wants to buy some stocks, but he is confused because he doesn’t know how to measure the risk. He wants your suggestion for risk measurement, please suggest.

3. b. If you are planning to invest in mutual fund so you must know the risk involved in it. Highlight three to four risk that everyone needs to know.

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Strategic Cost Management

1) The following information is available for a watch showroom.

Calculate the following:

a) Contribution

b) PV Ratio

c) BE Ratio (in no. of units and value)

d) MOS at actual sales of Rs. 6,00,000/-

e) Number of watches to be sold to get a profit of Rs. 20,000/-

Sale Price	Per unit (Rs.)	9800
Variable Costs	Per unit (Rs.)	4905
Commission (variable)	Per unit (Rs.)	500
Rent	Per month (Rs.)	100000
Salaries	Per Month (Rs.)	120000

2) A Factory produces 3 types of shoes. While producing, for switching over from one type to another, there is a shift-over process involved. Costs incurred are as follows:

Shift-over costs Rs. 50,000

Factory Overheads Rs. 1,00,000/-

Packing costs Rs. 20,000/-

Engineering Costs Rs. 30,000/-

Supervisor Costs Rs. 10,000/-

Quantity produced A- 1000, B – 2000, C- 4000

Allocate the costs to the 3 shoes (A, B and C) using Traditional Costing method and Activity Based Costing. Some other information of the 3 products is as under:

	A	B	C
No. of Switches	3	4	2
Machine Hours	20	18	15
No. of Receipts / packs	4	5	8
Engineering Hours	30	40	50
Supervisor Hours spent	10	12	10

Compare the results and discuss.

3. a) Prepare a Cash Budget with following information.

	Diary	Notebook	Spiral Bound
Sales Units	8750	12500	5000
Selling Price (per Unit)	80	64	100
Variable Cost (per Unit)	20	23	35
Fixed Cost	65000	140000	95000
Allocation of General Overhead	280000	320000	200000

3. b) A firm faces a decision about replacement of a machine.

Following is the information available:

Depreciation of existing machine is Rs. 25000/- p.a.
A new machine is available at Rs. 45000/- that is much more efficient in production.
Increase in power cost due to the new machine is Rs. 5000/- p.a.
Rent of the factory building is Rs. 60000/- p.a.
Scrap Value of the old machine is Rs. 4000/-

Identify which of the above information is relevant and which is not relevant for taking the decision whether to continue with the existing machine or use new one.

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Taxation - Direct and Indirect

Q1. Mr. X sold a residential house property in June 2022 for a sale consideration of ₹75,00,000. The property was purchased by him in May 2010 for ₹35,00,000. He incurred ₹1,50,000 on stamp duty, registration and legal expenses related to the sale. Compute the long-term capital gains, tax liability and the amount of investment to be made in specified bonds to claim exemption under Section 54EC of the Income Tax Act, 1961.

Q2. "How do Double Taxation Avoidance Agreements (DTAAs) work in international taxation and what are the key provisions of such agreements? Critically evaluate the effectiveness of DTAAs in eliminating double taxation and promoting cross-border investments."

Q3. A) Mr. X owns a house property in Mumbai. The details of the property are as follows:

The property is let out for residential purposes.

The annual rent received from the property is ₹3,00,000.

Municipal taxes paid during the year amounted to ₹20,000.

The interest on loan taken for the property was ₹1,80,000.

Compute the income from house property for Mr. X for the Assessment Year 2022-23.

Q3. B) Mr. A, a resident individual, gifted a residential house property to his wife, Mrs. B, who is also a resident individual. The property generates an annual rent of ₹6,00,000. Mr. A has no other income, while Mrs. B has an income from her profession of ₹5,00,000. Compute the total taxable income of Mr. A and Mrs. B for the Assessment Year 2022-23, considering the clubbing provisions of income.

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Compensation & Benefits

1. CONSTRUCT Pvt Ltd. is a newly set up construction company in Mumbai and the company is in the process of determining the pay structure in the organization. Currently the company has 50 employees in the sales department. As an HR Manager of company, discuss which individual compensation plans you can use to motivate these 50 sales department employees to meet the targets.

2. WESTEROES Pvt Ltd is a decade old IT Company from Pune. You are hired as an HR Consultant and you are expected to identify and suggest to the management appropriate approach to job evaluation. Enlist the different approached to job evaluation and suggest an appropriate one to the company.

3. INFOTICS is a well-known IT Company in India since 2000. The company is planning to revise the compensation structure. In this background answer the following:

a. What could be the components of direct pay structure?

b. What could be the components of indirect pay structure?

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Industrial Relations & Labour Laws

Q1. “International Labor Organization” was designed as the first truly tripartite labour organisation, giving equal voice to governments, workers and employers in its executive bodies. But it has been accused of being lumbering and out of touch, mired in bureaucracy and failing to ensure that its conventions and guidelines are taken seriously by ratifying member states. Discuss citing areas where ILO is falling behind.

Q2. A large number of unions within an establishment hampers the process of collective bargaining as it is difficult to reach a settlement with all of them. In the light of this statement, discuss recommendations made by National Commission of Labor in improving the effectiveness of collective bargaining.

Q3. Moonlighting is working for a business of the same niche while being a permanent employee of another.

a) Discuss whether it is an ethical practice.

b) Explore the coverage of labor laws.

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Manpower Planning, Recruitment and Selection

Q1. What are the external sources of Recruitment? Which sources do you think are suitable for recruitment in an academic institution? Why?

Q2. You, as a HR Professional, are analyzing the Human Resource requirement of your organization. While doing it, what kind of challenges you can face?

Q.3 a) As a Manager, what problems you can face while managing the performance of the employees?

Q.3 b) You, as a team leader of a team of five members, are observing that the performance of three members of your team is reducing day by day in last couple of months. What techniques you will use to improve the performance of employees?

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Organisation Culture

1. In what ways has the Schein model of organizational culture been influential in shaping our understanding of organizational culture? How can this model be applied in practice?

2. How do different cultural dimensions, such as individualism-collectivism or power distance, affect organizational culture? How can leaders use this understanding to create a more inclusive and diverse workplace?

3. a. In what ways can organizational culture models be used to improve organizational performance? What are some of the challenges associated with using these models in practice?

3. b. How can leaders leverage organizational culture models to create a positive workplace environment? Give a contextual example?

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Performance Management System

Q1. You are an HR Manager at Roohi Medical Devices Ltd. The company would like to introduce Self Appraisals for the Sales Teams. Design a Self Appraisal Form for Sales Executives in the organization.

Q2. “Tara Styles” is a fashion, cosmetics and beauty brand that caters to male and female products. The company has been growing at a rapid phase and now plans to reach pan India presence. Prepare a Balanced Scorecard for “Tara Styles” covering one goal each in Financial, Customer, Business Process and Learning & Growth quadrant.

Q3. You have joined as at Team Leader at “YourWorkSpace” which is a co-working space wherein different companies lease offices / workstations.

Using the SMART principles, prepare 2 goals each for each of the following:

3. a) Sales Manager at “YourWorkSpace”

3. b) Admin Manager at the company

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Cloud Computing

1. A software development company is looking for an online ticketing tool to manage the service requests. They are looking for a Software as a Service (SaaS) based tool for this requirement. The IT head is trying to understand the common challenges of SaaS model related to Cloud service provider going out of business, Internet and OS related limitations and Loss of control. How can you help understand the IT head about these SaaS challenges?

2. Few educational institutes of a city are looking to migrate some of their services to the cloud for which they are thinking to create a community cloud. A community cloud is an integrated setup that combines the features and benefits of multiple clouds to address the needs of a specific industry. They have set up a forum to discuss the features of the community cloud. You as a consultant are expected to discuss features like Cost-effectiveness, Regulatory compliance, Industry-based security requirements, High availability and More control and prepare a report on the same. Describe key points of your report on the features of the community cloud.

3. ProTech is a company providing Project Management related tools to different organizations. As their business volume is going up their management is thinking about utilizing the existing hardware or using some new technology to provide support to maximum clients. Their CTO suggests two options to achieve the same.

a. ProTech can use hypervisors so that they can use same set of hardware for multiple services. What are hypervisors? Explain Type-1 and Type-2 hypervisors.

b. ProTech can move to cloud solutions. Every cloud solution comes with some cyber risk. Describe 3 types of threats related to cyber risks.

i. Unintentional threats

ii. Natural events

iii. Intentional threats

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E-Business

Q.1) As the owner of an online pastry brand, you are exploring different revenue models to increase your revenue streams. Explain the different types of revenue models that can be used for e-businesses. Identify the revenue models that are most suitable for an online pastry brand. Discuss the associated issues with each revenue model and how they can affect the success of an online pastry brand. Analyze the impact of technology on the different revenue models and how they can be leveraged to optimize the revenue of an online pastry brand

Q.2) You are a digital marketing consultant hired by an online gaming company that aims to increase its customer base and brand awareness in the Indian market. Develop a digital marketing strategy that utilizes various online marketing tools and strategies to promote the company's gaming services in India.

Q.3) As online shopping for gifts continues to grow in popularity in India, it is essential for online gift apps to provide a seamless and user-friendly shopping experience to their customers. One of the key features that contribute to a good shopping experience is the shopping cart capabilities.

a) Provide an overview of the online gift app market in India and discuss the importance of shopping cart capabilities in the success of these apps. Research and identify at least three different types of shopping cart capabilities that online gift apps in India can offer. Explain each capability in detail and provide examples of gift apps that use them.

b) Evaluate the advantages and disadvantages of each shopping cart capability and compare them. Which capability do you think is the most effective and why?

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Emerging Technologies: IoT, Augmented Reality, Virtual Reality

Q1. In addition to hotel services, Marriott offers a variety of venues for social and corporate events. Event organizers and customers can take an "online walk-and-talk" around the venue and visualize the entire event to get a realistic idea of how it would look from a participant's perspective. Users can see 360-degree, 3D views of custom-designed room set-ups, making event-planning easier than ever. According to Diego Herrera, CEO of Zebra Design, “It offers customers the unprecedented opportunity to try before they buy”.

What sort of Digital Technology is Marriott using here?
What are the Benefits for Customers? For Marriott?

Q2. The Levi’s Store – Levi’s Exclusive retail apparel stores have incorporated a powerful IoT system in collaboration with Intel. It helps in creating a seamless transaction process for its employees and customers. Describe three (3) ways in which The Levi’s Store uses IoT to improve operations and customer experience?

Q3. There are some amazing things happening in Toronto when it comes to smart city projects. The Canadian city is currently being used as a sort of real-life testing lab for some of Google’s most advanced smart city technology through their parent company Alphabets. Their plan is to develop a waterfront space livable space starting from zero into a tech-focused community.

a) Discuss any three (3) Initiatives which can be carried out by a smart city.

b) Discuss any three (3) hurdles a Smart city could face in implementation.

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Fundamentals of Big Data & Business Analytics

1. There are different types of business analytics procedures that can be performed based on the problem statement. Assume you’re working for the government of India as the analytics advisor. Provide 3 different use cases that can be used for the government where you could take advantage of the different types of business analytics procedures and create or add value to the government, country, and the economy. Mention briefly about how those different types of business analytics could be used for each of the use cases.

2. An established private financial institution in India is planning to launch an IPO to raise funds for expansion into other markets nationally and internationally where they have low to nil market share. But potential investors are concerned about the rising cases of fraudulent claims in the cross-border transactions and the companies’ inability to identify fraud and minimize them. The firm consults and gives you the information they have about the agents, hospitals, offices, employees, past claims, diseases, costs, customers, policies etc., all are in different data systems currently. They don’t have historical data on identified fraudulent claims.

How do you approach this problem holistically using both big data and business analytics concepts? Explain the big data component for storage and processing, and analytics component of approaching this use case and what would you do in each of them. Goal is to help company identify and narrow down the fraudulent claims. And suggest other ways in which they can use the data available with them and that in public domain to prove to potential investors that the growth potential and the vision of the company is strong and in right direction. (10 Marks)

3. Natural disasters such as earthquakes in Turkey and Syria and wildfires in Australia and USA have been wreaking havoc. Assuming the Indian government is preparing for one such situation concerning floods in north-eastern states of India, executives at largest NGOs, who provide relief materials, medicines, relocation of affected people, decided that the situation warrants the use of their newest data-driven solution, something that the company calls predictive technology. A week ahead of the predicted floods, Mr Focus, NGO’s head, pressed his staff to come up with forecasts based on what had happened when floods struck the region in the recent past.

a. Which type of analytics will be best suited to solve this problem and maximise the effectiveness of the support provided by the NGO to the people and minimize the human and economic losses? Explain the data needed to solve this problem.

b. Explain the difference between BI and BA as to how can they help optimize supply chain in this case? Illustrate the possible outcome achieved in each case (BI vs. BA) and how they enable NGOs objectives. You can make certain assumptions but highlight them clearly.

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IT Infrastructure Management

Q1) ITIL is a set of detailed practices that align IT services with the needs of the business. Do you recommend it for your organization? Highlight the key factors for your recommendation / rejection.

Q2) Using server farms has become imperative. Despite its drawbacks to the environment, most big organizations require server farms. Your task force has to come up with recommendations to minimize the negative effect of server farms and save our planet. What would you propose?

Q3) To ensure service delivery to their client, your IT Team went through a refresher training program on Service Level Management. Service level management is considered as a process of service design which is created for delivering the levels of availability, capacity, etc. required by the customer. If you were one of the participants of this course and had to answer the following questions, what would your replies be?

a. Highlight the need of SLM by discussing its purpose.

b. How will you define the goal and scope of the SLM project?

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IT Project Management

Q.1) Project feasibility is the study of a project's various elements to determine if it has the potential for success. Feasibility studies analyze particular areas the project affects in order to consider its impact across the entire business. Creating a feasibility study involves compiling and analyzing various data sources to form a complete understanding of the project's scope. Explain the following steps of creating a feasibility study.

Form a preliminary analysis of the project.
Outline the finances.
Research the market.
Organize the project's structure.
Assess the results.
Make a final decision.

Q.2) Human resource planning ensures that you have the right number of people with the right skills for a sufficient amount of time to help get your project done right. All project managers need to invest in developing a comprehensive and detailed Resource Management Plan. Explain the following steps required in Resource Management Planning.

Decide project team size.
Determine what expertise is needed.
Identify roles and responsibilities.
Conduct a skills gap analysis of the project team.
Incentivize project team members.

Q.3) Answer following questions.

a) What is a work breakdown structure? Discuss any 4 components of WBS.

b) Define Project Risk. Describe risks related to cost, schedule and performance.

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Custom Shipping and Insurance

1. Your company imported one consignment on1st January 2022. The rate of duty of goods imported is 15%. Your company has kept the goods in the bonded stores for 6 months and went to clear the same in July 2022. At this time the rate of duty has increased to 20%. Your company insists on paying 15% duty which was prevailing at time of import and sought your advice on this. Please give the right advice to your company based on The Customs Act 1962.

2. Your company has imported one aluminium product from China after checking the rate of duty which was 20%. At the time of clearance customs has added anti-dumping duty 75% on your product. Your company got confused and asked your opinion whether this is correct. Kindly guide your company on anti-dumping duty.

3. You have joined a company as an Import Export Manager. The company is new and they seek your advice on the following:

a. What is first check of import clearance?

b. What is second check of import clearance?

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Export Import Procedures and Documentation

1. You have been shortlisted for a campus interview for a position in Import Export documentation department. During the interview you are asked to give a list of at least 3 important documents required for Exports. Kindly explain any 3 documents that you feel are important for Exports.

2. Your company wants to export one consignment to a new customer in UK. Company is a bit skeptical about the on time payment from this new customer. Company wants to sell the product against Letter of credit and they ask you to provide information on LC and the number of parties involved. Please give your inputs on this.

3. Your company has got an order to export plastic glasses to Singapore. During the discussion of various documents requirements, the importer has asked your sales director to provide preferential certificate of origin. The sales director requests you to advise him on the following:

a. What is certificate of origin and how many types are there?

b. What is preferential certificate of origin and what is the purpose of this?

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India's Foreign Trade

Scenario

Domestically well-established brand called “HAND&CRAFT’ (H&C) which is an Indian Handicrafts manufacturing company called INDIC CRAFT (IC), involved in hand made products like carpets, carry bags, sofa covers etc. with natural fibers like Jute & Coir They were well known brand in domestic market, and they were exporting their products through Merchant exports, however now they decided to go for geographical expansion through Foreign Trade into European Union. If you are a head of their International business with IC, your task will be to establish the company as well as their INDIC CRAFT brands in the above-mentioned market/s (You can pick any one country from EU)

1. Discuss on Market identification process with respect to Indo Craft brands considering any one country from European Union. You need to discuss on regulatory requirements, how do you plan to proceed with a market survey and major non-tariff barrier and competition.

2. Once you have finalized on the target market how do you plan to work out the market entry strategy for the chosen target market.

3. a. How big is the total market size of Handicrafts exports from India, and what are the regulatory requirements for Handicrafts product exports to EU countries?

3. b. What is your suggestion to IC as Head of their International business, should they continue with Merchant exports of their brands or discontinue Merchant exports, give your logical response either way.

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Enterprise Resource Planning

Q 1. Sparsh Hospital (Orthopedic) required a robust business management solution to get the most efficiency and results from their team of medical professionals across multiple branches. The lack of system integration made processing bulk data volumes slow and prone to errors. Manual reporting was inefficient and not possible in real-time. Additionally, the existing laboratory information management system (LIMS) software led to duplicate data and processes. Sparsh Hospital wanted to eliminate these errors by using an ERP system. As a consultant to Sparsh hospital, what are the benefits of ERP packages that you will highlight to the management to overcome the challenges faced by them? How will you ensure that the implementation goes smooth, costs are saved rather than wasted?

Q 2. You have joined an online food aggregator as the CEO in the month of April 2021. The group had implemented an ERP System which went live in the month of November 2020. Also, few key members who were a part of the implementation team, left in between. After 1 month of joining the group, you found out that the ERP system implemented is not being used at its full capacity and also there is lot of resistance from the users. The President/MD has already invested time and money in the ERP system. As a CEO, you have to present the updates and findings to your MD. You seek answers to the following questions: What could be the probable reasons before or during the implementation that were not identified at that time that led to the poor usage of the system? You, have to present a future plan to make the use of the system among users a hit. What will be your approach and strategic plan?

Q3. A. Compare the pros & cons of pre-packed software versus customized software. Explain any two emerging trends that are currently integrated in ERP packages.

Q3. B. What are open-source ERP packages? Explain the features of any two open-source ERP packages.

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Operations and Supply Chain Strategies

1. List down the competencies needed for an efficient global Operations and Supply Chain. Which competency would you highly prioritize if you are a producer of a semiconductor, which has a global demand in today's scenario. Justify.

2. Online fashion retailer Zalando to lay off hundreds of employees. Google fires 450 staff, Twitter shuts 2 offices; Meta confirms 11000 layoffs etc. If you are one of the founders of service industry which steps you will take with respected to industry life cycle.

3. The Landmark Group owned "Home Centre" has grown into one of the largest retail and hospitality conglomerates in India. They have presence in India, North Africa and Dubai operating over 630 stores across 145 cities with over 9.4 million square feet of retail space. The company is planning for an aggressive growth in the next 5 years and as part of this is planning to expand to business to many countries in South America and Far East. The biggest challenge they face is of shipping the heavy furniture and maintaining the huge inventory, which adds on to a lot of costs.

a. You are appointed as business consultant in the organization. Suggest some different level of strategies that ultimately helps them.

b. Explain different expansion strategies with respect to "Home Centre".

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Procurement Management

1. Explain various types of purchases with appropriate examples.

2. Discuss the process of strategic sourcing with suitable examples.

3. Consider PQR Inc. is procuring various products for their consumption. While procuring these products they want to go with the e-sourcing process.

a. Explain various online catalogs of e-marketplaces.

b. Explain the process of online auctions.

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Service Operation Management

Q1. Explain the concept of ‘Service Design’ in Service Operations. Discuss the various approaches that Service setups can adopt to implement ‘Service Design’? Explain the concept with the help of reference from the Retail setup like a Supermarket.

Q2. What Role do Service ‘Engineers’ play in designing ‘processes’ Service Operations? Explain the three techniques used to evaluate service operations with reference to a setup like a Fine dine family restaurant.

Q3. The ‘Food delivery’ segment is a good example wherein the businesses involve both manufacturing (food preparations) as well as service operations. The sold products are evaluated by the customers and they are also rated based on the service that the seller provides. With reference to the industry discuss the following aspects of service operations

a. Discuss the elements that need to be planned in a Service Framework of the mentioned setup.

b. What are the challenges faced by the Service Managers who manage these service operations?

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Total Quality Management

Q.1 Historically, TQM was first emerged by the contributions of quality gurus, such as Deming and Juran. Then Crosby, Feigenbaum, Ishikawa, and others had developed this powerful management technique for improving business quality within the organizations. Discuss any three propositions stated by most of the gurus in quality management.

Q2. Maxx Industry has received a major export order. To ensure that its processes work in tandem to conform to the export quality requirements, Maxx wants to formulate and control the business process effectively using SPC techniques. Discuss the major tools of SPC that may help Maxx in achieving its objective.

Q3. You have been asked by the management of your organization to improve employee productivity. After a thorough investigation, you realize productivity is low due to workplace injuries and illness and there is a need for an ISO standard which is designed to provide an effective set of processes for improving workplace health and safety.

a) What ISO standard would you recommend, explain its benefits?

b) Discuss the process of developing a new international standard.

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Supply Chain Management

1. “Elixir Pharma” took to home delivery of medicines as a response to Covid situation. But the model remained as a feature after Covid situation changed. With business growth new challenges showed up like delay in delivery, wrong items getting delivered, returns and re-deliveries, out of stock of some items, while some other items are over stocked, moving goods between pharmacies to get inventory in balance. Transportation and warehousing costs are on the rise which leads to thinning of margins. How can they leverage various supply chain drivers to meet their objective of “better service at optimum cost”?

2. “Fresh” is a fresh fruit shopping chain. Their specialty is organically grown and seasonal fruits. They now operate about 10 outlets in Pune. Fruits are obtained from farmers within and near-by states with which they have sourcing arrangements. Responding to newer business models, they have deployed “Freshonline.com” with regular sets of clients that promise home delivery within 2 hours within city limits. Customer base in expanding at their outlets and with online model. Business increase is also bringing with it mixed bag of challenges due to issues with increasing costs, freshness related problems, quality issues, delays in delivery, non-availability of right stocks etc. Their aim is to reach lean and agile value chain over next 2 years. Prepare a road map to enable them transition levels of supply chain improvement to be lean and agile value chain with few examples?

3. “Second Childhood” is a senior citizen township which provides all types of amenities from housing, boarding, medical facilities, fitness needs, diet needs, entertainment etc. It houses about 1000 families in a vast campus of about 100 acres. They need to forecast various needs from catering needs, medicines, facility capacity, human resources need etc.

a. Describe steps in demand forecasting in this case situation?

b. Describe methods of demand forecasting

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Brand Management

Mr. Sharma is planning to launch a new health and wellness app that will provide users with customized workout and nutrition plans based on their individual needs and preferences. As the brand manager, you have been tasked with developing a brand identity for the app:

1. What are the various types of brand elements that you would suggest for the health and wellness app?

2. What are the criteria for selecting appropriate brand elements that will resonate with the target audience and communicate the app's key benefits?

3. M/s Man Machine Company is a new player in the market that deals in high-quality men's grooming products, including shaving kits, beard oils, and aftershaves. The company is committed to using natural ingredients in their products to ensure that their customers are getting the best quality grooming experience. However, they are struggling to differentiate themselves from established competitors in the market.

a. As a consultant, explain four steps to develop a strong brand for Man Machine Company.

b. Also, cover various positioning approaches for Man Machine Company and suggest the one that fits the brand.

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Customer Relationship Management

1. You already have CRM software installed in your company and that is providing support to your existing CRM practices. However, your bigger worry is that there is a lot of technological development that is happening in the CRM market, which you need to integrate at your workplace. How do you ensure that there is a systematic integration between the future of CRM, best practices and internal systems and processes?

2. Your company manufactures air conditioners. You have products both for industrial markets, as well as consumer markets. However, this industry thrives on season and with plenty of players in the market, CRM really does not work is what the management thinks. Being the head of sales and marketing you feel differently and you understand that without CRM practices you would not even have a chance to forge a strong relationship in a highly fragmented marketplace. You have a meeting with the top leadership next week. Prepare a case favouring CRM?

3. Ravi has started his own coaching centre for competitive exam preparations. Although he is hiring the best and the most competent people, with the best salary, he is not able to compete with the other players. The market is mostly unregulated with a large proportion of students visiting private coaching. Apart from that, the bigger players can scale easily. You feel that for your growth you need to approach a reference-based mechanism. More the references there is a higher chance that new students would enrol.

a. How will you create a system to build this? How will design the reward system?

b. What will be your evaluation criteria to measure the success of this initiative?

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International Marketing

Q1. “Think globally, act locally” has been often used in various contexts. Comment on the same and give your opinion in which areas this term can be applied?

Q2. Countries like US have at times stated “America First” as their policy. Do you consider that our country should adopt “India First” policy? In this context explain how countries can create barriers to promote their own products.

Q3. Read the following case study carefully and then answer the questions that follow: India has been the home of Ayurveda. Ayurveda drugs have been a key player for medicines in India. Your company manufactures various Ayurvedic drugs, and its Ayurveda formulations have done well to recoup Covid 19 patients in India. In order to change the things in its favor to cash-in on the “Covid 19” the company wants to adopt a new strategy and market its products globally.

a) Explain your strategy to launch Ayurvedic products to global market after the pandemic?

b) Suggest any two Market Entry Strategies for the company to enter global markets?

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Marketing Strategy

Q1. An IT firm is facing fierce competition from its competitors in the market. Which defending market strategy should it adopt to retain its global position? Suggest what actions can be adopted by the firm to increase its internal resource effectiveness.

Q2. HUL as an organization wants to analyze the market growth versus market share of its product portfolio. Consider any top four performing product categories. Which matrix can be utilized for the same? Define which strategy can be used by each quadrant.

Q3. Case Study:

Rural retailing constitutes more than 95% of total retail revenues with more than 70% of India's population concentrated in the rural areas. Rural hypermarkets are growing at a blistering pace meeting the unique requirement of the rural consumer. The range of services provided by the rural retailers extends from creating a platform to buy and sell farm produce, to banking services, to restaurants, etc. One of the key players in the rural retail segment is ITC with its Choupal Sagar initiative. ITC has 14 outlets in operation presently and plans to increase the number to 700 over the next 7 to 10 years. ITC choupal Sagar retail products acts as a procurement hub for ITC e-choupal where farmers are offered better rates for their agricultural produce compared with prevalent market rates for the same. Other examples of players and their services in rural retail segments are DSCL’s Hariyali Kisan Bazaar which has more than 70 outlets presently and company proposes to operate a total of 200 outlets over next 12 months Reliance Retail and Pantaloon Retail India Limited are expected to undertake more ventures to capture the fast growing and tap potential in rural retail segment.

Q3a. Why do we call that rural retail has abundance potential in India. Justify it.

Q3b. What kind of market strategy can be adopted by ITC to strengthen its presence in rural segment of India?

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Sales Management

1) FMCG companies like Unilever and Procter& Gamble salespeople are known to be given aggressive sales quotas and targets. Sales quota and target setting has 4 methodologies namely sales volume target/quota, activity target/ quota, profit target/quota and expenses/target quota. From your understanding of the FMCG market, what kind of methodology would be used by you to set targets for the sales team and why? Explain in detail.

2) Sales forecasting is one of the most important tools for any large organizations to meet its revenue estimates. Popular forecasting tools are jury of executive opinion, poll of sales force opinion, projection of past sales, time series analysis and exponential smoothing. What method would you recommend for a startup organization and why?

3) HCL is an Indian multinational with its headquarters based in Delhi. It has total revenue of $11Billion with net income of $2.8 Billion across all its business units which has both information technology services and products.

Based on the success of its local laptop brands in the Indian marketplace, HCL would like to enter the high-end laptop/notebook segments by distributing Dell products.

Laptops/notebooks as a product category fall in both the B2B (Business to Business) as well as B2C (Business to consumer) segments.

As the Vice President Sales for HCL-Dell laptops, you are required to come out with a sales management strategy covering sales methodology and budgeting:

a) Out of the 5 theories of buying namely AIDAS, Buying Formula theory, Behavioral equation theory SPIN and Right set of circumstances theory, which would be used by you to build a sales methodology for HCL-Dell laptops? Please justify your choice of methodology.

b) Out of the top down and bottom-up methodology for setting budgets which of them would be used by you for HCL -Dell laptops and why?

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Business - Ethics, Governance & Risk

1. What is the ethical principle that underpins risk management concept and how does a listed company’s board manage enterprise risk? Explain with the help of an example from the annual report of any ONE listed co (from NSE top 500 companies by market capitalization) the key initiative taken by the selected company in FY2021-22 to manage ONE financial risk and ONE non-financial risk.

2. From the Sustainability Report (FY2021-22 or 2022-23) OR Business Responsibility & Sustainability Report (FY2021-22 or 2022-23 Annual report) of any one listed company from across the globe, select any ONE Carbon Emission reduction initiative adopted and practiced by the company. Explain the initiative in your own words and analyse if it is effective/outcome driven or not, if yes provide quantitative proof for the same. (No diagram/graphic or table required).

3. a. ‘Professionals such as doctors, accountants and lawyers have a charter/framework of code of conduct, duties and obligations that other people do not.’ Why is that so? Present your point of view with its supporting arguments/reasons. (Two points of view/reasons with explanation is good enough).

3. b. Choose any one ethical principle from the below list and with the help of a day-to-day work place process or practice showcase how your company/ any company delivers/ does not deliver on the chosen ethical principle. List of ethical principles: Transparency, Fairness, Responsiveness, Dignity.

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Insurance & Risk Management

1. If a Joint Family takes a Life Insurance for 2-3 family members from an Insurance Advisor. In context to above Scenario, what are different types of Costs Involved in above Insurance Process? Kindly Elaborate.

2. If a small scale MSME Firm is setting up a Risk Management Department, what could be the Instrumental Techniques would be considered by their Risk Manager?

3.a. How far Ratemaking can be a Crucial feature of Operations of Insurance Company?

3.b. A newly established Grocery Store want to have his Grocery Shop covered under Insurance with respectable/ probable Loss areas. How Insurer / Underwriter identify the respective Loss Exposures in Risk?

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International Banking & Foreign Exchange Management

Q 1) You are an intern with XYZ Indian bank. You are supposed to submit a report on different methods used for managing foreign exchange risk, including currency hedging. Explain the role of the foreign exchange market and how it operates.

Q 2) As per the recent news, global inflation index is rising. Discuss the impact of interest rates and inflation on the foreign exchange market.

Q 3) You are a faculty of Foreign exchange management and your students are discussing an article on exchange rate systems and their impact on international borrowing.

a. You are supposed to acquaint your students with fixed exchange rate system and floating exchange rate system.

b. Also elaborate the difference between a spot transaction and a forward transaction in the foreign exchange market to your students, for a deeper understanding of exchange rate transactions.

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Research Methodology

1. Identify a relevant business problem, gather support from literature to identify research gap. Now, develop a research proposal based on the research gap.

2. What is meant by a dependent variable? Identify the one from the following theoretical model. State any six hypotheses from this model. Identify the mediating and moderating variable.

3. Nykaa is an Indian e-commerce platform that specializes in beauty and wellness products. Founded in 2012 by Falguni Nayar, a former investment banker, the company has become one of the largest players in the Indian beauty industry. In 2018, Nykaa launched its own private label line of products, which included makeup, skincare, and haircare. The company's decision to enter the private label space was driven by the desire to provide customers with high-quality products at affordable prices. The move paid off, as Nykaa's private label products became a hit with customers. By 2020, the company had over 2.5 million customers, and its private label products accounted for more than 30% of its revenue. In addition to its e-commerce platform, Nykaa has also established a strong offline presence. The company has over 80 brick-and-mortar stores across India, including in major cities such as Mumbai, Delhi, and Bangalore. The stores are designed to provide customers with a seamless shopping experience, with a range of products and services on offer, including makeovers, hair and skincare consultations, and product demonstrations. Nykaa has also been quick to embrace the latest trends in the beauty industry. In 2020, the company launched an augmented reality feature on its mobile app, which allows customers to try on makeup virtually before making a purchase. Despite the challenges posed by the COVID-19 pandemic, Nykaa has continued to grow. In 2020, the company raised $13.6 million in funding from a group of investors, including Stead view Capital and Singapore's sovereign wealth fund GIC. The funds were used to support the company's growth plans, which include expanding its product range and further strengthening its offline presence. Overall, Nykaa's success can be attributed to its focus on providing high-quality products at affordable prices, its strong offline presence, and its willingness to embrace the latest trends and technologies in the beauty industry. Nykaa wants to expand in food delivery. You have to conduct research for Nykaa.

a. Develop a questionnaire to survey the consumer and collect their response on what factors might be responsible for consumer’s interest in online food buying.

b. Assume you have to conduct an interview. Who will be ideal respondent for the interview? How will you approach them?

