## Calculate the probability for the following statements. Draw the Probability tree diagram also

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Decision Science

Q1. Calculate the probability for the following statements. Draw the Probability tree diagram also.

In a medical college of Pune (a class of 100 people), 30 % people Like to have Misal-pav on the farewell party as per the google form survey. Remaining people have chosen vadapav. Out of those who have chosen Misal-pav 50 % said that they would eat only Jain Misal pav. Well, 30 % of those have chosen Vadapav, also said they would have Jain Vadapav only.

• What is the stack (percent & number) of people Who will have Jain Food (including MISal pav and Vadapav)
• What is the probability of selecting a person who would eat Misal pav given that person’s diet type is Jain.

Note: Handmade drawing of Diagram is prohibited; prepare it with the help of software like MS-Word.

Q2. Write the interpretation for the following regression model. You are advised to run the analysis using MS EXCEL.

Here Hiranmayee Dhar, an entrepreneur who is running “Pashminaa” a store of Pashmina shawls. She is targeting customers via social media applications; she has chosen Instagram as a platform and had also chosen REELs to advertise her products. She is looking for a forecasting model to understand the impact of no of likes of the REELs demonstrating product and its sales (in number of units).

 Reel Number Number of units sold Number of likes Reel 1 24 1503 Reel 2 24 1564 Reel 3 24 1649 Reel 4 24 1882 Reel 5 26 1924 Reel 6 28 1937 Reel 7 28 1944 Reel 8 29 2086 Reel 9 30 2150 Reel 10 31 2215 Reel 11 32 2366 Reel 12 32 2472 Reel 13 35 2622 Reel 14 35 2792 Reel 15 36 2871 Reel 16 36 2973 Reel 17 38 3000 Reel 18 38 3024 Reel 19 39 3319 Reel 20 40 3336 Reel 21 41 3337 Reel 22 41 3413 Reel 23 41 3479 Reel 24 42 3577 Reel 25 46 3617 Reel 26 46 3922 Reel 27 46 4332 Reel 28 48 4562 Reel 29 48 4577 Reel 30 48 4763 Reel 31 49 4964

• Write the regression model.
• Discuss the R-square, Multiple R
• Discuss the ANOVA
• Discuss the Significance of Independent variable and B1 value.

Q3.a) Draw an appropriate chart for the following. Also write your clarification for choosing that graph. For each variable identify a time-series component present if you consider the long- term pattern.

Table: Production of Commercial crops. (Source: RBI)

 Year Groundnut (Lakh Tonnes) Rapeseed & Mustard (Lakh Tonnes) Soyabean (Lakh Tonnes) 2000-01 64 42 53 2001-02 70 51 60 2002-03 41 39 47 2003-04 81 63 78 2004-05 68 76 69 2005-06 80 81 83 2006-07 49 74 89 2007-08 92 58 110 2008-09 72 72 99 2009-10 54 66 100 2010-11 83 82 127 2011-12 70 66 122 2012-13 47 80 147 2013-14 97 79 119 2014-15 74 63 104 2015-16 67 68 86 2016-17 75 79 132 2017-18 93 84 109 2018-19 67 93 133 2019-20 100 91 112 2020-21 102 102 126 2021-22 101 118 130

Note: Here you are advised to use Software like EXCEL for making Graphs, copy them and paste in your assignment file. Snapshots are not allowed.

Q3.b) Write the sampling plan for the following study. Also write, what is recommended according to you, census survey or sample Survey?

Imagine yourself doing PhD in NMIMS, for one of your research papers you do require a primary survey to understand the social media consumption of LinkedIn users. Your goal is to understand why they are using LinkedIn, for how many hours a day, and their activities they do on the same platform. You do have research questionnaire in your hand as per your proper literature study. Now, the question is about survey and data collection.

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## According to Avani, a new age PR consultant, emails are obsolete and she thinks no one pays heed to email messages anymore. However, her seniors still support connecting with customers through emails as it still is the primary medium of business communication. Avani decides to explore skills of emailing effectively and goes through the three-step process for emailing – Planning, writing and completing email messages. Please elaborate on the three steps mentioned above.

1. According to Avani, a new age PR consultant, emails are obsolete and she thinks no one pays heed to email messages anymore. However, her seniors still support connecting with customers through emails as it still is the primary medium of business communication. Avani decides to explore skills of emailing effectively and goes through the three-step process for emailing – Planning, writing and completing email messages. Please elaborate on the three steps mentioned above.

2. After completing his MBA from one of the reputed institutes Rakesh interned with a market leader in Consumer Products company. He was offered a job as a junior manager on completion of his internship with the same organization. Now, after almost 1.5 years with the same organization as an assistant manager, he realized that he could have had better growth opportunities in other organizations. Hence, he wants to start exploring his options. However, since he never had to indulge in active job seeking, he feels a little lost and approaches a senior friend with some potential employers. Imagining you are his senior friend, please elaborate on some tips for translating general potential into presenting as skills for the employees.

3. Protek Manufactures has been a market leader in paper products for almost 55 years. While they have captured most of the market in West and South India, they still think that reaching out through new media is missing out in their marketing plan. They decide to explore social media for more innovative ways of reaching to their existing and new customers. Please discuss following points in light of the case.

a. Writing strategies for social media for Protek

b. Various social networks that will help Protek to reach to different set of audience.

## India’s Foreign Trade June 2018 Assignment

1. What do you understand by concept of Balance of Payment (BOP), discuss classification of BOP; describe the main features of India’s Balance of Payment.

2. What are the major trade barriers commonly experienced by exporters, explain how it will affect the counties economy; take an example of any one sector and explain the concept in detail.

3. Indian pharmaceutical has successfully taken major global player in exporting of formulations and bulk drugs to regulated as well as non-regulated market; it ranks no. 3 in total production in the global market.

a. Discuss the strengths of Indian pharmaceutical Industries in general, and which lead to become global player.

b. Discuss what are the major hindrance faced by Indian pharmaceutical Industries for exporting to various countries.

## Export Import Procedures and Documentation June 2018 Assignment

#### Export Import Procedures and Documentation

Q1 Your company has imported one consignment by sea to Mumbai Nhava Sheva seaport. As the consignment has to be cleared on arrival of ship you are asked to explore the possibility of filing advance bill of entry. Explain how will you handle this to complete the process of filing advance bill of entry. Also explain what you will do if the ship arrives late to the port.

Q2 You have imported plastic containers for audio/video cassettes. Management wants to go for self clearance without involving any customs broker to test your knowledge in the customs clearance. Your boss advises you to classify under “Plastics products”. Please advise the right classification after checking the customs tariff. Please support your decision with proper explanation based on the tariff.

Q 3 After obtaining IEC certificate, XYZ company has shifted the factory to some other location. They have approached you for your advice. According to your experience

a. what all corrections should be done in the IEC certificate by XYZ company

b. and explain the procedure in detail so that they take correct action

## Custom Shipping and Insurance June 2018 Assignment

#### Custom Shipping and Insurance

1. You have joined an import export organization wherein there is an internal examination for considering promotion. You have to specify the sections of the following from the Customs Act 1962. Please explain the section of

a. Bill of entry for home consumption

b. Shipping bill

c. Ex bond bill of entry

d. Total number of section in the Customs Act 1962

2. One consignment under FOB was received by air. However your company could not produce freight certificate and also have not insured the consignment. Please explain as to how the customs will arrive at CIF value. What would be the repercussions in case of damage/pilferage in the consignment?

3. You have to export 10 x 40’ containers from Delhi to Dubai. You have to organize a freight forwarder as the containers have to come from Delhi to Mumbai by road and then by sea.

a. How will you select a freight forwarder for this job?

b. What would be your arrangement to bring containers from Delhi to Mumbai?

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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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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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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.

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.

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

 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.

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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

3. a. Following are the Budgeted figures of PQR Ltd.

 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 3 20 % is Fixed Administrative Expenses Rs. 50000 Sales Price Rs. Per unit 130

Capacity of the Factory is 10000 units. However due to Covid, the production capacity for the year was reduced to 80%.

Prepare a Budget for the factory in Normal and Covid situation.

3b. With the following information, prepare the Budgeted Profit for the year for Company XYZ.

 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

Assuming that the mentioned production numbers are at 100% capacity, under what situation would XYZ ltd. create a flexible budget (suggest any one). What benefit would it provide to the management of the company?

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Taxation- Direct and Indirect

1. Define and discuss any five income sources that does not forms the part of the taxable income. Student can take suitable examples wherever required.

2. Mr Bharat is a Central Government employee. Discuss the deductions and the extent of such deductions under section 16, he will receive from the gross salary income.

3. The gross total income of Mrs Verma from all sources for the assessment year 2022-23 is Rs700000. She has made the following investments, as well as certain payments during the financial year 2021-22.

1. Contribution to PPF, Rs 145000

2. Payment made to Alfa coaching classes as private tuition fees for science classes Rs 15000

3. Repayment of housing loan taken from SBI, Rs 15000

4. Contribution towards approved pension fund of LIC, Rs 123000

a. Compute the eligible deduction amount under Section 80 C, 80CCC, 80CCE.

b. Discuss the relevant provisions as applicable under Section 80 C, 80CCC, 80CCE.

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Compensation & Benefits

1. Analytics world is newly set up IT firm. This organization was established by Information Bay business group as part of its recent diversification exercise. The group company has appointed you as an HR manager of this newly set up IT firm. First assignment given to you is to identify the special groups in Analytics World and decide how to compensate them? Accordingly, identify the special groups that would be working for Analytics world and decide how you are going to compensate them?

2. H&H is a fashion house in India. The company is a well-known brand in the Indian market. The company is dealing with all-inclusive fashion However, due to tough competition the company is facing a problem of high employee turnover. Company is not able to retain the talent. You are heading the HR Department of H&H fashion since last three years and after looking into the problem of low employee retention rate, you found that most of the employees are choosing to join the competitor’s organization due to attractive benefits provided to employees by the company. In this backdrop, you are now deciding to revamp the employee benefit program in your company. State and explain the different employee benefits that you will provide under the revamped employee benefits program?

3. Filmy Head Ltd is a movie production house based in India since 2007. Since its inception, which is 25 years ago, the company has not considered revision in compensation and benefits program. This has led to Company’s loss in terms of quality human resources. On its 25th anniversary, company is considering the revision of pay now. In this background, answer the following:

a. Explain how will you undertake job analysis?

b. Explain the importance of job evaluation in this context.

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Industrial Relations & Labour Laws

1. ‘The Payment of Wages Act 1936 was enacted to ensure fair payment of wages to workers’ Explain the statement elaborating on the objects and rules regarding payment of wages.

2. After independence, industrial relations in India have gained certain characteristics, explain.

3. Write a brief on:

a. Strikes and lockouts

b. Layoff and retrenchment

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Manpower Planning, Recruitment and Selection

1. What is the final step in human resource acquisition? Discuss its significance.

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?