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Treasury Management in Banking

1. With Major Central Banks globally busy increasing interest rates to counter inflation impacting the emerging markets like India, what are the challenges faced by commercial banks for Treasury Management in view of tight liquidity situation with higher inflation & higher interest rates increasing the cost of funds?

2. In view of Geo-political situation, Corporates and Commercial Treasury are exposed to three different exposures. Explain the same in view of Russia-Ukraine war & earlier geo-political situation in Sri Lanka impacting the banks and corporates Treasury exposures.

3. Explain the role played by Clearing Corporation of India (CCIL) for the following products:

a. Money Market Products.

b. Foreign Exchange Products.

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Entrepreneurship and Venture Capital Management

1. Write a business plan (executive summary) of your own entrepreneurial idea also suggest and explain what kind of financing would you prefer for the same and why?

2. Explain in detail business canvas model for a business idea of your own.

3. Legacy bakers want to expand their business, due to competition and much healthier options available in the market which is kind of becoming a replacement to their products. Legacy bakers are finding it difficult to take effective measures to sustain their business among competitors.

a) What kind of innovation they should select so that they can be one of the most chosen brands of all others?

b) Do you think they can expand their business by using the franchise model? What will be your advice to them?

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International Finance

Q1. ABC Ltd- An Indian Multinational Company wants to expand its operations in European Nations and has decided to buy a land in Poland for setting a manufacturing unit. The setting of the manufacturing facility will open billion-dollar European Market for the company.

For this new venture, company needs an investment of 70 million dollars with the time frame of 10-12 years. Assume yourself in the role of Finance Manager of ABC ltd. Discuss about different international finance sources to raise the required capital.

Q2. An Indian company imported goods from US. The US manufacturer invoices the shipment in Dollar (USD), and the amount is USD 5 million. The importer needs to pay the amount by 30 October 2023. The data regarding the futures contract as on 10 October 2023 is:

Interbank Spot Market

USD-INR 80.2725 - 80.2775

NSE futures:

USD INR 281023 80.3175- 80.3250

Questions:

Explain the process of hedging with currency futures for the above case, if the spot rate turns out to be INR 79.1250 on 28th October. What is the notional loss/profit of the Indian company when compared to the actual spot rate on October 28th? (Assume that the futures settlement rate is the same as the spot rate on the contract expiry date.)

Also, if the spot rate was 81.6250 on the expiry date, what would be the company’s notional profit for having decided to hedge the exposure?

Q3. An Indian Merchant importing goods from UK worth 1 million GBP. But there is no direct quotation between GBP INR is available in the market. The spot rate in the market available is

GBP USD 1.2100

INR USD 0.012

a. Calculate the exchange rate between GBP INR using the above information.

b. Assume that spot quotation between USD INR 80.7400- 80.8700. The six months forward is 216.25-218.25. Calculate the six months forward bid and ask rate for USD INR.

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Strategic Financial Management

1) Sun Ltd plans to invest INR 500,000 in a project with the following cash flows:

Cash flow after tax year 1 = INR 100,000

Cash flow after tax year 2 = INR 300,000

Cash flow after tax year 3 = INR 200,000

Cash flow after tax year 4 = INR 200,000

The discount rate is 5 per cent and the risk adjusted discount rate is 20 per cent. Determine the NPV of the project using the risk adjusted discount rate. Will your decision be the same if the risk adjusted discount rate is increased to 22 per cent?

2) Mergers and Acquisitions are a part of corporate restructuring exercises. Discuss the different forms and types of mergers and acquisitions.

3) a) An investor purchases a August call option on Tata Motor’s stock, with an exercise price of Rs. 440. Determine the intrinsic value today if Tata Motor’s stock is trading at

i) Rs. 420

ii) Rs. 460

3) b) Apple Ltd has deployed a capital of 400 million in Orange Ltd a 100 per cent owned subsidiary company and it incurs a cost of 10 per cent. The after-tax profit generated by the subsidiary company is INR 45 million. Compute the EVA generated by the company?

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Employee Development & Talent Management

1. You are evaluating the effectiveness of a training program aimed at enhancing the people management skills of Project Managers of an ITES company. Suggest the steps in developing a training evaluation process. How would you use the Kirkpatrick model to evaluate the effectiveness of training?

2. A retail chain wants to set up 40 stores across India in the next 6 months. They are hiring promising Stores managers, keeping their aggressive expansion plan in mind. Suggest some talent assessment tools for this position. The HR head wants to consider a few modern performance management methods besides 360 degrees’ approach. Which methods can she consider? What would be an argument for 360 degrees in comparison to other methods?

3. Orient Chemicals want to develop an effective succession plan to promote talent from within.

a. Suggest the steps involved in an effective succession planning program.

b. Why should Orient Chemicals focus on developing a Succession planning program?

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International HR Practices

Q1. Dow Limited - an Australian MNC employed Australians (PCs) and Papua New Guineans (host country nationals) in its subsidiary in Papua New Guinea. The remuneration package for Australians is ten times more than that for Papua New Guineans for the same job. More than 85% of the host country employees (Papua New Guineans) complain that they are highly demotivated as the company pays highly discriminated remuneration for the same job performed by Australians and Papua New Guineans. Considering the situation, explain why do MNCs prefer Ethnocentric Approach and share the limitations of the same.

Q2. You are the Group HR director for a small company that has begun to use international assignments. You are considering using an external consulting firm to provide pre-departure training for employees, as you do not have the resources to provide this ‘in-house’. What components will be needed to be covered? How will you measure the effectiveness of the pre-departure training program provided by this external consultant?

Q3. Mazvode is a Japanese general insurance company which has spread its operations across the continents with almost 55 percent of its employees working outside Japan. Performance management policy of the company is more developmental, learning and feedback driven in Japan, while the same is highly measured and competitive in North America, goal driven in Europe and a mix of all approaches in other nations of companies units. There is widespread dissatisfaction with performance management practice across as found out in employee satisfaction survey, since performance management has scored minimal.

Further study revealed that younger employees in Japan have sought a competitive and incentive-based performance management, while employees in North America have felt that the system should focus more on development rather than being task driven since most of customer engagement performance comes from contextual performance. There are other employees who have argued to do away with performance appraisal system altogether as in their belief it was demotivating than helping any cause.

a) Describe the major challenges faced in assessing the performance in international context.

b) Suggest the criteria for the performance appraisal of International employees.

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Strategic HRM

1) Brillio is a technology company that develops and deploys disruptive solutions that help customers compete better and capture business value faster. The company has invested in developing advanced tools. A sharp and obsessively focused talent acquisition strategy is at the core of Brillio’s ability to meet the highly demanding needs of its technology clients. HR Head at Brillio says. “When talent acquisition equips business to meet market needs, HR stops being a support function and becomes a strategic partner.” and that is just because of the key challenges around talent acquisition. As the HR Head of Brillo point out the challenges faced by Talent acquisition team in detail.

2) A follow-up survey was conducted the year after the implementation of the new appraisal system. Results were as follows:

81 percent better understood work group objectives
84 percent considered the new appraisal fair
72 percent said they understood how their merit raise was determined
70 percent met their personal and work objectives
77 percent considered the system a step in the right direction

As the HR manager you have noticed change in an appraisal system after the implementation of the new appraisal system. List out the Modern Appraisal Methods which has resulted a positive outcome with examples.

3) Jim Delaney, president of Apex Door, has a problem. No matter how often he tells his employees how to do their jobs, they invariably decide to do it their way, as he puts it, and arguments ensue between Jim, the employee, and the employee’s supervisor. One example is the door-design department, where the designers are expected to work with the architects to design doors that meet the specification’ While it’s not rocket science, as Jim puts it, the designers invariably make mistakes such as designing in too much steel, a problem that can cost Apex tens of thousands of wasted rupees, once you consider the number of doors in, say, a 30-story office tower.

The order processing department is another example. Jim has a very specific and detailed way he wants the order written up, but most of the order clerks don’t understand how to use the multipage order form. They simply improvise when it comes to a detailed question such as whether to classify the customer as industrial or commercial.

The current training process is as follows. None of the jobs has a training manual, although several have somewhat out-of-date job descriptions. The training for new people is all on the job. Usually, the person leaving the company trains the new person during the 1- or 2-week overlap period, but if there's no overlap, the new person is trained as well as possible by other employees who have filled in occasionally on the job in the past. The training is the same throughout the company for machinists, secretaries, assemblers, engineers, and accounting clerks, for example.

a) What do you think of Apex’s training process? Does it help improving the performance of employees?

b) Explain in detail what you would do to improve the training process at Apex Door.

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Digital Payments

Q1. Explain with example working of virtual currency? How should security be ensured in virtual currency? Do you think Virtual currencies will take over real paper money in future? Support your answer with reasons.

Q2. What all processes are included in payment services? List at least 4 different payment system gateway providers and explain working of any one of gateway provider in detail.

Q3. Imagine you own a small business that sells products online. Your customers often abandon their shopping carts because the checkout process is too complicated.

a. What all can you do to solve this problem? How can you use a digital wallet to simplify the payment process and reduce cart abandonment rates?

b. Describe the features of a digital wallet that would be most beneficial to your business and how you would integrate it into your website or mobile app.

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IT Security and Risk Management

1. Even in this age of Google Pay, Apple Pay and Samsung Pay, where you can use virtual payments to purchase items in real stores and restaurants with your smartphone, the “old fashioned” credit card and debit card isn’t going away anytime soon. With that said, many people who use them are afraid that the payment information that’s on those cards could be lifted by hackers, even if they remain inside a wallet. That fear includes the newer credit and debit cards that have RFID chips inside. That’s why some folks who use those kinds of cards are buying RFID blocking wallets, which are supposed to keep hackers from taking your payment information. Explain RFID Hacking and ways to avoid it.

2. Access control is a method of guaranteeing that users are who they say they are and that they have the appropriate access to company data. Most security professionals understand how critical access control is to their organization, which access control techniques would you want or expect your bank to employ to keep your bank account safe? Give detailed justifications for your recommendations.

3. CovidLock is a new Android ransomware that conducts a lock-screen attack against its victims. A security research Team, in the course of monitoring newly registered Coronavirus and COVID labeled domain names, discovered a website luring users into downloading an Android application under the guise of a COVID-19 heat map. The coronavirusapp.site domain initially contained an iframe sourcing directly from infection2020.com (a website from an independent developer for tracking US-based COVID-19 news) and a small banner above that encouraged the installation of the malicious application for real time updates.

The app portrays itself as a Coronavirus Tracker. As soon as it starts running, it asks the user to allow it to conduct battery optimization. The ransomware does this to keep itself running in the background and to make sure that Android does not close the app to optimize battery performance. Once the initial phase is over, the app requests access to Android's Accessibility feature. By integrating accessibility features and services, Android developers can improve the app's usability, particularly for users with disabilities. But it is common for attackers to use this functionality to keep the malware persistent.

Once admin rights are achieved by the app, the attack is launched. As soon as the victim clicks on "Scan Area For Coronavirus," the phone locks itself with a message on the locked screen. It asks for $250 as ransom in the form of bitcoins. Failure to do so, according to the attacker, can lead to the leaking of the victim's private data, including photos, videos, and more.

a. Explain the various types of malware and how is ransomware different from a virus/worm?

b. What precautions should an employer of an SME take to prevent ransomware attacks on a company resources?

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Managing Business Process Outsourcing

1. Too often, once a project is completed, management attention goes elsewhere and things revert to the way they were. Often the anticipated benefits are not realized or even audited to see if the goals were reached. If there were benefits, they are often not applied throughout the organization. Many pitfalls can happen when process improvement is attempted one process at a time. It is difficult to tell which processes contribute the most to achieving the business objectives or which process is the critical process to improve.

Can business process portfolio management help in such situations and how?

2. India has been a preferred destination for outsourcing industry, thereby providing a boost to the economic growth of India in the last two decades. Companies from across the globe look up to the Indian BPO industry for reliable service for their business requirements. It has contributed to the service sector development as well as infrastructure improvements in non-metro location in India. The BPO industry, despite its impressive growth and global advantage, is facing several challenges and risks. These risks have a potential to slow down the Indian growth story. The cost advantage has been reducing due to increase in wage parity and other global destinations such as China, Philippines, Malaysia, Brazil etc. growing in reputation as low cost service delivery. BPO industry in India also faces, challenges with the high attrition rates, increasing use of Artificial Intelligence, process automation technologies, volatility of the Indian currency and global economic slowdown. The Indian BPO industry must mitigate the risks and challenges in order to realize its true potential.

In view of the current scenario, categorize the above risks into the people risks, technology risk and process risks. What would be your suggestions to mitigate the risks facing Indian BPOs.

3. AL-RIFAT Call Center, a leading healthcare BPO company based out of Gulf approached HumaraBPO with a requirement to improve their BPO process. The customer's BPO division handles over a million customer calls every month, but their customer satisfaction levels were plummeting downwards. Even their CSAT was as low as 47%. Since the customer was a part of the healthcare industry, it was unacceptable for the company to find a low level of satisfaction from their customers. HumaraBPO's role was to nail down the causes for the low CSAT levels and then to provide a customized BPO solution that would help the company's performance to soar.

At the onset of the project, the BPO team at HumaraBPO decided to dissect the problem and get to the root cause. Through a detailed analysis, they identified some of the critical issues in the process that were affecting the customer's BPO's performance. The following were the requirements of the customer:

There was a linguistic and cultural mismatch between the BPO's personnel and the client's customers. The client's customer base was native Arabs while the BPO employees of the customer (5 male agents and 5 female agents) were not native Arabic speakers. This language barrier made it difficult for the employees to effectively address the culture-specific requirements of the customers
There was a critical need to align the BPO support team with the standard processes that govern BPO functioning. The BPO team also required intensive training in BPO platform management
The BPO's turnaround time lagged over a period of 7 days in contacting their customers after discharge
The support BPO team worked only 5 days a week (Monday to Friday) and only between 9 am to 5 pm. This posed a serious limitation for the customers who wanted to contact our client
The customers wanted to make sure that they were talking to an Arab agent and would ask the BPO employees for their last name
Female patients of our client would submit contact numbers of the male members of their family instead of their own
The customer reach percentage was less than 2%

After identifying the unique problems that were affecting our client's BPO, they deployed one their best teams to implement a customized BPO platform. HumaraBPO's skilled BPO team refurbished the entire BPO process of the customer by adopting the following measures:

1. BPO Service Timings: they increased the support time span by a period of 4 hours. Next, they made the support center available from 7 AM to 7 PM. To match the working week of UAE, they decided to change the work days of the BPO to Sunday to Thursday instead of Monday to Friday. Multiple shifts was also introduced to meet the time demand with WFM.

2. Local BPO Agents: they hired a team of native speaking Arabs to eliminate the cultural gaps.

3. Support Infrastructure: they enhanced the infrastructure for the customer's BPO center and included best-of-breed voice, email and internet facilities. This helped in substantially reducing the turnaround time of the BPO team.

4. Value Added Support Services: they also offered a host of value added services, such as the following:

They extended the 24 hour call support for excess processing requirements during peak hours
The BPO agents were given customized 'Last Names' to suit the caller's country
The DID number was masked based on the caller's country
The BPO agents were given 20% hand-outs
Culture specific provisions were specially created to record rebuttals from the objections raised by the male family members of female patients
The BPO process of the customer was continuously improvised and enhanced based on Lean and Six Sigma methods
The database of the customer was always kept up-to-date
The BPO application was rectified periodically

Within a short time span of just 2 months, they were able to present the following results to our customer. From an unsatisfactory 47% the CSAT galloped to a whopping 85% - 87%.

The turnaround time was improved by 24%.

a. What were the cultural challenges faced by AL-RIFAT call center and how were these specific cultural challenges met by AL-RIFAT call center.

b. What are the advantages of outsourcing call center operations of a hospital to a BPO like AL-RIFAT call center?

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International Logistics & Supply Chain Management

Q1. An international nutraceutical company is eyeing the Indian market for its next expansion plan. While it has anticipated good demand for its range of products in categories like dietary supplements, probiotics, and prebiotics in India, it has yet not decided about importing these products from its existing manufacturing units outside India or setting up an Indian manufacturing unit. Help the company in its supply chain planning & suggest a supply chain strategy for its Indian foray.

Q2. An Indian utensil manufacturer is embarking on an international expansion program by exporting to two countries, Bangladesh & Indonesia. Explain the various factors to be considered in planning the logistics for the exports expansion, and suggest the appropriate choice of logistics strategy (in-house / 3PL / 4PL etc.) for the same.

Q3. An Indian manufacturer of home lighting products has been facing stiff competition in the market due to its higher cost of production which leads to its products being as priced higher than its competitors. The company is therefore exploring sourcing its products from China where several low-cost suppliers are based.

a. What factors must the company consider for procurement from China? How can it best facilitate its procurement on an on-going basis?

b. Explain the role of government agencies in such procurement. What related procedural aspects will the company have to handle additionally for such procurement?

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Market Research

Q1) Apple is facing a challenge that the latest versions of iPhone launched are not engaging enough for consumers. Consumers feel lack of innovation in the products. Using techniques of new product development elaborate on the steps that Apple must follow in the research and development to add innovative features in upcoming version.

Q2) As a market analyst at AC Neilson, you have been assigned a client from e-Commerce industry. The client faces continuous issues in decline in sale. Which methods of data collection would be appropriate for identifying the issues related with decline in sales? Justify along with sample size. Develop a market research process to understand the reasons for the same.

Q3) ChatGPT is the new AI agent, people are looking at. Several business organizations are trying to incorporate ChatGPT in their work. You have to conduct a research for Microsoft to resolve two business problems-

i) What are the reasons for people to use ChatGPT

ii) What are preventive measures for fighting the competition from Bard? Answer them using following:

a. Choose the appropriate research methodology for conducting the research that would answer the mentioned business problem. Elaborate the same along with justification.

b. You would choose appropriate sample for conducting research. Enlist the characteristics of the respondents, type of sampling employed and the research type with proper justification.

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Services Marketing

1. You stay in an urban set up and in your city, health services for senior citizens are extremely unreliable. How will you plan your service offering? What are the challenges you will face while creating your service offering?

2. You are an entrepreneur who wishes to a cloud kitchen. How will you differentiate your offerings vis a vis your competitors? You are offering your services at a higher price point. How would plan your service offering?

3. Rajat wants to start a ‘C2C’ (customer to customer) model of food service. He has done his research. Rajat realized there is a need to have an option for customers to order it from home makers or families who would be interested in selling their cooked food to others. They are facing two challenges. First, registering new service providers and second, building a loyal customer base.

a. How will you build a service brand?

b. How will you advertise your services?

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Lean Six Sigma

1. Identify any 1 specific concern from any industry during the COVID-19 pandemic situation and depending on the selected approach to address the concern enlist the different tools which can be employed through the DMAIC cycle to narrow down the Key Process Input Variables (KPIVs) that are driving unacceptable output(s). The analysis of the concern (for e.g., if you choose restaurant industry then delivery concern or hospitals then patient handling concern) utilizing DMAIC process must include only tools necessary to resolve the concern. The focus should concentrate on a clear and minimalistic path to resolving the concern. You are free to follow any research, data collection and or analysis methodology that you consider the most appropriate to address the required task.

2. Suppose you are working as a facilities manager in a big mall of a metropolitan city that intends to adopt the lean technique for efficient management, identify any process/activity that needs improvement and create a broad outline in brief using DMAIC methodology.

3. a) Enlist at least 5 Indian companies preferably from different industries or sectors which have implemented Six Sigma in a successful manner. Also, specify at least 1 substantial benefit achieved from implementation by each of the 5 Indian companies.

3. b) Give at least 1 example of each type of waste (8 Mudas) reduced due to the implementation of lean six sigma in that organization. You are free to select any industry or sector.

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New Product Development and Managing Innovation

1. In the context of physical products, what are the different types of product packaging and what needs do packaging help with? Consider the example of Great Point, a nearby super market. As you walk through the aisles of the supermarket, think about and list examples for the 3 different types of product packaging.

2. Ashutosh works as a product manager for a large multi-national video content platform (eg. Tik Tok, Instagram etc.). The company would like to create a new app targeted at older population, aged 60+ years. Ashutosh is entrusted with the development of the new product. Describe the approach across the different steps in generic product design and development process that he should follow.

3a. Using a real-life example from your industry of choice (eg. Automobile, FMCG etc.), explain how innovation is different from invention? Why should companies innovate?

3b. Imagine that you are the product manager of one of the hyper-local delivery aps – eg. Swiggy, Dunzo etc. The management has asked you to use the Kano model and write a report on the different types of product features in the appl. Explain the Kano model and the different types of product features with an example.

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World Class Operations

1) You are the Quality Control Manager of an automobile manufacturer implementing Taguchi’s idea. In this context explain Taguchi’s Loss Function.

2) Quality is one of the parameters for companies to become world class. Examples can be cited of Ikea, Apple etc. In this respect briefly narrate the factors that affect quality of products manufactured by companies like Ikea, Apple etc.

3) A) Assuming that you are the Operations Manager of an automobile manufacturer, implementing Fault Tree Analysis. Briefly explain the steps involved in the implementation.

3) B) With reference to you being an Operations Manager implementing Fault Tree Analysis, explain how is it differ from FMECA?

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Advanced Supply Chain Management

1. You are appointed as head of Global Sourcing. You realize, your organization is carrying out complex global sourcing initiatives, but they are not adequately supported with equally thorough network design. Discuss the factors you would consider designing a global supply chain. Give some industry examples where it was successfully adopted.

2. IT plays a major role in supply chain management in speeding up business processes and preventing bottlenecks. Organizations may have to determine what kind of strategies should be formulated, when to be formulated and how to be formulated for successful IT adoption. Discuss the strategic management framework for IT adoption with relevant examples.

3. You are the manager of a store that sells historical replicas. Given below are the past sales for the last 5 years.

Year 2018 2019 2020 2021 2022

Sales 4000 6000 5000 3000 7000

a. Forecast sales for 2023 using a 3-period moving average.

b. Discuss the time-related factors that you will consider in the analysis of a time series.

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World Class Operations

1. You are the Quality Control Manager of an automobile manufacturer implementing Taguchi’s idea. In this context explain Taguchi’s Loss Function.

2. Quality is one of the parameters for companies to become world class. Examples can be cited of Ikea, Apple etc. In this respect briefly narrate the factors that affect quality of products manufactured by companies like Ikea, Apple etc.

3.a. Assuming that you are the Operations Manager of an automobile manufacturer, implementing Fault Tree Analysis. Briefly explain the steps involved in the implementation

3.b. With reference to you being an Operations Manager implementing Fault Tree Analysis, explain how is it differ from FMECA?

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Global Retailing

1. What is the reason a huge retailer like IKEA is investing 500 million Euros in its new outlet in Noida?

2. You are supposed to set up a concept store for jewellery? What is the kind of display that you can think of to increase the sale of this jewellery?

3. Case Study

Nestle to invest Rs5K Cr in India by 2025: CEO Global food and beverages conglomerate Nestle SA is planning to invest Rs5,000 crore in India over the next three and a half years, Chief Executive Officer Mark Schneider said on Friday."On top of that, if we see opportunities for merger and acquisition, we will be happy to explore those," he said.

The investment will be on capex (capital expenditure), setting up plants, and expanding the product portfolio of the company. Nestle operates nine plants in India and is looking at new locations to set up more manufacturing units.

The investment, subject to clearances and approvals, will help in creating jobs.

Sharing the investment plans of the Indian market, which is among Nestle's top 10, Schneider, in a media round table, said: "The plan compares with the Rs8, 000 crore over the past 60 years after we started manufacturing in this country," he said.

Nestle has been present in India for over 110 years. This investment is also for development work, brand building, etc, Schneider said.

In the company had announced an investment of Rs2, 600 crore to augment its and for its factory in Sanand, Gujarat. The maker of KitKat recently entered the pet-food segment in the country with Purina Petcare.

Nestlé India Chairman and Managing Director Suresh Narayanan said accelerating the core business of the company would be a focus area."(The plan) has three pivots, one of which is continuing the strong momentum of growth the company has had in the last 22 quarters," Narayanan said.

Questions:

a. How does Nestle plan to expand in India? What is the strategy and how would it help India in its growth

b. What are Nestles plans for increasing its basket of products? How long has Nestle been present in India and what are its plans?

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Business Communication

Q1. Mr. Varun Shah is the CEO of a new event company setup six months back. The Company has around 100 employees working in it. In order to discuss a new event or growth of the firm or any past events with the managers what mode of verbal communication must Mr. Varun use and why?

Q2. Prof Albert Mehrabian has formulated the Mehrabian Circle that states “there are 3 types of fundamental elements of one-to-one communication.” Which are the 3 elements in the Mehrabian Circle and which has the maximum weight age? Give Reasons for your answer also 4 components of the same element.

Q3. In 1982, a 12- year old girl named Mary Kellerman Of Chicago, died after she took extra- strength Tylenol capsules for headache. Subsequently there were 6 more reported deaths within 3 days after consuming Tylenol. The news spread like a wildfire and created the nationwide panic. A hospital in Chicago received 700 distress calls in a single day. People started admitting themselves to hospitals fearing cyanide poisoning. In just 10 days, J&J received 1411 calls from customers.

Responding to the crisis, J &J sent alert messages to its consumers through the national media and the police against consuming any type of Tylenol product. The company recalled all the Tylenol bottles from US retail stores, which were 31 million bottles worth more than $100 million. Its temporarily closed the production, distribution and advertising of Tylenol. This was followed by a warning from the Food and Drug Administration (FDA) of the US taking Tylenol capsules.

J&J fully cooperated with the Chicago Police and FBI to determine the cause of cyanide tampering. After testing of 8 million Tylenol capsules, it was revealed that in 6 different stores in Chicago, 75 capsules had been opened and filled with 65 mg of cyanide in 8 different bottles. Although the tampering was local, the company decided to recall all Tylenol products at the national level. This decision led to a loss of $1.24 billion due to the damage of goodwill and brand value. The market share of J&J dropped from 37% in early 1982 to just 7% by late 1982.

To rebuild its image, J&J launched an aggressive promotional campaign. James, The Chairman and CEO of J&J said, “It will take time, it will take money, and it will be very difficult, but consider it as a moral imperative, as well as good business, to restore Tylenol to its preeminent position.”

By the end of 1982, J&J relaunched Tylenol in a new triple-tamper-resistant package and $2.50 coupons. As a result, the company recaptured 32% of its previous 37% market share just 6 months after bottle tampering.

The media praised the company for its prompt action in recalling Tylenol products and the great length it went to prioritize consumer safety over loss of revenue. The company’s honest, open and transparent communication with the public helped it to maintain its credibility and establish trust with the public. Instead of considering the financial loss, the CEO, James sent a team of scientists to investigate the source of tampering. Although the company’s stock declined in the immediate aftermath of the crisis, its soon recovered due to the positive and honest communication by the company to the shareholders, customer and general public.

Q3. A. What was the reason of Tylenol-related deaths in 1982?

Explain the crisis communication steps taken by J&J.

Q3. B. How does the PR communication of a company during s crisis determine whether the company’s reputation will be irreparably damaged during the crisis or the company will bounce back stronger than before? Give examples and non-examples (examples which are not good crisis communication) to explain your point.

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Essentials of Management

Q1. XYZ Ltd has hired you as a consultant in order to devise a strategy to motivate their employees. Can you guide them with monetary and non-monetary Employee Motivating factors?

Q2. Post Covid, ABC Ltd. wants to do a major overhaul of the organization. They know that it is not going to be easy to bring about a change in the organization. Can you guide them about the Change Management Process?

Q3. Bit coin Motels have hired you as a consultant as they feel that the management has lost control over the smooth functioning of the hotel which is also leading to many customer complaints. They need your help and guidance in order to get things back in control

a. Can you guide them with the traditional techniques that they can use in order to get things back in control?

b. Can you manual them with the cutting-edge strategies they can use to get matters returned to control?

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Advanced Financial Accounting

Q.1 The Balance sheet of AB Co. and PQ Co. as of 31st March 2021 was as follows. AB co. took over PQ co. for Rs 450000 and paid equity shares for settlement of PC AB Co. took over all the assets and Liabilities of PQ Co. Identify the method of Purchase consideration and explain it and discuss the entries to be passed in AB Company.

Liabilities	AB Co.	PQ Co.	Assets	AB Co.	PQ Co.
Equity share capital	400000	400000	Land	200000	100000
Debentures	100000	Nil	Building	150000	100000
Creditors	50000	20000	Machinery	50000	100000
Bills Payable	50000	30000	Furniture	100000	100000

2. There are various methods used for the valuation of goodwill. However, the selection of a valuation method depends on different business practices adopted by the company. So you are required to discuss commonly used methods for the valuation of goodwill in detail with suitable examples.

Q.3 Shell Ltd furnishes the following information. Calculate the Valuevalue of closing inventory as of 31st March and the cost of goods sold during March Month

(a) Using the FIFO method under a periodic inventory system and explaining the concept of the FIFO Method.

(b) Under the Perpetual Inventory system and interpret it.

Date	Particulars	Units	Rate
1^stMarch	Opening stock	1000	10
5^thMarch	Purchase	2000	20
16^thMarch	Purchase	2500	25
20^thMarch	Sales	1500
28^thMarch	Sales	2000

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Business Statistics for Decision Making

1) Business Statistics for Decision Making or, in a greater sense, Data Analysis for Decision Making is fundamental to Business Decisions in a competitive world. Explain the statement concerning suitable examples.

2) Measures of Central Tendency tell us the nature of the data collected for analysis. State the uses of the various measures of central tendency in business decision-making.

3 a) Coefficient of Variation measures the variability of data points in a data set. Concerning this, explain this statement.

3 b) Concerning the Coefficient of Variation (CV), calculate the CV of two data sets where the Standard Deviation and Mean of the data set are 2.5 and 76, respectively, and the Standard Deviation and Mean of the second data set are 8.9 and 45. Infer your results.

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Cost and Management Accounting

Q1. Prepare monthly statement of the cost, also called as cost sheet.

Calculate the cost per unit and selling price per unit for the above product

Student needs to Define the term cost sheet, prepare monthly statement of the cost and

Calculate the cost per unit and selling price per unit.


Number of units produced per month	3000
Cost of raw material consumed per month	45000
Labour cost incurred on a monthly basis	15000
factory overhead incurred per month	30000
office overhead per month	7500
selling expenses paid per month	12000
rate of profit 25% on the total cost

Q2. Service costing is the process of identifying and recording all costs associated with providing a service. Service costing is important because it allows businesses to track their total costs related to providing a service, which can help them determine how much they should charge for that particular service.

Discuss about service costing & application of service costing.

Q3. From the following information

Particulars	Amount
Brought machinery	480000
Installation charges	20000
Life of machinery	10
Working hours per year	2000

Lubricating oil	Rs40 per day of 10 hours
Electricity power	15 units per hour @Rs10 per unit
Consumable stores	Rs100 per day of 10 hours

Q3a. Calculate Machine hour rate from the above information. (All the necessary steps).

Q3b. Discuss how machine hour rate differs from labour hour rate. (Differentiating both the terms and formula of both the concepts).

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Design Thinking

Q1. You have been given the responsibility to rework the branch experience of patients for an eye hospital named Rotterdam. Explain the process (in steps) that would be involved in order to transform the patient experience from the typically grim, anxiety-riddled affair into something much more pleasant and personal?

Q2. The Creative & Marketing Head of a famous Ice cream company, “Gelato for You”, needs to have a comprehensive study of their customer segmentation in order to create a new product called “Flavor of the month”. What will be the research plan you will create for this purpose?

Q3. You found yourself at a meeting with an entrepreneur, a few managers, and many ideas flying around the room. Their direct competitor had recently released a new application and the tension was palpable. The company wanted to go out with something new in the market, to avoid losing ground to their competitor.

They prepared a document with some requirements, a vague idea of what the product should look like, and how much should it cost.

“We have to follow what others have done, with a lower price,” the Marketing Director said. “We have to create a more usable system, which simplifies the user journey,” added another manager. “We have to change the way we collect information, simplify it and integrate our processes with third parties,” said another. “It will take us months,” the technical manager shook his head, who mentally translated all those requests into hundreds of hours of code to be implemented.

The product was hub communication software. This piece of software managed different channels (email to SMS, fax to VoIP) and it was created for the web and mobile platforms. The product was originally created a few years before, but its usability was poor. At the time of the launch, the competitor was far ahead in terms of user experience. Moreover, they had an excellent mobile app, which was gaining ground in the mobile app store.

Company X was a traditional process driven company, familiar with traditional projects. It had run a few Agile products in the past, but it was new to the idea of creating an MVP (Minimum Viable Product) and testing it on the market. More notably, they feared the unknown. What if the new MVP would have an undesirable or unpredictable effect on their customer user base? This lack of control didn’t inspire confidence.

The meeting described above and the following ones did not lead to a clear definition of what the product to be achieved actually was. We only knew that we had to hit the target as soon as possible.

However as the project progressed and a competitor was beginning to gain traction, consent from the company was solidifying. Most agreed with the idea that: “We cannot afford to launch a half-finished product, we need a product that is working from the start.”

Despite some initial perplexity and fear, this was an opportunity to learn what would bring real value to their user base and potentially attract more users by making a streamlined lightweight product.