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Organisation Culture

1. Please outline the relation between the organisational culture and organisational structure. Explain the steps for creating organisational culture. Describe six socialization tactics.

2. Discuss the practices that can be used by an organisation to create an ethical organisational culture. What is a positive organisational culture? Explain.

3. a. How do effective leaders help in cultural transformation? Discuss various aspects of a successful organisational. Please give an example.

3. b. What is the linkage between organisational culture and business strategy? How can ethical culture be developed through formal and informal systems? Discuss.

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Organisational Theory, Structure and Design

1. ‘Orange Spot’ wants to adapt to its changing business environment. Which three aspects of its business environment should it focus on? Do a PESTEL analysis of a beverage company, in this context.

2. The VP, James Jenson, of an e-commerce company, wants to do a thorough organisational analysis for his company. Explain how it will help the organisation. Elaborate the VRIO framework, in this context.

3. As an HR Expert for an automotive company, Reema strongly believes in understanding and differentiating business strategies at different levels. Her boss, however, is unable to comprehend how this bifurcation is feasible. So, she has asked Reema to make a presentation on the company’s different strategic management aspects. Keeping the above scenario in mind,

a. Explain how Reema will bifurcate the organization’s strategy at three separate levels.

b. Briefly explain the role of Reema as a strategist and help her come up with various types of strategies.

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Performance Management System

1. Skyfirst Airlines is a low cost domestic airline in India and is a five year old company. You are the HR Manager of the company and need to prepare a 360 degree questionnaire for the position of ‘’ground staff at the airport’’.

2. Yash Financial Services is a financial solutions company with various products like mutual funds, loans, fixed deposits, etc. Prepare an appraisal form using the graphic rating scale for the position of “Recruitment Executive” in Yash Financial Services.

3. Using ‘’cost effectiveness’’ as the theme, prepare two SMART each for the following profiles:

a. Production Executive at a manufacturing company

b. Dispatch Executive at a Logistics company.

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Brand Management

1. Mr. Raj plans to start his own fintech start-up for buying and selling Mutual Funds, Gold, Stocks, Bonds, etc. It will be an in-one app that will help you with all your investment needs. It is built with total safety features so that you can invest like a pro. The best thing is it will have free services like tax planning consultation so that you don’t make wrong decisions. You have been selected as a brand in charge of the app and you have been given a task to work on brand elements including brand name. Explain and elaborate on various types of Brand elements that you will suggest for the app. Also, explain the criteria for choosing brand elements.

2. Explain the product, pricing, and channel strategy that you will adopt for the fintech app.

3. As a brand in charge of the app, explain to your team the given points:

a. Difference between the product and brand.

b. Types of risk associated with reference to the app.

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Consumer Behaviour

1. What is Consumer Ethnocentrism? What could be the key differences between consumers who are Ethnocentric and Non-Ethnocentric? Using the example of automobiles can you connect which customer segments would exhibit Ethnocentrism and Non-Ethnocentrism.

2. What are Rituals in the context of consumer behavior? How do Rituals create value for both marketers and consumers? Explain with examples 5 different kinds of rituals common in India and what kind of products / services are purchased during those rituals.

a. What are Culture and Subculture? Identify any 4 distinct types of Sub-cultures that exist in India and determine which product/service purchases do they influence.

b. What is Family Life Cycle? Take the following 5 different stages of the Family Cycle viz. Bachelor I, Young Couple, Full Nest I, Full Nest II & Older Couple – explain what each of these stages is in the Family Life Cycle and list down at least 3 different product categories which families at each of these stages would prefer to buy. [Please note you have identified 3 product categories for each stage of the Family Life Cycle].

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Customer Relationship Management

1. You plan to install CRM software in your company and that will be providing support to your call center and sales force. However, the management is worried about the ROI. What are the KPIs that you intend to measure for the call center.

2. Your company manufactures glass bottles. This month you are coming up with a pathbreaking product, which you believe will attract GEN Z customers. You want to considerably focus on this segment for the next 5 years. How will you manage your relationship with your existing customers and persuade them to buy the new product?

3. You have completed your CRM course. The company where you are working has asked you to be the contact point for the CRM project implementation.

a. How can you measure the success criteria for CRM project implementation?

b. How can you evaluate the CRM project requirements of your organization, the infrastructure available, and the capabilities of your organization?

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International Marketing

1. You are a manufacturer of cycles from India and are keen on expanding your business globally. Discuss the challenges of marketing your product globally?

2. “Go Local “is a term that is having resonance with countries today to promote Local consumption. In your view is it positive for nations to produce locally and avoid globalization?

3. Read the following case study carefully and then answer the questions that follow:

India achieved a record food grain production of 281.37 million metric tons due to fertile soil, good rainfall and use of genetically modified seeds. From a net importer of food India today exports food grains to various countries like, Iran, Qatar, UAE, Indonesia etc.

Ironically India is home to the largest number of hungry people.

Around 213 million go hungry and are malnourished people as they do not get proper two meals a day. Food distribution channels are weak and about 10 % of the stored food grains is being wasted and eaten up by rats and birds while human population is deprived of food.

a. Explain whether India should continue to export food grains to various other countries?

b. Suggest a strategy how India can solve the above dilemma and embark on large scale food grain exports?

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Marketing Strategy

1. An international nutrition brand wants to enter into Indian market after mapping their target audience. What kind of market segmentation should they consider while entering into the market?

2. Corporate strategy aims at increasing business by focusing on its resources & organization structure. Explain this statement with your views.

3. Case Study

Mrs. Varma was an outstanding sales person in the Ajax Discount Store. She knew the products well, kept up to date with her recordkeeping and was willing to work overtime whenever necessary. None of her co-workers came near her level of overall sales performance.

Because of this effective record Mrs. Varma was promoted to manager of the children’s wear department. Almost from her first day in the new position trouble began to occur. Mrs. Varma complained about her subordinates’ lack of motivation and dedication, feeling that they were overpaid and that many should be fired. Naturally, this caused difficulty in the department, and two of the better sales people quit abruptly.

Mrs. Varma’s superior discussed these problems with her, but after several such discussions Mrs. Varma still couldn’t understand why she should approach her job differently.

Finally, her superior offered Mrs. Varma her old job back as a salesperson with no cut in pay. At first Mrs. Varma was happy about this switch back to her old job. No more problems with those lazy employees. But then she became worried about her lack of success as a manager, and this caused her sales to fall. Even though her boss reinforced her on several occasions, telling her that not everyone can succeed as a manager and that excellent sales people are very valuable to the store, nothing seemed to give assurance to Mrs. Varma.

a. Should she have been demoted back to her old position? Why? Why not?

b. If Mrs Varma had been in her new role, what strategy could she adopt to increase performance of her subordinates?

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Sales Management

1. Is selling a science with easily taught concepts or an art learned through experience? Please illustrate your response with examples.

2. As the Vice President-Sales of Hindustan Lever you have to work closely with your colleague in marketing in areas like product policies, distribution policies, and pricing policies.

After discussion with your sales team, you would like to relaunch one of the toothpaste brands in a specific geography. What would constitute the key elements of this relaunch?

3. Wipro is an Indian multinational with its headquarters based in Bangalore. It has total revenue of \$9 Billion with a net income of \$1.4 Billion across all its business units, which has both information technology and FMCG (Fast Moving consumer goods) products. Based on the success of local laptop brands in the Indian marketplace like HCL, Wipro would like to re-enter the laptop segment in India.

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

As the Vice President of Sales for Wipro laptops, you are required to come out with a sales management strategy covering sales structure as well as compensation and benefits for the sales force selling laptops.

a. There are three types of sales organizational structure namely line sales organization, line and staff sales organization, and functional sales organization. Out of these which one would you recommend for the sales force for Wipro laptops considering that you will be selling to both the B2B and B2C segments? Please justify your recommendation as well.

b. The common methods of compensation are straight commission, straight salary, drawing accounts, and salary plus commission plan. Which of them would be used by you as the VP Sales for the sales team selling Wipro laptops and why?

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Enterprise Resource Planning

Question: Read the case study – ‘Bharat Petroleum Corporation Limited (BPCL)’ and answer the following questions.

a. Explain what activities were carried out by BPCL as part of the Business Blueprinting phase of the project. Was this a plain-vanilla implementation? Justify your answer giving suitable justifications.

2. Explain the role of change management in this project. Based on your understanding, comment on whether the change management activities carried out were satisfactory or not. Justify your answer giving suitable justifications.

3. Explain the functionality of the following two modules of SAP.

a. Manufacturing and Production Planning Module (PP)

b. Finance and Costing (FICO) Module

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Operations and Supply Chain Strategies

1. Mr. Shah is supply chain manager at NMart one of the leading retail organization. In the initial days of COVID 19 there was sudden rise in demand of FMCG products. It was different kind of the disruption for the retail industry. In such scenario every business required some competitive edge to sustain in market. Discuss different supply chain drivers with Mr. Shah that ultimately helps NMart to enables entire supply chain.

2. Mr. Mittal was working with reputed tuition classes and having rich experience in teaching. One day innovative idea came to his mind to start online classes. This idea will give Mr. Mittal more students and better geographic reach. Suddenly he left the job and started his online classes business. He struggle a lot in initial days of business but later he manage his business in break even. Explain existing situation of online learning classes with respected to industry life cycle.

3. IRCT Ltd Tourism Company running business from last ten years and have many good clients. Company also operated offices in multiple cities. But due to COVID 19 company faced a lots of challenges. Because of such pandemic situation people were not traveling and not using any of company’s service. At the same time company was not able to generate revenue and not able provide salaries to employees.

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

b. Should company use retrenchment strategy or not? Discuss.

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Procurement Management

1. Tesla is coming up with a new facility in India and are in the process of designing their sourcing strategy as well, to identify their suppliers for their components. As a procurement manager of Tesla,

a. Highlight the step by step purchasing and supply procedures you will make?

b. Bring out the supplier selection criteria for components procurement, you would design as a procurement manager for the upcoming plant.

2. A large mobile manufacturer wishes to expand its facility to increase production. But before proceeding with the plan, they wanted to understand the cost implications and hence wanted to prepare a detailed spend analysis. You are given the task to prepare the spend analysis and list of background information and performance indicators/metrics. Also bring out the Total cost of ownership criteria before and after expansion.

3. a. You have been appointed as the head of the supply chain operations of a global pharma company headquartered at Switzerland. Their regional distribution centres are located in Asia, The US, Africa and Australia. You have been asked to give detailed report for managing its global logistic system. Please draft a report.

3. b. For the above scenario, also suggest the preferred Incoterms to be followed for its exports.

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Project Management

1. As an event manager, you have to organize a conference with more than 100 guests. Prepare the project charter and a project detailed project budget.

2. To complete the same conference successfully, note down the strategies to be applied in different phases of the project life cycle, considering the triple constraint.

3. As an accountable project manager for the same conference, you may have to contract out some parts from a third party for successful completion.

a. Create a work break down structure.

b. Suggest the contract type to be useful for different work packages with corresponding reasons.

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Service Operations Management

1. Strategies and decisions are taken at various hierarchal levels in an organization. Explain different levels of hierarchy in organisations and discuss the various Strategic decisions taken at these different levels of hierarchy. Explain these hierarchical levels and decisions by taking an example of any Healthcare setup of your choice.

2. Discuss the Role of Service Engineers in ‘Engineering/Designing/Evaluating’ Service Operations. Explain the three techniques used to evaluate service operations with reference to a setup from the Hospitality sector.

3. The Education Sector is a good example wherein the Service operations involves elaborate planning prior to the start of each processing cycle (academic year). The services are evaluated by the customers and rated highly based on the ‘service’ that the institute provides. With reference to the education sector discuss the following aspects of service operations

a. The ‘customer’ need not be involved in all the processes, and consequently the Institutes’ services need not plan all the components of their facilities to please the customers as well as make them visible to customers. Discuss this aspects of facility planning with the concept of Decoupling of processes in an Educational institutes premises.

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

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Total Quality Management

1. “Partnering with suppliers to develop deep, mutually beneficial relationships over the long-term is frequently cited as a means by which to lessen that risk and develop true supply chain excellence”. Discuss this statement with relevant examples.

2. Performance measurement is considered to be a vital factor of the total quality management efforts of an organization. Discuss the concepts of performance measurement and its objectives.

3. An auto manufacturing organization receives 10,000 bearings from its supplier. The quality control inspector will inspect 28 of them. If there are 0, 1, or 2 defective bearing, she can accept the delivery of the shipment. But if the sample contains more than 2 defectives, she will reject the entire lot.

a. Discuss the quality control procedure the quality inspector has adopted.

b. What are the four parameters of an OC curve?

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1. Globalization has not only brought people closer but also it has led to the integration of ideas, cultures and values.” In the light of this statement, explain the advantages and disadvantages of Globalization.

2. “The major objectives of sourcing globally are to lower production costs and to maintain the required quality standards of products and services”.

In the light of above statement explain the reasons, benefits and challenges of Global Sourcing.

3. Gillette Targets Emerging Markets’

As it entered the twenty-first century, Gillette faced a difficult choice. Should it continue targeting emerging markets or not? Its strategy to move aggressively into markets in the developing world and the former Soviet bloc had been hailed as a success only a few years before. Recent poor earnings, however, had management considering whether this choice had been a wise one.

The Boston-based firm was founded in 1895 and is still best known for its original products, razors and razor blades. By the end of the twentieth century, Gillette had grown into a global corporation that marketed. its products in 200 countries and employed 44,000 people worldwide. About 1.2 billion people use Gillette products every day. Its sales are about equally distributed among the United States (30 per cent), Western Europe (35 per cent), and the rest of the world (35 per cent).

As markets matured in developing countries, Gillette sought growth through product diversification, moving into lines such as home permanents, disposable lighters, ballpoint pens, and batteries. In the mid-1990s, Gillette targeted several key emerging markets for growth. Among them were Russia, China, India and Poland.

Russia was already a success story. Gillette had formed a Russian joint venture in St.Petersburg and within 3 years Russia had become Gillette’s third-largest blade market.

Gillette’s move into the Czech Republic had prospered as well and in 1995 Gillette bought Astra, a 10caI; privately-owned razor blade company.

Astra gave Gillette expanded brand presence in the Czech market. Astra’s relatively strong position in export markets in East Europe, Africa and Southeast Asia proved a boon to Gillette in those markets as well. Jus.t as in other markets in the developing world, 70 per cent of East European blade consumers used the older, lower-tech double-edge blade. In more developed markets, consumers appreciated product innovation and the shaving market had moved to more high-tech systems such as Gillettes Sensor.)

Then disaster struck. A financial crisis that began in Thailand quickly spread across Asia. Many wary investors responded by pulling money out of other emerging markets as well as depressing economies across the globe. Bad economies meant slower sales for Gillette, especially in Asia, Russia and Latin America. In Russia, wholesalers could not afford to buy Gillette products. Consequently, these products disappeared from retail stores and Gillette’s Russian sales plummeted 80 per cent in a single month.

Gillette found it could not meet its projected annual profit growth of 15-20 per cent. The price of Gillette shares tumbled 36 per cent in 6 months. To save money, Gillette planned to close 14 factories and layoff 10 per cent of its workforce.

Despite its recent bad experience in developing countries and in the former Soviet bloc, Gillette was still moving ahead with plant expansion plans in Russia and Argentina that would total \$64 million. Some even suggested that this was a good time to expand in the emerging markets by buying up smaller competitors that had been hurt even worse by the crises. Meanwhile, back in the developed world, another large global consumer products firm, Unilever, announced that it would be entering the razor market.

a. Why do companies such as Gillette target emerging markets? Do you agree with this strategy?

b. What are the dangers to Gillette of targeting emerging markets?

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Supply Chain Management

1. A successful company needs to strike a balance between responsiveness and efficiency. Discuss how companies should prepare for globalization in terms of responsiveness.

2. Consider the supply chain involved when a customer orders a book from Amazon. Identify the push/pull boundary.

3. a. What would you do if your competitors acquire your supplier?

3. b. Explain the role of social media in supply chain strategy.

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Logistics Management

1. Explain the different Transportation Networks used for transportation of Goods. Explain the advantages and disadvantages of the Transportation Infrastructure in India.

2. How does Amazon implement its Smart Warehouse activities efficiently?

3a. “Statistical Method use Historical Data for analysing the relationship between variables and predicting the future trends”. Do you think this is a suitable method? Explain.

3b. What suitable methods can you suggest for predicting the future trends?

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Export-Import Procedures and Documentation

1. You have joined an export-import company with a dilemma on one product, i.e., whether to import or procure locally. Your Head of the department seeks your opinion to decide on this. You suggested importing the goods as they are quality sensitive. Your HOD requires you to put your views in writing on the views for this international trade

Question 2: Your friend has got an interview with an export-oriented organization. He wants your help explaining various export assistance available in India so that he can face the question in the interview. Give your input on Export Assistance in India.

3. Your company has given you a new assignment in the insurance department. You have to handle cargo insurance. The company wants to know the following so the department can be organized better.

a. What is cargo insurance?

b. What are the perils covered under cargo insurance so that the company can cover the insurance of export goods accordingly?

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Domestically well-established pharmaceutical company called ZEN Pharma having their c GPM certified manufacturing unit in MIDC Nashik, Maharashtra. They are marketing their products in India and also overseas successfully for more than a decade. Now they would like to put up their new plant in exclusive SEZ zone:

Q1: Discuss in detail what the major benefits Zen are Pharma can get having their plant in SEZ

Q2: Do you think ZEN Pharma’s decision was in the right direction, and what are the most common challenges they may encounter if they have plant ins exclusive SEZ zone.

Q3a: Do you think having new plant in SEZ zone can give opportunity for ZEN Pharma to go for manufacturing for overseas companies brands; elaborate your thoughts

Q3b: What kind of financial benefits ZEN Pharma can anticipate.

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Custom Shipping and Insurance

Question 1: During an interview with a Shipping company your interviewer asks you to explain the Section 106 of The Customs Act 1962 as it pertains to any conveyance. Please give your answer in a simple language

Question 2: You are handling cargo insurance of your company. Your company has imported one consignment. You have received a mail from the shipping company stating that your consignment has been thrown into the sea to lessen the weight and save the ship and other goods. Shipping company informs that your loss will be compensated. Your company received this new with shock and asks you under which clause this can take place. Explain this clause in marine insurance policy to the management

Question 3. a: What is first check and second check?

Question 3. b: Which one you will advise to your customs clearing agent and why?

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Q1: Identify any five Indian organizations that have transformed themselves by adopting or switching towards e-business solutions. Also, provide reasons (at least 1 for each) for their transition from traditional form of doing business to e-business and show how this transition helped them in business growth.

Q2: Discuss the various ways (at least 5) through which organizations doing e-business can collect data/information about their customers and find information on any 5 leading online publishing houses in India naming the content category they are dealing in.

Q3a: What would you tell them about the advantages of e-SCM by using its components and functions for their e-business?

Q3b: What would you explain about the e-CRM in terms of benefits, limitations, working, implementation, and solution for their e-business?

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Cloud Computing

Q 1. A digital payment solution company wants to start their new office at Goa location. The development and testing activities will be conducted from both the locations. So, both the locations need to have access to all the cloud components, servers, and databases. Physical server pools are composed of networked servers that have been installed with operating systems and other necessary programs and/or applications and are ready for immediate use. Explain this resource pooling architecture.

Q2. What is the difference between Cloud scalability and Cloud elasticity? How can load balancers enhance the Cloud scalability?

Q 3a: What are multitenancy issues of virtualization?

Q 3b: What is serverless computing?

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IT Project Management

Q1. A support service organization, as they are expanding their business, is planning to implement a planned project organization. As part of this activity, they are thinking about forming a steering committee. Explain the role of the steering committee.

Q2. A software development company is planning to start a new project and as part of Initialization they want to first determine the project’s feasibility. Provide your inputs for this feasibility study to analyze from technical, economical, legal, operational and scheduling-related feasibility.

Q3. Explain following types of offshore outsourcing service categories

a. Delivery Teams

b. Staff Augmentation

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IT Infrastructure Management

Q1: Every risk that one encounters in an IT infrastructure management project cannot be handled in the same way. To apply the right strategy to overcome the risk, elaborate on the different ways in which risks can be mitigated.

Q2: Highlight the advantages that ITIL provides organizations in the smooth delivery of IT services to demanding clients.

Q3a. Explain the categories of configuration management that ensure consistency in the product’s performance throughout its life.

Q3b: Explain the process of fault management that you can follow to ensure active monitoring of devices?

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Fundamentals of Big Data & Business Analytics

Q1: Apple Inc’s smart watch has been a revolution in the healthcare industry and is improving by leaps and bounds for every new version. Comes up with new features and have proved instances where they have been life saving for the users. Apple has a huge technological infrastructure which enables them to collect, store, process and analyze the data of the users

Q1a: Mention 2 possible use cases which are enabled by the existence of big data platforms for apple watch and how company leverages this technology.

Q 1b. Research and provide information about if and how apple uses cloud technologies for their smart watch technologies.

Q2: Summarize the 7 ‘Vs of Big Data and provide an example for each of them

Q 3a: Identify social media analytics tools that can be deployed to understand consumer behavior and trends.

Q3b: Identify mobile analytics approaches and tools that can be deployed to understand and leverage mobile usage behavior.

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Emerging Technologies IoT, Augmented Reality, Virtual Reality

Q 1: Online car retailer Vroom makes the online car-buying experience as realistic as visiting a dealership. Vroom invites customers to their online showroom, where a user can browse 15 different car models, priced between \$25,000 to \$50,000. From virtually opening the car’s glove compartment box, to hearing real engine sounds and taking 360-degree view test drives, customers can view and experience car models online. What sort of Digital Technology is Vroom using here? What are the Benefits for Customers? For Vroom?