This prompted the company to look for approaches that they haven’t tried before, in order to have a complete product built on time even if it’s going to have only essential features at its launch. You’ll decided to use the Design Thinking process and focus on the things that would really bring value to the end user and thus, beat the competition by bringing only what’s necessary to the customer.

a. You have been asked to help them better empathize and understand their customers. What are the deliverables you will produce to document this understanding? Describe the content and purpose of these deliverables with short examples.

b. Once you have developed a thorough customer understanding, you are expected to present insights and come up with a problem statement for the entrepreneur to approve. Provide the problem statement with supporting insights.

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Environment & Disaster Management

1) India’s Meteorological Department (IMD), observes a cyclonic disturbance pattern, which spells of an impending likelihood of a cyclone which is likely to impact coastal regions of Odisha & Andhra Pradesh. You are in charge of NDRF (National Disaster Response Force). Suggest various modern disaster management steps to help the entire region better prepare for the onslaught of the cyclone.

2) India’s financial capital Mumbai during the month of February 2023 has earned the rare dubious distinction of being ranked as the world’s 2nd most polluted city in Global Air Quality Index. As an external consultant to Maharashtra Government, suggest 5 innovative solutions to solve the “Air pollution” issue. Please make sure that the solutions proposed by you must be concrete in nature & must have the capacity of creating long-term benefits to the residents & the visitors of the city.

3) You are an external consultant to Bruhat Bengaluru Mahanagara Palike (Bangalore Municipality).

A) Your Mavallipura landfill site is overflowing with garbage & waste materials. Suggest 3 innovative and urgent mechanisms to quickly address this issue. This landfill site of Mavallipura located at Bangalore has reported a fire caused in the dumping yard owing to which several residents of Bangalore are complaining of breathing issues & air pollution matters.

B) Suggest two innovative ideas to smooth Bangalore’s multiple lake sites, which unfortunately were converted into a sewage water body.

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Introduction to Analytics

1. A leading retail chain faces a consistent sales decline and net margin decline. They hire a management consulting firm to ascertain its reason and suggest corrective actions. The management consultant advises the lack of analytics implementation is the primary reason for sagging sales and negative net margin. The retail chain now wants to engage an IT consulting firm to suggest them a roadmap toward the implementation of data analytics in their organization. Suggest how the retail chain can move up the analytics value chain and leverage the advantages of predictive analytics to derive valuable insights into future strategies.

2. Food has successfully paved its way as the favorite luxury in every family, emerging as an ample opportunity for many businesses to grow. Skipping the long queues to get tasty food and walking out of the house to a store have become outdated concepts. Currently, we are in an era of a plethora of options to choose from in every variety available in various locations and ready to be delivered to our doorsteps safely. The food-tech market in India is projected to grow at a robust pace, at a CAGR of over 12% during 2016 – 2021. The growth is expected because of the increasing internet penetration and proliferation of smartphone users, the budding e-commerce market, and the rising young working population. Against this backdrop, the number of food-tech players and aggregators has swelled –Swiggy, FoodPanda, InnerChef and FreshMenu. Elaborate on six key areas where food-tech start-ups put analytics to use to make data-driven decisions to maintain a competitive edge.

3. The mobile analytics market was valued at $4.72 billion in 2021, and is estimated to reach $27.60 billion by 2031, growing at a CAGR of 19.4% from 2022 to 2031. Mobile analytics provides insights about consumer behavior on mobile and their experiences with mobile apps, which can be improved to generate greater revenue. Marketers can use mobile analytics to determine the effectiveness of different campaign efforts on mobile devices. The market penetration of smart phones and the growth in demand to receive new and actionable insight into buyers' preferences have accelerated the need for mobile analytics worldwide. In addition, the upsurge in mobile advertising and the advent of data analytics and big data have further boosted the growth of the mobile analytics market. Mobile location analytics, the science of figuring out where shoppers spend their time based on the movement of their cell phones, is being used to answer those questions and to help retailers, restaurants, and developers make more intelligent decisions about where they open and close stores. Mobile analytics firms say their data helps level the playing field between physical stores and e-commerce sites. Online retailers know how long their customers stay on their site, which search terms led them to the site, and where they go after leaving it.

a. What are the goals of using mobile analytics? Describe any five goals in detail.

b. What information can an organization track by using mobile analytics? Explain any five points.

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Macro Economics

1. Explain the impact of a change in autonomous expenditure on the equilibrium level of income using Investment Multiplier.

2. Why did the classical economics assume that in a competitive economy, full employment will be automatic? On what grounds Keynes questioned this assumption.

3a. From the following data calculate National Income

Items	Rs (in crores)
Private Final Consumption Expenditure	510
Government Final Consumption Expenditure	75
Gross Fixed Capital Information	130
Change in Stocks	35
Exports	50
Imports	60
Consumption of fixed capital	40
Net Factor Income from Abroad	-5
Indirect taxes	90
Subsidies	10

3b. Excessive involvement of government in a sector of market affects the other remaining participants of the sector. Comment.

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Operations Research

1) A company manufactures two products (A and Band the profit per unit sold is Rs 3 and Rs 5 respectively. Each product must be assembled on a particular machine, each unit of product a takes 12 minutes of assembly time and each unit of product B takes 25 minutes of assembly time. The company estimates that the machine used for assembly has an effective working week of only 30 hours (due to maintenance/breakdown). Technological constraints mean that for every 5 units of product A produced at least 2 units of product B must be produced. Formulate the problem of how much of each product to produce as a linear program and find the points of intersection for maximization. The company has been offered the chance to hire an extra machine, thereby doubling the effective assembly time available. What is the maximum amount you would be prepared to pay (per week) for the hire of this machine and why?

2) A firm produces three products A, B, and C each of which passes through three different departments fabrication, finishing, and packaging. Each unit of product A requires 3, 4 and 2 hours, B requires 5, 4 and 4 hours and C requires 2, 4 and 5 hours in 3 departments respectively. The maximum capacity available is 60 hours in fabrication department, 72 hours in finishing and 100 hours in packaging department. If unit contribution is Rs. 5 for A, Rs. 10 for B and Rs. 3 for C. Then determine number of units of each product so that total contribution to cost is maximized and also determine if any capacity would remain unutilized using simple method.

3) a) An investor is considering investing in two securities 'A' and 'B'. The risk and return associated with these securities are different. Security 'A' gives a return of 9% and has a risk factor of 5 on a scale of zero to 10. Security 'B' gives a return of 15% but has a risk factor of 8 on a scale of zero to 10. The total amount to be invested is Rs. 500000/- Total minimum returns on the investment should be 12%. The maximum combined risk should not be more than 6. Formulate as Linear Programming Problem (LPP).

3) b) There is a small company in the town of Mysore which has recently become engaged in the production of office furniture. The company manufactures tables, desks, and chairs. The production of a table requires 8 kgs of wood and 5 kgs of metal and is sold for Rs 8000; a desk uses 6 kgs of wood and 4 kgs of metal and is sold for Rs 6000; and a chair requires 4 kgs of both metal and wood and is sold for Rs 5000. We would like to determine the revenue-maximizing strategy for this company, given that their resources are limited to 100 kgs of wood and 60 kgs of metal. How will a much bigger company (like IKEA) determine the appropriate amount of money that should be offered for a unit of each type of resource, such that the offer will be acceptable to the smaller company while minimizing the expenditures of the larger company?

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Principles of Marketing

Q1. You are the marketing director of Delta enterprises. Your company is launching a new range of color televisions for the Indian market. Create a distribution plan for the product. Create a communication and advertising plan.

Q2. You are the marketing director of Sports Authority of India. India does not have a sporting culture. You have been tasked to build national awareness so that young and old alike indulge in physical activity or sports. Create a marketing plan.

Q3. You are the marketing director for meta flix streaming service. You are launching a new entertainment video streaming service which will compete with SonyLiv, Disney plus, Netflix, amongst others.

a. Analyze the market situation and suggest solutions for acquiring and retaining subscribers.

b. Create a marketing plan for the service. Suggest any alternative revenue source that can be tapped.

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Business and Allied Law

Q1. Many employers abuse “fixed-term-contract” by rolling it over to a new period. This is being done to discriminate the fixed-term-employee in comparison with permanent-employee and yet get the same return as that of permanent-employee. Explain how the new Code on Labour Law addresses this problem.

Q2. Mr. ABC purchased varnish from M/s XYZ Ltd. While using the product, Mr. ABC contracted a health hazard. He filed a complaint in the consumer forum and the company submitted its reply saying that the “chemical composition is visible on the product package and the consumer knew exactly what he was buying”. Based on this ground, the company is seeking consumer forum to reject the complaint. Discuss the maintainability of company’s reply.

Q3. The concept of “safe harbour” protects a party in good faith who might otherwise violate law(s) on technicalities beyond their reasonable control. In this background, imagine you are running a company which hosts an “online marketplace” website. An NGO has filed a case against our company alleging that few “sex-drugs” were sold without requisite license (which involves non-compliance of various laws).

a) Discuss whether the company can claim protection under the concept of “safe harbour”.

b) Discuss what measures can be taken by the company to prevent such abuse of the online marketplace.

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Digital Marketing

1. Homepage is one of the essential web pages on the website as it creates an excellent first impression. Airbnb, Drop box, and Red bull are examples of brands with good website homepage design. Visit the homepage of the brands mentioned above and mention the best practices of good homepage design.

2. Collegedunia (www.collegedunia.com) is a one-stop solution to all students' education-related queries. What are the off-page SEO factors Collegedunia has adopted for consistently ranking higher on all education-related queries on Google Search Engine Result Page.

3. a) BookMyShow India is the number one online ticket vendor in India. Why does BookMyShow use online display advertisements on the Google search engine, Facebook, LinkedIn, and other platforms?

3. b) Myntra, a pure-play e-commerce site launched out of India in 2007, has noticed a drop in traffic on the website. Myntra wants to drive traffic to the website by running online display ads. Suggest the buying model Myntra will use to run online display advertisements on Google and Instagram.

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Financial Management

Q1. From the below-given data calculate the overall cost of capital (WACC) for Business Scanner Ltd.

Equity Capital	20,00,000
11% Debt	30,00,000
Tax Rate	30%
The risk-free rate of return	6%
Sensex yearly return	15%
Beta	1.4

Q.2 Ramadheer wants to invest 10,00,000 for 5 years and he is having 2 investments option.

Option 1 Investment in a mutual fund with a return of 12%

Option 2 50% investment in shares with a return of 14% and

50% investment in bonds with a return of 10%

Find out which option should be considered.

Q.3 Adani has two alternative proposals under consideration. Project Food Chain requires a capital outlay of Rs. 50, 00,000, and Project Ice Cream Parlor requires Rs. 100, 00,000. Both are estimated to provide a cash flow for five years:

Project Chai Rs. 18, 00,000 per year, and Project Ice Cream Parlor Rs. 35, 00,000 per year. The cost of capital is 14%. Show which of the two projects is preferable from the viewpoint of

(i) Net present value method

(ii) Profitability Index

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Human Resource Management

Question 1

Aldowa is a manufacturing company with 40 years of experience in engineering production and assembly of metal claddings. With PVH, Mercedes Benz and Rabobank among its clients, Aldowa prides itself on delivering value to all its stakeholders, customers or employees. Droste brought Aldowa from its founders in 2007. When Droste acquired the Company, its factory workers were underpaid, and they worked long hours. Moreover, they used equipment that had not been maintained for 12 years. The Company culture was traditional, with a lot of hierarchy and a shared sense of ownership among employees. Droste has appointed you as a CHRO to introduce HR practices (4 HR practices0 focused on creating self-managed teams keeping customer centricity as the primary performance parameter.

Question 2

It has been a year since your organization ABC Ltd introduced a structured performance management system. However, the leadership team has observed that most first-line managers are still not hands-on with this new system. Most managers lack the ability to give constructive feedback- they either shy away from discussing this or put it across very harshly – thus defeating the objective. Also, the focus has been on completing discussions quickly and centred more around the rating and past performance rather than setting SMART goals and a developmental action plan for the forthcoming review period. You have been asked to design a learning intervention to address this issue.

Using the ADDIE approach, specify the key questions to be considered during your learning design.

Question 3

PROBANK runs daily banking activities for customers and small enterprises in the Netherlands. Services are provided along three client-facing lines: Mortgages, insurance and running accounts. The department holds nationwide banking offices where you, as an individual, can go to. The department comprises 3,500 full-time employees (FTEs) and covers 250 front offices, ranging from single personal desk- shops to local branch offices with 80 employees. Some of its branch offices are dedicated to offering all other services for personal banking clients like online services, contact centers, administrative support and coordination functions. The change management team has asked you to identify the external and internal change drivers who demand Probank transformation from a hierarchical to a flat structure (Note: Probank is at present a part of a risk-averse and highly government-regulated banking sector)

a. External change drivers

b. Internal change drivers

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International Business & Export Import Management

1. Crompton Greaves, a manufacturer of Consumer Electrical products, wants to lower production costs without compromising with required quality standards. Should the company go for global sourcing? Analyze the situation with reference to the benefits and challenges of Global sourcing.

2."The enormous growth in international trade and business is a direct result of Globalization and increased connectivity and communication among countries of the world." – Do you agree? Take the example of any Indian company of your choice and explain how it can take advantage of the growing significance of globalization.

3. Abhijit has a carpet manufacturing unit in Ludhiana which was established ten years ago. He sells Silk and Woolen fans to several towns in Delhi & North India. Though the business is doing well, Abhijit started to feel that he should expand the business by attracting more customers. Abhijit has an opportunity to sell the carpets to Sri Lanka and Maldives. He has also been contacted by a party in Mumbai for sales. Also, it has been observed that worldwide demand for carpets is on the rise. Based on his production capacity, Abhijit can either take up the Mumbai market or plan for Exports.

a. What factors are to be considered by Abhijit to decide if he wants to go for exports in Sri Lanka and Maldives?

b. If Abhijit decides to go for Exports, what procedure and documents are required?

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Fundamental of Taxation

1. The Krishna Kumar Bangur Associates business of a HUF is transacted from Singapore and all the policy decisions are taken there. Mr. Krishna Kumar, the Karta of the HUF, who was born in Delhi, visits India during the P.Y. 2022-23 after 25 years. He comes to India on 1.8.2021 and leaves for Singapore on 7.02.2022. Determine the residential status of Mr. Krishna Kumar and the HUF for A.Y. 2023-24.

2. From the following particulars of income furnished by Mr. Kapil Rajpal pertaining to the year ended 31.3.2023, compute the total income for the assessment year 2023-24, if he is:

(i) Resident and ordinary resident;

(ii) Resident but not ordinarily resident;

(iii) Non-resident

	Particulars	Rs.
(a)	Income earned from business in Singapore which is controlled from the Indore, out of which 50000 received in India	90,000
(b)	Income from house property in Dubai deposited in a bank of Dubai, latter on remitted to India	30,000
(c)	Interest on Bonds received in Dubai from Adani limited	20,000
(d)	Gift received on the occasion of his wedding from brother	55,000
(e)	Gift received on the occasion of his marriage anniversary from best friend	90,000

3. The following details have been furnished by Mrs. Rashi pertaining to the year ended 31.03.2023

(i) Gift of Rs.80000 received from her family friends on the occasion of her daughter’s wedding.

(ii) On the above event, a gold bracelet worth Rs. 5 00,000 was offered by her brother living in Singapore.

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Performance Management System

Q.1 Illustrate with example, how to write SMART Goals.

Q.2 You are the team leader of a team of ten Sales Executives. Your Manager has asked you to design a Performance Planning Process for your team. How will you do it?

Q.3 In a strategy meeting, as a HR Manager, you are asked to evaluate the Management By Objectives method for evaluating the performance of employees.

a) How will you explain your views related to MBO as a method of appraising the performance of the employees?

b) If it is decided to follow MBO method for performance evaluation of employees, what steps would you suggest for implementing MBO?

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Production & Total Quality Management

Q1. "Lean Thinking defines value as providing benefit to the customer; anything else is waste." Considering this fact, describe the different principles of lean thinking that strives for continual development.

Q2. "Quality is never an accident. It is always the result of intelligent effort.", Understanding the fact explains in detail the different techniques of quality management.?

Q3. "The more inventories a company has, the less likely they will have what they need."

a. Inventory is a necessary evil; identifying this concept; explain the different tools for inventory control.

b. Inventory management is an essential element in business success; based upon the same concept, what kind of decision model should be adapted for managing the inventory of the business (Hint: Explain EOQ Model including Advantages & Disadvantages).

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Research Methodology

Q1. Develop the questionnaire for the following problem.

Imagine you being a researcher; want to carry out research study on ‘motives of using LinkedIn in city of Mumbai’

For the above-mentioned research topic develop a questionnaire by keeping scaled-response-questions for the motives.

Q2. Write the hypothesis visible in the following model. Also identify one Independent, one dependent variable and one Intervening variables.

Model: on Facebook users

Q3 A. Perform the Chi-square test for the following problem. You are advised to use EXCEL; procedure calculate the expected frequency in excel and use the formula for chi-square test. Write your conclusion also.

Gender/ Opinion Banking App	Doesn’t like it	like it	neutral	Row Total
Female	40	30	10	80
Male	20	23	34	77
Column Total	60	53	44	157

Q3 B. Perform the Rank correlation using the following data.

State	District	Micro Enterprises	Small Enterprises
UTTARAKHAND	HARIDWAR	6414	2262
UTTARAKHAND	DEHRADUN	10599	1908
UTTARAKHAND	UDHAM SINGH NAGAR	7763	1844
UTTARAKHAND	NAINITAL	3002	676
UTTARAKHAND	PAURI GARHWAL	4677	264
UTTARAKHAND	TEHRI GARHWAL	1227	163
UTTARAKHAND	ALMORA	1069	149
UTTARAKHAND UTTARKASHI		1002	111
UTTARAKHAND	PITHORAGARH	962	95
UTTARAKHAND	CHAMPAWAT	744	55
UTTARAKHAND	CHAMOLI	688	49
UTTARAKHAND	RUDRA PRAYAG	698	37
UTTARAKHAND	BAGESHWAR	805	29

Data: Data.gov.in

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Corporate & Information Technology Law

Q1. In the “ease of doing business” index, indicates better, usually simpler, regulations for businesses and stronger protections of property rights. Discuss this concept, with the background of current company law regime in India.

Q2. Ministry of Corporate Affairs has recently shifted its e-governance website to “version-3”. Discuss “e-governance” in the background of the said website.

Q3. Imagine you & your spouse are two shareholders as well as directors in a SME business formed as a private limited company. For your short term needs, you wish to raise deposits.

a) Discuss benefits of raising deposits for an SME business.

b) Explore the possibility of raising these funds from shareholders and public.

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Corporate Finance

Q 1. The following information is made available in respect of a company

Equity Capitalization rate15%

Earnings per share.20

Assuming a rate of return to be (i) 10% and (ii) 20%.

Using Walter's Model calculates the market price per share if the dividend Payout were

(i) 0% (ii)25% (iii)50 % (iv)75% and (v) 100% In each case.

Q 2. A company currently sells its goods on credit. The average collection period is 45 days. It presently sells 2, 00,000 units at Rs.40 per unit. The variable cost per unit is Rs.30 and the average cost per unit is made within 10 days. is Rs.35.It is considering offering a cash discount of 1% if payment is made within 10 days? In such a case sales are expected to increase to 2, 50,000 units, and the average collection period is expected to fall to 30 days. Assuming that 50% of debtors in terms of value will avail of the cash discount and the expected rate of return on investment is 30% should the proposed discount be offered?

Q 3a. Explain the concept of the "Working Capital Cycle".

Q3b. Amar Cable Corporation Ltd. is considering investing in Machine

The following information is made available

Particulars	Machine A
Initial cost (Rs.)	10,00,000
CFAT each year (Rs,)
1^styear	3,00,000
2^ndyear	3,50,000
3^rdyear	4,50,000
4^thyear	2,50,000
5^thyear	1,50,000
Salvage value at the end of 5 years	50,000

Determine the payback period of machine A.

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Emerging Trends in Accountancy

1. Rajkumar is the Managing Director of Progrowth Foods Limited – a processed food manufacturing company from Gujarat. He has recently taken over the top manager’s position and has taken it as a challenge for himself to better the company’s financial performance and financial position from the recent fall due to Covid-19 pandemic effect. He is currently reviewing the status quo. He understands that a lot of information required for him for decision making can be obtained from the accounting information systems. The company is currently not using any full-fledged accounting software, instead the accountant (and the team) process the transactions manually and by the year-end hand them over to a specialized firm of accountants, who will generate the required reports for a fee.

As a first step, Rajkumar is proposing to revamp the accounting process in the organisation and for which he needs to get the shareholders’ approval, as the same requires a large investment initially. He is currently considering obtaining a licensed version of Tally software or a customized ERP for Progrowth from a private vendor.

You are required to EXPLAIN the need for accounting information for the organisation, different users of accounting information and qualitative attributes that must be present in such accounting information.

2. Quality Designs is an architectural and interior design consulting firm started by Shiju Sunny. This start-up venture has been his dream since his college days, but he had to wait for almost 10 years working for other companies in the industry. His idea was to develop an app or web-based solution for his clients to view their designs in

3D before finalizing the plan. This required a considerable investment in data processing capacity.

His business plan for this start-up had showed a requirement of nearly Rs. 30 million as required initial investment plus another Rs. 3 million per year for working capital requirement, for at least the first 3 years till his revenue stabilizes. This was heavy for him and has been looking for a solution to source these funds from somewhere or see if there is an alternative solution to reduce the capital requirement.

When he met one of his old friends, Clint Xavier, who was also an entrepreneur and has been successfully running his venture for the last 5 years, Clint suggested Shiju to consider Cloud Services instead of using on-premise server, which will bring down his initial investment and also annual maintenance cost, in addition to various other benefits. After exploring more of Cloud Services, Shiju was able to bring down his initial investment by almost Rs. 10 million and annual maintenance costs by almost Rs. 2.5 million. This big boost motivated him to finally start-up and fulfill his dream.

You are required to WRITE a brief note on advantages of cloud computing, types of clouds and the cloud service models. Use the story of Quality Designs as an example in your answer, wherever required.

3. SafeLines limited is a firm operating fleet of taxis in Bangalore. They provide pre- booked taxi services to individuals and corporates for both inter-city and out-of- station travel. SafeLines uses a SafeWare ERP for all their MIS requirements. Raghbir Sinha, who is the Head – IT Systems of the SafeLines is currently considering enhancing the IS Controls of the organisation.

He recently attended a workshop on Business Applications of Blockchain and realized a possibility of blockchain based trip recording system for SafeLines.

You are required to answer the below questions:

(a) Explain the three types of information security controls. Use the story of SafeLines to provide examples wherever necessary.

(b) Explain the benefits of blockchain. Use the story of SafeLines to provide examples wherever necessary.

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Entrepreneurship Management

Q.1. Mr. Raj is already to start a new venture in the market for which he requires funding. But the investors want to have a proper feasibility study of the venture before funding it. What must Raj present for the same (give detailed explanation for the same) and why?

Q2. In India and worldwide the term entrepreneurs are now categorized further categorized as “women entrepreneurs” as well. What is the role of the Indian government to aid encourage “women entrepreneurship”?

Q3. Apar Institute is an institute that conducts entrepreneurship development programmers at the outskirts of Delhi. The institute was formed 2 years ago and was facing difficulties in providing quality training to the prospective entrepreneurs. There were a slew of problems related to the institute for budding entrepreneurs.

Firstly, the institute was located at a remote location which was arduous for people to locate. Even if someone located the institute, it was difficult to commute from home to the institution as it was located far from the city. The institute lacked proper training infrastructure such as mic, overhead projector, furniture etc.

Even the faculty appointed by institute showed a lackadaisical attitude and did not take a keen interest in teaching. The method of selecting the candidates was also flawed as there was no prior aptitude test or scrutiny. Whosesoever came to get enrolled for the programme was given admission. It was assumed that the candidate would already possess the required aptitude skills.

The course and curriculum did not cover the basic aspects of entrepreneurship development programme such as educating about institutes providing support, which financial institutes to approach for funds, performing feasibility studies, etc. The duration of the programme was very short. The programme lasted for 21 days, which was very less considering the quantum of time required. Even after completion of the program, there was no evaluation performed to check how many candidates have established their own enterprise and how it is being run.

The institute owner decided to change the way the institute is functioning. The owner emulated a government-run institute in an urban area and incorporated the required changes. Firstly, the institute decided to appoint more enthusiast and motivated trainers to Impart education. The infrastructure of the institute was revamped and replaced with quality equipment. The institute even conducted online classes for candidates who could not commute to the institute. The course and curriculum were aligned with the fundamentals of the entrepreneurship development programme. At last, a thorough evaluation was done for each candidate who was enrolled in the programme. At last, a thorough evaluation was done for each candidate who was enrolled in the programme to gauge how much the program benefited the candidate.

a. What infrastructure did the institute lack?

b. Summarise what needed to be added to the program curriculum?

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Financial Institutions & Markets

Q1. “Financial institutions are an important component of a financial system. They specialise in financial and monetary activities at the both retail and commercial segment.” These financial institutions manage the capital flows in the financial market. Explain the various categories of financial institutions with examples according to the activities they undertake in detail.

Q2. At WSN wealth advisors, the clients are offered the most appropriate investment strategies. For their wealth management segment, WSN has to prepare a portfolio of any five mutual fund schemes that can be advised to their client to invest in with a low-risk appetite for a time period of 5 years. Advise any five mutual fund schemes with their characteristics, benefits and disadvantages for a low-risk appetite client.

Q3a. “Financial derivatives are financial instruments whose value is derived from the underlying asset.”

In light of the above statement, explain various types of derivative contracts with examples.

Q3b. “A merchant banker works as a financial advisor, management counselor, and an entrepreneur.” this explains, in short, the function and functions of a service provider banker in the financial market.

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Financial Statement Analysis

Question1

Mr Raj joined the company named Kamat Ltd as an accounts executive. On the very first day, his senior gave him the task of designing the Common-Size Statements with adequately structuring its types for the financial statements. Discuss about common size statement and its types. Also, how Comparative statements and common size statement differs.

Question 2. Amrita intends to make a stock market investment. She fits the description of an investor who seeks risk, but she also thinks that prior to investing, it's crucial to have a solid understanding of market ratios. Before making any investing decisions, Amrita should consider certain crucial market ratios, discuss any five of them.

Question 3. Following are the particulars available for Z and X, LLP

Particulars	(Rs in ‘000)
retained earnings	860
accounts receivable	250
supplies	150
salaries payable	150
equipment	1500
unearned revenue	200
accounts payable	540
cash	550
prepaid insurance	300
common stock	1000

a. Prepare Vertical Form Balance Sheet out of the details as shared in the table.

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Indian Accounting Standards

1. Assume you are a director of ABC Co. Ltd. You have 1000 cr. for investment. What are the different investment options available in the market to increase your money?

2. Suppose you are an accountant of ABC Ltd. and you have to do the valuation of intangible assets. So how do you do this?

3. a. Company deals with 3 products P, Q & R. At year ending 31st March 2022 the Historical cost & NET realizable value of the items of closing stock are as follows:

Item	Historical Cost	Net Realizable Value
P	20000	14000
Q	15000	19000
R	28000	25000

How will you decide the value of closing stock?

3. b. Net profit of ABC company is 10,000/-. Company paid the dividend to its preference shareholders is Rs. 2000/- tax liability of the company is 1000/- & CDT is 1500/-. How will you find Earnings attributable to equity shareholders?

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Integrated Marketing Communications

1. Did You Know About the Right To Sleep? Kurl-on’s Latest Campaign Is Telling Us All about It. Whether it’s the Right to Equality or the Right to Freedom, we’re all aware of our basic fundamental rights as citizens of India. But… did you know about the ‘Right to Sleep?’ For a special and clutter-breaking Republic Day campaign, Kurl-on took a clever route and shed light on a constitutional right no one really talks about: the right to sleep! How to stand out? It is important for every brand to connect with its audience and create something meaningful and unique to stand out in the crowd. Kurl-on understood the assignment and how. Their latest campaign raised awareness around a lesser-known fundamental right in a way that is still relevant to the brand’s narrative around sleep… because no one’s really talking about sleep on Republic Day, right? Through clever storytelling, the brand raised its voice as an advocate of this right and seamlessly positioned itself as The Mattress of India

Elaborate on how has Kurl on Incorporated the AIDA Model of Advertising from the mentioned campaign.

2. You are the marketing manager of a company “GenNext” which manufactures and sells T-shirts and footwear. You are expected to create a STP Analysis for your Brand.

3. Shell’s Campaign Shows Us How Silence Can Be a Form of Communication

The art of communication is not what the speaker says; it’s what the receiver understands. And in most cases, the saying ‘actions speak louder than words’ undeniably holds true.

Shell’s latest campaign is a testament to this, bringing a powerful message to life all without the use of a single word or dialogue.

‘The Silent Shift’ is a remarkable initiative to bring about a change in mindset and empower differently abled individuals to grow and excel in mainstream society. The campaign stood out to us for all the right reasons:

Shell aspires to be one of the most inclusive workplaces in the world and they bring that philosophy to life even at their service stations. Across their network, the brand employs over 500 differently abled frontline staff. With an aim to fully realize their potential and shatter preconceived notions, Shell crafted a truly unique and immensely thoughtful initiative. We found this campaign to be one of the most potent ones to emerge from the International Day of Persons with Disabilities Week:

The Silent Shift

The retailer took time out every day for couple of weeks and trained 2 staff members who are hearing and speech impaired. The aim was to train them to take up more tasks and duties and make them independent individuals who could handle all operations themselves.

a. Taking the above case in hand, what can be barriers to an IMC campaign.

b. “The Silent Shift’ is a remarkable initiative to bring about a trade-in mindset and empower differently-abled individuals to develop and excel in mainstream society.” How can this be explained by relating the campaign to the role of advertising?

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International Marketing

1) “Give the customers what they want, when and where they want it.” — Joe C. Thompson Jr.7-Eleven Founder

In 1927, 7-Eleven showed the world just how convenient shopping could be - and they have been doing it every day since. Today, 7-Eleven is a global brand with more stores than any other retailer in the world – more than 83,000 across 18 countries to be exact. 7-Eleven, Inc. now operates a robust family of banners and brands, including Speedway®, Stripes®, Laredo Taco Company® and Raise the Roost® Chicken and Biscuits locations throughout the U.S. The brand also has a history of firsts — coffee in to-go cups, 24/7 hours operational stores and self-serve soda fountains, to name a few. 7-Eleven, Inc. is now owned by SEJ Asset Management & Investment Company, which is wholly-owned by Seven & I Holdings Co. Ltd. JAPAN

What do you think are the reasons for Seven Eleven to go global? Illustrate what is the model they are choosing to go global? Do you think this is the right way going forward?

2) Skippi is an ice pop brand. A successful all Shark deal on Shark Tank India changed the fortune of Skippi, and its sales accelerated 40X, and the income increased to about 2- 2.8 Cr month-to-month. Over 20,000 orders were processed online after the deal. After their a success deal, Skippi grew hastily over the last year. Through the distributor channel, they now reach 10,000 outlets in 25 states.

Skippi is now deciding to go global. What should be the mode of entry into other countries? What according to you is the best mode?

3) Ikea is a global home furnishing brand. They have a vision to make life better for their customers.

As on Dec 2022, Ikea had 460 stores in 62 markets. The first Ikea store was opened in 1958 in Sweden and the latest one is opened in Surabaya, Indonesia. It started its India operations by opening its first store in Hyderabad.

a) Do you think Ikea would have done Market research before entering the Indian store? Elaborate various methods they would have used.

b) Did they customize their product presentation to suit the Indian customer? Elaborate on their customization for the Indian market.

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Investment Products & Analysis

Q1. Do you agree with this statement? ‘Uncertainty associated with any investment decision, can lead to Price volatility and there by unanticipated fluctuations in factors that commonly affect the entire financial market.’ Explain how the risk is measured and mitigated?

Q.2 Give your views in support of these statements.

In the uncertain and volatile market environment, we find difficulty in getting a proper risk-return tradeoff. Do you believe in this statement?

Q.3 Case study/Case let

Q3a) If you're thinking about how to pay for goals that are seven or more years away, do you think that it is the right time for you to be saving and investing. How?

Which options will you choose from bonds, stocks, exchange-traded funds (ETFs), mutual funds, and more? Individuals who take a long-term approach require discipline and patience, that’s because investors must be able to take on a certain amount of risk while they wait for higher rewards down the road.

What is the utility of holding your investments for longer period of times? Cite relevant examples.

Q3b) Know your goals, your time frame for achieving them, and how much risk you're willing to take as an investor.

Most investments fall into the asset classes that range from "conservative" to "risky."

As a fund manager, how will you approach portfolio management in the recent times?

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Operations and Supply Chain Management

1. Analyze the requirement of competing on the following parameters in order to be operational robust in the Industry:

a. Quality

b. Cost

c. Flexibility

d. Speed

e. Service

2. Real Fruit Snack Strips are made from a mixture of dried fruit, food coloring, preservatives and glucose. The mixture is pressed out into a thin sheet, imprinted with various shapes, rolled and packaged. The precedence and time requirements for each step in the assembly process are given below. To meet demand, Real Fruit needs to produce 6000 fruits strips every 40-hour week. Design an assembly line with the fewest number of workstations that will achieve the production quota without violating precedence constraints.

Work Element		Precedence	Time (Min.)
A	Press out sheet of fruit	-	0.1
B	Cut into strips	A	0.2
C	Outline fun shapes	A	0.4
D	Roll up and package	B, C	0.3

3. (a) How can radio frequency identification (RFID) be used for tracking perishable goods moving from one location to another?

3. (b) Why is Amazon known as the Supply Chain master?

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Portfolio Management

Q1. Your friend is interested to invest Rs. 1, 00,000/- in financial asset but he don’t have a proper knowledge about investment. So suggest him different types of financial instruments.

Q2. Every investment has some kind of risk. For security of your investment it is necessary to measure this risk. Discuss how can you measure the risk?

Q3a. After saving good amount of money it is necessary that this money should be invested at the right place. Miss Rena saves Rs. 10, 00,000 but not investing anywhere. Tell her the advantages of wealth management.

Q3b. ABC co. limited needs fund for growth & expansion of business. How ABC can build capital structure ratio?

Business Economics

Q1. “The technique of indifference curves has been used not only to explain consumer’s behaviour and demand but also to analyse and explain several other economic problems” in view to the above statement elaborate about indifference curve and its properties.

Q2. Find below hypothetical data for total production costs of a manufacturing firm at various levels of output. Complete the following:

Output	Total cost	Fixed Cost	Variable Cost	Average Fixed Cost	Average Variable Cost	Average Cost
0	1000	1000
20	1200	1000
40	1300	1000
60	1380	1000
100	1600	1000

Q3a. 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.

Q3b. Elaborate Cross Demand, Composite Demand and Derived Demand and cite an example to enumerate these types of demand.

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Financial Accounting & Analysis

Q1. Prepare the journal by recording the following transactions:

TABLE BELOW

3-Dec	Mrs. Vinita started business by transferring amount from her saving account to the business bank account Rs500000
5-Dec	She Purchased godown to stock goods worth Rs 100000
7-Dec	She purchased goods for sale, costing her Rs 300000
8-Dec	She sold off the entire goods at Rs 500000, credit sales
10-Dec	She paid salary to employees Rs 20000 through bank account

2. Company DreamHigh Pvt. limited wants to distribute dividend to its shareholders. There are two types of dividend, which a shareholder can receive in any accounting year. Discuss the term dividend, its types, accounting treatment of dividend in the books of accounts and a brief towards how cash flow on account of dividend is reflected in the cash flow of a company.

Q3a. Following are the particulars available for Z and X, LLP

Retained earnings	668
Accounts receivable	240
Supplies	500
Salaries payable	167
Equipment	1000
Unearned revenue	475
Accounts payable	200
Cash	1170
Prepaid insurance	100
Common stock	1500

a. Calculate the amount of: -

· Total assets

· Total liabilities excluding stockholder equity

· Total stockholders’ equity

Q3b. Discuss the advantages of preparing the Balance Sheet.

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Information Systems for Managers

Q1. Since its founding in 1994, Amazon has collected reams of information on what millions of people buy, where those purchases are delivered and which credit cards they use. What are Three (3) different types of Analytics that Amazon uses this data for and how does it help them?

Q2. ArcelorMittal is the second largest steel producer in the world, with an annual crude steel production of 78.5 million metric tonnes as of 2018. Laksmi Mittal is the Chairman and CEO of ArcelorMittal. In this role, what is the Focus of the CEO’s role (i.e., Objectives, Kinds of Decisions, information needed, Timeframes etc.)? What are the Primary IS & Supporting IS Used (Description Data Types, Kind of Data, Type of Processing, which provides data to these IS)?

Q3. Vijay Ananth has just been hired as the CIO at Wilshire Finance. During the interview, the CEO had tasked Vijay with the responsibility of revamping the firm’s IT Infrastructure. Now that Vijay has come onboard, he is keen to get started on the Infra Revamp initiative and has targeted BYOD as his first initiative.

a. What is BYOD? Explain the three (3) levels of BYOD?

b. What are (2 each) Pros & Cons of BYOD? Your Recommendation?

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Management Theory and Practice

Q1. You are hired as a consultant by Thakur Publications, a newly setup organization dealing in publishing books. The CEO wants you to guide the newly recruited management trainees about the Principles of Management. Explain the factors affecting management thought.

Q2. The newly set up management team is divided in their deliberation on a certain topic and require your help. The core area of this discussion is whether Management can be a profession or not. As the head of the forum, can you throw some light on whether Management can be a profession.

Q3. Mercure, a famous hotel chain in India is losing its market share to its peers. The major reasons contributing to the same is that there is a lot of conflict in the organization due to which correct and timely decisions are not being taken. The company has hired you as a consultant to understand and solve this issue

a. Explain the different types of Conflicts that can arise in an organization?

b. Explain what strategies can be used by Mercure to resolve these conflicts?

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Marketing Management

Q1. Mr. James is planning to buy a new house in a good locality. He has two kids Alan and Sia, his wife is a homemaker. Mr. James has a He has lived all his life on rent and this is the first time he will be buying a house lot of friends in the current society but it doesn’t have a garden, safety devices, or security. James has made professional progress so the budget is not a constraint. According to you, what are the various factors that will influence James in buying a house? (You can make certain assumptions).

Q2. Explain the buyer decision process that you think James will have to follow to purchase his dream house.

Q3a. Mr. James’s daughter Sia has been pressurizing his father to buy Alexa from Amazon. Alexa is capable of voice interaction, music playback, making to-do lists, setting alarms, streaming podcasts, playing audiobooks, and providing weather, traffic, sports, and other real-time information, such as news. Alexa can also control several smart devices using itself as a home automation system. Explain the adoption process that Mr. James will go through who has no idea about Alexa.

Q3b. Take any product category of your choice and explain various product positioning strategies used by all the competitors in the selected category.

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Organizational Behavior

Q1. Sana and Reema joined a quick serve restaurant chain at the head office in the marketing department. Both of them were very happy with the compensation and designation offered to them. Since Sana and Reema joined in the same month so they bonded well together, during one of the conversation Sana got to know that Reema was getting paid 25% more than her. This revelation had caused a conflict between them as it had really saddened Sana, which was observable by her hostile behaviour towards Reema. Sana never missed a chance to make Reema feel miserable. Sana Started comparing the fact that both of them had the same qualification and work experience and still she (Sana) was getting paid less than her peer. The situation had worsened so much that they both stopped communicating with each other. You are the HR manager who has observed all this and now you have to come up with techniques with the help of which this conflict can be resolved. Discuss any 4 (four) techniques of conflict resolution and management. Also, conclude the answer by discussing how organisations can avoid/minimise such conflicts.

Q2. Karan and Sanjay work as Project Lead for two different teams. It has been noticed that Karan is very helpful and empathetic towards his team and supports them in every possible manner. The team in turn is very close knit and can really works hard to accomplish the objectives. They also give Karan full support whenever required by going out of their way. Whereas Sanjay just wants to get the work done by being a tight fisted man. He reprimands his team members in front of outsiders. He only instructs his team and is never in execution front. Sanjay's team is really petrified of him and always is under fear. Team's motivation is very low and everyone is searching for opportunity to move out of Sanjay's team. Compare the leadership style of Karan and Sanjay. Conclude by discussing that in a workplace which style of leadership is better suited.

Q3. Rajat and Suresh have got their yearly targets and both of them are working hard to surpass each other as by the year end the one who achieves the maximum is going to be awarded in the sales conference with a cash prize of Rs. 50000 which would be given by the CEO of the company. They both are doing their best to win this contest for Rajat, the prime factor is money as he has recently got married and his expenses have increased. Whereas, Suresh comes from a very affluent family and for him getting recognized in front of PAN India team and by the CEO is the driving force. Here, we can see that both Rajat and Suresh had different motives.

a. Based on the above scenario discuss the different types of motives which regulate the behaviour of individuals.

b. With the help of Maslow need hierarchy theory discuss why Rajat, Suresh and even every individual has different motive?

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Business Communication

1. You work in the IT Industry. You have recently developed a new mobile application which you have started offering to your clients. Most of your customers have been using your competitor's application which is highly rated. When you did the market analysis, you realized clients are not willing to try out your application. What measures will help you enhance your credibility in the market?

2. Based on the stage that you are in your career, prepare a chronological or functional resume for a position in your dream company. You need to create your resume in any 1 format chronological OR functional, properly justifying your choice.

3. Your credibility is affected by your attention to detail while completing business messages. In view of the above statement.

a. Highlight the importance of proofreading your documents with any 4 time-tested techniques.

b. In order to make your content mobile friendly what are the key aspects you need to focus on?

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Business Law

Q1. India is blessed with a vibrant wildlife and ecosystem, which is often subject to indiscriminate exploitation by unscrupulous elements of society including business organizations. Briefly explain any 5 (five) legislations that are related to environment protection or conservation.

Q2. Please give two (2) instances where investigations and/or punishments are initiated/enforced by the authorities set up under the Consumer Protection Act, 2019.

Q3. Taffee is an international confectionary maker who wants to launch its product range of exotic flavoured sweet candies in India. It wants to use the name “Teews”. However, it is skeptical that the word Teews would be copied/plagiarized in India and the company would have to deal with huge infringers of the product. Please help the company in addressing the following queries, to have better understanding to draw an Intellectual Property strategy:

a. What types intellectual property rights they could claim in relation to the name of the product. Please explain with reason on why the type(s) of intellectual property would apply?

b. Explain civil and criminal remedies under various intellectual property laws for enforcement of intellectual property rights?

Decision Science

1. Based on the following data develop the forecasting model (adopt Exponential Smoothing

Technique) by considering the following alpha levels. α = 0.2, 0.4, 0.6, 0.8.

Write your conclusion after calculations of Errors (MAD and MSE only).

Forecast FTAs (foreign tourist arrival) for the year 2018.

Data: The following data shows the Foreign Tourist Arrival in the India from 1991 to 2017

Year	FTAs in India (in Million)
1991	1.68
2001	2.54
2002	2.38
2003	2.73
2004	3.46
2005	3.92
2006	4.45
2007	5.08
2008	5.28
2009	5.17
2010	5.78
2011	6.31
2012	6.58
2013	6.97
2014	7.68
2015	8.03
2016	8.8
2017	10.04

Data Source: Data.gov.in

Note: You are advised to calculate manually, do not use any software.

Answer:

To apply exponential smoothing, we need to choose an alpha value. The alpha value determines the weight given to the most recent observation compared to the previous forecast. We will try different alpha values (0.2, 0.4, 0.6, and 0.8) to see which one gives the best results.

First, let's create a table to calculate the forecasts:

Year	FTAs (in Million)	α=0.2	α=0.4	α=0.6	α=0.8
1991	1.68	1.6800	1.6800	1.6800	1.6800
2001	2.54	1.8440	1.8776	1.9120	1.9440
2002	2.38	2.0384	1.9266	1.9312	1.9888
2003	2.73	2.1917	2.0296	1.9797	2.0778
2004	3.46	2.4254	2.2218	2.1379	2.4556
2005	3.92	2.8283	2.4611	2.3747	3.0911
2006	4.45	3.3627	2.7473	2.7779	4.2182
2007	5.08	3.9902	3.0872	3.3252	6.0436
2008	5.28	4.6042	3.4833	3.9441	8.0087
2009	5.17	4.8154	3.8650	4.5916	10.2017
2010	5.78	5.0123	4.2505	5.2426	12.6413
2011	6.31	5.3058	4.6343	5.8717	15.3173
2012	6.58	5.6166	5.0094	6.4687	18.2275
2013	6.97	5.9345	5.3717	7.0295	21.3685
2014	7.68	6.2776	5.7126	7.5502	24.7387
2015	8.03	6.6430	6.0298	8.0291	28.3357
2016	8.80	7.0223	6.3223	8.4643	32.1571
2017	10.04	7.4258	6.5889	8.8557	36.1994

To calculate the forecasts, we start with the

2. Calculate the Correlations for the following pairs of variables and write your Conclusion.

· In Migration of Persons from other states (Census of India) & Total MSMEs

· In Migration of Persons from other states (Census of India) & Active Companies

· In Migration of Persons from other states (Census of India) & 2017-18 GSDP - CURRENT PRICES (` in Crore)

· Total MSMEs & Active Companies

Note: Use MS EXCEL, SPSS, SAS etc. for the calculations.

State	Total MSMEs	Active Companies	In Migration of Persons from other states (Census of India)	2017-18 GSDP - CURRENT PRICES (` in Crore)
ANDAMAN & NICOBAR ISLANDS	6,061	319	81,267	7,871
ANDHRA PRADESH	6,41,929	1,16,210	15,91,890	15,46,313
ARUNACHAL PRADESH	60,932	237	1,36,010	22,432
ASSAM	20,189	6,346	4,95,699	2,88,691
BIHAR	9,02,520	20,867	11,11,954	4,84,740
CHANDIGARH	11,209	7,956	6,33,966	38,760
CHHATTISGARH	69,758	7,109	12,67,668	4,84,740
DELHI	1,63,821	2,16,531	63,30,065	6,86,824
GOA	8,620	4,125	2,69,689	70,494
GUJARAT	8,07,378	62,619	39,16,075	13,28,068
HARYANA	1,85,486	30,868	36,26,318	6,49,592
HIMACHAL PRADESH	14,674	3,344	3,95,504	1,38,351
JAMMU & KASHMIR	9,399	2,745	1,55,187	1,37,427
JHARKHAND	1,57,813	9,554	21,95,521	2,76,243
KARNATAKA	3,32,872	68,333	32,47,660	13,57,579
KERALA	1,25,934	31,244	6,54,423	7,01,577
MADHYA PRADESH	9,34,293	22,315	27,44,332	7,24,729
MAHARASHTRA	16,92,859	2,31,912	90,87,380	24,11,600
MANIPUR	34,423	434	20,100	23,835
MEGHALAYA	2,208	560	1,07,915	30,790
MIZORAM	3,238	66	41,380	18,737
NAGALAND	1,543	235	1,08,020	24,492
ODISHA	1,19,291	15,204	8,55,096	4,34,769
PUDUCHERRY	10,539	1,282	3,39,967	32,962
PUNJAB	2,03,394	16,909	24,88,299	4,78,636
RAJASTHAN	5,72,546	37,022	26,04,298	8,35,170
SIKKIM	875	2	61,163	23,495
TAMIL NADU	10,32,490	76,675	16,50,771	14,61,841
TRIPURA	5,936	317	87,378	44,219
UTTAR PRADESH	8,87,413	70,863	40,61,933	14,60,443
UTTARAKHAND	40,443	4,792	12,50,575	2,22,836
WEST BENGAL	2,31,190	1,35,844	23,81,045	9,99,585
Data Source	https://data.gov.in/	https://data.gov.in/	https://censusindia.gov.in/	https://data.gov.in/

3. a. Summarized the following data by calculating the mean and standard deviation.

Note: You are advisable to use EXCEL. You are supposed to Copy the numbers (final calculations) from EXCEL and paste them into your word document.

State	District	Number Of Indigenous (Desi) Total Cattle	Total Buffalo
UTTARAKHAND	Uttarkashi	82991	25945
UTTARAKHAND	Chamoli	132165	37922
UTTARAKHAND	Rudraprayag	71277	31115
UTTARAKHAND	Tehri Garhwal	80833	79394
UTTARAKHAND	Dehradun	87753	52185
UTTARAKHAND	Garhwal	235412	30076
UTTARAKHAND	Pithoragarh	108417	37056
UTTARAKHAND	Bageshwar	70863	31432
UTTARAKHAND	Almora	132038	77444
UTTARAKHAND	Champawat	45506	18599
UTTARAKHAND	Nainital	101009	77759
UTTARAKHAND	Udham Singh Nagar	63311	152911
UTTARAKHAND	Hardwar	63728	214480

Data Source: Ministry of agriculture and farmers’ welfare.

3. b. Write about the general pattern (here, time series component) across the given years using an appropriate graph.

Note: You may use EXCEL, Tableau, Power BI Etc. for creating Graph

PLEASE CHECK THE TABLE BELOW

Year	Pro duc tivi ty Gro und nut (Kg ./he ctar e)	Prod uctiv ity Rape seed & Must ard (Kg./ hecta re)	Year	Prod uctiv ity Grou ndnu t (Kg./ hecta re)	Prod uctiv ity Rape seed & Must ard (Kg./ hecta re)	Year	Prod uctiv ity Grou ndnu t (Kg./ hecta re)	Prod uctiv ity Rape seed & Must ard (Kg./ hecta re)	Year	Produ ctivit y Grou ndnut (Kg./ hectar e)	Produ ctivit y Rapes eed & Musta rd (Kg./ hectar e)
1950-51	775	368	1968-69	653	469	1986-87	841	700	2003-04	1357	1159
1951-52	649	393	1969-70	720	493	1987-88	855	748	2004-05	1020	1038
1952-53	611	408	1970-71	834	594	1988-89	1132	906	2005-06	1187	1117
1953-54	811	389	1971-72	823	396	1989-90	930	831	2006-07	866	1095
1954-55	766	425	1972-73	585	545	1990-91	904	904	2007-08	1459	1001
1955-56	752	336	1973-74	845	493	1991-92	818	895	2008-09	1163	1143
1956-57	783	411	1974-75	724	612	1992-93	1049	776	2009-10	991	1183
1957-58	734	387	1975-76	935	580	1993-94	941	847	2010-11	1411	1185
1958-59	828	426	1976-77	747	496	1994-95	1027	958	2011-12	1323	1121
1959-60	708	365	1977-78	866	460	1995-96	1007	916	2012-13	996	1262
1960-61	745	467	1978-79	835	525	1996-97	1138	1017	2013-14	1750	1188
1961-62	725	425	1979-80	805	411	1997-98	1040	668	2014-15	1400	1089
1962-63	695	417	1980-81	736	560	1998-99	1214	869	2015-16	1465	1183
1963-64	769	300	1981-82	972	541	1999-00	766	960	2016-17	1398	1304
1964-65	814	507	1982-83	732	577	2000-01	977	935	2017-18	1893	1410
1965-66	554	446	1983-84	940	673	2001-02	1127	1002	2018-19	1422	1511
1966-67	604	408	1984-85	898	771	2002-03	694	854	2019-20	2063	1331
1967-68	759	483	1985-86	719	674				2020-21	1676	1511

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Essentials of HRM

Q1. The VP - HR manager of ‘Gyan Tutors Ltd’, an online language-teaching website, decides to launch a new job analysis system for its employees, across all branches. As a part of his team, you are in-charge of handling the implementation of this new program. Discuss the scope for job analysis in this organisation. Give some examples, in the given context.

Q2. Healthcare Hospitals is expanding its business from a 200-bed hospital to an 500-bed hospital. However, it needs to gather certain information for new job analysis. As their HR Consultant, explain in detail what information under different categories is required for job analysis. Add some examples for these different types of information.

Q3. Pradeep is a fresher in a marketing firm. This is his first job and he was asked to make a presentation on the recruitment policy. However, he was quite confused with the different types of factors affecting recruitment methods. Therefore, he went to the HR department for more clarification. Help him answer the following questions:

a. Explain to him what are the different internal factors affecting recruitment of a company. Give examples.

b. He was also quite curious about the external factors affecting recruitment plans in the organisation. Elaborate these with examples.

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Operations Management

Q1. List down briefly the various inventory management techniques prevalent in the industry. Discuss how some of these techniques would be applicable to an Educational Setup in effective management of their inventories; i.e Stationaries, Consumables, etc (assume several inventories of your choice).

Q2. What are various decision criteria for deciding a location for a business setup? Explain these decision criteria with reference to a location decision for setting up an automobile service shop (assume size of setup).

Q3. A restaurant chain is planning to open up a new mid-sized multi cuisine restaurant. Considering their expertise and knowledge in the food and beverages services, they are confident of getting into the new restaurant operation. You are required to suggest the team on the following points:

a. What strategy would the restaurant adopt for an Aggregate Operation Plan of resources given a time frame of a year?

b. Discuss the concept of Q systems & P systems of ordering.

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Strategic Management

Q1. Founded in 2011 and launched in 2013 in St Jose California USA, Zoom Video communications had made steady progress in the enterprise communications domain with a structured growth pattern, the company also received regular funding from venture funds and was listed on the New York Stock exchange in 2019. It was also the year in which Zoom hit profit territory, in December of 2019 Zoom had a total user base of 10 million; then, the pandemic struck, the user load of Zoom zoomed from 10 million to 300 million by January of 2020, as the pandemic wanes Zooms growth rate is slowing down as well, the drop in growth has seen its stock value plummeting in 2022. In a situation like this if you are the chief strategy officer of the company what plans would you make to acquire new customers. What would be your USP and how would you focus on the core business strategy to make the company more relevant for its consumers.

2. You are the marketing director of ISL the Indian Super league which is India’s premiere soccer league ISL has added 16% growth of viewership in 2020 season over 2019 season but the league compares poorly with the 400 billion viewers delivered by the IPL in 2020. What strategies would you adopt to make ISL popular amongst consumers? Create a strategic plan with a 10-year vision.

Q3. You are the CEO of super events a successful event organization working with top movie stars and organizing one of the marquee events in the annual entertainment calendar. During the pandemic, your business was completely shut down. Post pandemic the business environment is opening again.

a. As CEO of the company, what strategies would you evolve in ensuring your organization remains relevant in the post pandemic world? Evaluate and create the type of events your organization can get into to rebuild the business.

b. Create a blueprint for the diversifications your organization can adopt for expanding its business.

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Commercial Banking System & Role of RBI

1. Both liquidity and profitability are important for bank to survive, but there is a tug of war between these two concepts. How is that if one increases the other decreases, explain the tradeoff position between above two variables?

2. RBI rates the performance of banks on different parameters of acronym CAMELS. Explain the parameters on which banks are rated on scale of 1 to 5, 1 being the best performing bank and 5 being unsatisfactory/poorly performing bank, also explain the objectives of this rating.

3. Non-Performing Assets (NPAs) in the Indian Banking sector has become the subject matter of concern and debate. High NPAs not only block the capital and business turnover but adversely affects the profitability of the bank. In recent years many new laws like SARFAESI Act 2002 & 2016, Insolvency and Bankruptcy Code 2016, BASEL 1, 2 & 3 regulations and regulatory bodies like DRT 1993, NCLT 2016 have been established to monitor and control NPA.

In light of above statements:

a. Spell out the major reasons for increase in NPAs since past years

b. Explain how SARFAESI Act helps the bank in recovery

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Financial Institutions and Markets

1. “In the twenty-first century, many aspects of technology have become a blessing. One such blessing is the ‘depository’ system which is the electronic mode of holding securities.” In the light of the above statement, explain the various functions performed by depositories in the stock market.

2. “Risk management is undertaken by all players within the financial services ecosystem, including investment managers, investment banks, retail banks, and insurance companies, among others.” Explain the concept of risk management and strategies used by the financial service companies.”

3.a. Manu is a broker at an insurance firm and has a good understanding of various instruments sold in the Indian insurance Markets. She is now curious about the products sold under the non-life insurance policies and the constituents who will help a client in this process. You are therefore required to help Manu understand various non-life insurance policies.

3.b. Rama just started her handmade soaps and is now starting a new project of handmade lotions and perfumes for which, she needs a huge amount of capital. Her friends suggested she approach Venture Capitalists for her capital requirements. In the light of the above case, explain to Rama the process of Venture Capital and the stage of funding involved in Venture Capital Financing.

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Retail Banking

1. “Traditional retail banking is at inflection point (point of change) which has been possible due to emergence of new distribution channels and adoption of disruptive innovation in terms of products & services and extensive use of technology”. Comment on above statement in context of Indian retail banking with appropriate instances/examples.

2. Under Banking Regulation Act of 1949, RBI has extensive powers for licensing, supervising and controlling banks. Banking industry is highly regulated. Explain the objectives and need for regulation of banks.

3. Good & efficient Customer Service is the cornerstone for development and growth of banks. Every bank is championing this cause and finding ways and means to provide “customer delight”, which is one-step ahead of good customer service. Consumer Protection Act (COPRA) 2002 is a step in this direction of providing basic rights of consumers.

a. What is customer delight, explain with help of an example?

b. Enumerate the different provisions of COPRA and Consumer Protection Bill of 2019.

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Capital Market and Portfolio Management

1. What distinguishes marketable financial instruments from the non-marketable financial instruments. Support the comparison with an illustration.

2. “Stock markets are more efficient and less predictable”. Comment on and justify your Answer.

3. An analyst calculates the expected return of the two stocks in comparison to the particular market return, as:

Market Return	Stock Z	Stock Y
5%	3%	10%
20%	25%	20%

a. Calculate the beta of the stocks.

b. What would be the expected return of the two stocks in case there is equal chance of market return to be 5% and 20%.

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Corporate Finance

Q1. Calculate WACC with the following information. Which source of funding is most desirable and why?

PQR Ltd. is coming out with a new equity issue of Rs. 10 lacs par value Rs. 100/share. The cost of issuing external equity is around 5%. Shareholders expect a return of 16% p.a. for the risk involved in parking their funds in PQR Ltd.

PQR Ltd. also has retained earnings of Rs. 8 lacs as on date.

It has a long term debt of Rs. 5 lacs taken at 8% p.a. Tax rate is @ 30%

Preference shares capital of par value Rs. 6 lacs (Rs. 100 each), yield a return of 10% p.a. Market value of each equity share is Rs. 105 per share and that of Preference shares is Rs. 125/share.

Q2. What is a Cash Cycle? Explain. Calculate using the following information. (Assume 360 days in a year).

Opening Balances
Raw Material	1,00,000
WIP	45,000
Finishes Goods	1,35,000
Debtors	6,00,000
Creditors	8,60,000

Closing Balances
Raw Material	2,00,000
WIP	65,000
Finishes Goods	1,25,000
Debtors	5,45,000
Creditors	9,75,000

Costs Incurred during the year
Manufacturing Costs	11,60,000
Excise Duty	18,80,000
Selling and Distribution Expenses	6,20,000
Admin. Overheads	2,00,000

Total Sales	2,01,96,800
Total Purchases	1,46,00,000

40% of sales are on credit and 70% of purchases are on credit.

3. a. What is Net Working Capital? Explain each element briefly. Look at the following Balance sheet extract and identify each element of the working capital and calculate NWC.

Balance Sheet as at March 31, 2022
₹ crore
	Note		As at 31-3-2022		As at 31-3-2023
ASSETS:
Non-current assets
Property, plant and equipment	2		7908.37		8198.54
Capital work-in-progress	2		571.5		238.71
Investment property	3		589.64		408.36
Goodwill			47.29		47.29
Other Intangible assets	4		147.29		70.83
Intangible assets under development	4		11.26		48.01
Right-of-use assets	54(b)		420.59		440.07
Financial assets
Investments	5	27049.5		27180.62
Loans	6	4084.58		2853.52
Other financial assets	7	523.8		531.78
			31657.88		30565.92
Deferred tax assets (net)	44(e)		1140.3		754.27
Other non-current assets	8		3990.3		3898.29
Sub-total - Non-current assets			46484.42		4470.29
Current assets
Inventories	9		3132.51		2877.57
Financials assets
Investments	10	18478.22		22232.95
Trade receivalents	11	36347.35		33331.6
Cash and cash equivalants	12	5718.23		3524.95
Other bank balances	13	780.28		650.59
Loans	14	249.6		257.87
Other financial assets	15	2182.44		2513.99
			63756.12		62511.95
Other current assets	16		55129.23		49855.81
Sub-total - Current assets			122017.86		115245.33
TOTAL ASSETS			168502.28		159915.62
EQUITY AND LIABILITIES:
Equity
Equity share capital	17	281.01		280.91
Other equity	18	66833.04		61456.91
Total equity			67114.05		61737.82
Liabilities
Non-current liabilities
Financial liabilities
Borrowings	19	12968.41		16646.73
Lease liability		53.98		76.24
Other financial liabilities	20	145.25		94.25
			13167.64		16817.22
Provisions	21		645.27		655.9
Other non-current liabilities	22		7.84		-
Sub-total - Non-current liabilities			13820.75		17473.12
Current liabilities
Financial liabilities
Borrowings	23	2097.39		6827.9
Current maturities of long-term borrowings	24	5232.49		999.56
Lease liability		124.44		114.03
Trade payables:	25
Due to micro enterprises and small enterprises		473.67		448.3
Due to others		44911.67		40321.48
Other financial liabilities	26	3317.63		2451.53
			56157.29		51162.8
Other current liabilities	27		28888.84		27474.76
Provisions	28		1861.48		1650.38
Current tax liabilities (net)			659.87		416.74
Sub-total- Current liabilities			87567.48		80704.68
TOTAL LIABILITIES			101388.23		98177.8

3. b. With the following data, calculate DSO and Debtor Turnover Ratio. Explain the importance of each and make inferences.

Rs. In Crores

	FY 2021-22	FY 2020-21
Sales	1,01,000	87,255
Receivables	36,347	33,331
60% of the sales are on credit basis

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Cost & Management Accounting

1. X Ltd. made sales of ₹1,00,000 during a certain period. The net profit for the same period was ₹10,000 and the fixed overheads were ₹15,000.

Find out:

a) Profit volume (P/V) ratio;

b) Break-even point (B/E) sales;

c) Volume of sales to earn a profit of ₹15,000;

d) Net profit from the sales of ₹1,50,000.

2. Describe the various steps involved in adopting standard costing system in an organization.

3. a. Explain integrated accounting system and state its advantages.

3. b. M/s ABC Private Limited allotted a standard time of 40 hours for a job and the rate per hour is ₹75. The actual time taken by a worker is 30 hours. You are required to calculate the total earnings under either of the following plans: (i) Halsey Premium Plan (Rate 50%) (ii) Rowan Plan.

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Marketing of Financial Services

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

2. Your client wants to invest in Mutual Funds that rebalance the portfolio between equity and debt. Explain how it could be beneficial for your client to invest in such funds.

3. You are a Financial Planner. Your client Arpit (age 35 years) works with an IT company earning Rs. 18 lakhs per annum. His wife Ritu (age 32 years) is a homemaker. They have one daughter Prema (age 4 years). The couple requires your help to make few financial decisions. (You can make any assumptions to further build up your case.)

a. Arpit 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.

b. Arpit has expressed his desire to retire by the age of 55. Design a retirement plan for him.

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Strategic Cost Management

1. A Factory produces 3 types of moulds. While producing, for switching over from one mould to another, there is a shift-over process involved. Costs incurred are as follows: Shift-over costs Rs. 50,000

Factory Overheads Rs. 1,00,000/- Packing costs Rs. 20,000/-

Engineering Costs Rs. 30,000/- Supervisor Costs Rs. 10,000/-

Quantity produced A- 1000, B – 2000, C- 4000

Allocate the costs to the 3 moulds (A, B and C) using Traditional Costing method and

Activity Based Costing. Make assumptions as may be needed for cost drivers.

Compare the results and discuss.

2. What is Life Cycle Costing? Explain in brief. What are its Stages? Briefly explain each stage. What are the 4 stages of a Product Life Cycle?

For each of the following, mention the nature of cost incurred (Low, Medium, High) over each phase.

Research and Development

Sales Discounts

Maintenance and After Sales service

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Business Economics

1. Aakansha is handling an important project for her organization. She got tied up with the work, hence skipped her lunch. One of her friend offered Aakansha’s favorite pizza. She felt very thankful and happy with the kind gesture of her colleague. The first few bite of the pizza gave her a lot of satisfaction than the rest pieces. Comment on this behavior and elaborate on which economic theory it focusses on. Also, discuss the various assumptions of the given theory.

2. Enumerate the difference between Economies of scale and economies of scope. Explain how organizations achieve economies of scope. Provide real world examples of the organizations who have successfully adopted economies of scope.

3. a. Suppose the monthly income of an individual increases from Rs 20,000 to Rs 35,000 which increases his demand for clothes from 40 units to 50 units. Calculate the income elasticity of demand and interpret the result.

3. b. Quantity demanded for tea has increased from 300 to 450 units with an increase in the price of the coffee powder from Rs 25 to Rs 30. Calculate the cross elasticity of demand between tea and coffee and explain the relationship between the goods.

Financial Accounting & Analysis

1. During 2019, a company purchased land for Rs 50 lakhs. In the month of April 2019, the company purchased a machinery for Rs 35 Lakhs. The company plans to write off the full value of the asset over a period of 10 years on an equal basis. In the year 2021, the company sell off the land at 70 Lakhs and to dispose of the machinery at 30 Lakhs. Also, the company acquired certain investments for Rs 50 Lakhs from the sales proceed, pay off certain current liabilities for Rs 5Lakhs, interest on long term loan Rs 7Lakhs. Discuss the type and amount of cash flows in the year 2021, as per the Accounting Standard 3 and profit or loss on sale of the machinery, if any.

Note: All the workings should be part of answer.

2. Mr. Somil is working as an accounts executive for Tarak Shah & Company. He has to record certain accounting transactions as on 30th March2021, so that he can move ahead to close the books of accounts as on 31st March.