Q 2: The Indian retail industry has emerged as one of the most dynamic and fast-paced industries with the entry of several new players. The retail sector is experiencing exponential growth, with retail development taking place not just in major cities and metros, but also in Tier-II and Tier-III cities. With customer personalization and convenience being the center stage of most retail offerings, retailers have been experimenting with technology in store, via apps within their products. With the help of an example of a retail firm, elaborate how it uses IoT to improve operations and customer experience?

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

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

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Introduction to Retail

1. “It is said that Retailing is the business which ensures one stop solution under one roof” Considering the fact, discuss the store based retail strategy mix mostly focusing on the food oriented retailers

2. “Retailing is a process of enlightening the consumer experience” Bringing about the focus on the store-based retail strategy mix, bring about the general merchandise retailers with the help of suitable examples?

3a. Direct marketing is an instrumental part of non store based retail strategy. Considering the fact, explain the steps involved in a direct marketing strategy?

3b. Retailing progresses when there is continuous opportunity for creativity and Innovation. Considering the fact, if you were in the business of retailing of apparels, describe the different forms of non-traditional methods of retailing that must be taken into consideration?

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Retail Store Operation and Inventory Management

1. “Innovation” is a popular retail store in Bangalore that sells various products of day-to-day use. This includes apparel, footwear, accessories, grocery items, consumer electronics etc. The store has four floors where specific categories of merchandise are arranged in different sections. The store remains particularly crowded during weekends.

The store has faced several instances of shoplifting. An initial analysis of situation revealed the fact that the store has a lot of small items which could be easily picked up by shoplifters.

Involvement of inner staff is also suspected in pilferage.

What measures do you think are to be taken to prevent shoplifting and pilferage from “Innovation”?

2. “B – Mart” is an online bookstore started by Vinod Juneja 2 years back when he realized that an online bookstore can accomodate more titles than a brick and mortar store. First virtual store of “B-Mart” opened last year with more than 1.4 million titles. Now the co. wants to expand offering diverse products other than books such as apparel, beauty, electronics items, video games, furniture, food and toys. What is the IT infrastructure required to be created by the co? Also, explain key success factors of “B-Mart”.

3. “The retailer buys in good faith”, the Merchandiser of Apparel retailer “Fashion House” complained. “But when the merchandise has poor workmanship, has been delivered late, or is substituted in color and style, the Burdon of proof is on retailer, who must write for authorization to return goods. Then if the manufacturer uses a factoring company, there is often a problem in getting credit for merchandise returned.

b. When a retailer has problems with a supplier, what options does the retailer have? Please Comment.

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Retail Store Design and Location

1. Give an idea to set up a store to sell apparels and what is the range that you are going to have in your store. Give an idea of the kind of layout that they should have and the kind of display and promotions you are going to have?

2. Elaborate on the importance of signages inside and outside the store. What is the Importance of signages that you have noticed and how does it help the customer when he shopping inside the store or supermarket?

3. Case Study

Hero Electric, M&M team up to manufacture EVs

Electric two-wheeler maker will use latter’s production facility to raise capacity Hero Electric, India’s largest electric two-wheeler maker, has struck up a five-year strategic partnership with the Mahindra Group, marking the first such deal between an electric vehicle (EV) maker and a traditional internal combustion engine company. The move comes at a time when EV sales in India have touched a record high. The partnership will help Hero Electric, which has a close to 36 per cent share in the EV two-wheeler market, to more than double capacity to 1 million units by 2022 and will result in extra revenue for M&M at a time when auto sales have slowed. According to an exchange filing, the company estimates the value of the transaction to be in the range of Rs140-150 crore over the contract period. The joint efforts will also help in developing a platform approach to enable electrification of Mahindra’s Peugeot Motorcycles portfolio. It is expected to bring value through optimization of costs, timelines, and shared knowledge, the company said.

Naveen Munjal of Hero Electric said Mahindra, a pioneer in the EV space, was a Natural fit as a partner as it plans to increase production capacity to 5 million units in the next five years to meet growing demand for EVs in the country. “The purpose of this arrangement is to use each other’s synergies and strength to electrify mobility in India. So, they have a large capacity which we will use and jointly we have a strong research and development team, which can be used to develop new products. This will give Here Electric a strong foothold in Central India,” Munjal said in an interview with Business Standard, adding that the company has already started testing products at Mahindra’s Pitampura plant.

Munjal said the partnership may expand by collaborating in other areas. “If there is synergy in other places, we will be open to looking at different areas,” he said when asked if the company will look to tap Mahindra’s extensive dealer ship network to sell its vehicles. However, unlike M&M’s previous partnerships, this will not be a joint venture and will not involve equity partnerships or producing co-branded products. “This is not a JV. This is a strategic partnership for manufacturing and will progressively involve platform-based product development and creating synergy for the businesses and there is no equity involvement.” said Rajesh Jejurikar, executive director, auto and farm equipment at M&M. Munjal said he expects a quantum jump in the demand for electric two-wheelers, which will also be driven by business-to-business segments like e-commerce delivery and aggregators. “We are firm believers that the EV market in India is going to explode. The growth in coming years is going to be faster than what we have ever seen in the automotive sector.” he said.

He said the initial purchase price and service for electric two-wheelers have become cheaper than IC engine vehicles, while in terms of running cost; it has a higher advantage due to steep fuel prices. “The running cost is many times lower than an IC engine vehicle. So, I don’t see any reason for the market to not grow. I am absolutely bullish about it,” he added. Besides the contract manufacturing partnership with M&M, Hero Electric with also increase the production capacity its existing plant in Ludhiana and the look to set up new factories. “Those expansion plans are still track. We are going to increase production at the Ludhiana plant and build facilities too,” Munjal said.

a. Why is the focus on electric vehicles more now? What is the benefit that Hero motorcycles will get with its joint partnership with Mahindra and Mahindra and what would be the benefit?

b. What are Hero motorcycles expecting from this partnership? What is the advantage that these vehicles will get in today’s scenario due to current fuel prices?

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Merchandising Management

1. How should a company launch new innovative products so it could capture the market share and generate good profits?

2. A good display in a store would increase the sale of products and build the brand for sure. How would you justify this statement?

3. Case Study

HUL eyes central India to boost nutrition biz

Aims double-digit growth in the region from current 1% this calendar year after integrating the distribution of GlaxoSmithKline Consumer (GSK consumer) with its own set-up, Hindustan Unilever (HUL) has outlined an ambitious double-digit growth for its nutrition business for central India from the current 1 per cent in this calendar year. The fast moving consumer goods (FMCG) giant, in a meeting with distributors from the region, said central India saw double-digit overall growth in calendar year 2021. This compares to mid single digits in 2020, according to a distributor who attended the meeting.

In central India, the maker of Lux soaps, saw an overall growth of 18 per cent in 2021 (calendar year) compared to 5 per cent growth in 2020 (calendar year). To sell GSK Consumer products like Crocin, Otrivin and Ostocalcium, HUL distributors had to apply for a drug licence and were facing a problem with on-boarding smaller distributors during the year. This issue has since been resolved. Also, while integrating GSK Consumer’s distributors with itself, the company had to help distributors push for sales of HUL products along with the existing GSK Consumer products. GSK Consumer distributors also had to adjust/change in line with the system of HUL.

This, coupled with HUL’s larger portfolio of products, took a while to align with. Queries sent to HUL did not elicit any response till the time of going to press. GSK Consumer has a strong hold across channels like chemists, kiranas, modern trade and e-commerce in South and East India.

Prior to the acquisition. GSK Consumer did not have a strong presence in central India, said Vishal Gutka, vice-president of equity research at PhillipCapital India. He added that the chemists’ channel prefers to order medicines and consumer goods through semi-wholesalers, who distribute products for multiple companies and brands. Reasons for this being higher credit period and chemists’ inclination towards selling high-margin products. Compared to this, margins of fast-moving consumer goods (FMCG) items are relatively low and products occupy more shelf space.

HUL had earlier said it wants to sell its GSK nutrition portfolio via direct distribution. This increases the engagement level compared to adopting the semi-wholesaler route of product distribution, Gutka said. The consumer goods major also asked distributors to increase women in the sales force and has set a target of on boarding 1,000 women by the end of 2022.

In 2020, HUL completed its merger with GSK Consumer.

a. How has HUL planned to expand its nutrition business after the takeover of GlaxoSmithKline?

b. How did central India carry out growth for HUL in 2020 and 2021, and what could be the reasons for this performance?

c. Why did glaxco not have a good market share in central India and what is HULs strategy in the central Indian market to capture the market share?

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Project Planning and Scheduling

1. MNC Limited is a leading player in real estate market. It is looking to develop a residential building near sea shore. The company has found that through its initial research that the location of the project receives heavy rainfall. Considering the above information, kindly enlist the factors that company will keep in mind to manage the project through the five stages (Initiation to closure).

2. ABC Limited is textile company. It is thinking of a project to adopt a new technology for the manufacturing process. The company has had a demonstrated history of being an early adopter of the new processes / technologies to benefit its customers. Establish a relationship between project management, operations management and organizational strategy with reference to above mentioned project.

3. As the CFO of the XYZ limited you have received following project proposals

a. Using Payback Period Identify which project should the company pick

 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

b. Using NPV method of capital budgeting which of the following projects would you select. The discount rate can be considered as 10%

 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

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Monitoring and Controlling Projects

Q1. “Marketing planning forms the cornerstone of any project formulation we should never go in for a project for which customers and their demands have not been identified.” Examine the statement and bring out strong justification of marketing planning.

Q2. Project Life Cycle should form the basis of formulating strategy for its implementation – usually, termination phase is of shorter duration and any failure in mustering adequate resources during execution phase will inevitably lead to delays in completion. What would be your strategy for completing the project on time?

Q3a: What are the traditional methods of financial evaluation of the projects? Why are they considered deficient?

Q3b. What is Internal Rate of Return? Describe the method by giving details of a problem you are familiar with.

NMIMS APRIL-2023 Assignments

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Case Studies & Projects

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1. Locate the Business Responsibility Report (under Directors Report) of the Annual Report (2020-21) of any ONE listed company (refer to: top 200 companies by revenue – NSE or BSE List). Go through the disclosures on the following 3 Principles;

a) Principle 3: Business should promote the well being of employees

b) Principle 4: Business should respect the interest of and be responsive towards all stakeholders, specially those who are disadvantages, vulnerable and marginalised

c) Principle 5: Business should respect and promote Human Rights

Collate the information disclosed under these 3 principles and prepare a note (in your own words) on the company’s philosophy, approach/policy and initiatives that showcase its People commitment.

2. Protecting data privacy is urgent and complex. This protection is necessary because of the all-pervasive, technology-driven and information-intensive environment, typical of today’s corporations. Multiple risks involved in data management is propelling information/data protection to the top of the corporate management agenda. What according to you are the two ethical risks faced by the business in relation to data protection and can you choose and explain any two Data Protection Principles applicable to businesses in India?

3. a. Do you think pollution is consumer responsibility as well? Why do you think so? Who are the other stakeholders around this issue and how are they contributing to the escalating problem?

3. b. Analyse atleast two ethical dilemmas faced by companies while trying to reduce their pollution levels.

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Research Methodology

1. Which type of research is used for identifying the problems in a business where no prior information is available. Dove is launching a new shampoo for kids, develop a research methodology to identify the opportunities from market.

2. Literature review provides an insight into the past studies and elaborates on the work done in a particular area. Conduct a literature review using 8-10 research papers on your area of interest.

3. Airbnb has provided an opportunity to local people to earn by providing guest hosting facilities. This is a two-way benefit: first, it provides raw experience about culture and village lifestyle to consumer and second, it provides income to host. With new government, policy of 50% allow work from home, many business professionals are choosing to ‘work from the himalayas’. Airbnb wants to understand specific customer requirements for such niche market. Also, it needs to understand the hosts perspective on such change.

a. Develop a detailed questionnaire to survey the consumer for understanding their needs.

b. Identify 5 home stays and enlist their experience with such stays, problems faced and expectations.

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Entrepreneurship and Venture Capital Management

1. ‘Employee relationship management is a process that a company uses to effectively manage interactions with employees to achieve the goals of the organization.’ Explain.

2. Slurpy is a new mixed fruit juice introduced by Amit Beverages Ltd. The mixed fruit juice has been fortified using various vitamins and minerals. The company designed a unique package for the product which made it very attractive. Their sales figures were an indication of their success. In order to capture a huge market share, they decided to give exclusive rights to retailers to manufacture and sell the product to the public. Identify and explain this concept. State two factors that help start-ups and also state the advantages to Amit Beverages Ltd. in doing so.

3. Alan and Roshan have left their existing corporate job and are planning to start an advertising company.

a. How do Alan and Roshan approach the funding of their business whether it should be a bank loan or venture capitalist? Kindly justify.

b. Which form of ownership is best for this business (advertising company). Kindly justify.

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Digital Marketing

1. Mr. Ghansham plans to start his own app that will be only for buying toys. It will be called “Toys4U”. The app will be an aggregator app that will allow all the sellers to sell their toys on the app. Mr. Ghanshyam will also sell its own company-manufactured toys on the app. The main USP of the app is that you will get big discounts on branded toys. The company will be able to pass on the discounts to the customer as they will deal with bulk quantities. The company has the plan to go for digital marketing only and with zero spending on traditional media marketing. As a digital marketing expert explain the marketing funnel for Toys4U covering all the elements in REAN Model or REAN Marketing Engagement Framework.

2. What are the various ways through which you will promote Toys4U online? Elaborate on the campaign.

3.a. Explain various types of digital business models and explain the one that will apply to Toys4U.

3.b. Explain various types of digital marketing and explain how you will apply the same for Toys4U.

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Services Marketing

2. If you are an entrepreneur who wishes to open a nail paint shop, how will you differentiate your offerings vis a vis your competitors? You are also clear that you want to offer your services at a higher price point, where you intend to service fewer client base. How would plan your service offering?

3. Sundar wants to start a ‘C2C’ (customer-to-customer) model of food service. He has just passed out of his B School and the canteen food in his college was pathetic. Most days, he relied on Swiggy and Zomato for his meals. He realized that probably there is a need to have an option for customers to order it from homemakers 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 for your offering?

b. How will build a loyal customer base?

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Marketing Research

1. Develop a market research plan to identify the challenges related to online marketing. Identify the online customer journey using the survey method and develop the questionnaire for the same.

2. Conduct a primary data survey on consumers to understand their behavior and expectations from buying groceries online. Report the results using data analysis using charts, pivot tables, and cross-tabulations.

3. Amul plans to launch a new range of healthy juice drinks for children. The objective is to create a nutritious drink that can be given to children as a breakfast supplement. The challenge with such a drink is to maintain nutritional value along with a taste that would be liked by children.

a. Explain the process in detail to arrive at the creation of your new products. Explain the test marketing process along with justification.

b. Draft a questionnaire containing approximately 15 questions that would help Amul market to the children. Who would be the appropriate respondent and what technique would be used?

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Employee Development & Talent Management

1. The Starbucks Corporation utilizes its human resource practices and policies as a strategy to gain competitive advantage and drive the overall success of the company and its gobalization efforts. As a Chief People Officer, you want to develop a robust talent management practice for your company. What steps will you follow for an effective Talent management system in the company?

2. Star Fertilizer Ltd. employs 6,500 workers. A survey conducted by its human resource department shows that there is low morale among the workers apart from a lot of frustration and dissatisfaction. The situation is being exploited by trade union leaders. Hence, the management of the company wants to take steps for boosting up the morale of the employees. Suggest the strategies that the company can adopt to motivate its employees.

3. In April 2018, Maruti’s stock price dropped 2% overnight when their COO, Ajay Mishra announced his departure from the company. The issue? Ajay was the apparent heir for CEO Sunil Sharma and his announcement signaled an unraveling of the automobile giant’s succession plans. Maruti’s solution was to ask Sharma to extend his contract, which he did for the third time. Today, more than two years later, Sharma is still at the helm with a departure date set for 2022.

a. What if Maruti had a different narrative. Instead of offering more time with Sharma, what if they clearly defined his secrets to success and then showed how they had top talent identified in each of the areas in which he appeared irreplaceable?

b. Explain how development of talent as a strategy leads to leadership development.

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International HR Practices

1. Acme engineering is Mumbai, India-based heavy engineering company specializing in transformer manufacturing and setup projects. It is now planning to set up 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.

a. What is the pre-departure and post-arrival training you will plan for the team?

b. What are the top 3 challenges you as HR Manager foresee after the movement is completed to Poland?

2. MM Mkt. is a leading FMCG company from Chennai, has expanded internationally late. The Board of Directors is contemplating a Pan Organization Performance Management Policy. International offices of the company would be affected due to this decision. Before finalization, the Board wants to identify the possible issues and challenges to international performance management.

You are hired as an expert to help the company to identify these issues and challenges. Point out those elaborately.

3. 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 100 employees. They have got into a 20 years contract to fulfill the requirements of a new fashion house in Milan (Italy). As per the terms of the 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 costeffective and also in line with govt guidelines to promote local talent. You are associated as an HR consultant.

a. Before you start the recruitment planning process, what all the information do you need to acquire?

b. How will you decide on the recruitment strategy and choice of hiring a talented individual from the international labor market? Please detail the step-wise plan to fulfill these needs.

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Strategic HRM

1. As the assistant to the HR manager of Banking firm, one of your jobs is to help managers get ready to interview candidates. You and the manager decide to ensure that the process of selecting the candidates which is a negative approach to eliminate the unwanted candidates needs to well-planned so you and the manager list out the well-defined selection process in order to ensure that the best candidate is selected from the pool of candidates who has applied for the position.

2. As a HR, head of the small IT organization. One of your web developers schedules a one to one meeting with you, and during the meeting, the developer she says that she doesn’t see any career growth for her in the organization. As a result, she confides that she is planning to leave the organization as soon as she can find another job. She is one of the best developers you have and your organization cannot afford to lose her. At the same, you get an idea that rest of the employees also have the same views. Which forces you to take immediate actions to develop retention strategies for your IT firm.

3. As a Senior HR Executive with extensive experience in employee handling you have winded up a meeting with Ms. Manisha (one of your six employees), who gave you some disturbing information. She feels she is being bullied by one of her co-workers and is seeking your advice on how to handle it. Ms. Manisha said that Ms. Mindy has been saying “good morning” to everyone as she walks by their office but does not say it to Ms, Manisha. Ms, Manisha also said that Ms. Mindy organized a farewell lunch for one of your departing employees last week and did not invite Ms, Manisha. She also told you of nasty things that Ms. Mindy tells other colleagues about her. For example, last month when Ms, Manisha ran into Ms. Mindy at the grocery store, Ms. Mindy told everyone the next day the medications that Ms, Manisha had in her cart, which included medication for irritable bowel syndrome. Ms, Manisha also showed you an e-mail that Ms. Mindy had sent blaming Ms, Manisha for the loss of one of Ms. Mindy’s clients. Ms. Mindy had copied the entire department on the e-mail. Ms, Manisha thinks that other employees have been reluctant to involve her in projects as a result of this e-mail. Ms, Manisha left your office quite upset, and you think you may need to take some action.

a. How would you handle this situation with employee participation and involvement in the organisation to ease the relation between Ms. Manisha and Ms. Mindy?

b. In order to deal with such situations what pro-active industrial relation policies does organization need to undertake.

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Lean Six Sigma

1. List the various activities of DMAIC along with tools for conducting business process improvements for any 1 manufacturing organization. Make a list of any 5 process audits that can be used in a car manufacturing company and explain at least 2 such audits.

2. Imagine yourself to be a six-sigma project leader in quick service restaurant. Create a fishbone diagram for the problems (any 5) being faced by any quick service restaurant order taking counter and explain the steps involved in the Failure Mode Effective Action (FMEA) with an example for each step.

3. A large retail bank in Indian is looking to hire staff for expanding operations. Many hiring managers have grumbled that the HR dept. is not recruiting staff fast enough and HR director has been informed by top management to improve upon the hiring process. HR director came to know that you and few other staff members have completed a Lean Six Sigma course and he/she appoints you as the team lead to analyze the recruitment and hiring process. The HR department does the sourcing of candidates themselves and only occasionally works with external recruitment agencies on an ad-hoc basis. The Bank does not have a HR IT system to manage the hiring process. Email is the main means of communications.

a. Relate your understanding of how a new staff member is recruited from the time when a hire request is received by HR to the point when the employment contract is signed by the selected candidate using the SIPOC diagram for a typical recruitment process as an example.

b. Mention any 5 points of difference between verification and validation with examples for each.

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New Product Development and Managing Innovation

1. You work in the strategy department of an educational technology company. You are entrusted with the development of a new product that is designed to cater to educating old adults (typically above 40 years) on multiple aspects like coding, music, arts etc. Describe your approach across the different steps in generic product design and development process.

2. A key element in introducing new products is working out a ‘new product strategy’ for the product before idea generation. This helps companies identify strategic business requirements that should be satisfied by new products. In the context of launching a new product for older adults (from Q1), explain 2 models used for strategic planning.

3. a. What is the need for competitor analysis? Explain Porter’s 5 forces model with an example.

3. b. What are Intellectual Property Rights? Explain the different types with an example for each.

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World Class Operations

1. What do you understand by the concept of Reliability? Explain with suitable example from manufacturing industry?

2. What is QFD? Explain with suitable example.

3. a. BPR is one of the tools of world class manufacturing. Assume yourself as the Head of operations of a manufacturing plant, identify the areas where you can apply BPR.

3. b. In context of implementing BPR in manufacturing plant, identify the challenges that you may face.