He is confused between realization concept of accounting and the matching concept of accounting.

As an accounts manager, kindly help him in understanding these two, by-

– Defining the Meaning and purpose of both the concepts

– Suitable example/ situation for each concept highlighting the difference between these concepts

3. You entered into the following transactions

1. Introduced Rs700000 in the business by taking loan from bank of Baroda

2. Purchased machineries for Rs50000 and payment done by cheque

a. In order to record the accounting transaction in the books of accounts briefly define the steps to record, classify and summaries business transactions, that is accounting cycle.

b. Define the concept of accounting equation and record the above transactions following the accounting equation rule.

Information Systems for Managers

1. You are the owner of a 5 star Hospitality brand in India having 100 hotels spread across the country. Your customer base is exploding on a Year on Year basis. Suggest an innovative software package solution to help manage this customer base including Customer Satisfaction & Customer Retention strategies. Also, detail out the features & benefits of this software package solution.

2. You are the owner of a start up company in Bengaluru & have a total of 5 employees. Your budget is quite limited in nature & hence you would not like to invest a lot in IT hardware Infrastructure that includes servers. Suggest an alternative solution to substitute IT hardware solution where your expenses can be minimized. Enlist 5 features & 5 benefits of this solution.

3. The city of Dahod is in Gujarat and has been proposed to become a ‘Smart city’. You have been invited as an external IT consultant by Government of India with a mandate to convert Dahod into a “Smart City”.

a. Which “Smart” city in the world will you choose as a benchmark to emulate some of the best practices of that city into Dahod? Provide atleast 3 reasons with brief descriptions behind your choice of choosing that particular city as a benchmark?

b. Suggest & describe atleast 2 innovative technology enabled services that you will introduce into Dahod so that it can be called as a “Smart city”?

Management Theory and Practice

1. Here are two situations for you, please read them carefully and enumerate the type of managerial decision making is considered in each of the situations and elaborate on the importance of managerial decision-making.

Situation 1. Rosette diamonds is a large company with 5 big units of production. Shamim is the manager of in one of the production units and is responsible for creating weekly work schedule for employees in various production units. The unit is a mixture of full time, part time and contract employees. What type of decision making is this? Elaborate.

Situation 2. During the pandemic situation, Rosette diamonds needed to close down two of their units temporarily. Now, there is a dilemma in front of the directors. While they know that the company will bounce back and hence, they do not want to let go their employees, but currently they do not have enough projects for all of them. What type of decision making will they need to indulge in? Elaborate.

2. Jimmy and Charmi are Marketing managers with Bhavi Automobiles. They joined the company approximately at the same time. Jimmy is looking after luxury cars section and Charmi is looking after SUV section. Jimmy ends up getting a higher incentive than Charmi due to the kind of product and sales he has to engage in. Charmi feels let down sometimes due to this difference. However, on one occasion when Jimmy and Charmi meet at lunch hours, Jimmy shares with Charmi that he is not happy with the job and has resigned and will be joining the competition company since they offer better incentives for the luxury car section. How will you connect the equity theory of motivation in this case? Please elaborate your answer.

3. Japan Lights was a unit of Brizz Electricals. Japan Lights employs 120 workers for their assembly lines. The workers had been doing their job with manual assembling machines which was to be replaced by Automatic assembly lines. Please answer the following questions.

a. The decision of replacement was not taken positively by all the workers. Almost 80% workers approached the management with a threat of a strike against bringing in the automation. Discuss two types of resistance to change usually observed in such situations.

b. What techniques of handling resistance could be employed for this problem? Suggest any three.

Marketing Management

1. Car zero is a car rental service it wants to target consumers who wish to buy a vehicle and suggest renting as an alternative. The company sees an opportunity in this consumer segment. The company has approached you, a marketing consultant for advice on devising a marketing plan. What would you advise? Create a marketing plan using the 4P’s model.

2. You are the marketing director of Hockey India Hockey has been a national sport but despite being a reasonably popular sport fan engagement in the sport is much less. How would you generate consumer interest in Hockey and the Hockey India league? Create a marketing plan for using the marketing mix principles.

3. You are the marketing director for AMZ movies. Your company owns two theatres in your city. In a post pandemic scenario how do you attract viewers back to the theater?

a. Plan a communication plan using the communication mix.

b. Which tool do you think would be more appropriate for retail audience?

Organisational Behaviour

1. Consequences of behaviour lead to Behaviour Modification. This is stated in Operant or Instrumental Conditioning given by B. F. Skinner. Could you explain this theory using two practical examples from your organization?

2. Leadership has direct impact on the organizational success. After studying various classification of leadership identify any two styles you would like to incorporate at your workplace based on Characteristics of Leader: Characteristics of Subordinates: and Characteristic of Organizational environment.

3. Burger King (Nebraska: United States) had all of its employees quit. Reasons cited were understaffing, Air conditioner not working leading overheating of the kitchen etc. The Management of BK did not pay heed to their request despite repeated requests. These lead employees to take extreme steps.

a. As a part of Top management how would change the perspective of the employees in this situation?

b. Do think employees of Burger King could have dealt with this situation better?

Business Communication

1. You are the team leader at TCS. You have been given the job of enhancing the Presentation skills of your team members. Suggest them ways in which they can appear more confident. Also suggest steps for giving effective online presentations.

2. A software company buys a lot of 10 laptops from ACER. But they find that the model does not solve their programming needs. You receive a letter from the company to refund the payment for a lot of 10 Laptops they had bought 8 days ago. As the Sales in charge of ACER, you decide to refuse the refund. What points will you keep in mind when drafting the refusal letter? Which type of buffer can you use to convey the news.

3. You are completing your MBA in March 2022. While scanning through LinkedIn, you find a job opportunity:

Job Description: This is a remote position.

Responsibilities: Managing the Credit Appraisal teams and coordinating regarding day to day activities and task work.

Experience: 1–2 years relevant experience

Location: Navi Mumbai, India (Remote for the foreseeable future)

Requirement- Good interpersonal and analytical skills.

MBAs with Finance and Accounting are preferred.

a. What are the 3 types of a resume? Explain each type briefly.

b. Draft a suitable application letter responding to the job description shared above.

Business Law

1. Arun is protesting the enforcement of a contract executed for sale of his flat. He claims that this is a voidable contract. Please explain under which instances can Arun protest the agreement as voidable agreement.

2. Please give two (2) real life instances where individuals or entities are prosecuted for violation of the Information Technology Act, 2000.

3. Namesh wants to obtain the details of regulatory approvals and other formulation details of a cosmetic product manufactured by a FMCG company in India. These approvals and details were filed with the Indian government by the FMCG company, at the time of launch of the cosmetic product. The details provided to Indian government gave the FMCG company a competitive position in the market. Please advise Namesh on the requisition of the information from the government:

a. Under which law can Namesh obtain the details and information of the regulatory approval and of formulation of the said cosmetic product?

b. Can Namesh’s request be declined? If yes, please give reasons?

Decision Science

1. Avantika Mattoo working as an analyst in reputed pharmaceutical company wants to invest her money in stocks. Her friends having expertise in stock market investments, suggested her to invest money into ‘Reliance’ and ‘Maruti’ shares. Avantika’s economist friend Niharika Dhar said there could be four different scenarios pertaining to the return on Avantika’s investments. The figures of return on investment as per four different scenarios presented in the table below.

Payoff (profit within one month on one unit of share in INR)	Scenario 1	Scenario 2	Scenario 3	Scenario 4
Reliance Industry ltd.	55	43	29	15
Maruti	26	38	43	51

1) Set up the opportunity loss table.

2) Draw the decision tree (Note: You may use any software for making tree diagram, but snapshot of handwritten tree will be unacceptable)

3) According to Niharika’s latest research, she has assigned the following probabilities to the four scenarios (states of nature), determine the EMV decision; P(s1) = 0.4 P(s2) = 0.1 P(s3) = 0.3 P(s4) = 0.2.

(Note: Do mention the decision based on the analysis clearly in few sentences.)

2. From the following data, check the correlation of ‘Migrants person’ (Migration form Urban areas of J & K to another urban areas of J &K) with the below given variables. Write your conclusion with respect to the correlation coefficient and Scatter Diagram.

Draw the scatter plot (you may use EXCEL, SPSS, Python, R etc.)

Perform the correlation for the following pairs of variables

Migrant person numbers V/s ‘Number of Factory/Workshop/Work shed etc.’

Migrant person number V/s ‘Number of commercial establishments’

Migrant person number V/s ‘Number of towns’

Migrant person number V/s ‘Population per sq. km.’

(Note: no need to calculate correlation coefficient manually, use EXCEL formula, or any other software)

(Note regarding the data access: You can copy the data from this pdf document and paste it into your EXCEL workbook; you may have to work on alignment if it is distorted in Excel.)

Data for the analysis

Districts	Migrant person numbers	Number of Factory/ Workshop/ Workshed etc.	Number of commercial establishments	Number of towns	Population per sq. km.
Kupwara	2667	188	6571	10	2212
Badgam	5370	273	5552	9	1996
Leh(Ladakh)	2621	176	3898	3	1902
Kargil	650	61	1711	1	7635
Punch	2038	67	3605	3	1604
Rajouri	4011	236	4656	4	2390
Kathua	11306	504	6952	6	2079
Baramula	19382	663	12171	7	2871
Bandipore	4866	156	3258	3	1317
Srinagar	94844	3575	47986	5	4141
Ganderbal	3041	231	2418	3	1852
Pulwama	7939	257	4885	5	2087
Shupiyan	1700	30	1673	1	3007
Anantnag	13545	919	14079	12	2880
Kulgam	2621	243	3902	7	1619
Doda	2297	76	3016	2	1655
Ramban	1171	41	1768	3	783
Kishtwar	569	45	1765	1	23595
Udhampur	10873	549	6795	6	2475
Reasi	2085	28	3677	5	692
Jammu	139422	2410	46539	20	3034
Samba	5349	685	5162	6	1383

Source: Census of India.

3. a. The number of customers who enter a ‘German’ supermarket-Gandhinagar each hour is ‘normally’ distributed with a mean of 600 and a standard deviation of 200. The supermarket is open 16 hours per day. What is the probability that the total number of customers who enter the supermarket in one day is greater than 10,000?

(Note: Show the stepwise calculation and write the interpretation based on the final answer)

3. b. Shree Ganga Taploo University bookstore claims that 50% of its customers are satisfied with the service and prices.

If this claim is true, what is the probability that in a random sample of 600 customers less than 45% are satisfied with services and price?

(Note: Show the stepwise calculation and write the interpretation based on the final answer)

Essentials of HRM

1. Explain how managers can improve the effectiveness of external recruitment?

2. Describe some of the actions that a firm might take to implement a human resource plan when it has a strategy of growth, stability, and reduction respectively

3. Jayram’s Dilemma

Jayram, GM (Sales) is finding it difficult to decide whom to choose for the position of sales executive in the Agro Business Division (ABD) of the steel company out of the following three candidates. Jayram recently interviewed Varsha who happens to be a close relative of Jayram. She has worked 4 years in the Cosmetics Sales Division of a retail outlet. Only concern from Jayram’s side is that Varsha is extremely ambitious and she can come out as too sophisticated and arrogant for the dealers of ABD.

Ritika is working in the AB division as a non-managerial staff since last 7 years. She is now 26 years old. She entered into the company when she was just 19 years through a policy of extending employment to employees’ wards. She pursued her study along with her job and completed both her graduation and MBA. Last year she got double increment as an acknowledgement towards her good work for the division. Jayram’s concern about Ritika is that she might be too shy for the job which requires aggressive selling attitude. Jayram recently met with Abhishek in the marriage party of his colleague. Jayram’s concern about Abhishek is that he does not have any work experience currently.

a. Jayram can hire only one person for ABD. Whom should he hire and why?

b. How will he manage the issue of internal candidate Ritika, will she be promoted and if not promoted how Jayram should communicate it to her?

Operations Management

1. What are various decision criteria for deciding a location for a business setup? Explain these decision criteria with reference to a location decision for setting up a textile manufacturing plant.

2. Define and explain the term ‘Operations Management’. Explain the role of an operations Managers in their interface with other functions in an organisation. Give relevant examples from a Retail Store Operation.

3. Many business organizations have operations in which inventory management is a daily and constant process. Managing a production setup (say an automobile manufacturing or service shop) is one such business, wherein the procurement and managing various inventory is a very strategic process. Explain the following concepts (with atleast one example) in the Operations of the business, and conclude how relevant is it in the business?

a. Economic Ordered Quantity (EOQ)

b. Define Quality and list and discuss in brief the various dimensions of quality in operations.

Strategic Management

1. A business enterprise takes major critical decisions like expansion, curtail down production lines or continue the operations, diversify the activities or look into the current industry only, mergers, acquisition or strategic alliances. Orientation towards growth is among one of the influential factor deciding the long term performance of a corporation. Discuss with reference to corporation’s directional strategy, the three other grand strategies which needs to be designed and implemented for the overall success of corporation’s directional strategy. Conclude, by reflecting on the importance of directional strategy.

2. A business model is an outline of how a company plans to make money with its product and customer base in a specific market. At its core, a business model explains four things:

– What product or service a company will sell?

– How it intends to market that product or service.

– What kind of expenses it will face?

– How it expects to turn a profit.

Business models are constantly changing — there is no one-size-fits-all model that can be applied to every business. (source: https://bit.ly/3remL7l)

Discuss the term business model and mention with the key features of possible business models that are observed in companies like IBM, HP,Amazon.com, KIA Motors, Walt Disney, LinkedIn. (Student can specify any four possible business models,)

3. Businesses has social responsibilities they should try to help ameliorate societal ills—by providing employment to the long-term unemployed, for instance, or fighting discrimination or avoiding pollution—in addition to generating profits for their shareholders.

Maximization of profits is like maximizing food, contended by Byron.

However, Friedman’s propounded all together differently about the responsibilities of strategic decision makers. “Businessmen who talk this way are unwitting puppets of the intellectual forces that have been undermining the basis of a free society these past decades”. (Source-https://bit.ly/3Hha0OU)
In the light of the above two statements, discuss according to you what are the responsibilities of business strategic decision maker

a. Responsibilities of business according to Carroll.

b. Friedman’s traditional view.

Conclude highlighting of the two above mentioned, which one is prevalent now in the current scenario.

Consumer Behaviour

1. What is Consumer Perception. Please explain with examples what the four concepts associated with Perception i.e., Selective Exposure, Selective Attention, Perceptual Defense and Perceptual Blocking.

2. Define Consumer Attitude. Using Tata Nano as an example please explain in detail the different characteristics of Attitude that would apply to Tata Nano as a car. Also using the same Tata Nano Car as an example explain how does the Tri Component Attitude Model explain Attitude of a consumer towards a product?

3. Answer the following

a. Frederick Herzberg developed a two-factor theory that distinguishes dissatisfiers and satisfiers. Using the Herzberg Theory list down what could be dissatisfiers and satisfiers for Netflix as an OTT Platform.

b. How can you persuade a customer to buy a product using the rational and emotional appeal in communications? Taking an example of Cadbury Chocolate write 2 points for rationally appealing and 2 points for emotionally appealing to the customer to buy a Cadbury Chocolate.

Corporate Finance

1. Alfamedics Ltd received Rs 10 crores as equity through a new issue of equity shares. The company is going to use the proceeds from equity shares and its retained earnings worth 5 crores for the expansion purpose of one of the project.

The equity shareholders expects a desired return of 14%. The cost of bringing the equity issue is 2%.

Define these terms and discuss how the cost of external equity and cost of retained earnings differs from cost of debt. Compute these costs and provide suitable reasons for the answers.

2. Financial risk is about using more fixed cost financing in the business. Financial leverage does have a significant impact on the shareholder’s profits. Justify the statement with a real life example from the business environment reflecting on how the increase amount of fixed cost financing increases the risk of financial distress and impacts the earnings available to shareholders.

3. A Project costs Rs 80,000 and is expected to generate cash inflows as:

Year	Cash inflows (Rs)
1	20,000
2	24,000
3	30,000
4	36,000
5	40,000
6	44,000

a. Discuss the steps for calculating the NPV and

b. Calculate the Net Present Value of the project if the cost of capital is 15%.

Organisational Theory, Structure and Design

1. ‘Plum Beauty’ is a cosmetics company that needs help in deciding which type of organisation structure is best suited for it. As their HR consultant, what features of organisation structure do you need to keep in mind?

2. Azhar, the Group HR Head of Sports Unlimited, needs to introduce and monitor the ideal Span of Management in the organisation. In this context, explain the concept of Span of Management. Also, explain the different types of superior subordinate relationships that exist in the organisation. Conclude by stating which one is the best and why?

3. ‘Laundry Express’ is a popular laundry chain in Gujarat. The Owner, Jignesh Patel wants to open the company’s subsidiaries pan India. Therefore, he has hired you as his business consultant for advice. Keeping the above scenario in mind,

a. Which aspects of the external environment needs to be kept in mind before opening its subsidiaries. Give examples.

b. In view of this company, explain Porter’s five forces model.

Organisation Culture

1. What are organisational values? Please outline the relationship between organisational values and culture. Please substantiate your answer with a contextual example.

2. What is employee engagement? What is the relationship between employee engagement and organisational culture? Please provide context through a suitable example.

3. Over the past few years, the profitability of Mobius Ltd has been significantly declining against the expected projections mainly due to aggressive competition and economic hardships that characterize the market. In addition, results from a recently conducted cultural/employee attitude survey indicated that Mobius Ltd employees lack cohesion, motivation, commitment. The organisation’s engagement quotient scores were below the sector benchmark of competitor organisations. During the last organisational engagement survey track action planning, staff found it challenging to engage in a meaningful manner with the action planning process. The company has a rank & file structure in place and is hierarchical in its approach.

More importantly as indicated in the engagement survey, employees at Mobius Ltd seems to have significantly low levels of job satisfaction, teamwork, trust (among themselves and the management), and expectations for future advancements (promotions and rewards).

On the same note, there was a 30% increase in pilfering of company resources as evidenced from the analysis of company data, an all-time high absenteeism rate to add to the woes of the company. The 18% increase in last year’s staff turnover is also an issue that needs to be addressed. Considering these issues, the CEO of Mobius Ltd strongly suggested that there is need for change if the company is to survive the current unforgiving market and economic trends.

This he attributed to the fact that the current culture adopted by the company was the root cause of the poor performance exhibited by the company. As such, an external party report has been necessitated by the need to identify, analyse, and solve the cultural and behavioural issues that affect Mobius Ltd.

Questions:

a. What would you define as some key cultural attributes of Mobius Ltd?

b. The HR Head has been tasked, to provide a detailed culture journey plan for the organisation with outcome milestones and indicative timelines. How would you approach this task and what would you do?

Manpower Planning, Recruitment and Selection

1. “E-recruitment is one of the modern channels of recruitment”. Do you agree with this statement? Why or why not?

2. Career Anchors play vital role while deciding the career choices. Give your inputs and explain in detail.

3. Human Resource is a valuable asset of the organization. The success or failure of the organization depends upon the efforts put in by the human resource.

a. Why do you think Performance Appraisal is important?

b. How will you encourage good performance of employees in your organization?

Supply Chain Management

1. Electric Two-wheeler segment is growing quite quick. Charging station infrastructure is cited as a difficulty by many fossil fuel based auto experts but that is not slowing EV market boom. Time taken to charge vehicles and mileage remains customer concern mor than charging infrastructure. Wider range of vehicle models, technology development, availability, serviceability etc. are main focus area for customers. How can Electric Vehicle companies leverage various supply chain drivers to handle customer focus areas some of which area indicated above?

2. “Cutting Chai” is fancy snack and tea outlet in theme style. Their target customers are young crowd and students who spend time as group over snack. Their outlets are slightly out of town to keep costs low, but it leads to very high level of sub-optimization of resources and processes. It’s a low margin and quick changing business. They also aim to start 10 franchises over the year across different towns. They also want to reach lean and agile value chain over next 2 years to keep costs low and margin better. Prepare a road map to enable them transition levels of supply chain improvement to be lean and agile value chain?

3. “Chillout” is a vacation and sports tourism event organizer. They get groups from corporate and universities for organizing guided international tours. Sports tourism is a sector they want to focus more on. They want to forecast sports tourism customers for next 5 years to plan business model.

a. Describe steps in demand forecasting in this case situation?

b. Describe methods of demand forecasting?

Total Quality Management

1. Customer supplier relationship plays a vital role in developing superior quality output to the end user. If you were the purchase head of your organization, how will you enhance the supplier bond and strengthen the relationship?

2. 7 QC (Quality Control) tools are very effective for any type of factory to solve almost every type of problem in a factory operation. These are the tools of troubleshooting quality issues, based on the numeric value. Discuss with example the tool which could be used to find root cause of a problem.

3. The cold storage warehouse temperature must be kept between 18 degrees Celsius and 26 degrees Celsius. The process of maintaining this temperature has a standard deviation of 2 degrees Celsius. The mean temperature is 21 degrees Celsius,

a. What will be the process capability index (Cpk)?

b. Discuss the objectives of process capability.

Customer Relationship Management

1. You already have Seibel CRM installed in your company and that is providing support to your call center and sales force. However, Seibel has been for quite some time now and the management is worried on the ROI. You also have noted that the call center has not been doing well in their job. What are the KPIs that you intend to measure for the call center.

2. Your company manufactures water coolers. You have products both for industrial markets, as well as domestic markets. However, this industry also has too many players and you are virtually competing with over 100 companies in the water cooler business. This month you are coming with a path breaking product, which you believe will change the domestic water industry. You want to considerably focus on this segment for the next 5 years. How will you manage relationship with your existing customers and persuade them to buy the new product?

3. Ravi has completed his CRM course at NMIMS. The company where he has been working, has asked him to be the contact point for the CRM project implementation that is happening withing his orga Ravi has two tasks cut out for him: First is defining the success criteria for the CRM project implementation and the second is to understand whether CRM fits into the schema of things in his organisation and his evaluation of organisation, infrastructure and capabilities.

a. How can he measure the success criteria for CRM project implementation?

b. How can he evaluate to map the CRM project requirements to his organisation, infrastructure available and the capabilities of his organisation?

Decision Analysis & Modeling

A company produces 3 products P, Q and R. It uses 3 resources R1, R2 and R3. The profit per unit for P,Q, R is Rs.30, Rs.40 and Rs.20 respectively. Capacity of resources R1, R2 and R3 is 10,000, 8,000 and 1,000 unit respectively. Following simplex solution is

obtained. Based on this solution, answer the questions given below with justification.

Cj 30 40 20 0 0 0

C X b X1 X2 X3 S1 S2 S3

30 X1 250 1 0 -13/8 5/8 -3/4 0

40 X2 625 0 1 31/16 -7/16 5/8 0

0 S3 125 0 0 11/16 -3/16 1/8 1

Zj 30 40 115/4 5/4 5/2 0

∆ = Cj – Zj 0 0 -35/4 -5/4 -5/2 0

X1, X2, X3 represent products P, Q, R, S1, S2, S3 represent slack variables of resources

R1, R2, R3.

Is this optimal solution? Is there alternate optimal solution? Is the solution feasible? Is the solution degenerate? What is the optimal product mix and optimal profit?

2. M/s Motwani limited have taken up a special project consisting of 10 activities whose three-point time estimates are listed in the table below. Activities are marked with their node numbers.

Activity Time Estimates in weeks

Optimistic Most Likely Pessimistic

1-2 1 2 3

1-3 1 2 3

1-4 1 2 3

2-5 4 9 20

3-5 2 5 14

3-7 3 6 15

5-7 1 2 9

4-6 2 4 6

6-7 3 3 3

7-8 4 4 4

Find Expected time, variance and standard deviation of each activity

What is the probability that the project will not be completed in 20 weeks?

If the project includes a penalty clause of Rs.1,000 per week for any delay beyond 19 weeks then what is the probability of paying a penalty of more than Rs. 5000?

3. a. In a simplex solution what is meant by scarce and abundant resources?

3. b. With the help of example, explain the shadow price of a resource?

Enterprise Resource Planning

1. Case Study:

Cross-Application Business Processes:

The fact that SAP’s transactions can be combined helps create broad and capable platforms for conducting business. In this way, SAP allows companies to obtain greater visibility into their sales, supply chain, and manufacturing trends, or to allow new methods of entering or tracking such trends (to maximize revenue and profit) by extending business processes in several different directions. A good example again is order-to-cash, which is essentially a “back office” accounting process. By combining multiple SAP applications, a company can create a more capable extended version of this business process, something called a cross- application process, mega process, or extended business process.

Our simple order-to-cash process can become much more powerful in this way. For example, we might initiate our process through SAP’s Enterprise Portal, which allows a broad base of a company’s users or even its partners and suppliers to access the company’s SAP system using a simple browser. Once in the system, the user might “punch through” to SAP ERP to actually place an order. Through the business logic enabled at the business process level, control might be passed to the SAP CRM application to determine a particular customer’s buying preferences or history. CRM’s business logic might then direct or influence the business process in a particular way, perhaps to help the salesperson increase the customer’s order size or affect the order’s gross margin. Next, SAP’s Supply Chain Management (SCM) system might be accessed to revise a supply chain planning process for a set of potential orders, looking to optimize profitability as the system seeks to balance the needs of many different customers with the organization’s access to materials, people, and other resources. SAP NetWeaver Business Warehouse might next be queried to pull historical data related to the customer’s credit history, financial terms, and sales patterns within a particular geography or during a particular season. After these details are analyzed, the extended business process might turn control over to SAP’s Crystal Solutions to create company-internal reports. Simultaneously, SAP ERP or SAP NetWeaver Portal might be used to drive and track the pick-list process, order fulfillment and shipping process, and finally the accounts receivables processes to conclude the overall business process.

Identify & Explain the SAP application modules as per the case scenario.

2. Describe how various business processes are related to SAP to connect the dots.

3. Case Study: Green Rabbit

Once upon a time, two friends launched a candy wholesale business. Then, they ran into a problem: shipping melt-prone chocolate bars during summer months. After the pals designed a heat-sensitive supply chain, other food companies turned to them for help. The duo rebranded as Green Rabbit, a supply chain logistics provider specializing in fast delivery of perishable goods.

That shift in strategy tested the company’s current processes, which relied on QuickBooks, Excel and email. Green Rabbit’s multiple databases couldn’t communicate with one another, making real-time data analysis impossible. The warehouse was often waiting on help from the IT team, too.

Green Rabbit chose NetSuite ERP, and the NetSuite professional services team got the company up and running on the system in three months.

Green Rabbit now:

· Helps customers ship candy, snacks and more across the country in 24 hours from one of three different warehouses, without inventory errors.

· Delivers tens of thousands of orders per day, without delays.

· Gets guaranteed error-free data from its ERP system, instead of risking errors from manually entered data.

· Could triple its order volume, if desired, without impact to its systems.

a. Explain the various issues in this case and how they tackled the situation. Explain elaborately.

b. Explain the concept of ERP – inventory management in this case context and explain the List the features of the ERP inventory management module to support the success of Green Ra.

Logistics Management

1. Effective Logistics Management is crucial for a successful Supply Chain in a Business Environment.

2. For improving the effectiveness of Logistics System, measuring Customer Service of an Organization is of prime importance.

3. a. Design a Distribution Channel of an Industry of your choice.

3. b. The distribution channel designed by you above, describe in brief what will be the requirement of the Channel Members mentioned.

Retail Banking

1. Business Continuity Management (BCM) is one of the important parameter for sustainable growth and development of bank. Explain the different components of BCM and rationale for BCM.

2. How do you envisage growth of retail banking in India, especially in context of growing economy and millennial young population? Capture the emerging trends & issues in retail banking.

3. Traditional retail banking is at inflection point (turning point) which has been possible due to growth of many distribution channels and adoption of innovations.

a. Explain at least five major market dynamics, which has accelerated growth of retail banks.

b. Discuss major recommendations of BASEL II, which has consolidated growth of retail banking.

Business Ethics, Governance & Risk

NOTE: This assignment is application based, you have to apply what you have learnt in this subject into real life scenario. You will find most of the information through internet search and the remaining from your common sense. None of the answers appear directly in the textbook chapters but are based on the content in the chapters, directly or indirectly.

1. Choose ONE environmental policy/ practice/ episode/ accident from any ONE listed company (from their website, their annual report or sustainability report or from newspaper, business magazine or credible websites) and discuss in detail the ethical issue/ issues involved and your analysis and explanation on how and why the company is being ethical or not. List atleast three stakeholders who will be negatively / positively impacted by the selected environmental policy/ practice/ episode/ accident (For example: Dr. Reddy’s Lab reducing & recycling water is ethically a positive environmental practice. MMRDA & Mumbai Metro cutting down 1200 trees in Aarey Colony is environmentally unethical practice).

2. Read / research the Jet Airways case and identify and list any FIVE ethical and corporate governance issues involved, which led to its collapse, along with your analysis of each of those points. (You have to research Jet Airways case online through Google search and multiple magazine articles online and identify 5 issues only. Can be ethical and/or corporate governance issues that led to its downfall and explain each of them.)

3. You have studied Business Ethics, Governance & Risk as a structured subject for the first time.

a. How has it influenced your perception and understanding of the process of doing business?

b. List 3 ways in which it is helping you in your day-to-day business decision-making process/ performance delivery, in your current functional role and designation, irrespective of the company & industry you belong to.

Strategic HRM

1. Zeel Authority of India wishes to terminate a employees due to the surplus of labor. To do so they can use various retrenchment strategies. Mention those strategies with examples.

2. Pooja works as HR Head at Mind-over-Mantra. Describe briefly the steps involved in Strategic Human Resource Planning Process.

3. Career Anchor is something that develops over time and evolves into a self-concept, shaping an individual's personal identity or self-image and includes Talents, skills and abilities - the things that we believe we are good at, and not so good at. Edgar Schein suggested that each and every individual possessed specific and unique ‘anchors’ - one’s perception of one’s own values, talents, abilities and motives, which form the basis of individual roles and development.

a. Could you identify and mention and explain any 5 career anchors.

b. As a student of management, describe any 4 career stages during one’s professional life.

Advanced Supply Chain Management

1. In the present dynamic business scenario, Maxx Private Ltd, manufacturer of consumer products, wants to have a competitive edge over its competitors. To achieve this, what would be your suggestions for Maxx in adopting different processes and technologies for aligning the capabilities of their supply chains with their business strategies?

2. Supply chain performance management is a unified approach to improve the effectiveness and efficiency of all supply chain process. Discuss how organizations can improve their business performance by implementing optimization, integration and restructuring of supply chain.

3. Maxx Private limited wants to launch a new product for which it has no historical data. Maxx wants to conduct a systematic forecasting which will enable it to evaluate the trend for the demand for its products. Discuss the following:

a. The appropriate forecasting techniques that Maxx could select

b. Role of demand forecasting in supply chain management

Research Methodology

1. The Indian Army wants to ascertain why young students do not select the armed forces as a career option in their graduation.

a. How would you formulate a research problem to resolve the objective?

b) How would be the variables under study?

c) How would you generate descriptive and relational hypothesis for your study?

2. You are the HRD manager with ABB (India). ABB has recently taken over a major unit in Kolkata You are sent on a posting there and are given the task of introducing a new operation scheme which your parent organization feels will improve efficiency. But you perceive during your stay that there is an underlying dissatisfaction amongst the employees and it is essential to gauge their view and opinion about the takeover and their expectations before introducing the scheme. What is the recommended research design? Justify your selection. What would be the variables, hypotheses and the population under study?

3. a. Suppose Jet Airways wants to ascertain the image it has in the minds of its patrons. Construct a seven-item and semantic differential scale to measure the perceived image of the airlines. Make sure that the seven under each format correspond to the same seven dimensions.

3. b. Find a technical and business report from your library or on the internet and examine the contents of the reports against what has been discussed in the chapter. What deviations did you find from the stated structure? What you think could have been the reason for this?

World Class Operations

1. Poka Yoke is a tool to achieve world class standards in operations. Critically explain the importance of Poka Yoke in reference to any service industry.

2. You are the Operations Manager of a manufacturing unit. You have been entrusted with the implementation of Total Productive Maintenance in the unit. Briefly explain the steps that you would follow to implement.

3. a. Assume yourself as an independent consultant involved in the turnaround of old manufacturing units. Explain how BPR would help you to turnaround the old manufacturing unit.

3. b. With reference to the scenario in question 3a) you have been further asked to develop a plan for the implementation of QFD. Explain how would you proceed with implementation of QFD?

International Logistics & Supply Chain Management

1. A foreign paint manufacturer is planning entry in the Indian market by starting manufacturing of specialized industrial paints. It has identified potential industrial customers and has firmed up supply contracts with key customers for the next 12 months. Give this background, explain the choice of supply chain strategy for the paint manufacturer.

2. An Indian cloud kitchen startup having successfully established operations in 18 Indian cities has finalized Singapore as the first market for its international expansion. The key to the startup’s success in India has been its wide range of delectable cuisine, cost- effective & high-quality ingredient sourcing, and quick order delivery thanks to its tie- ups with leading logistics companies. Evaluate the logistics strategy options the cloud kitchen can consider for its Singapore expansion and explain the choice of the appropriate option from amongst those options.