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International Logistics & Supply Chain Management

1. An Indian beauty products manufacturer is planning to embark on international expansion starting with Nepal. Given its strong brand presence in India and the similarity between the Indian & Nepalese market, the company is confident about good response from the Nepalese customers & is upbeat about its sales volumes. Help the company in its supply chain planning & suggest a supply chain strategy for its foray into Nepal.

2. A Goa-based craft brewery supplies three canned variants to outlets across Goa. The brewery aims to increase its reach by expanding distribution first to outlets across the states of Karnataka and Maharashtra. Along with expanding its geographical reach, the brewery has also planned to launch bottled versions of its products. The brewery is evaluating the logistics & supply chain requirements for these plans. What are the logistical considerations to implement these plans? Explain the most suitable choice of logistics strategy (in-house / 3PL / 4PL etc.) for them.

3. An Indian company specializes in trading & exports of plastic woven sacks & tarpaulins.

a. Explain the warehousing requirements of the company and suggest the type of warehouse suitable for its needs.

b. Which mode of transportation must the company prefer for exports?

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International Finance

1. ABV company, leading manufacturer of women apparels in India, wants to expand its business overseas. Assume that company has no experience in doing business in international markets and how to raise the funds for the same. You work in an investment bank. Suggest different methods of international trade with pros and cons to the company management. Explain the concept and types of different international financial markets. (Limit the description to maximum one page for international markets).

2. A forex trader from Mumbai collects the below information regarding the exchange rate between INR and GBP

Bid Price: INR / GBP = 96.10

Ask Price: INR / GBP = 96.20

You are required to help him with the below questions he has:

(a) What is the direct exchange rate of INR-GBP for the trader?

(b) What is the indirect exchange rate of INR-GBP for the trader?

(c) What is a cross rate? If the bid and ask rate for EUR-USD are available as GBP

1.2100-1.3100/USD, what would be the bid-ask rates for INR/USD, using the crossrate method.

3. XYZ ltd. has imported raw material of Euro 14 million from Germany with the credit of 30 days. The finance officer of XYZ ltd. wants to hedge this transaction for foreign exchange risk exposure. The prevailing interest and exchange rates in the markets are:

Spot Rate: Euro 80.49/ INR

Forward Rate: Euro 80.79/ INR

30 day Put Option on INR EURO 0.012/ Euro at 1% premium

30-day Call option on INR EURO 0.024/ Euro at 1 % premium

EURO interest rate: 7%

INR interest rate: 14%

Based on the above data, answer the following questions:

a. Explain different hedging options available to XYZ ltd?

b. What is the hedged cost of XYZ ltd payable using forward market hedge, put option hedge and money market hedge?

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Strategic Financial Management

1. The capital structure of Orient Ltd in book value terms is given below:

TABLE BELOW

 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

Market price of equity share        Rs. 100

Market price of preference share Rs. 90

Market price of debentures          Rs. 90

The expected dividend per share is Rs. 4 and the dividend is expected to grow at the rate of 10 percent. Preference shares are redeemable after 10 years and debentures are redeemable after 5 years. Compute the average cost of capital at market value assuming a tax rate of 30 percent.

2. Ramesh and Suresh have been managing their family business well for the last 5 years. Now the two brothers decide to expand the business and have hired you (merchant banker) to help them with their IPO process to raise funds from the market by offering a 30 percent stake. With your vast experience, you did an excellent job and the IPO was a success. Being a family-managed business, they did not have a dividend policy, but now Ramesh feels they should pay a high dividend and Suresh feels the profits should be retained in the business. The family has approached you for advice. You are required to make a presentation explaining the relevance/irrelevance to the new Board.

3. Company Simpson is contemplating the purchase of Company Wilson. Managements of both companies have suggested two alternative proposals for exchange of shares as indicated below:

Alternative 1 – In proportion to the earnings per share of two companies

Alternative 2 – 0.5 share of Simpson Ltd for one share of Wilson Ltd

The details of both the companies are given below:

 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

You are required to:

a. Calculate the total earnings after the merger under both alternatives and the number of shares

b. Show the impact of EPS on the shareholders of Simpson Ltd under both alternatives.

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Treasury Management in Banking

Q1. Traditionally, only Central Banks or larger Banks had the strength of providing Treasury products & services. Now even smaller banks & large Corporates are into it in a strong way. Enumerate and describe at least 5 purposes for which a Banks/Corporate Treasury exists.

Q2. The organization structure of a Bank’s/Corporate Treasury unit involves designing of its operations across Front office, Mid-office, and Back office. Describe each of these three Businesses in terms of its nature, purpose / objectives, and the skills / qualifications of the people employed in these three important Businesses of the Banks/Corporate.

Q3. “A prudent liquidity management ensures bank’s solvency and overall stability in an economy”

a. Discuss the impact on liquidity and inflation when CRR increases and reduces respectively.

b. Highlight the differences between Cash Reserve Ratio and Statutory Liquidity Ratio.

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Insurance & Risk Management

Q1.  If Mr. Mehta is an Insurance Advisor and in month of December month at closing of Year, he is consulting to a HNI Family for protection of Rs. 50 Crores of their Wealth Protection including Assets of their Family & Business from next upcoming year. How come Marketing of Insurance by Mr. Mehta can be treated as Production? Kindly Justify.

Q2. If a Family in Pune City and a MSME Business Man at Mumbai are availing LIFE & GENERAL INSURANCE. In such case, what could be the peculiar features the observed for Insurance on common platforms at Pune & Mumbai?

Q3a. How one can identify the respective Loss Exposures in Risk?

3. b. In case if Mr. Ramesh is having Rs. 10 Lakhs as HEALTH Insurance Cover as equally divided through 2 Health Insurance Companies, i.e. Oriental Insurance CO. & STAR Health Insurance CO. Suppose Mr. Ramesh gets Hospitalization along with small Surgery, which costs him Rs. 400,000 for 10 Days Hospitalization. In this case, from which Company Mr. Ramesh should file his Health Insurance Claim?

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International Banking & Foreign Exchange Management

Q1. Your company is planning to expand its operations to other countries. CEO has contacted an international bank to understand that how it can help them to expand the business to other countries. Assume yourself in the role of bank manager. Your job is to explain the CEO about product and services offered by your bank for foreign trade?

Q2. An Indian import export house has a currency exposure to 10 million GBP. Assume that GBP is not directly quoted against INR. The current spot rates are USD/INR = 79.97 and USD/GBP =0.85. It is estimated that GBP will depreciate to 0.89 level and Rupee to depreciate against Dollar to 83. The Forward rate for December 2022 USD/GBP = 0.88 and USD/INR 82.52. Given that the actual spot rate on 30 December 2022 was USD/YEN = 0.86 and USD/INR = 79.99, what hedging decisions an Indian company should take?

Q3. Open currency position is subjected to exchange rate risk. Suppose you are doing training in the treasury department of bank. The manager has asked you to prepare report on the following:

a. Position limits on a currency that a dealer can carry during regular trading hours.

b. Position limits on a currency that a dealer can carry over to the next day up to this limit.

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Digital Payments

1. Explain briefly the future of mobile payment as the Electronic Payment system.

2. Explain the role of various digital platforms in Digital Payment.

3. The Indian payment ecosystem has undergone a paradigm shift in recent years, especially in the past two years with the Covid-19 pandemic forever changing how users transact. The estimates show that 2 out of 5 transactions1 are digital today amounting to approximately US\$3 trillion2. The combination of bank account penetration through the Jan Dhan Yojana program3 with 440 million bank accounts opened so far, 1.25 billion Aadhaar-based unique identification numbers enabling KYC, over a billion mobile devices and low-cost internet accessed by more than 750 million users have acted as the foundation for the relentless growth in digital payments, collectively called the JAM trinity (Jan Dhan, Aadhaar, Mobile) has led to the rapid expansion of digital payments in India.

a. Discuss some of the key factors which have revolutionized digital payments in India

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IT Security and Risk Management

Question 1: On Feb. 28, 2018, GitHub—a platform for software developers—was hit with an attack that clocked in at 1.35 terabits per second and lasted for roughly 20 minutes. According to GitHub, the traffic was traced back to “over a thousand different autonomous systems (ASNs) across tens of thousands of unique endpoints.”

What type of attack was this and how should be the countermeasures for such attacks?

Question 2: The objectives of an IT security policy is the preservation of confidentiality, integrity, and availability (CIA) of systems and information used by an organization’s members. Explain the various aspects of designing a comprehensive security policy with respect to the CIA triad

Question 3.a: Explain the need for social engineering attack preparedness of any organization and the possible impact of being ill prepared for such an attack.

Question 3.b: Explain the 4 phases involved in the security risk assessment of FCU in the above case.

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Managing BPO

1. Describe the conceptual model of BPO strategic partnering with reference to the following:

b. Selection of an appropriate BPO partner

c. Tender negotiation

2. A strategic partnering is the formal alliance between two organisations. It is formalised by a contract where one organisation uses the services of another organisation to fulfil its objectives. Outsourcing is one form of strategic partnering. With help of suitable examples explain the strategic partnering and its planning framework.

3. A leading healthcare BPO company based out of Gulf approached NayaBPO 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. NayaBPO’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 NayaBPO 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. NayaBPO’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. Which mode of operations (On-shore/Off-shore/ Near-Shore) would be best suited to the current problem in your opinion? Justify your answer while comparing the 3 modes in the current context.

b. List and describe the challenges, which are unique to industries such as Healthcare while outsourcing?

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Tax Insurance and Retirement Planning

1. After COVID 19, there is an increase in the customer base of insurance buyers, being Sales Manager of Max Life Insurance you have to conduct several seminars on the purpose, needs, and benefits of Insurance using real-life examples to convert customers, also explain the different kinds of Life Insurance products available in the market.

2. Being a portfolio manager, what risk mitigation strategies you would adopt to avert the risk of securities?

3. Mr. Murli wants his daughter to go to Harvard University for an Masters in BDS, with a tuition fee of 30 lakh rupees due at the time of admission. His daughter just started graduation and will graduate in four years. Murli plans to invest in securities that provide a return of 12% per year, so he can receive 30 lakh rupees after four years. Kindly suggest what amount Murli should invest in mutual funds right now, so he should receive 30 lakh after four years.

a. What amount should Murli should invest today?

b. Suggest which type of life insurance policy should be purchased by Murli for his daughter.

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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:

1. Introduced Rs500000 through a cheque by the Owner as the Initial capital in the business
2. Purchased goods on credit from Ms. Ritu at Rs 40000
3. Paid Rs 10000 as salary to the employees
4. Invested Rs200000 in a fixed deposit account
5. 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?

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.

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.

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

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.

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

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.

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

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”.

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.

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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1. As a Supply Chain department head, you are stocking large inventory to improve customer service level. However, there is a high pressure from the management to reduce inventory cost. Explain with examples how you will plan for inventory optimization without affecting customer service.