3. A leading Indian trader of telecommunication equipment & networking gear such as routers, switches, hubs, gateways, modems, etc. has traditionally sourced its requirement for these products entirely from China.

a. Compare the various options of transportation modes to import these goods and explain the choice of the appropriate transportation mode for the same.

b. Given the disruption in its existing supply chain due to geo-political issues and Covid-19 situation in China, the trader is very keen in establishing long-term supply relationships with manufacturers based in South Korea & Vietnam. What local setup can the trader consider in these countries for procurement? How can such setups help the trader in sourcing from these countries? What would you recommend the trader to therefore do?

NMIMS SOLVED ASSIGNMENTS JUNE 2022

NMIMS SOLVED ASSIGNMENTS

MBA Assignment Solutions

Project Report & Thesis

Contact: Prakash

Call: +919741410271

Email: smu.assignment@gmail.com

Business Economics

1. Assume that a consumer consumes two commodities X and Y and makes five combinations

for the two commodities:

TABLE BELOW

Combination	Units of X	Units of Y
A	25	3
B	20	5
C	16	10
D	13	18
E	11	28

Calculate Marginal rate of Substitution and explain the answer.

2. Elaborate the term Total Revenue and Marginal revenue also calculate TR and MR in the given table

Price	Output (In Units)	Total Revenue	Marginal Revenue
20	1
18	2
16	3
14	4
12	5

3.a. From the given Demand Schedule for air tickets, calculate elasticity of demand.

Price of Air Ticket (Per Ticket)	Quantity Demanded (Tickets per month)
1,00,000	5,000
1,20,000	3,500

3.b. Elaborate the term Elasticity of Supply and explain any three factors that determines elasticity of supply.

Financial Accounting & Analysis

1. For the following transactions, analyze the accounting transactions using the accounting equation framework:

Introduced Rs500000 through a cheque by the Owner as the Initial capital in the business
Purchased goods on credit from Ms. Ritu at Rs 40000
Paid Rs 10000 as salary to the employees
Invested Rs200000 in a fixed deposit account
Paid school fees of the kid Rs 25000, from the business’s bank account.

Note: (2*5 = 10 marks) 1 marks for analyzing each transaction and 1 mark for correct journal entry

2. You started learning the course of financial accounting and analysis in the MBA Program. You learned about commonly used accounting terms. Discuss about any five terms which are commonly used by the different users of accounting information for the sake of understanding the financial statements.

Student may define and describe about any five terms.

3. From the given information:

	Amount in Lakhs
Cost of goods sold	580
Opening stock	40
Closing stock	70
Creditors at the beginning of the year	60
Creditors at the end of the year	100
Cash purchases	45
Original cost of equipment sold	400
Gain on the equipment sold	50
Accumulated depreciation on the equipment	80

Calculate:

1. Total purchases, credit purchases and payment to creditors.

2. Define the term Net book value; Accumulated depreciation calculate the net book value and cash proceeds from sale of investment.

Information Systems for Managers

1. You have been appointed as IT Head of a soon to be opened Retail chain store by the name of “India Retail Store” which will have branches all over India. India Retail store is a Private Limited company. Highlight atleast 5 security threats that a bank may face in today’s times and suggest 5 innovative IT security mechanisms to ensure that such threats do not harm your Retail store chain & that your systems remain as secure as ever.

2. Choose any e-Governance initiative of any country in the world which is aimed at helping the poor & the needy sections of the society. Enlist atleast 10 benefits of having implemented this system for the benefit of this downtrodden section.

3. The city of Mysuru is one of the cleanest cities of India and is in close driving distance from Bengaluru, the IT hub. You have been invited as an external IT consultant by Government of India with a mandate to convert Mysuru into a “Smart City”.

a. Which “Smart” city in the world will you choose as a benchmark to emulate some of the best practices of that city into Mysuru? Provide atleast 3 reasons with brief descriptions behind your choice of choosing that particular city as a benchmark?

b. Suggest & describe atleast 2 innovative technology enabled services that you will introduce into Mysuru so that it can be called as a “Smart city”?

Management Theory and Practice

1. Green Bell is a retail giant in India. Currently only confined to metro cities for their giant super store outlets, they are planning to spread to smaller cities in India. While working on the resource allocation, HR is planning on shifting a few of the current staff to new locations while recruiting local staff at each location in parallel. They need to engage the current staff in training for the newer audience. Discuss the expansion from the point of view of Hofstede’s five dimensions to include in the training.

2. Sateesh is a project manager in an IT company. He needs to deploy some additional developers to be based on site. He has a meeting with the HR for the same and needs to give a plan of resource deployment to the HR with clarity on how many new members vs how many current developers can be deployed on site. Managers have to make many decisions. Discuss various types of decisions managers typically make based on nature of the decisions, level of the management or capacity.

3. EarthMovers Ltd are into providing heavy vehicle services. They have various heavy vehicles like tractors, cranes, bull dozers, mixer trucks, etc. They have been growing increasingly and have employed a total staff of 1200. They have divided their business in a divisional structure. Based on this information, answer the following questions.

a. Discuss the features of divisional structure of organization and infer the divisions that EarthMovers may have employed.

b. Elaborate on the factors that influence organizational structures.

Marketing Management

1. Italiano is a popular restaurant in the Vile Parle area of Mumbai. The lockdown and subsequent Covid restrictions force the restaurant to shut shop. The owner Mr Ranjeet Sharma is also the main chef of the restaurant decided to start operations from home and use the apps of Zomato and Swiggy to run the place as a cloud kitchen. The business not only survived but became a profitable venture. The recent lifting of restrictions as put Mr Sharma in a quandary, should he now re- rent restaurant space at a very expensive rental value or should he continue to run it as a cloud kitchen. He has approached you, a marketing consultant for advice on devising a plan of action. What would you advise? Create a plan of action for the business. Create a communication plan. Create a consumer outreach plan.

2. You are the marketing director of Football Federation of India. Soccer as a sport although very interesting is not a popular audience sport in India. How would you generate consumer interest in Football? Create a marketing plan for making Football as a consumer sport using the marketing mix principles.

3. You are the marketing director for Super max theatre chain. You want to build a footprint for the chain across India. Before the commercial launch of the service, you want a better orientation of consumer expectations.

a. Plan a research program with clearly defined target groups, geographies, demographics you shall plan your research project.

b. Create a 10-question survey questionnaire.

Organisational Behaviour

1. Interpersonal relationships between superiors and subordinates in an organization involve different kinds of power equations. In your opinion, arrange the 5 sources of power in order of importance, that are based on superior subordinate relationships in an organization. Justify your preference.

2. Performance of employees at the workplace depends on their personality traits. Describe the five major traits that most researchers agree upon and explain how they lead to meaningful workplace behaviour.

3. Mr. Ranveer Goswami, the current CEO retired from the organization and everyone bid him a very emotional farewell. He was a people’s leader and the team was going to certainly miss him. The young CEO Ms. Riya Talwar who was going to take his position had a tall task ahead of her. She was eager to implement the ideas she had in mind to expand the organization and was one focused leader, doing everything in her capacity to lead the organization to greater success.

a. Ms. Riya did not get the welcome or support she expected from the team. Her plans were not implemented with the same vigour that she had imagined? Which common organizational pitfalls in leadership are described in this scenario?

b. Correlating it to the above situation, explain how emotional intelligence would help the new CEO get the support she expects from her employees?

Business Communication

1. You are the Team Leader with Amazon. A new group of interns has joined the company. You have been given the responsibility of explaining them how to draft business messages. You explain them about, ‘Adapting the message to Your Audience.’ This can be done by -

Using the You Attitude;
Maintaining Standard of Etiquette;
Emphasizing the Positive and
Using Bias Free Language.

Explain these giving appropriate examples of each.

2. Lisa, a commerce graduate, has been working in the field of Finance for the last 3 years. She now decides to do her post-graduation in management from a reputed college. As a part of her documents, Lisa requires a recommendation letter from her former professor. Imagining yourself to be Lisa, write a letter to your former professor requesting him to write a recommendation letter for you. Take care to refresh the professor’s memory because you had passed out three years ago. Creatively assume any other details that you need for writing the request letter.

3. Write a complaint letter to the Director of Consumer Grievance Redressal Cell based on the facts given below:

You are Jass Javvy. You bought a Kitchen Aid stand mixer from Flipkart on 1 January 2022 for an amount of Rs.40,000. This included delivery and 40-day money-back offer. As the stand mixer did not perform satisfactorily you decide to return it to Flipkart and send it back on 5th January. You call the company every week and the representative inform you over phone that the transportation and handling charges as well as money equivalent to the price of the mixer, would be credited to your account. On 15th March you receive a statement for your credit card and to your dismay you find that no credit has been applied to your account for the mixer, its transportation and handling charges. You are dissatisfied and decide to write a complaint letter.

a. What is the appropriate ‘tone’ of a letter of claim? How will the tone affect the manner in which the reader responds? Explain.

b. Assume yourself to be Jass Javvy and write a complaint letter to Flipkart.

Business Law

1. Please explain the different types of instruments under which a company under Companies Act, 2013 can raise capital.

2. Please give two (2) real life instances where Indian employee related laws have ensured protection of welfare of employees.

3. Gavit and Vinayak are partners who started a partnership under the Partnership Act, 1932. There are differences arisen between them and they have approached you to advise them to resolve their differences:

a. Please suggest ways how they can resolve their differences without approaching conventional court of laws.

b. Please elaborate the advantages of resolving their differences without approaching conventional court of laws.

Decision Science

1. Three airlines serve a Srinagar. Airline ‘Amira’ has 50% of all the scheduled flights, airline ‘Biyas’ has 30%, and airline ‘chinar’ has the remaining 20%. Their on-time rates are 80%, 65%, and 40%, respectively.

Part 1) Draw the Probability tree diagram. (Note: You may use any software for this, like MS paint, MS office, etc.)

Part 2) A plane has just left on time. What is the probability that it was airline ‘Amira’?

2. Rashmi Dhar, manufacturer, and seller of ‘Kashmiri- kahwa’ through E-commers websites.

She wanted to know the effect of her spending in advertisement of ‘Kahwa’ on the sales, along with the other factors; ‘number of sales representatives’, ‘customer-satisfaction ratings’. For this research she has gathered the sales data in the following table, along with other necessary information.

Part 1) Define dependent and independent variables

Part 2) Write regression model equation only.

Part 3) Run regression analysis in EXCEL (copy all those tables from EXCEL and paste them in your document).

Part 4) Write the Interpretation of Regression statistics-table, ANOVA- table.

Write an interpretation (by referring P-value/ t-stat) on significant effect of independent variables on sales.

Region/ Districts	Sales of Kahwa (in INR)	Spending in advertise (in INR)	Number of sales Representatives (person)	Customer-satisfaction ratings (1=highly dissatisfied to 5 = highly satisfied
Kupwara	55328	5512	1	1
Badgam	56251	8337	1	1
Leh-ladakh	57126	8788	4	1
Kargil	58739	8828	5	1
Punch	66984	9050	5	2
Rajouri	70676	10150	7	2
Kathua	73206	11236	8	2
Baramula	80571	12538	8	3
Bandipore	93168	13161	8	3
Srinagar	99432	13448	9	4

3.a. According to one survey in India, 75% of Instagram users love REELS. Suppose that 25 Instagram users (randomly selected) have been approached in the university located in vile parle. They have been asked about their status of like/ dislike the Instagram- REELS.

a) What is the probability that Exactly 15 of them would agree with the claim (or said they love Insta-REELS)?

b) What is the probability that Exactly 20 of them would agree with the claim (or said they love Insta-REELS)?

3.b. ‘Bhartdarshan’ is an Internet-based travel agency wherein customers can see videos of the cities they plan to visit. The number of hits daily is a normally distributed random variable with a mean of 10,000 and a standard deviation of 2,400.

a. What is the probability of getting more than 12,000 hits?

b. What is the probability of getting fewer than 9,000 hits?

Essentials of HRM

1. With the world returning to normalcy post the pandemic, as an HR hiring manager you have the task of forecasting the demand for the next year to make sure you hire the right number and right kind of people. Explain the techniques of HR demand forecasting that you will employ in depth.

2. As seen in recent trends, organizations have moved away from traditional induction methods to many more interesting ways to welcome their new recruits. Take industry examples and share how will you design induction for new employees in an innovative way.

3. The past few years have challenged the traditional organizations to think differently. In Intellicore Solutions, where previously no efforts were made by managers for career growth of their workforce, things are about to take a turn for the positive. The leaders now realize the importance of retaining their best talent and have therefore hired HR managers to help create career and succession plans.

a. You have to guide the new HR manager to be successful in his career planning initiative. How will you explain the process to him?

b. The first step to an effective succession planning is ensuring that the objectives are correctly established. Describe the goals of succession planning that the HR manager should bear in mind.

Operations Management

1. List down briefly the various inventory management techniques prevalent in the industry. Discuss how some of these techniques would be applicable to an Automobile Service Shop in effective management of their inventories; i.e., Spares, Consumables, etc (assume several inventories of your choice).

2. Explain in detail the various types of plant layout concepts that area available in operations management. Give examples on where each of these types can be employed respectively. Briefly explain a layout applicable for a Retail store format, highlighting the good points and bottlenecks, if any.

3. A restaurant chain is planning to open up a new mid-sized multi cuisine restaurant. Considering their expertise and knowledge in the food and beverages services, they are confident of getting into the new restaurant operation. You are required to suggest the team on the following points:

a. Suggest a site location for the restaurant, assuming it to be Metro city (you can assume a city of your choice). Give your reasons for the same.

b. What strategy would the restaurant adopt for an Aggregate Operation Plan of resources given a time frame of a year?

Strategic Management

1. Strategic Management crucially define and determine the long-term performance of a business entity. This is with reference to, Nokia, who lost its pace in the smartphone race. As quoted by source:

“Nokia has been long the market leader in the mobile phone market and with its enormous reach and huge customer base, had successfully created significant entry barriers for any new player as such. Its Symbian OS being the backbone of the whole success story contributed to a great deal in its higher perceived ease of use. Customers used to enjoy the features, thanks to highly simplified GUI. It ruled the middle and low-end market for long.

But, Nokia did a blunder and lost its market share.”(Source: https://www.marketing91.com/nokia-lost-market-share/) In the context of above case, define the term strategic management, discuss, what are the three major challenges to strategic management and specifically point out in relation to Nokia among the three challenges, out of these challenges which challenge hit hard to the Business Giant.

2. Reliance Industries Limited is a Fortune 500 company and the largest private sector corporation in India.

RIL, have evolved from being a textiles and polyester company to an integrated player across energy, materials, retail, entertainment and digital services. In each of these areas, they are committed to innovation-led, exponential growth. It’s clearly evident that RIL has adopted parenting strategy. Discuss the concept of corporate parenting. Discuss the analytical steps which are crucial in developing corporate parent strategy. Conclude how Corporate parenting or parenting strategy is more beneficial when compared against portfolio based corporate strategy.

3. General Electric (GE) is well known for its extraordinary competency in management development.

a. Discuss how the terms capabilities, competency and distinctive competency differs from each other.

Also, with reference to the VRIO Framework of analysis, highlight the four questions which any strategist might have examined in relation to GE for evaluating its extraordinary competency in management development.

b. Describing VRIO Framework with reference to GE:

- Valuable

- Rareness

- Imitability

- Organization

Consumer Behaviour

1. Celebrities, particularly movie stars, TV personalities, popular entertainers, and sports icons, are a symbolic reference group because they are liked, admired, and often have a high degree of perceived credibility. Therefore, many marketers use them to promote their products and services. Please state what parameters would a marketer consider for determining which celebrity should be used for a particular brand. Analyse the role of celebrity star Amitabh Bachchan in influencing consumer behaviour as a brand ambassador for Gujarat Tourism.

2. Culture is the fundamental determinant of a person’s wants and behavior. The growing child acquires a set of values, perceptions, preferences, and behaviors through his or her family and other key institutions.

a. Explain culture, sub-culture.

b. Analyse any 3 typical values that Indian children are exposed to from their childhood which are part of our culture and how they impact their purchase choices when they grow.

3. Answer the following

a. What is Customer Involvement – Explain the 4 types of customer involvement in product purchases.

b. Classify the following purchase decisions in terms of the above

i. Buying a gift for your parent’s 25th wedding anniversary

ii. Laptop

iii. Groceries for daily use at home

iv. Ordering-in food at home on a Sunday evening through Swiggy / Zomato

Digital Marketing

1. Assume you have joined an organisation “WealthMax” that deals with investors who are investing in various financial products like Mutual Funds, Equity, Cryptocurrencies, ETF, etc. The company is not available on any online platform. The online visibility is ZERO. You are a modern-day digital marketer and you have decided to increase the online visibility of the brand WealthMax. What are the various ways through which you will promote your brand online? Explain minimum five platforms with explanation to increase online awareness.

2. The owners of WealthMax have shown some reservation for going online, you need to explain them the difference between Traditional and Modern Marketing. Also, explain various marketing era’s with example.

3.a. You plan to purchase a new smart phone but this time you plan to do this in scientific way so you have decided to use a model that encompasses various need satisfying behaviour. Explain the process of smart phone purchase with reference to ‘Engel, Blackwell, and Miniard (EBM)’ Model.

3.b. Assume you have been invited to speak on a forum covering major types of media. The participants attending the seminar are under graduate media students. You have decided to cover all major types of media with minimum two advantages and disadvantages of each type of media. Write the above content that you plan to speak in the forum with examples.

International Business

1. “War between Russia and Ukraine is not only affecting trade of these two countries but entire Global Business.” — In the light of above statement analyze International Business Environment.

2. “Documentary Letter of Credit collection method is the most popular mode of collecting payment by the exporters” — Analyse the statement. How is an irrevocable L/C different from back to back L/C?

3. In early 2000, “United Colors of Benetton”, The Italian Casual Wear Brand decided to restore it’s lost sales through a shift in strategy. They decided to allow the country managers to adapt the product offers and rework on the marketing strategies. Products were redesigned keeping in view the physical differences among various contries customers. Regional flavours were added in product features and communication specially when more than 50% business started coming from emerging markets.

a. How does the Brand “United Colors of Benetton” demonstrate the Globalisation of markets?

b. Do you think that this strategy is appropriate for emerging markets?

Cost & Management Accounting

1. Management accounting is focused on bringing a greater degree of efficiency to the core business operations. Discuss, management accounting, its role, and highlight if you are working as a management accountant in an enterprise, what would be the potential areas wherein you would like to bring more efficiency.

2. From the following information provided by Alfa Manufacturing Ltd, prepare a statement of equivalent units and also, Discuss the concept of equivalent units

Particulars	Quantity
Opening stock of inventory (60 percent complete)	500
Units introduced during the year	10000
Closing inventory of stock (completion percentage, 40% complete)	200

3. You are a manufacturer of tennis balls in the Mumbai Suburbs. Recently, you got an order to supply 1200 units of the same on a monthly basis. The cost of carrying an inventory of such tennis balls is 1.80 per unit on yearly basis. The production process requires a setup cost on a per run basis of Rs 1000.

Compute:

a. The EOQ, and define the need of computing the EOQ

b. The Optimum number of orders and optimum period of supply

Brand Management

1. Mr. Nimish plans to set up his business that deals in male grooming make-up products. The target audiences for the make-up line are men’s who are aged between 20 years to 45 years of age. The product is new in the market and the competitors that the business would face in the near future would be less. After an extensive business and product planning, Mohan arrives to a conclusion of establishing a brand name and identity and is unaware of the techniques of branding and how to evolve the brand while focusing on product sales. As a business consultant, in what ways would you help Mr. Nimish in building the strategic brand management process?

2. Sonakshi plans to own a business and chooses to sell baked food items such as cakes, biscuits, cookies and brownies. All of the food items are healthy, sugar free and gluten free and majorly targets the audiences that devour on fitness and are health conscious and also looks forward to deliver the eatables across the country. Building from scratch, Sonakshi has to choose brand elements that would help her build her final brand. As a brand building expert, introduce all the requisite brand elements to Sonakshi. Furthermore, what would you consider your criteria’s to choose brand elements?

3. Worthy Pens is the new name in the market. In the various marketing and advertising campaigns for pen, Worthy Pens have showcased their products that includes a range of ball pens, gel pens and ink pens while the lattermost, i.e., ink pens are the ones that they decide to feature the most. The unique selling points of the ink pens includes them being long lasting, sharp tips, light in weight and also contributes to a neat handwritten note. The brand identity that has been formed from the advertising and marketing is that Worthy Pens is a durable pen seller. On the contrary, Worthy Pens wants to build up a brand image based on the points that will matter to the customers.

a. As a consultant explain four steps to develop strong brand for Worthy Pens.

b. Also, cover various positioning approaches for Worthy Pens and suggest the one that fits the brand.

Consumer Behaviour

a. Explain culture, sub-culture.

b. Analyse any 3 typical values that Indian children are exposed to from their childhood which are part of our culture and how they impact their purchase choices when they grow.

3. Answer the following

a. What is Customer Involvement – Explain the 4 types of customer involvement in product purchases.

b. Classify the following purchase decisions in terms of the above

i. Buying a gift for your parent’s 25th wedding anniversary

ii. Laptop

iii. Groceries for daily use at home

iv. Ordering-in food at home on a Sunday evening through Swiggy / Zomato

Customer Relationship Management

1. You work as a vice president of a telecom company. After number portability was introduced a lot of your customers have left you and have taken the services of other telecom firms. You are worried and so is your top management of the company. They have given you a deadline, either to ‘reduce the customer churn’ or face consequences. This is a major KPI (Key performance indicator) in your performance appraisal this year. How will he proceed to build a loyalty program for his customers?

2. You have been called by your director at his office one evening for a cup of tea. Over the discussion he mentions how difficult is it for him to:

Manage the data of the past students and track them. He is losing track of them and this
is not good for the future of the college.
Managing the admissions of the engineering and MBA College.
The MBA School plans to expand in the distance education mode, for which a plan has
to be put in place, and it will be difficult for him to manage alone.
He wants to automate some of the processes of fees payment, acknowledgement, and attendance.
Automate reporting to the top management.

The immediate thing that clicked on your mind is that if the college had CRM software it would probably help. You need to explain him, how CRM projects work and what are the considerations that he must keep in his mind.

3. Shoaib has started his business about a decade ago and has been doing extremely well. Although he was one of the pioneers in the organised retail space, he is today facing a big issue with ‘loyalty of customers. He is planning to go online.

a. How can he build traffic to his website?

b. How can he meet the expectations of his online customers?

International Marketing

1. The phrase “Think globally, act locally” has been often used in various contexts. Comment on the same and give your opinion in which areas this term can be applied?

2. Countries like US have at times stated “America First” as their policy. Do you consider that our country should adopt “India First” policy? In this context explain how countries can create barriers to promote their own products.

3. Read the following case study carefully and then answer the questions that follow:

India has been the home of Ayurveda. Ayurveda drugs have been a key player for medicines in India. Your company manufactures various Ayurvedic drugs, and its Ayurveda formulations have done well to recoup Covid 19 patients in India. In order to change the things in its favor to cash-in on the “Covid 19” the company wants to adopt a new strategy and market its products globally.

a. Explain your strategy to launch Ayurveda products to global market during the pandemic?

b. Suggest any two Market Entry Strategies for the company to enter global markets?

Marketing Strategy

1. What are the steps involved in competitive positioning strategy?

2. What are the ways through which the pricing strategy can be matched with value proposition?

3.a. What strategies are required to attract customers?

3.b. Explain BCG matrix with an example.

Sales Management

1. Sales organizations should be adaptable to changing circumstances and emerging marketing environment, failing which the structure as well as process will become redundant. Explain the above proposition with examples of two Indian organizations by explaining their evolution over different periods of time.

2. Bob Jones, sales manager for Steelhouse Industries, a manufacturer and marketer of heavy-duty industrial construction equipment has just finished evaluating several sales candidates for a vacant position. He has narrowed the list to two candidates that stand out. Both Russ and Susan meet the job qualification. In fact, on paper Susan appears to be a stronger candidate, having nearly twice as much industry-related sales experience as Russ. Bob, however, believes that the construction industry is a man’s world. He fears that many of Steelhouse’s customers (and even its own employees) may not respect a women sales person. Thus, even though Susan appears to be the most qualified for the position, Bob is leaning towards hiring Russ. What should Bob do and why?

3.a. The new marketing strategy of Steel Tubes Limited (STL) focuses on selling CEW (cold drawn electric welded) tubes more than ERW (Electric Resistance Welded) tubes. This marketing strategy was implemented to address very low profits of the company and improve profitability. Recommend an appropriate sales quota system and substantiate your recommendation.

3.b. As a Regional Sale Manager (North) of a shoe company, you have decided to promote one of the salespersons as a branch manager for a new branch at Karnal in Haryana. What kind of training would you conduct for this salesperson?

Compensation & Benefits

1. Mr Suresh Deshpande is the M.D of “Rashmi Electricals Pvt Ltd” which manufactures various electrical components for the auto industry. It is a mid-sized company, (set-up in the 90’s) employing about 200 people and its products are well known for its quality. Upto 2019 this company was making good profits and therefore it could pay its employees well above the market average. A major component of this pay package were the benefits (like reimbursing school fees for employee’s children, free lunch, free transport) which attracted many talented workmen to the factory. However, after 2019, the profits started dwindling mainly because of competition, increased imports from China and the Corona pandemic. So, a few days ago Mr Deshpande called Mr Roberts, his HR Manager to stop all the different “benefits” given to the employees as these were adding to the costs in a big way. From a Compensation point of view, explain how should Mr Roberts prepare adequate logic to convince Mr Suresh regarding which benefits to retain or discard.

2. Ramani and Kumkum are both Ph.Ds in Chemical Engineering and both have put in more than 15 years in the Pharmaceutical industry. They decided to leave their jobs and open a small company of their own. Accordingly, they took a bank loan and using their contacts, tied-up with another big pharma company to conduct research on their behalf. Initially they recruited five qualified chemists and later as the business grew they recruited more laboratory staff, accountants and other personnel. Since it was a start-up, and the objective was to survive, they tried to get good quality people and so paid them better than what they were earlier getting. Their business grew and by the end of five years they were well established and by that time they had eighteen people on their rolls.

The break-up of their staff strength was as follows: - Three Senior Researchers (all Ph.Ds), five Research Associates (Post Graduates in Chemistry), five Assistants (Science Graduates), three Accountants and two Clerks. However, as there was no regular pay structure, there was wide disparity in the pay drawn by different employees. To rectify this situation, both Ramani and Kumkum decided to conduct a Job Evaluation study. In your opinion, which Job Evaluation method would be most suitable in this case.

3. Mukesh Sharma is residing in the suburbs of Mumbai and has obtained a Diploma in Mechanical Engineering from a reputable Polytechnic in 2021. Since he was among the top five students in the Final Year, he got two job offers in the Campus Placement procedure. The details of these offers are given below: -

a) “Karuna Auto-Parts private Limited” is a medium sized firm manufacturing auto parts, employing about 400 workmen and managerial staff and its products are well known for their quality as they employ the latest state-of-the-art machines. The factory works three shifts per day and he has been placed in the Maintenance department as a “Trainee”. The factory has a good canteen and also has a night rest room for people completing the B shift (2pm to 10 pm).

During probation of 1 year, he will paid a Consolidated stipend of Rs 25000/-and will be required to work in the morning shift. After confirmation, he will be placed in the Junior Engineer scale and his total earnings is expected to be around Rs 40,000/- but he will be expected to work in all the three shifts. This factory is a little far from his home (about 40 kms) but is accessible by rail and the company arranges for pick-up from the nearest railhead.

b) “Jayant Forging Private Ltd” is comparatively smaller than the other company and employs about 250 people including workmen and managerial personnel all working in the General shift. This factory is not far from his residence but not situated near any regular rail or road routes. It is a forging unit, established about thirty years ago and has not upgraded it’s old machinery. The company is a sort of captive plant of one of the large commercial vehicle manufacturer, Beta Motors and it manufactures the forged “front axle beam” for their trucks for their factory at Pune. Thus it is dependent on Beta Motors for orders and sometimes payments are delayed and the company has to resort to bank overdrafts to pay employee’s salaries. Mukesh has been offered the position of “Jr Engineer” at a consolidated stipend of Rs 30,000/ pm during the 1yr probation period and will be posted at the factory to learn about the production process. After confirmation, he is expected to assist the Quality Team, regarding quality issues and also travel to the Beta Motors Factory (as required), to settle quality and other issues. The company has assured him of a good career in the management cadre in about five years time. With allowances, he is expected to draw around Rs 45,000 after confirmation.

a. What are the different factors (give at least seven) that Mukesh can use to compare the compensation and other benefits included in the two offers that he has received?

b. After careful consideration, Mukesh chooses to work in the 1st company i.e “Karuna Autoparts”.

Give your comments whether you agree with his decision.

Industrial Relations & Labour Laws

1. ‘There have been many complaints from employees at Amazon's fulfilment centers. Workers complain that they are given rigorous tasks in the warehouses’. Explain in your words.

2. What are the common employee relations challenges faced by employers today? Suggest how the employer can manage them?

3. The Industrial Disputes Act, 1947 extended to the whole of India and regulated Indian labour law so far as that concerns trade unions as well as Individual workman employed in any Industry within the territory of Indian mainland. Enacted on 11 March 1947 and It came into force 1 April 1947. Explain the following:

a. Salient features of Industrial Disputes Act 1947.

b. Grievance settlement machinery under Industrial Disputes Act.

Manpower Planning, Recruitment and Selection

1. Do you think companies can really do without detailed job descriptions? Why or why not?

2. “Irrespective of the experience level, Induction Training plays an important role for a new employee” Explain why you agree or disagree with this statement.

3. 360- degree feedback is effective way of appraising the performance of employees provided it is designed and implemented scientifically.

a. Give reasons of how 360 degrees feedback is an effective method of performance appraisal.

b. While using this method, organizations might come across some difficulties. What kind of difficulties can be faced by the organizations and how those difficulties can be addressed?

Organisation Culture

1. Briefly discuss the definitions of organisational culture. What are the pillars of organisational culture? Please substantiate your answer with a contextual example.

2. Culture eats strategy for breakfast, operational excellence for lunch and everything else for dinner. - Please elaborate your understanding of this narrative. Please substantiate your answer with a suitable example.

3. Absco Private Limited is a global telecom organisation, with operating presence across Africa, Asia, Latin America and Europe. Of late the organisation has embarked on embedding its value based leadership practise, across all operating entities. In the first quarter of embedding the value based leadership practise, there has been a spike in the number of whistle-blowing cases, especially on malpractices as well as on violation of the organisation values and workplace safeguarding issues. Respective HR teams have been swamped with many complaints and grievances, through a third party managed whistleblowing / grievance channel. This is quite unprecedented for the organisation at it has never experienced such large number of grievance and complaints cases.

a. According to you, is there a direct link between the embedding of values based leadership practise and spike in the number of grievance and complaints cases? If so, why?

b. As the HR advisor, please can you outline the root cause analysis (RCA) of the situation and what are some of the key considerations that management should consider to address the underlying issues.

Organisational Theory, Structure and Design

1. ‘Housing Depot’ has hired you as an HR Consultant to help them improve their processes. Explain the 7S framework for this home furniture company. Give suggestion on any one type of organisation structure that will suit this organisation. Give justification for your choice.

2. Rachel wants to start her own IT consulting firm. She has hired you for handling the HR processes. As her HR expert, explain the three organisational approaches that describe the functioning and performance of individuals. In your opinion, which approach is the best?

3. Steve, VP- HR and Samantha, the Business Head can never agree on the ways to increase organisational effectiveness of their advertising business. Steve focusses more on the different levels of maintaining organisational effectiveness but Samantha is more in favor of taking up a specific approach. In this context,

a. Discuss how Steve will implement the organisational effectiveness on the different levels.

b. In your opinion, why do you think that Samantha is more in favor of the Goal approach in spite of its loopholes?

Performance Management System

1. Clean Tech is a chain of retail stores in India. The company has completed 2 years and has a chain of 40 retail stores in India. The stores specialize in end to end products ranging from digital products, Apparels, furniture to groceries and more (eg similar to Amazon). The company is considering implementing the Balanced Score Card (BSC). Design a Balanced Score Card for the company covering 2 examples each in the Financial, Customer, Business Process and Learning & Growth quadrants.

2. Ridhima Bose is working with Netmed Enterprises which is an online medical solutions company. Her role is that of a telecaller who interacts with patients and their families. Ridhima has been an excellent performer and always exceeds her targets. Since the past 4 months, Ridhima has been undergoing some personal challenges with illness in the family. She is very stressed on account of this and her attitude and behavior at work has also changed. She is often seen arguing with colleagues and her customer service rating has also dropped. Her manager has now escalated the matter to the Department Head, Tushar Wadia, who has now called Ridhima for a discussion. Assume you are Tushar, how would you go about conducting the Performance Counseling Discussion.

3. Roohi Films Ltd is in the visual medium business, focusing on filmmaking (movies, television and digital series) and advertisements. The company has been in existence since 2017. The company now has plans to list on the Bombay Stock Exchange and also expand globally. You are Aarti the HR manager at the company:

a. Prepare a Vision and Mission statement for the company.

b. Write 2 SMART (Specific, Measurable, Achievable, Relevant, Timebound) which can help the company achieve its vision that you have prepared.