2. As a production planning head you are required to decide on a suitable aggregate plan for an export order. The demand forecasted are shown below, for next 6 periods. You have with you at present 1050 workmen and each can produce 1 unit per month (all months have same working days). The beginning inventory is zero. The production cost is \$100 per unit and includes material and labor cost. If you want to increase the workforce hiring cost would be \$30 per workman and to reduce the workforce the layoff cost would be \$70 per workman. Inventory holding cost is \$20/unit per month and backorder will incur \$50/unit/month. Make Chase and Level strategy and explain with reason which strategy you will recommend.

 Month 1 2 3 4 5 6 Demand 600 900 1200 2000 1400 800

3. You are doing production planning and the performance of your organization depends on the accuracy of the demand forecast you make for it.

a. Explain the six-step approach you may take to ensure that your will conduct an effective forecast.

b. What error analysis will you do so as to determine the accuracy of the forecast you are making.

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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.

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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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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?

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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.

 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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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?

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?

 Match No. 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 Player A 8 42 56 68 91 123 12 46 57 137 5 80 14 10 19 Player B 38 44 46 59 57 61 48 42 51 39 58 41 55 45 68

1. For the given data set representing the runs scored by two players in last 15 matches, conduct the following analysis:

i. Which average you will use to summarize the performance of the player? Find average runs scored for both of the players. Also give reasons for the choice of the average?

ii. If selection is possible on the basis of consistency, which player would you choose in the team? Perform the required statistics and justify the selection.

iii. Check whether there exists any relationship among the runs scored by two players using Karl Pearson coefficient of correlation and interpret the same.

2. On the basis of the following data, the marketing manager wants to predict the sales volume for the locality on the basis of # households, number of cars and marketing expense

 Sl.No. Sales Volume #Households number of cars marketing expense 1 15727 161 3 180 2 9328 99 1 150 3 13681 135 2 175 4 12379 120 2 165 5 15351 164 3 178 6 24174 221 5 220 7 20154 179 4 205 8 20671 204 5 210 9 22978 214 5 128 10 13522 101 1 176 11 22471 231 5 226 12 19529 206 4 296 13 24216 248 3 240 14 11521 107 2 168 15 197.82 205 3 100

i. Draw three scatter plots of sales volume with each of the three variables and comment on their correlation.

ii. Regress the sales volume on #household, number of cars and marketing expense. Calculate R square and interpret the same.

iii. Determine which variable is/are significant variable/s. Is there any insignificant variable? If yes, regress again, by dropping the variable. Will dropping that variable increases the adjusted R square?

3. a. The height of the students in a certain class is following normal distribution with mean height as 165 cm and standard deviation of 25 cm. There are 60 students in that class. Determine

i. The number of students whose height is more than 158 cm.

ii. The number of students whose height is lying between 155 and 172 cm.

3. b. Find the lowest height among the tallest 5 student in a class.

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.

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?

Commercial Banking System & Role of RBI

1. Rohan is appointed as a control manager in a reputed bank. As a manager he needs to prepare the presentation highlighting the Risk control/mitigation process in banks. Help Rohan in preparing the presentation.

2. We have witnessed via media the massive fraud of Rs. 11,400 crores at Punjab National Bank which landed them in a huge controversy. Analyze the case and give a short presentation on what went wrong from PNB’s side and what precautions PNB would have taken while granting Letter of credit to its customer.

3. Assume you are ABC bank. In recent days Non-Performing Asset is giving a deleterious impact on the return on asset. As a bank, discuss-

a. The factors contributing to high level of NPAs in the Indian Banks.

b. The measures you will take to overcome this alarming issue.

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.

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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.

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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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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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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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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.

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Decision Analysis & Modeling

1. Decision Analysis involves a systematic decision making process. Explain the approaches to the study of Decision Analysis and Modeling with a suitable example.

2. Explain the application of simulation in business analysis.

3. a. Solve the following problem:

Maximize Z = 40a + 35b

Subject to: 4a + 6b <= 120

8a + 6b <= 192 and a and b both are nonnegative.

3. b. What is the difference between the assumption of linearity and continuity in LPP?

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

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.

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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.

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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.

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.

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?

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.

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Enterprise Resource Planning

1. Imagine you are a Business Analyst collecting requirements from a Chief Marketing officer of an auto portal company which helps its users with car research. What are the different parameters and touch points of a customer you will suggest starting from a customer’s journey to hit the portal to the final booking? What kind of different analysis from MIS can you create and present to help the CMO to take better decisions and to obtain better conversions of leads?

2. Select any one Business/Industry sector/domain and write 5 critical business processes of that sector, apply principles of business process engineering in any one of those 5 critical processes and propose an alternative.

3. Imagine you are the Project Manager for an ERP Implementation of the HR Module in any organization with an employee strength of 400 working in 3 different countries. Now answer below questions:

a. List 5 important and critical parameters you will be considering for the successful implementation.

b. What are the different steps and stages you will be following for such implementation so that you meet the deadlines?

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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.

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?

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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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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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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.

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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?

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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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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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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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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?

Insurance & Risk Management

1. “An Insurance policy acts as a safeguard mechanism for an individual or organisation to reduce the effect of loss caused by various risk”. Describe the prerequisites or steps you would take for buying an insurance policy.

2. Principles of Insurance forms the backbone of the entire sectors. Enumerate with examples any three such principles.

3. Jatin has recently started working with a renowned MNC after passing out of a premier BSchool. A senior colleague has suggested him to take a life insurance policy. However, Jatin is not convinced with the idea of taking a life insurance policy and is unaware of the various life insurance products which are available in the market. As a friend of Jatin You need to make Jatin understand the following:

a. Explain the concept of life insurance to Mr. Jatin and highlight the importance of a having life insurance policy.

b. Help Jatin in explaining the various types of life insurance policies which are available in the market.

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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?

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International Banking & Foreign Exchange Management

1. Mumbai Ltd. is an Indian company, they are in process of raising a US dollar loan and are negotiating rates with City Bank. The Company has been offered a fixed rate of 7% p.a with a proviso that should they opt for a floating rate, the interest rate is likely to be linked to the bench mark rate of 60 basis points over the 10 year US T Bill Rate, with interest refixation on a three monthly basis. The expectations of Mumbai Ltd. are that the dollar interest rates will fall, and are inclined to have a flexible mechanisms built into their interest rates. On enquiry they find that they could go for swap arrangement with Chennai India Ltd. who have been offered a floating rate of 120 basis points over 10 year US T Bill Rate, as against a fixed rate of 8.20%. Describe the swap on the assumption that the swap differential is shared between Mumbai Ltd. and Chennai India Ltd. in the proportion of 2: 1.

2. XYZ Ltd. Is planning to import a multi-purpose machine from Japan at a cost of 3400 lakhs yen. The company can avail loan at 18% interest per annum compounded quarterly with which it can import the machine. However, there is an offer from Tokyo branch of an India based bank extending credit of 180 days at 2% per annum against opening of an irrevocable letter of credit. Other information: –

Present exchange rate Rs. 100 = 340 yen

180 days forward rate Rs. 100 = 345 yen

Commission charges for letter of credit at 2% per 12 months.

Advise whether the offer from the foreign branch should be accepted?

3. Nitrogen Ltd, a UK company is in the process of negotiating an order amounting to €4 million with a large German retailer on 6 months credit. If successful, this will be the first time that Nitrogen Ltd has exported goods into the highly competitive German market. The following three alternatives are being considered for managing the transaction risk before the order is finalized.

i. Invoice the German firm in Sterling using the current exchange rate to calculate the invoice amount.

ii. Alternative of invoicing the German firm in € and using a forward foreign exchange contract to hedge the transaction risk.

iii. Invoice the German first in € and use sufficient 6 months sterling future contracts (to the nearly whole number) to hedge the transaction risk.

Following data is available:

Spot Rate € 1.1750 – €1.1770/£

6 months forward premium 0.55-0.60 Euro Cents

6 months future contract is currently trading at €1.1760/£

6 months future contract size is £62500

Spot rate and 6 months future rate €1.1785/£

Required:

a. Calculate to the nearest £ the receipt for Nitrogen Ltd, under each of the three proposals.

b. In your opinion, which alternative would you consider to be the most appropriate and the reason thereof.

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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

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 0.25% 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.

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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?

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International Logistics & Supply Chain Management

1. A food and nutrition company FNC foods is having operations in Russia. The company is exploring international opportunities for which they have orders for their products in the UAE countries. Explain the strategic approach of the company for successful order execution and brand building activities with the customers internationally.

2. The company is into chemical manufacturing and exploring opportunities outside India by launching its products across the most potential and growing European countries. What is the approach strategy that the company would employ for the successful identification of markets and launch? Select a country of your choice in Europe, analyze and suggest logistics and SCM strategies which can enhance the service quality with on time availability and generating good market share of the company.

3. A food company named Kakrawala Foods is in the Indian market for about past 20 years. The company had gained reputation and brand identity in the domestic market by serving various flavors targeting the youth segment. It has orders from a reseller in USA to market the products in USA. The order types differ as per seasons ranging from FCL to LCL.

a. Work out a logistics plan and routes how it must ship the products and what elements of quality aspects are to be taken care and considered while doing so like containers and packaging.

b. What kind of production planning and pricing patterns it need to implement as the product is shipped to a reseller and the supply chain strategies to be followed?

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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.

b. Also they would require your help to understand the Cultural and Social factors which they need to be aware about?

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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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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?

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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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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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Logistics Management

1. Many multinationals are now committing to sustainable development growth (SDG) due to the recent global climate change and global warming. Discuss with relevant examples how Green Manufacturing can be incorporated in logistic planning.

2. What are your recommendations for a successful channel strategy decision that may help your organization be highly competitive and maximize its profit? Give examples.

3. A consumer product distributer has a chain of retail outlets. The warehouse and its stores upkeep are dependent highly on the fluctuating consumer requirement. Only for 20 to 30 % of the time the full warehouse space is fully utilized (during peak demand). Most of the other time utilization around the year is less than 70%.

a. According to you, what warehouse strategy should be adopted to improve its warehouse utilization?

b. Briefly summarize the economic benefits of warehouse.

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?

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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?

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.

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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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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.

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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.

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’.

Mass Communication

1. Rakesh joined his father’s organization BDR spices after his MBA and wanted to make some changes for the reach of the business. It was a family business and had been done in an old fashion way for long years. While they had a very loyal and very wide customer base, Rakesh felt, they can make the customer base much wider by using Mass Media.

However, he has to make a presentation showing various functions of mass media for mass communication. Please help Rakesh by elaborating on the functions of mass communication through mass media.

2. Devika is a class 9 student at Beesly junior college. She is representing her school at a debate competition. Her team has got the topic of Effects of Media on various audience’. While they have chosen to talk about the positive effects of media, they would still need to prepare their points from both the sides of the argument. Please help Devika’s team by listing the discussion points for positive and negative effects of media.