Enterprise Resource Planning

Case Study:

As an enormous international candy-maker, Nestle SA headquartered in Konicki Switzerland, had harbored a goal of integrating ERP across all three of its operating companies; Nestle SA, Nestle UK, and Nestle USA. The latter operation had been working toward complete integration of a set of ERP solutions since in the late 90s, but various requirements, organizational, and policy problems had plagued the complete initiation. By the turn of the millennium, its management finally decided that a holistic re-approach to its business requirements were in order. Consequently, this effort paid dividends that allowed SAP to finally get the $200 million job done. Ultimately, positive business impacts included the consolidation of an outdated accounting structure, better and more efficient communications throughout its supply-chain, and a much more confident workforce.

1. How to integrate the different business process across different sites in the ERP solution; since it requires a lot of upfront effort - but it pays off in the long run - Justify the same.?

2. Identify the players & their various functions and discuss that how ERP solution can integrating SCM, CRM, and ERP help improve business operations.

3. Case Study:

As a major energy utility San Francisco’s Pacific Gas and Electric should have know better. Its Oracle ERP implementation had gone well, and there had been no problems of note; until it came time to test the system. Apparently, a manager had chosen a live information database to use during pre-launch testing, although no one thought that the regime would uncover any sensitive company information. Unfortunately, this was untrue, and consequently created a host of costly recovery programs, in addition to losing public confidence in the company’s brand.

a. Explain the major issues to implement the different types of information system to manage the database.

b. Brief your staff on exactly what they should do and not do. Don't get non-specialist staff to carry out non-specialist roles. How to launch the well-planned ERP system for this case scenarios.

Operations and Supply Chain Strategies

1. There is a multinational company XYZ that operates in the retail business. The company also launched a couple of new products with their label. Customer demand is increasing because the company has a good product mix. Whereas the level of actual performance is not that much increased. As you are appointed as supply chain manager, suggest some strategies to the organization that ultimately increase performance.

2. Consider last month you started a new business of Electronics items. You are also thinking to start different branches of your business in your city as well as outside. To increase the revenue, you may explore the international market. In the dynamic market, you would face tough competition from different online as well as offline players during the journey. Analyze and suggest a different level of strategies that you will implement in the firm that can improve overall business profit.

3. A toy company is working in the India market from the last couple of years. The company has many branches within the city and outside as well. The company thinking to start its own manufacturing unit and the government is also motivating manufacturers to start manufacturing within the Indian market.

a. Explain various competitive dimensions in detail that company needs to rework to get better market share and achieve business excellence in the supply chain.

b. Management is confused about the selection of the production process. Kindly suggest the best method in the production process that improves efficiency.

Procurement Management

1. A large nationally dispersed firm wishes to select a new warehousing services provider amongst several contenders. Prepare a detailed list of background information and performance indicators/metrics that you would seek from all prospective service providers to assist in your vendor assessment and selection.

2. ‘Transportation starts from supplier as inbound logistics and ends with the customer as outbound logistics from the manufacturer’. In view of the above statement, discuss the importance of transportation from the origin till last mile delivery.

3.a. ‘Procurement of capital equipment is more strategic when compared to procurement of other equipment’. Do you agree? Comment from your perspective citing real time example.

3.b. DMart appoints you as a purchasing manager for its FMCG. How can your contribution to the purchasing department enhance overall organizational performance through following e procurement strategies?

Project Management

1. SKAB projects, a real estate builders and construction company, is planning to construct a gated community apartment in Hyderabad. As a project manager, describe your role in different phases of its life cycle.

2. SKAB projects, a real estate builders and construction company, is planning to construct a gated community apartment in Hyderabad. The company identified that they do not have competence in managing and maintaining the project progress in all respects of the projects simultaneously. So, the company decides to contract out some of the parts to a third party to maintain the progress and quality of the project. As a project manager, what type of contract you will suggest to the company and why? (You may consider hypothetical data for cost-benefit analysis of each contract type).

3. Consider the SKAB project’s gated community apartment construction.

a. Show the deliverables of the gated community apartment on a work breakdown structure (WBS).

b. Create a Gantt chart to represent the project progress and duration considering the resource person for each deliverable as “person 1”, “person 2”, etc.

Service Operations Management

1. Define and briefly explain the term ‘Service Design’. What are the various approaches that organizations adopt to implement ‘Service Design’? Explain with examples for approach from setups like Banking or a Healthcare setup (choose any one reference of your own choice).

2. Discuss the Role of Service Engineers in ‘Engineering’ Service Operations. Explain the three techniques used to evaluate service operations with reference to a setup for an Educational Institute.

3. The Hospitality sector is a good example wherein the businesses involve both manufacturing (food preparations) as well as service operations. The sold products are evaluated by the customers and they are also rated based on the service that the seller provides. With reference to the industry discuss the following aspects of service operations.

a. Discuss the elements that need to be planned in a Service Framework of a Hospitality setup.

b. What are the challenges faced by the Service Managers who manage these service operations?

Total Quality Management

1. Discuss how Poka Yoke can be a key element in mistake-proofing a product’s design for manufacturability, and improving product quality and reliability. Give relevant examples.

2. Maxx Industries produces various consumer products. To overcome the tough competition from international companies, Maxx decides to understand the customer’s needs and translate them into its product features and design the product. What strategic method would you suggest Maxx should adopt? Discuss the process of its deployment.

3. Roma Pvt Ltd, machines manufacturing company, is a leader in industrial machines manufacturing sector. Bearing cap is a critical part in machine manufacturing. Bearing cap parts are purchased in large lots from a supplier. To enable quick and reliable incoming inspection Roma plans to adopt acceptance sampling for the bearing cap received in lots from the supplier.

a. What are the steps Roma needs to implement in sampling procedure?

b. Discuss the OC curve and its parameters.

Commercial Banking System Role of RBI

1. Banking in India has undergone systematic changes over last 5 decades permitting starting from nationalization in 1969 of 14 private sector banks again to privatization of banks in 1990s. In year 2014 small Payment Banks were set up for financial inclusion and spreading it in different nooks & corners of the country to again a diametrically opposite step of mergers and consolidation of many weak public sector banks with a few large banks in 2018/19. What are the reasons for such changes?

2. Why banks are focusing on fund based lending to non-fund based lending? Explain different types of fund based and non-fund based lending activities.

3. Non-Performing Assets (NPAs) in the Banking sector has become the subject of much discussion and scrutiny. The banks capacity to lend has been severely affected by mounting NPAs, net worth of many banks have eroded and a number of banks have reported huge losses. In recent years many rules and regulations have come from RBI, Government, IMF, BASEL recommendations, etc to keep a tab on stressed assets and timely resolution. In light of above statements:

a. Write the major reasons for increase on NPAs since last 10 years.

b. According to you what would be the mitigating factors/solutions for NPA management.

Retail Banking

1. Retail Banking is sustainable and over the years, it has grown exponentially. What are the reasons for its growth? What changes you perceive in coming years?

2. Banks are exposed to different types of risk. Recently banks in Afghanistan faced crisis due to volatile political and economic turbulence. This resulted in banking services remaining suspended for a month causing great inconvenience not only to general trade & services but also to common men whose deposit were frozen in the banks and withdrawals were rationed/controlled. What are different types of risks banks are exposed? How to mitigate these risks?

3. Branchless Banking is one-step towards Financial Inclusion Policy of Government of India.

a. What is the vision of government in this regard?

b. Enumerate different technologies used in the banking sector to achieve the aim of bringing more people under banking ambit?

Marketing of Financial Services

1. Develop a Service Marketing Mix (using 8 Ps) for an Asset Management Company (Mutual Fund) of your choice.

2. One of your clients wants to apply for a Home Loan in the next 12 to 18 months. Few months back the client had lost his job during the COVID-19 pandemic and delayed his credit card payments. The client is worried that this may impact his credit score maintained by Credit Bureaus. Suggest a roadmap to your client to improve his credit score.

3. You are a Financial Planner. Your client Ankur Desai (age 36 years) works with an FMCG company earning Rs. 15 lakhs per annum. His wife Preeti (age 32 years) is a homemaker. They have one daughter Asha (age 3 years). The couple requires your help to make few financial decisions. (You can make any assumptions to further build up your case.)

a. Ankur 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.

b. Ankur has expressed his desire to retire by the age of 60. Design a retirement plan for him.

Business Ethics, Governance & Risk

1. As a product manager you are responsible for a new hand sanitizer launched recently by your company, Health and Hygiene Ltd. Most of your business is offline through channel partners. You are considering a hybrid model of offline as well as online distribution channels (ecommerce platform). Prepare a note for your Marketing Head identifying five financial and five operational risk involved and classify them as high, medium and low, so that the reputation and stated values of your company are protected.

2. Select any one popular TV advertisement for any product/service that you find ethically wrong/inappropriate/ offensive. Using any one ethical decision-making model (three models covered in class during session1, chapter 2, or any other model) analyse and explain the ethical issues involved and why they are wrong /inappropriate /offensive, from the perspective of any three relevant stakeholders e.g., consumers, company/brand, section of society involved or targeted e.g., women, children etc.

3. Intelligent Services, your employer, prides itself on hiring minorities. One candidate fully fits the job requirements for an open position in your division. However, your boss is concerned that some of your customers will not understand the candidate’s limited command of the English language. You are the manager to whom this candidate will report, if selected.

a. What decision will you take and how will you explain/justify it to your boss?

b. Which two programs and/or processes will you introduce in your division to be able to successfully deploy many more such candidates in future?

Employee Development & Talent Management

1. Global Telenor is a telecommunications company and believes that employees are their competitive edge. They are heavily investing in talent management practices. As a Chief people officer, what steps will you consider while developing talent management practices for the company?

2. Royal Fincorp has been a market leader for a long time. Of late, customer satisfaction scores have dipped. The new customer service executives seem to be week in query handling and product information. The need to be agile and work with limited workforce has pushed Learning and Development to relook at their learning initiatives and shorten them. Organization wants to look at some on-the-job techniques that will get the customer service executives to come to speed. Discuss any 4 on-the job techniques that can be considered for this purpose.

3.a. In the backdrop of rise in attrition, organizations are very keen to develop robust employee retention plan. Suggest some strategies that they can adopt to reduce employee turnover.

3.b. With a view to motivate employees and reward their loyalty, Sun Heath Ltd is keen to fill all the new managerial roles through their internal source only. Suggest some techniques that they should consider for internal talent acquisition.

International HR Practices

1. Acme engineering in Mumbai, is India based heavy engineering company specializing in transformer manufacturing and setup projects. It's now planning to setup a project management office in Warsaw, Poland. For this, there will be a team of 15 project experts moving from India and 2 from France to Poland, including a senior manager coming from France.

What are the pre departure and post arrival trainings you will plan for the team?

What are the top 3 challenges you as HR Manager foresee after the movement is completed to Poland?

2. Super solutions is an organic dye manufacturing company, headquartered in Faridabad, India. Their environment and skin friendly dyes are in high demand with Indian and global fashion houses, especially in Mumbai and US. They are a small firm of around 100 employees, mostly in chemical research, sales, quality and customer relationship roles. Manufacturing is almost completely outsourced to small scale enterprises in villages in Haryana and Rajasthan.

They have got into a 20 year contract to fulfill requirements of a new fashion house in Milan (Italy). As per the terms of contract, they need to have 2 researchers, 3 quality experts, 2 logistics managers and 1 customer relationship manager based exclusively at customer HQ in Milan. Super solutions have decided to go for local candidates as it will be cost effective and also in line with government guidelines to promote local talent.

Before you start planning, what all the information you need to acquire? How will you decide on the recruitment strategy and approach? Please detail the step wise plan to fulfill these needs?

3. Pranam electronics, headquartered in Chennai, is a well-known supplier of semiconductor chips to automobile companies across Europe, US and Asia- Pacific. They source these chips from China and Philippines and then sell them after required programming and packaging. Looking at the product market demand they decided to setup manufacturing unit in Philippines to cater customers across the globe. Team of 50 members hired to setup the plant, out of which 10 are locally recruited and rest moved in from Chennai, US & France. You as a Global HR Manager have to decide on the compensation for all employees working in Philippines. Company believes in promoting equal compensation for all.

a. What are the components of International compensation you will consider while rolling out offer to the employees joining Philippines unit?

b. Which international compensation approach will you choose and why? Justify with reasons.

Research Methodology

1. The training manager at ABC corporation has asked you to identify the kind of training programs that should be offered to the young recruits who have joined as management trainees and are to be imparted five additional general management programs along with their specify job training modules. The trainees are a mixed bunch of engineering and management graduates.

(a) How would you formulate your management research questions?

(b) How would you carry out a problem audit? Explain in detail the steps you would take for this.

(c) What could be the mix of variables that could impact the investor decisions? Is it possible to represent the same through a theoretical framework?

(d) State your study objectives and research hypotheses.

2. An Academic ---------- Opportunities. The objective of the study was as follows:

1. To assess the growth and development opportunities available in IT companies.

2. To form comprehensive information shoot on the compensation packages for

employees of various IT opportunities.

3. To assess the tradeoff that employees might make with respect to growth and development opportunities in case of an attractive compensation package.

4. To profile the typical employee in the IT sector.

5. The implication of the analysis for the IT study.

Develop a questionnaire for the above study based on the objectives?

3.a. Describe the four types scales with examples?

3.b. The table below presented the ranks which were assigned by three judges to the works of ten articles:

S.no.	1	2	3	4	5	6	7	8	9	10
Judge A	5	7	4	1	3	2	9	8	10	6
Judge B	4	8	3	2	7	1	10	6	9	5
Judge C	8	6	2	10	4	1	3	9	5	7

Compute the spearman’s rank order correlation coefficients for each pair of ranking and decide:

a) Which two judges are most alike in their opinion about these artists?

b) Which two judges are different in their opinion about these artists?

Strategic HRM

1. Zeel Authority of India wishes to terminate a employees due to the surplus of labor. To do so they can use various retrenchment strategies. Mention those strategies with examples.

2. Pooja works as HR Head at Mind-over-Mantra. Describe briefly the steps involved in Strategic Human Resource Planning Process.

3. Career Anchor is something that develops over time and evolves into a self-concept, shaping an individual's personal identity or self-image and includes: Talents, skills and abilities - the things that we believe we are good at, and not so good at. Edgar Schein suggested that each and every individual possessed specific and unique ‘anchors’ - one’s perception of one’s own values, talents, abilities and motives, which form the basis of individual roles and development.

a. Could you identify and mention and explain any 5 career anchors.

b. As a student of management describe any 4 career stages during one’s professional life.

Lean Six Sigma

1. Adopting Lean Six Sigma (LSS) methodologies can help employees manage their time better, resulting in a more productive and efficient end-product. Explain how Lean Six Sigma (LSS) deployment has helped a leading global coffeehouse chain in the recent pandemic time to bring about a positive impact to its operations and employees performance.

2. By proactively monitoring manufacturing processes, confectionery companies can control variation to ensure quality product. Statistical control charting is used to support continued process verification, ensuring that processes are executed in a correct and consistent manner. Discuss how process control charts can be used for improving the quality levels in the confectionery companies.

3.a. Suppose you work as a facilities manager in healthcare sector, identify a process that needs some improvement and create a board outline using DMAIC methodology for the process improvement.

3.b. Enlist at least 5 organizations following either Kaizen or Six Sigma. Also list out 5 organizations that uses a combination of Six Sigma and Kaizen strategies.

New Product Development and Managing Innovation

1. Dabur India Ltd is one of the largest FMCG companies in India. It is also World’s largest Ayurvedic and Natural Hair Care Company. Dabur today operates in key consumer product categories like Hair Care, Oral Care, Health Care, Skin Care, Home Care and Foods. The coronavirus pandemic has brought a change in demand dynamics with consumers increasingly seeking Ayurvedic products that build immunity.

You are the Product Development Manager and have been given a target of introducing at least 30 new products across their different product categories in the next one year. Identify different ways you shall consider introducing new products (Hint: Give some examples of the type of products you would like to consider from the product categories). Also, since the time period is short what type of “product development” model you shall use and why? (Hint: Compare some common product development models studied in the class and explain the benefit of the one that you will choose).

2. You and your friend have worked on the idea of a unique two-wheeler that runs on electricity. This can be mainly used for B2B purpose by all the delivery companies like Swiggy, Zomato, Tata 100mg and other Online E-commerce platforms. The potential for the product is huge, however, you need to be very sure of the Product Performance before you approach the VC for funding for commercial scale manufacturing. To ensure that the actual product meets the predefined quality standards, you need to do testing at various stages of NPD. Explain all the different types of testing you will be doing during the different stages of NPD of your product. What shall be your final step before you approach VC to fund the project.

3. In the last 3-4 years, with easy and cheap access of internet, there has been significant rise in various OTT platforms, which got accentuated due to the pandemic in 2020 - 2021. This has affected the DTH market significantly especially in the Tier 1 cities in India.

a. Considering the concept of Product Life Cycle, where would you put the DTH/Television sector in their lifecycle? Explain each phase of the lifecycle and justify your answer with examples.

b. Giving examples, explain how some of the Television network companies are evolving by new product development and attracting more consumers than ever before.

World Class Operations

1. Critically examine the phases of evolution of operations with specific reference to manufacturing firms.

2. In order to develop and maintain quality in processes, products and services, identify the factors that need to be considered. Refer your answer to a firm in the service industry.

3.a. As an operations Manager with an automobile firm, with the agenda of achieving world class standards, what would be the environmental concerns in achieving world class standards in operations?

3.b. As an operations Manager to implement TPM, state the objectives to be considered for the implementation of TPM in your company.

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Business Communication

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

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

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

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

Business Economics

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

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

Quantity	Total Fixed Cost	Total Variable Cost	Total Cost	Average Fixed Cost	Average Variable Cost	Average Total Cost	Marginal Cost
0		0
1		25
2		40
3		50
4		60
5	100	80
6		110
7		150
8		300
9		500
10		900

3. Demand forecasting in an organisations plays a vital role in business organisations.

It provides reasonable data for the organization's capital investment and expansion decision.

a. Keeping the above statement in consideration. Discuss the various steps involved in demand forecasting.

b. Discuss the various needs for demand forecasting in business organisations?

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Information Systems for Managers

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

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

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

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

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

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

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

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Management Theory and Practice

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

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

3.a. Perform a SWOT analysis on IBM USA?

3.b. Which type of Organizational structure does IBM follow (Functional, Divisional or Matrix?) & enlist the advantages & disadvantages of this form?

Organisation Behaviour

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

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

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

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

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

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Financial Accounting & Analysis

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

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

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

3. The following information is available in relation to Britannia Baby Company. The Company has profit before taxes of Rs 50 lacs.

a. Classify and give reasons for the cash flows falling under the operating activities.

b. Classify and give reasons for the cash flows falling under the investing activities.

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

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Marketing Management

Mr. Amish has written a self-help book “Happy Happy” which can be read by people from all walks of life. The book revolves around a core idea of being happy in all stages of life. The publisher doesn’t have any distribution network of its own.

Mr. Amish delivers session in many management schools on the topic “Happiness”. He is very popular among students and corporate. He also delivers session as a key note speaker in many management conclaves and seminars.

Mr. Amish has no online and social media presence. He doesn’t write blogs or articles.

Mr. Amish is a good author but has no idea about marketing and distribution of books. He hires you as a Marketing consultant for overall marketing and distribution of books.

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

2. Suggest the Geographic, Demographic and behavioural segmentation for the book “Happy Happy”.

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

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

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Business Law

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

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

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

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

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

Essentials of HRM

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

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

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

a. What do you think is the reason behind failure of the above initiative?

b. Elaborate on the concept of training need analysis with reference to the above case.

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Decision Science

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

TABLE GIVEN BELOW

	Variable	Data Type
a	Gender
b	Education Background
c	Satisfaction
d	Motivation
e	Exchange Rate
f	Gold price
g	Preference of cars
h	Teachers Feedback
i	Grades in post-graduation
j	Marital Status
k	Quality of services
l	Age group
m	GDP
n	Interest rate
o	Twitter comments
p	Facebook pictures

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

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

b. Calculate the mean, median, quartiles and Mode

c. Calculate the variance and the standard deviation

Table: Performance score of the employees:

52	33	70	95	57	61	47	60
57	64	54	94	38	61	89	48
50	39	94	63	59	31	88	46
68	88	93	48	82	82	72	73
74	70	92	76	98	91	80	68
32	33	31	75	54	48	62	53
36	64	63	66	92	98	91	42
36	54	71	86	84	55	33	43
91	34	64	67	89	78	47	62
97	92	53	56	68	55	36	67
93	42	51	77	36	93	51	66
44	66	63	33	68	79	92	76
83	53	86	76	35	40	43	46
55	41	36	39	42	96	42	77
60	53	38	51	95	56	93	63
48	69	49	33	95	37	83	64
83	62	96	34	85	32	40	85
39	59	77	62	35	34	39	92
54	89	36	45	83	34	86	90
39	61	88	86	55	33	77	40
69	54	30	38	79	77	44	59
95	34	38	91	80	90	58	40
88	45	95	71	80	43	89	53
61	40	31	61	58	53	88	94
91	63	60	94	98	53	53	45
50	34	75	74	90	98	87	66

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

a. Calculate the range and interquartile range

b. Calculate the z scores

c. Calculate the skewness and Kurtosis (using excel)

d. Comment on the distribution of the data

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

perform the following:

a. Make the histogram

b. Plot the box-plot diagram

c. Plot the frequency polygon

d. Plot the Ogive diagram

Operations Management

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

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

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

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

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

Business Communication

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

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

Strategic Management

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

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

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

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

b. In your opinion, in case Petramina wishes to diversify into unrelated diversification, which sector in India would you consider as attractive for the company to diversify? Choose only 1 sector. Specify statistics such as Growth potential of that sector, advantages of doing business in that sector, etc.

Marketing Management

Mr. Amish has no online and social media presence. He doesn’t write blogs or articles.

Mr. Amish is a good author but has no idea about marketing and distribution of books. He hires you as a Marketing consultant for overall marketing and distribution of books.

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

2. Suggest the Geographic, Demographic and behavioural segmentation for the book “Happy Happy”.

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

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

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Business Law

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

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

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

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

Essentials of HRM

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

a. What do you think is the reason behind failure of the above initiative?

b. Elaborate on the concept of training need analysis with reference to the above case.

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Decision Science

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

TABLE GIVEN BELOW

	Variable	Data Type
a	Gender
b	Education Background
c	Satisfaction
d	Motivation
e	Exchange Rate
f	Gold price
g	Preference of cars
h	Teachers Feedback
i	Grades in post-graduation
j	Marital Status
k	Quality of services
l	Age group
m	GDP
n	Interest rate
o	Twitter comments
p	Facebook pictures

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

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

b. Calculate the mean, median, quartiles and Mode

c. Calculate the variance and the standard deviation

Table: Performance score of the employees:

52	33	70	95	57	61	47	60
57	64	54	94	38	61	89	48
50	39	94	63	59	31	88	46
68	88	93	48	82	82	72	73
74	70	92	76	98	91	80	68
32	33	31	75	54	48	62	53
36	64	63	66	92	98	91	42
36	54	71	86	84	55	33	43
91	34	64	67	89	78	47	62
97	92	53	56	68	55	36	67
93	42	51	77	36	93	51	66
44	66	63	33	68	79	92	76
83	53	86	76	35	40	43	46
55	41	36	39	42	96	42	77
60	53	38	51	95	56	93	63
48	69	49	33	95	37	83	64
83	62	96	34	85	32	40	85
39	59	77	62	35	34	39	92
54	89	36	45	83	34	86	90
39	61	88	86	55	33	77	40
69	54	30	38	79	77	44	59
95	34	38	91	80	90	58	40
88	45	95	71	80	43	89	53
61	40	31	61	58	53	88	94
91	63	60	94	98	53	53	45
50	34	75	74	90	98	87	66

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

a. Calculate the range and interquartile range

b. Calculate the z scores

c. Calculate the skewness and Kurtosis (using excel)

d. Comment on the distribution of the data

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

perform the following:

a. Make the histogram

b. Plot the box-plot diagram

c. Plot the frequency polygon

d. Plot the Ogive diagram

Operations Management

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

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

Business Communication

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

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

Strategic Management

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

Marketing Management

Mr. Amish has no online and social media presence. He doesn’t write blogs or articles.

Mr. Amish is a good author but has no idea about marketing and distribution of books. He hires you as a Marketing consultant for overall marketing and distribution of books.

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

2. Suggest the Geographic, Demographic and behavioural segmentation for the book “Happy Happy”.

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

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

Compensation and Benefits

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

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

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

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

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

Industrial Relations & Labour Laws

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

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

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

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

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

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Manpower Planning, Recruitment and Selection

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

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

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

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

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

Organisation Culture

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

2. The revenues at B R logistics have been dwindling off late. Clients have been complaining of laxities on the part of the employees. The top management recognizes the need to bring about a profound culture change to bring in agility and customer centricity in the company. They want the HR to equip themselves with the right strategy to meet these needs. Why do companies experience a need for cultural change? What process of Organizational culture change will HR follow at B R Logistics?

3. a. Alex has been chosen to set up the India business for Glenmorgan ltd, a US based Financial service company. Alex needs to keep in mind the cross-cultural factors that can impact the employee management practices in India. Keeping the Hofstede’s Crosscultural model in mind, which are the factors that Alex will have to be aware of?

3. b. Start Cruiser, is a dynamic tourism company, aspiring in making their mark in Space tourism. They want a culture that upholds innovation. What are the ways in which they can create an innovative culture?

Organisational Theory, Structure and Design

1. Surya Enterprises is in the business of setting up Solar Power plants, which converts energy from the sun into electricity using Solar Panels. This is a young company that has been in existence for 4 years and has a seen rapid growth from being a 25 people start-up to a 1000 people strong company. The company’s founders have laid a special emphasis on sustainable and ethical business practices, (including abiding by labour laws) and due to this, as well as being in green energy space, the company is well regarded by everyone in the industry. However, this sector is highly cost sensitive and the company faces stiff competition from other local vendors who operate on lesser margins by adopting less ethical practices. Another factor affecting margins, is that 70% of the cost of the project is the cost of the Solar Panel itself. These panels are imported from China and thus the profitability is closely linked to the cost at which the panels are procured. With the Indian government coming down heavily against dumping by Chinese companies, as well as a surge in demand for panels in China, the cost of solar panels has increased. The government is encouraging the spread of solar energy based plants through special schemes to encourage the generation of clean energy. However, new plants that are coming up, the system of allocation is through open bidding and goes to the lowest tariff offered, and the tariff has been going down steeply. This has further impacted the profitability of these ventures. On the positive side, technology is changing rapidly and discovery of cheaper and better materials is making the panels smaller and cheaper.

Given the above scenario, the company is now planning to evaluate whether the business is sustainable or not. Surya enterprises has hired you to do an organisational analysis using the PESTLE method

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

2. Pradeep Foods was started by Pradeep Panigrahi, to provide wholesome and reasonably priced food options to young professionals working in business parks. The primary goal of Pradeep Foods was to deliver piping hot food, prepared with minimal quantities of oil and spices, using only fresh seasonal produce. The company started its operations in Mumbai and very quickly moved to all the major cities in India. Initially, when each branch was being set up, Pradeep would stay there for 2–3 months to start the office and train the teams. He would personally supervise the menu, and based on customer feedback tweak the menu to satisfy his customers. The food services were well appreciated and their customer base grew at an exponential rate. Pradeep bumped into you in a conference and shared his concern that his organisation is becoming too big to manage. He is has heard of a functional structure and a divisional style structure and asks you to recommend which structure is better in his case.

Q. Detail out what a divisional structure and functional structure are, listing out benefits and disadvantages of each as per the case given above.

3. Kapoor & Co is a family run business, which has been in existence for many years. The MD, Mr. Kapoor, knew each and every employee in his company and ran the company like his extended family. He was personally involved in every performance and increment discussion and would take the final decision for each employee. The employees were quite happy in this set-up. After a few decades, Mr. Kapoor decided to retire from the company and put in place a professional management team to run the company. The new management team has been hired from other companies and has been given a free hand to run the company. The first step they took was to put in place a structured performance appraisal process, to assess and evaluate the employees. The employees became very agitated at the introduction of the new process and the feedback reached Mr. Kapoor.

You are the CEO of this company and Mr. Kapoor wants to meet you to understand what is happening. You see that this is a classic case of the company following Greiner’s Life Cycle model.

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

b. Describe the need for change management as well as the approach you intend to follow using Lewins 3 step model.

Performance Management System

1. Rakesh Kumar is working at Jayesh Industries as Manager in the Operations Department. Akshay Shroff works in Rakesh’s team as ‘’Executive – Operations’’. Akshay joined the company since 2 years. Though he works hard, he is not effective in meeting project timelines and often has errors in his work.

It is appraisal time and Rakesh has to give performance feedback to Akshay. He does not want to demotivate Akshay yet he needs to give him the negative feedback. How should Rakesh handle the process of negative feedback.

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

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

a. Design a 360 degree form.

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

Business Ethics, Governance & Risk

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

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

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

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

3. a. As an employee if you become a whistle blower, are you being disloyal towards your employer? Yes or No? What is/are the ethical reason/s for becoming a whistle blower?

3. b. Explain any two reasons to showcase that study and understanding of ethics makes for a better manager, good business and happy society?

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Employee Development & Talent Management

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

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

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

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

HR Audit

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

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

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

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

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

b. A brief note on the steps you will take to audit the company.

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International HR Practices

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

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

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

a. What will be the components of pre-departure training program?

b. On which job related factors training would be required?

Strategic HRM

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

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

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

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

b. Which selection tests can be administered during the selection exercise?

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Consumer Behavior

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

· Horlicks Chocolate for fussy children who like fun flavors

· Mother’s Horlicks for pregnant women and lactating mothers

· Junior Horlicks for newborns and infants

· Horlicks Lite for calorie-conscious adults

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

a. Sugar

b. Men’s aftershave lotion

c. Smartphone

3. a. Explain the different adopter categories in the Innovation adoption process, taking the example of any innovative product of your choice.

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

Corporate Finance

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

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

Equity share capital	₹ 100 Lacs
10% Debentures	₹ 50 Lacs

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

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

· ₹ 12 Lacs is the fixed operating cost.

· Assume Income tax rate as 40 %

Calculate Operating, Financial and Combined Leverage of the firm and interpret the result.

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

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

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

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International Business

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

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

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

Coronavirus has put a spotlight on the economic decoupling of China and some developed countries. With factories shuttered and consumption stalled, multinational companies have been forced to shift production elsewhere. Apple has warned investors that its revenues will take a hit as a result of the outbreak. A gradual decoupling of global economies has been under way for a few years. The South Korean electronics group Samsung, for example, has been closing Chinese plants and opening others in Vietnam. Mexico has benefited from some US corporations moving their supply chains closer to home. But decoupling will undoubtedly speed up as Beijing’s opacity in handling the coronavirus epidemic highlights the risks of doing business in China.

There are marked similarities between the virus and decoupling itself. There is what you see on the surface (masks and panic or supply chain shifts and profit warnings) and then there is what you can’t know: how many victims the outbreak will claim or what the world will look like economically and politically in five to 10 years, as globalization dissolves and divides deepen.

Still, it is the job of a columnist to go out on a limb, so let me make a few predictions about what may lurk around the corner if the decoupling continues. An increased risk of violence in Taiwan, the inability of Europe to defend its own liberal democratic values, and a world in which smart devices can no longer speak to each other across borders are distinct possibilities. And all of these things could fundamentally reshape the global economy and geopolitics. The most pressing issue in the short term is Taiwan, whose firms make most of the world’s semiconductors. The majority are produced by Taiwan Semiconductor Manufacturing Company, a contract chipmaker that supplies US

companies, including Apple, and a number of Chinese firms. Semiconductors are a key area in which the Chinese are not yet technologically self-sufficient. In hardware (from routers to switches to handsets), areas of software and high-tech services, the Chinese have already largely decoupled from the US. Consider the success of homegrown firms such as the smartphone maker Xiaomi. Or the telecoms group Huawei’s efforts to build bespoke Chinese operating systems. Or the fact that many of the most innovative new mobile apps are developed in China.

But semiconductors require huge amounts of capital investment and research effort. It could be a decade before China can fully develop its own industry. In the meantime, it will be dependent on Taiwan, which not only supplies US companies, but where support for democracy is growing. This begs the question of whether, or perhaps when, Taiwan’s semiconductor industry might become a political hot potato, as both China and the US try to build their own independent high-tech sectors.

It is hard to imagine that Taiwan will be able to operate in both orbits indefinitely. As one telecoms analyst put it to me recently, “What’s happened in Hong Kong is fascinating and disturbing in part because it raises the question, what happens if the same thing occurs in Taiwan?” Imagine a world in which cross-border banking, online shopping and data sharing becomes bifurcated between two systems. That is a reality we may be heading towards. Apple and other tech companies would certainly take a valuation hit in such a future. But so would many others in industries beyond technology. As with coronavirus, the effects of decoupling will be both unpredictable and exponential.

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

a. Do you think that globalization is under threat? Are transnational firms going to become extinct? Give your comments with reference to the passage.

b. With your knowledge of International Business, explain how different political systems across nations may create risks for the conduct of business.

Operations Management

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

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

Organisational Theory, Structure and Design

Given the above scenario, the company is now planning to evaluate whether the business is sustainable or not. Surya enterprises has hired you to do an organisational analysis using the PESTLE method

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

Q. Detail out what a divisional structure and functional structure are, listing out benefits and disadvantages of each as per the case given above.

You are the CEO of this company and Mr. Kapoor wants to meet you to understand what is happening. You see that this is a classic case of the company following Greiner’s Life Cycle model.

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

b. Describe the need for change management as well as the approach you intend to follow using Lewins 3 step model.

Taxation- Direct and Indirect

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

2. Ms. Urrjja is running successfully the business of supplying &selling woolens on the digital platform. She is keen to understand how business expenses are allowed under the Indian Income Tax Act 1961. However, these days she is more concerned about whether there is any provision under the Act which allows claiming deductions in relation to residuary expenses.

As a knowledgeable person in taxation, how will you address the worry of Ms. Urrjja. Is there any provision under the IT Act which allows to claim deductions of residual expenses? If yes, how can she avail the benefit of the said provision for her business?

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

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

a. Explain and examine the applicability of TDS provision.

b. Compute total tax liability and monthly deduction for TDS.

Business Ethics, Governance & Risk

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

3. a. As an employee if you become a whistle blower, are you being disloyal towards your employer? Yes or No? What is/are the ethical reason/s for becoming a whistle blower?

3. b. Explain any two reasons to showcase that study and understanding of ethics makes for a better manager, good business and happy society?

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Financial Institutions and Markets

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

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

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

a. Explain brief on Mutual Funds and its features.

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

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Marketing Research

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

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

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

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

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

Project Management

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

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

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

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

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

a. How will Manish explain the concept of NPV to Natasha?

b. How will Manish explain the concept of IRR to Natasha?

Services Marketing

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

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

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

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

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

Cloud Computing

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

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

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

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

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

b. How BetaTech can address the concerns raised by Mr Kausik?

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e-Business

Read the below carefully and then answer all questions.

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

1. Identify the risks associated with moving to E-Business. Do the SWOT analysis. Suggest E-Business strategies for Reliance retail.

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

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

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

Emerging Technologies: IoT, Augmented Reality and Virtual Reality

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

Source: https://www.tandfonline.com/doi/abs/10.1080/10630732.2011.601117

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

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

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

a. What is AR and explain its benefits in the education sector?

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

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Fundamentals of Big Data & Business Analytics

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

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

3. Retailers use analytics in a variety of ways. Specialty retailers use video analytics to study customer paths and behavior, helping them to design more effective store layouts. Big Box retailers invest in Wi-Fi networking and new mobile way-finding apps to help customers navigate through large stores or malls, getting them to desired products faster. Resorts and hotels are investing in mobile analytics to gather shopper information from their retail spaces. Mall operators are using the network to track social media and shopping patterns, and delivering this value-add information to tenants. Grocery and fast-moving goods retailers are utilizing video analytics for traffic and conversion analysis, and then using the same information to integrate workforce management and re-align staffing based on traffic trends. Specialty retailers are using social sentiment analytics to improve “voice of the customer” feedback to assess overall brand status and the launch of new products, services, or offers. Retailers can use analytics tools to measure traffic, wait times, and queue lengths, proactively anticipating resource demands across the store. For example, front-end staffing demand in grocery can be anticipated using a combination of real-time traffic counting, trip time data, and data on staff on hand. Resources are thus dynamically allocated based on real-time information, improving productivity of labor hours and improving customer satisfaction. Through presence and location-based mobility analytics, retailers pinpoint the location of opt-in shoppers when they are close to a store location. With personalized reminders or discount offers sent directly to their smartphones, consumers are more motivated to visit the store if they are nearby. Combining social and mobile analytics with loyalty information, retailers can create personalized, more relevant engagements with shoppers. For example, say that a customer enters the shoe department. Their store history shows that 60% of past purchases included a coupon. The retailer can improve the chance of another sale by sending, in real time, a special offer or communicating through Twitter about a current promotion. Such communications change the customer/store relationship from transaction-based to more value-based, creating more sustainable brand loyalty.

(Source: Beyond Big Data: How Next-Generation Shopper Analytics and the Internet of Everything Transform the Retail Business. https://www.insight.com/content/dam/insight-web/en_US/article-images/whitepapers/partner-whitepapers/beyond-big-data-how-next-generation-shopper-analytics-and-the-internet-of-everything-transform-the-retail-business.pdf)

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

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

IT Infrastructure Management

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

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

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

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

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

IT Project Management

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

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

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

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

a. Is Rajashri responsible for preparing projected cash flow? Why or why not?

b. Should Rajashri resolve personal problems of team members?

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Digital Payments

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

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

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

a. How to buy and store bitcoins.

b. To understand different features of block chain.

IT Security and Risk Management

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

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

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

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

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

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Managing Business Process Outsourcing

1. With the help of an example explain the lifecycle methodology for Business Process Outsourcing.

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

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

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

Based on the article, answer the following questions:

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

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

Research Methodology

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

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

1. Gender (male/female)

2. Age (no. of years)

3. Annual income in Rs. Lac

4. On a scale of 0 to 10, how likely will you recommend our services to your friends? How will you measure the central tendency for gender and age?

3. “We must quickly work out how to reduce the cost of our production process. Without reducing the cost of production process by at least 20%, we can’t turn profitable. It’s an important and urgent exercise!” Mr Godbole, newly joined CEO of Acme Chemicals tried to emphasize the urgency and importance of the proposed exercise to his senior colleagues.

“Yes, I will immediately form a task force consisting of internal subject matter experts and produce a report within a couple of weeks”, Mr Mehra, Head of Production quickly responded. “I have a differing thought,” interrupted Mr Iyer, Head of Sales. “We should invite an external consultancy firm for this work”. “Why? Why do we need external guys when we have the expertise internally?” Mr Mehra was clearly upset with the proposal of Mr Iyer.

a. What arguments will Mr Iyer will put forth?

b. What arguments will Mr Mehra will put forth?

Business: Ethics, Governance & Risk

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

3. a. As an employee if you become a whistle blower, are you being disloyal towards your employer? Yes or No? What is/are the ethical reason/s for becoming a whistle blower?

3. b. Explain any two reasons to showcase that study and understanding of ethics makes for a better manager, good business and happy society?

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Custom Shipping and Insurance

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

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

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

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

b. Support your decision with proper reasons.

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Export Import Procedures and Documentation

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

2. The present Government has merged two documents into one for importing goods into India so as to reduce the number of documents. Browse the internet and inform what are these two documents merged into one document and enlist the details of information that have to be incorporated in the merged document.

3. You are negotiating with an international buyer to export your company products and the international buyer has agreed to place orders. However, your Finance dept does not want to give any credit to the importer as you do not know them personally. You have to suggest a safest mode of payment to the importer so that your company is comfortable with the transaction.

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

b. What is your option of payment term for this transaction and why?

India 's Foreign Trade

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

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

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

a. If you being head of International business of company how do you plan to make your entry in to new market overseas, explain with stepwise market entry plan.

b. What are the probable entry barriers you may face any new overseas market, explain how you will overcome those problems.

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International Business

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

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

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

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

a. Do you think that globalization is under threat? Are transnational firms going to become extinct? Give your comments with reference to the passage.

b. With your knowledge of International Business, explain how different political systems across nations may create risks for the conduct of business.

International Marketing

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

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

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

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

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

Operations Management

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

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

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Capital Market and Portfolio Management

1. Calculate the standard deviation and return of portfolio consisting of 60% of Security A and 40% of Security B.

TABLE BELOW

Year	Security A return(%)	Security B return(%)
2015	10	18
2016	12	15
2017	9	11
2018	10	9
2019	5	7

2. Calculate the return as per CAPM for each of the company’s stock, identify whether they are underpriced, overpriced or correctly priced and advise accordingly. Returns of T- Bill is 9%.

Stock	Expected Return	Beta
Titan	24%	1.8
Nestle	30%	1.5
Eicher Motors	12%	1.2
HDFC	25.9%	1.3
Sensex	22%

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

	Observed Return	Beta
Portfolio SBI	18%	0.75
Portfolio HDFC	25%	1.25

Return on the market portfolio is 11%, while the risk-free return is 8%. Assume standard Deviation of the market to be 7%.

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

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

Cost & Management Accounting

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

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

2. Traditional Managerial accounting was all about managing costs whereas Management accounting has undergone a sea change, given the change in the overall Global environment. Discuss and describe in relation to the following –

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

· Focus on cross-functional Groups

· Total Quality management concept

How these impacted global management accounting practices.

3. Fancy Bag company purchases Ladies Bags from a wholesaler @ Rs 1100/- per piece. They add accessories and packaging and sell each bag for Rs 1800/- per piece. They incur certain fixed expenses.

The company wants to understand how many pieces they must sell in order to be profitable. They seek the help of a Management accountant to:

a. Ascertain Contribution per piece and as a % of Sales Price.

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

Details provided:

Purchase Cost 1100 per pc

Sale 1800 per pc

Expenses Per Month

Rent 50000

Staff Salary 75000

Commission per pc 100

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Corporate Finance

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

Equity share capital	₹ 100 Lacs
10% Debentures	₹ 50 Lacs

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

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

· ₹ 12 Lacs is the fixed operating cost.

· Assume Income tax rate as 40 %

Calculate Operating, Financial and Combined Leverage of the firm and interpret the result.

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

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

Taxation- Direct and Indirect

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

a. Explain and examine the applicability of TDS provision.

b. Compute total tax liability and monthly deduction for TDS.

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Marketing of Financial Services

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

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

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

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

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

Strategic Cost Management

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

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

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

	Rs.
Sales of product A	25.0 Lakhs
Sales of product B	75.0 Lakhs
Material cost	55% of sales
Direct wages	50,000 per month per worker

Factory Overheads:
Indirect Labor:
Works Manager	10,000.0 per month
Foreman	5,000.0 per month
Stores and spares	5.0% of sales
Depreciation of machinery	150,000.00
Light and power	100,000.00
Repairs and maintenance	150,000.00
Other expenses	15% of direct wages
Administration expenses	200,000.0 per annum

You are required to prepare a master budget.

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

Particulars	Amount (Rs.)
Sales (2,00,000 units at Rs. 20)	4,000,000
Less: Variable costs @ Rs. 15 per unit	3,000,000
Contribution Margin	1,000,000
Less: Fixed costs	750,000
Division Profit	250,000

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

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

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

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International Finance

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

Spot rate (€ per £): 1·998 ± 0·002

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

Money market rates available to CQS plc:

Borrowing Deposit

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

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

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

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

Contracted Rate US$1 = Rs.41.87

The US Dollar quoted on 30.6.2009

Spot Rs. 40.4800/Rs. 40.4900

Premium July 0.1100/0.1300

Premium August 0.2300/0.2500

Premium September 0.3500/0.3750

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

Rupee values to be rounded off to the nearest Rupee.

Margin 0.080% for Buying Rate

Margin 0.25% for Selling Rate

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

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

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

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

The finance manager has collected the following information:

Spot rate (£ per €): 1.7820 ± 0.0002

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

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

Money market rates for Wenden Co:

Borrowing Deposit

One year Euro interest rate: 4.9% 4.6%

One year Sterling interest rate: 5.4% 5.1%

Assume that it is now 1 April.

Required:

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

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

Business Ethics, Governance & Risk

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

3. a. As an employee if you become a whistle blower, are you being disloyal towards your employer? Yes or No? What is/are the ethical reason/s for becoming a whistle blower?

3. b. Explain any two reasons to showcase that study and understanding of ethics makes for a better manager, good business and happy society?

Strategic Financial Management

1. From the following information of the two projects calculate the net present value and suggest which of the two projects should be acepted assuming a discount rate of 10%.

TABLE GIVEN BELOW

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

The profits before depreciation and after taxes are as follows:

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

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

3 The following information is given for Delta Ltd.

Earnings per share	₹ 15
Dividend per share	₹ 5
Cost of capital	15%
Internal Rate of Return on Investment	20%
Retention Ratio	65%

Calculate the market price per share using

a. Gordon's Dividend Model

b. Walter's Dividend Model

Project Management

a. How will Manish explain the concept of NPV to Natasha?

b. How will Manish explain the concept of IRR to Natasha?

Financial Institutions and Markets

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

a. Explain brief on Mutual Funds and its features.

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

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Marketing Strategy

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

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

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

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

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

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Consumer Behavior

· Horlicks Chocolate for fussy children who like fun flavors

· Mother’s Horlicks for pregnant women and lactating mothers

· Junior Horlicks for newborns and infants

· Horlicks Lite for calorie-conscious adults

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

a. Sugar

b. Men’s aftershave lotion

c. Smartphone

3. a. Explain the different adopter categories in the Innovation adoption process, taking the example of any innovative product of your choice.

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

Customer Relationship Management

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

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

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

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

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

International Marketing

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

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

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

Sales Management

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

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

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

3. CASE STUDY - Cipla

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

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

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

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

a. Outline the Strengths of Cipla in having a competitive edge in the International market.

b. Do its arrangements with US companies help in Product development?

Brand Management

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

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

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

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

a. What would you suggest to Mother Dairy for its revitalization plan.

b. What more challenges you foresee for the brand?

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B2B Marketing

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

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

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

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

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

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

Business Ethics, Governance & Risk

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

3. a. As an employee if you become a whistle blower, are you being disloyal towards your employer? Yes or No? What is/are the ethical reason/s for becoming a whistle blower?

3. b. Explain any two reasons to showcase that study and understanding of ethics makes for a better manager, good business and happy society?

Integrated Marketing Communication

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

2. You are the brand manager of a hygiene soap which protects you from germs. You have launched a campaign to build awareness on the importance of washing hands. For this the brand has tied up with an NGO to create awareness across the country especially in smaller towns. How will you leverage this association to build positive equity for your brand?

3. Case Study

ICICI ropes in Shahrukh khan as their Global Brand Ambassador

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

a. Think of an interesting active integration of ICICI in the next Shahrukh film.

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

Marketing Research

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

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

Services Marketing

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

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

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Introduction to Retail

1. What are the various functions performed by retailer who sell clothes for kids?

2. Elaborate on the importance of Visual Merchandising in retail citing an example of any unusual display that you have seen?

3. Case Study

Gits unpacks the utility narrative.

A ready to cook food cook food brand looks to stay relevant, even as its core promise to convenience is knocked over by a host of new players

New recipes, healthy alternative and national pride-it is a broad sweep of narrative that the 55 years old home grown convenience food brand is experimenting with, as it plots its way through a rapidly changing marketplace. A shifts in customer perceptions and needs and the aggressive expansion of food delivery apps are forcing gits the homegrown convenient food brand to rethink its value preposition.

The brand has a long history in the country. It came into being 1963 then gets food products, privately held company launch instant and ready to cook food mixes under its name. The company is currently managed by the third generation of the founding Gelani and Tejani families and the brand is being reinvented with new products being launched, new packaging format and all of this backed with intensive ad campaigns.

Change is being driving by changing customer’s profiles. More health conscious and while they look for convenience, Byers are also particular about fresh fare, say market experts. This is the market Gits seeks to address.

“Gits has always been an all-natural, no preservative brand. However, educating customers find breaking the myths is a big challenge,” says Sahil Gilani, director, Gits Food products. The company has recently launched a set of digital firms that speak to millennial needs about taste and convenient. All of this is package within a narrative that also seek to maximize the sentiment around two big upcoming festivals even rakhsha bandhan and Independence day. The company says the campaign is meant to celebrate both Patriotism and brotherhood and that is an ode to all soldiers.

Harish bijoor, brain consistent and founded, Harish bijoor consults does not sees the brand’s promise being effectively conveyed through such ads however. “Gits is a very old brand and that heritage of brand still sticks to it. Gits need to jump out of that old heritage. In terms of its current advertising, I do not see that happening.” The market that gets serves has plenty to offer. “I think it is important to understand that the young generation that we are talking about is not only about convenience, but also about rectification of good health due to that convenience. Associating good health and healthy practice with gits maybe a good way to go forward,” says bijoor.

The RTC (Ready to Cook) to the RTE (ready to Eat) segment is estimated to be around Rs.1200 Crores and growing at around 10–15%. Gits claims its accounts for 25% share of the market that has a number of hyper local and local brands. Among the big brands competing for the same pie are MTR foods, Kohinoor, ITC, Nestle, McCain food (India) Prabhat and others.

Gillani says that the brand focus in the earlier years was on the export market because some products were seen to be ahead of their times. But now domestic sales contributes to the 60% of company’s Revenue and its share is expected to grow, largely driven by new launches.

According to Gillani the lines between the RCT & RTE categories are getting blurred in the country today. This is all part of an evolutionary process in taste he adds, explaining that the challenge for brands such a gits lies in finding the sweet spot between RCT and RTE, a spot that attracts the young. While they are doing that, the company is also emphasizing the healthy nature of its product.

Gits now has super food mix like brown rice and flax seeds, idli mix, oats mix and such other products. It has also launched an organic and vegan version of ready meals abroad. The company is also looking at the ways to drive the brand deeper into the food business, by working with QSR that is (Quick Service Restaurants) and Hotels.

Distribution has also been ramped up and the company says it currently has more than thousand distributors across the country. It also has an e-store besides selling through flipkart, amazon and big basket.

Gits is also active on social media and has just launched its 3 digital films, catering to the younger audience on these platforms. Gillani had said at the time of the launch, that the films are based on real life situations. And the objective is to use the realistic narrative to break the myths around its portfolio of packaged foods, by giving viewers an insight into preserving without preservations.

a. What is Gits into and how long it has been in this industry and what has it gained in so many years? What is changing in the customer’s profile?

b. How does Gits plan to address this change in profiles and what is the USP of Gits that seems to be there in this case?

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Merchandising Management

1. What are the elements of a store? How would you go about starting your own exclusive store of potato chips using innovative techniques of display, promotions and selling?

2. What are the functions of a Merchandising Manager?

3. Case Study

PepsiCo lays its chips on the hyperlocal highway

The company finesses the regional game for Lay’s and Kurkure, acquires local taste and habits to beat back competition from homegrown snackmakers.

With southern markets on its radar, PepsiCo India is drilling down into local tastes and food habits to develop local and hyperlocal variants while rethinking its positioning tactics. It has just launched a variant for Lay’s that seeks to replace the traditional papad (rice and lentil crispies) as a meal time snack for southern market. Lay’s Wafer Style comes close on the heel of its launch of another product aimed at the same market, Kurkure Masala Munch with gingelly (sesame seeds) oil, a taste earlier catered to only by hyperlocal labels.

What makes PepsiCo focus so keenly on south and its regionalisation the way to counter the growing power of the local brands such as Haldiram’s, Bikanerwala, Balaji and numerous startup labels promising healthy snacks?

Dilen Gandhi, senior director, Marketing- Foods category, PepsiCo says that the company has always sought to develop new snacking habits in India, with the objective of catering to the different palates. ” Every region is important to us and we’ve always tried to connect to all our consumers by providing them with relevant flavours and textures that are tailor-made for their personal tastes and preferences” said Gandhi.

The launch of the new Lay’s Wafer Style is in line with the company’s regionalisation strategy and the south is an important market, the company said. Experts say that the new launches reflect a nuanced development of the company’s regionalisation agenda. Initiated a few years back the company started out adding spicy variants of its products and finding local stars to endorse the products.

Now the launches are better attuned to the local tastes and the positioning reflects an understanding of meal-time habits, said experts. Repositioning wafer chips to become a meal accompaniment is a good step, since this increases occasions of consumptions, said Natasha Kumat, India Food and Drink Analyst with market research firm Mintel. According to a report that they recently released, India is the second largest market for snack food after China in terms of volume and third in terms of value ($5.11 billion) after China ($73.31 billion) and Japan ($7.76 billion). While the gap is huge the potential is too, say market research agencies.

The Indian snack food retail market grew around 17.3 percent in terms of value in 2018 according to Mintel. And 38 percent of Indians have salty snacks alongside of their meal; the number jumps to 44 percent consumers from the south, added Kumat.

In south PepsiCo finds itself battling the unorganised unbranded products as well as regional brands that have developed a deep understanding of the customer. To take on these brands, it is tapping into local tastes and following local distribution patterns. According to consumer research reports, in the South 35 percent of consumers are buying unbranded and 20 percent branded, traditional snacks, mostly from neighbourhood stores, PepsiCo will also therefore need to tap into local sweet shops and such stores to grab attention and a share of the wallet.

“We have received great response on our region specific offerings” said Gandhi. The advertising is also being tailored around local consumer insights. It shows a young boy relishing what is otherwise considered to be a staple but uninteresting meal (sambhar rice) with a wafer-style chip as an accompaniment. In south people eat their rice with papads or some crispy snacks.

According to Kumat, around 40 percent of branded packaged traditional snackers say that their purchase is influenced by flavour. Hence the introduction of local oils and spices into Kurkure, which the company said, has been at the forefront of its regionalisation strategy. The efforts have paid off this far, as South India has emerged as one of the fastest growing markets for Kurkure over the last six months.

However, catering to specific local tastes is not the only challenge. With increasing health consciousness among consumers, brands have to walk the line between taste and wellness with care. The Mintel study shows that some brands address this by introducing healthy ingredients into their recipes, while some offer snacks with high fibre content. It depends on the insights the brands are playing with and given the market potential, the global brands are all ramping up their ambitions and efforts to think and act local.

a. Pepsi is trying to cater to the southern market by trying to change the habits of the consumers with its two new launches. Will this strategy succeed? Why is south so important market for pepsi. Why do you need local stars to endorse your brand?

b. Why are they trying to market this product as a meal time snack and what is the percentage of people having salty snack along with their meals and how do you increase this number? How do people relish their lunch and dinner in south and what should pepsi do diffent than what the south manufacturers are doing to retain their market share?

Retail Store Design and Location

1. Ferrari wants to set up its store in Pune. Which would be the most ideal location and why?

2. What are different types of retail formats? If you were to start a store of your own which product would you choose and how would you go about setting up your store

3. Case Study

Taco Bell to open 600 outlets in next 10 years

Taco Bell, the global Mexican fast-food major, is planning to open 600 outlets in India over the next 10 years. If implemented successfully, this can make India the second largest market for Taco Bell, after the US, said Liz Williams, president Taco Bell international.

“India is one of the most important markets outside the US and its diverse nature offers an opportunity to Taco Bell, as we are adept to embracing change. After the new plan is implemented successfully, India will emerge as the second largest market for Taco Bell.” said Williams. Currently, South American countries are it leading markets outside the US.

Taco Bell operates through 500 restaurants in 30 countries outside the US. In the US it has around 7000 restaurants.

Since it began its journey in India in 2010. Taco Bells growth has been muted. In 2015, it got Burman Hospitality to expand its business and had open up 30 restaurants in total of 11 cities. Now with the focus off its global management on the local market, Taco Bell will ramp up the process. This year it plans to open up 35 outlets and add up to five new towns in Bengal and Gujarat.in its portfolio, she said.

The American chain, from the Yum! Brand Group has appointed Delhi’s Burman Hospitality as its master franchisee partner for the same.

Under the current model, Burman Hospitality will own and operate all Taco Bell outlets with the right to sub-franchise. According the Gaurav Burman, director Burman Hospitality, it may look to sub-franchise some of the locations in the next three to five years. “However we would be launching the flagship restaurant’s in any new location on our own. This would help us establish the brand and set the standards.” He said. While Burman didn’t specify the amount of capital they need to invest for the expansion, estimates suggest that the firm may need to pump ₹80 to 100 crore a year for the same.

According to Williams, the market is ready for a widespread expansion, unlike earlier when Yum! brands focused on its other two chains KFC and Pizza Hut in India.

Currently, there are some 800 operational outlets between the two brands in India. However, Williams said over the years the number of Taco Bell outlets might overtake KFC and Pizza Hut.

Questions:

a. How many outlets is Taco Bell planning to open in 10 years and what is the strategy to do so?

b. Why is India becoming such an important market for Taco Bell and whom are they tying up with and why?

Sales Management

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

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

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

3. CASE STUDY - Cipla

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

a. Outline the Strengths of Cipla in having a competitive edge in the International market.

b. Do its arrangements with US companies help in Product development?

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Global Retailing

1. You have been invited as a Guest speaker to deliver session at E&Y’s Market Analyst – Gold Business, at the GJEPC (Gem & Jewellery Export Promotion Council) conference, elaborate how the TANISHQ brand continuously moves along the Wheel of Retailing.

2. At WWW.FIRSTCRY.COM’s SCM Department Induction Programme, how would you convey the applicability of different types of Inventory, to the inductees, you are mentoring?

3. Numerous FMCG brands have increased focus on using Multi-Channel Retailing Formats to access and reach its target segments.

a. Compare and contrast Single vs Multi-Channel retail, in this context?

b. Which are the product categories, in your opinion, where Multi-Channel retail can provide a better advantage?

Retail Store Operation and Inventory Management

1. If you are owner of a multichannel retail stores, would you offer the same assortment of products for sale, at the same price on its website and the physical store? Why or why not? Give examples.

2. Discuss strategy for market penetration, a retail format development, a market expansion and a diversification for growth that a large retailer like Tata Clique or Best Buy may use.

3.a. Analyze effect of efficient supply chain system on increase in retailer’s level of product availability and decrease in inventory investment.

3.b. Evaluate from Retailers as well as customer’s perspectives use of manufacturer’s brands vs private label brands in retail operations of a large retail chain?

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Year	Project 1	Project 2	Project 3
0	-1,00,000	-1,00,000	-1,00,000
1	27,000	25,000	32,000
2	31,000	30,000	28,000
3	32,000	33,000	35,000
4	34,000	36,000	25,000
5	37,000	35,000	40,000

Year	Project 1	Project 2
0	-1,00,000	-1,00,000
1	27,000	25,000
2	31,000	30,000
3	32,000	33,000
4	34,000	36,000
5	37,000	35,000
6	39,000	37,000
7	42,000	50,000

Equity shares (30 million shares, Rs. 10 par)	Rs.300 million
11% Preference shares (1.5 million shares, Rs.100 par)	Rs.150 million
8 % debentures (1.5 million, Rs.100 par)	Rs.150 million
Total	Rs.600 million

	Simpson Ltd	Wilson Ltd
No. of shares	3,00,000	2,00,000
Market price per share	₹30.00	₹20.00
EPS	₹4.00	₹2.25

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Particulars	UoM
Raw Material	Rs. Per Unit	50
Wages		10
Direct Expenses		20
Fixed Overheads	Rs.	100000
Variable Overheads	Rs. Per Unit	10
Selling & Distribution Expenses	Rs. Per Unit	3	20 % is Fixed
Administrative Expenses	Rs.	50000
Sales Price	Rs. Per unit	130

	UoM	A	B	C
No. of Units	Nos.	20	30	40
Sales Price	Rs./Unit	100	50	25
Variable Costs	Rs./Unit	40	20	5
Fixed Costs	Rs.	1,80,000

52	33	70	95	57	61	47	60
57	64	54	94	38	61	89	48
50	39	94	63	59	31	88	46
68	88	93	48	82	82	72	73
74	70	92	76	98	91	80	68
32	33	31	75	54	48	62	53
36	64	63	66	92	98	91	42
36	54	71	86	84	55	33	43
91	34	64	67	89	78	47	62
97	92	53	56	68	55	36	67
93	42	51	77	36	93	51	66
44	66	63	33	68	79	92	76
83	53	86	76	35	40	43	46
55	41	36	39	42	96	42	77
60	53	38	51	95	56	93	63
48	69	49	33	95	37	83	64
83	62	96	34	85	32	40	85
39	59	77	62	35	34	39	92
54	89	36	45	83	34	86	90
39	61	88	86	55	33	77	40
69	54	30	38	79	77	44	59
95	34	38	91	80	90	58	40
88	45	95	71	80	43	89	53
61	40	31	61	58	53	88	94
91	63	60	94	98	53	53	45
50	34	75	74	90	98	87	66

52	33	70	95	57	61	47	60
57	64	54	94	38	61	89	48
50	39	94	63	59	31	88	46
68	88	93	48	82	82	72	73
74	70	92	76	98	91	80	68
32	33	31	75	54	48	62	53
36	64	63	66	92	98	91	42
36	54	71	86	84	55	33	43
91	34	64	67	89	78	47	62
97	92	53	56	68	55	36	67
93	42	51	77	36	93	51	66
44	66	63	33	68	79	92	76
83	53	86	76	35	40	43	46
55	41	36	39	42	96	42	77
60	53	38	51	95	56	93	63
48	69	49	33	95	37	83	64
83	62	96	34	85	32	40	85
39	59	77	62	35	34	39	92
54	89	36	45	83	34	86	90
39	61	88	86	55	33	77	40
69	54	30	38	79	77	44	59
95	34	38	91	80	90	58	40
88	45	95	71	80	43	89	53
61	40	31	61	58	53	88	94
91	63	60	94	98	53	53	45
50	34	75	74	90	98	87	66

52	33	70	95	57	61	47	60
57	64	54	94	38	61	89	48
50	39	94	63	59	31	88	46
68	88	93	48	82	82	72	73
74	70	92	76	98	91	80	68
32	33	31	75	54	48	62	53
36	64	63	66	92	98	91	42
36	54	71	86	84	55	33	43
91	34	64	67	89	78	47	62
97	92	53	56	68	55	36	67
93	42	51	77	36	93	51	66
44	66	63	33	68	79	92	76
83	53	86	76	35	40	43	46
55	41	36	39	42	96	42	77
60	53	38	51	95	56	93	63
48	69	49	33	95	37	83	64
83	62	96	34	85	32	40	85
39	59	77	62	35	34	39	92
54	89	36	45	83	34	86	90
39	61	88	86	55	33	77	40
69	54	30	38	79	77	44	59
95	34	38	91	80	90	58	40
88	45	95	71	80	43	89	53
61	40	31	61	58	53	88	94
91	63	60	94	98	53	53	45
50	34	75	74	90	98	87	66

52	33	70	95	57	61	47	60
57	64	54	94	38	61	89	48
50	39	94	63	59	31	88	46
68	88	93	48	82	82	72	73
74	70	92	76	98	91	80	68
32	33	31	75	54	48	62	53
36	64	63	66	92	98	91	42
36	54	71	86	84	55	33	43
91	34	64	67	89	78	47	62
97	92	53	56	68	55	36	67
93	42	51	77	36	93	51	66
44	66	63	33	68	79	92	76
83	53	86	76	35	40	43	46
55	41	36	39	42	96	42	77
60	53	38	51	95	56	93	63
48	69	49	33	95	37	83	64
83	62	96	34	85	32	40	85
39	59	77	62	35	34	39	92
54	89	36	45	83	34	86	90
39	61	88	86	55	33	77	40
69	54	30	38	79	77	44	59
95	34	38	91	80	90	58	40
88	45	95	71	80	43	89	53
61	40	31	61	58	53	88	94
91	63	60	94	98	53	53	45
50	34	75	74	90	98	87	66

52	33	70	95	57	61	47	60
57	64	54	94	38	61	89	48
50	39	94	63	59	31	88	46
68	88	93	48	82	82	72	73
74	70	92	76	98	91	80	68
32	33	31	75	54	48	62	53
36	64	63	66	92	98	91	42
36	54	71	86	84	55	33	43
91	34	64	67	89	78	47	62
97	92	53	56	68	55	36	67
93	42	51	77	36	93	51	66
44	66	63	33	68	79	92	76
83	53	86	76	35	40	43	46
55	41	36	39	42	96	42	77
60	53	38	51	95	56	93	63
48	69	49	33	95	37	83	64
83	62	96	34	85	32	40	85
39	59	77	62	35	34	39	92
54	89	36	45	83	34	86	90
39	61	88	86	55	33	77	40
69	54	30	38	79	77	44	59
95	34	38	91	80	90	58	40
88	45	95	71	80	43	89	53
61	40	31	61	58	53	88	94
91	63	60	94	98	53	53	45
50	34	75	74	90	98	87	66

52	33	70	95	57	61	47	60
57	64	54	94	38	61	89	48
50	39	94	63	59	31	88	46
68	88	93	48	82	82	72	73
74	70	92	76	98	91	80	68
32	33	31	75	54	48	62	53
36	64	63	66	92	98	91	42
36	54	71	86	84	55	33	43
91	34	64	67	89	78	47	62
97	92	53	56	68	55	36	67
93	42	51	77	36	93	51	66
44	66	63	33	68	79	92	76
83	53	86	76	35	40	43	46
55	41	36	39	42	96	42	77
60	53	38	51	95	56	93	63
48	69	49	33	95	37	83	64
83	62	96	34	85	32	40	85
39	59	77	62	35	34	39	92
54	89	36	45	83	34	86	90
39	61	88	86	55	33	77	40
69	54	30	38	79	77	44	59
95	34	38	91	80	90	58	40
88	45	95	71	80	43	89	53
61	40	31	61	58	53	88	94
91	63	60	94	98	53	53	45
50	34	75	74	90	98	87	66