3. Vinesh is employed with a chain of super stores as head of corporate communications. He wants to suggest use of mass media to his management. He is planning on making a presentation with his suggestions. Please help him work on two aspects for making his suggestion strong.

a. Vinesh decides to talk about positive impact of media on children. Please list and elaborate the points to support his arguments.

b. Vinesh also wants to include the topic of media and women. Please work out some pointers for him to support this topic.

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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?

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Operations and Supply Chain Strategies

1. A beverage company based in United Kingdom is selling smoothies from pure raw fruit ingredients. It is been for a long time in UK with its revenues growing from \$ 50 mn to \$ 500 mn. It has decided to enter into Indian market. The company has plan to procure material from various geographies of potential suppliers. Suggest an entry strategy, procurement planning and operations excellence.

2. A successful startup in India is into the customized bed solutions with focus on health to correct lifestyle disorders in travelling. It wants to expand its footprint PAN India by setting up its operations. Design a strategic approach to different aspects of the business it needs to follow for an effective logistics and supply chain strategies keeping in creating demand and servicing the market.

3. The company ZINKO industries Ltd is a major B2B player and is a family managed in the Mumbai and want to expand its chemical business. The company is wanting to move into the B2C business and need to have the business plan with key focus on operations and supply chain strategies for chemical business. The company wants to produce pack sizes ranging from, 500 ml, 1 liter and 5 liter packs for the B2C market. The company wanted to have product differentiation to scale up its operations.

a. Describe what kind of operations and supply chain strategies the company need to follow and market entry, expansion and development strategies.

b. What are the strategies that will help the company to achieve business success and growth excellence?

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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.

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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?

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?

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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.

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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?

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Procurement Management

1. What is the relevance of Vendor Managed Inventory in supply chain management? Discuss the various features of VMI. Elucidate the various aspects involved in successful implementation of VMI in special reference to retail sector.

2. Discuss the pricing strategies in case of an E-procurement platform. Discuss the relevance of online auctions in the E-procurement ecosystem.

3. a. Consider yourself as a local tyre manufacturing firm entering into the import of the tyres. What sort of questions will you come across in the thought process in terms of costs related to the import?

3. b. Enumerate the steps for developing transportation related strategies.

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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?

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Public Relation Theory & Practice

1. Crisis management is of utmost importance in any organization & Public Relation manager certainly plays a very crucial role. Assume that crisis has been faced by a leading cosmetic brand with logical justification & prepare a crisis communication plan for the same.

2. “India is one of the few countries in the world mandating its corporate citizens to set aside a part of their profits to spend on social impact projects”. Based on the statement prepare a CSR plan for a Insurance company focusing on various types of public.

3. A leading brand of furniture wants to enhance its image in the market as it is facing stiff competition from other brands including local brands. This leading brand of furniture is of the opinion that a proper communication plan will be helpful in enhancing the image & is sure to recover the loss in the market. As a PR Manager:

a. Suggest suitable Media Relations for the leading brand of furniture.

b. Explain how the leading brand can enhance their Corporate Identity considering the given scenario.

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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?

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Retail Banking

1. Mr. Raj has recently graduated and got placed in a private sector bank and is unaware of the banking sector and its operations. Being his reporting manager you need to brief him with the Principles of lending and need to explain him in details about the same.

2. Retail banking is the most visible face of banking for the general public and have baskets of products for meeting customer’s ever ending demand. Express your opinion on how Retail banking can be used as a risk diversification tool.

3. “With increased competition and entry of new players, the banking landscape has made a sea change in the recent years. Sales team forms an integral part in banks and helps in enhancing customer satisfaction”

a. Share your opinion on the growing importance of sales team in banks and their contribution for attaining customer satisfaction.

b. Enumerate direct sales and the advantages of Direct sales in banking sector.

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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?

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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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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?

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Service Operations Management

1. What are the factors which are considered important by an organisation while evaluating Quality in Service Operations? Elaborate your answer with an example of an Educational Institute.

2. Discuss the concept of Front Office & Back Office in Service Operations. Explain which services are categorized in these two types w.r.t. a Restaurant setup.

3. The Healthcare setup is a good example wherein the businesses involve service operations with utmost customer satisfaction. The ‘sold products’ are evaluated by the customers and rated highly based on the ‘service’ that the seller provides. With reference to the Healthcare setup discuss the following aspects of service operations

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

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

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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?

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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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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 accepted 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

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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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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.

Supply Chain Management

1. A medical device company sells branded power tools to the hospitals. The annual demand is approximately 1,800 batteries. The cost price per power tool is \$250 for and estimated annual holding cost is 35% of the product’s value. It costs approximately \$180 to place an order (ordering cost). The company currently orders 150 power tools per month (considering LT as 30 days).

a. Determine the ordering, holding, and total inventory costs for the current order quantity.

b. Determine the economic order quantity (EOQ).

c. How many orders should be placed per year using the EOQ?

d. Determine the ordering, holding, and total inventory costs for the EOQ.

2. M/s Futurama, handles a variety of imported auto components. One of the key components is suspension systems. Considering the criticality of this part, company has built a separate storage facility that has annual fixed cost of US\$,5000. Since the components are imported, company is incurring following ordering costs

• Delivery cost per order = US\$2000
• Import Duty per Order = US\$300
• Custom Fees per Order = US\$200
• Import License per annum = US\$200

There is a total demand of 12000 pieces per annum (monthly demand of 1000 pieces with a standard deviation of 100 pieces). The supply lead time is 1 month with a standard deviation of 0.3 month. company is conveniently placing one order every month with an average qty of 1000. The cost per piece is US\$30. The annual holding cost rate is 30%. Calculate cycle stock and safety stock point if the firm is willing to tolerate a 1% chance (Z0.99 = 2.32) of a stockout during an order cycle. Also calculate the total cost of inventory.

3. a. Explain the situation, when it is advisable to use exponential smoothing methods of forecasting over the moving average method of forecasting. For a product in the growth phase of life cycle, which method would you prefer any why?

3. b. State the difference between the key inventory indicators; Inventory Turns Ratio and Days of Inventory Outstanding. Income statement of Alexa Corporation from 2019 showed the cost of goods sold (COS) was \$39.40 million, and its average inventory value during the same period was \$8.32 million. Calculate company’s number of Inventory Turns Ratio (ITR) for that year and Days of Inventory Outstanding (DIO).

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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.

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Total Quality Management

1. Explain your understanding (Process perspective) & give appropriate examples to explain: Acceptance Sampling, Double sampling & sequential acceptance sampling?

2. How “Strategic Performance Measurement” process helps management in an organization to take their organization in success path?

3. a. In a hotel, the complaint management team noted down the different types of complaints received from its guests. The concerned department head asked the team lead to analyze the data & suggest which area to be addressed. Assuming you are in the lead position. Which probable reasons should you suggest to address first?

 Probable Reason Frequency of occurrence Food Quality 16 Delay in room Service 12 Room cleaning 32 Staff Attitude 5 Delay registration 42 Room interiors 2 Air Conditioning 9 Mini Bar 2 TV not working 5 Desired Channels are not subscribed 12 Room Smelling 8

3. b. You are asked to estimate UCL & LCL as per the below scenario.

As Quality control expert, you are required to measure the volume of the juice in a 250 ml packet.

You have taken 10 samples & 4 observations in each sample. The Standard deviation given as 0.145 ounce.

 Sample Volume (In Ounces) Sample Mean 1 18.2 2 18.12 3 17.95 4 18.13 5 17.96 6 18.14 7 17.99 8 17.98 9 18.1 10 18.19

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Treasury Management in Banking

1. Explain the various approaches to measure risks. As a treasury manager of a bank, which approach will you follow to evaluate stress events of liquidity position of your bank.

2. Explain duration GAP analysis in banks. Calculate the duration Gap of the following excerpts from the balance sheet of a bank. Also calculate the impact on the equity of the bank in the different interest rates scenarios.

Balance Sheet for Hypothetical Bank

Particulars Assets Duration Liabilities Duration

Current Assets 1000 7 years Current Liabilities 700 5 Years

Fixed Assets 300 Other Liab. 300

1300 Equity 300

1300

Scenarios for Impact analysis:

1. Interest rates increased by 1%

2. Interest rates decreased by 1%

3. Maruti Suzuki Ltd. has imported machinery worth 1 million USD and the invoice is payable in 90 days. Current Spot rate in the market is USD/INR 75 while 90 Days forward is quoted at USD/INR 76. The prominent economists predict the spot rate after 90 days at USD/INR 76.5. Cost of Borrowing for Maruti in India is 10% and USD Interest Rate = 2%. A 90 days Call option with exercise price of USD/INR 75 for 100,000 USD is available at premium of INR 2.

You are required to calculate impact on transaction exposure under following scenarios:

a. Company decides to use Forwards & Options for hedging.

b. Company decides to use Money Market hedging.

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Warehouse Management

1. What are the various types of storage methods used by different organizations deals with warehousing? (Mention any 8).

2. Explain different types of “Economic” & “Operational / Service Benefits” of warehousing operation. In each of the category, add examples / scenario to explain.

3. a. Management of one 3 PL company decided to invest an amount of 10 lakhs for an equipment. Due to the automation, there is an effort saving of 1 minutes / order. Assume there is a constant order of 5000 / day. The corresponding operator works 8 hrs / day & per day his salary is INR 1000.

There are no hidden / additional cost involved.

Company appointed you as expert to advise them whether to go ahead with the investment or not.

3. b. Consider the below model & state which 3PL partner you should go ahead with. The rating parameter is 1-5 (5 is highest & 1 is lowest).

 Category Target Rating Weightage 3PL (Cos 1) 3PL (Cos 2) 3PL (Cos 3) Market experience 4 30 4 3 4 Range of services 5 40 5 4 4 Health, Safety & Records 5 30 3 4 5 Management Quality 5 30 4 5 3 Strategy 4 20 3 4 4 Financial Stability 5 10 5 3 2 IT 5 20 4 4 5 Global Coverage 5 10 4 4 3 Reputation 5 10 4 3 5 Shared User / Public warehouse 5 10 4 4 4

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World Class Operations

1. What are the sources of environmental pollution? Explain with a suitable case.

2. QFD is believed to be beneficial for implementing world class standards in operations. Do you believe this? If yes justify your answer with examples.

3. a. You are the operations manager of the big manufacturing unit. You have been asked by the Chief Operating Officer of the firm to prepare a white paper on Benchmarking for the firm. In this regard explain the different types of Benchmarking.

3. b. You are the operations manager of the big manufacturing unit. You have been asked by the Chief Operating Officer of the firm to prepare a white paper on Benchmarking for the firm. In this regard explain the process of Benchmarking.

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Written and Oral Communication

1. Eva is a school teacher and takes most of her classes with the higher secondary students. She finds a typical problem to handle about teenagers where they are not paying heed to all of her instructions as clearly as they must and a lot of their class project turn out to be less than desirable. She decides to have a discussion with the students about paying more attention. As a part of this initiative, she wants to discuss the signs of a good listener and a bad listener with them. Please elaborate on the points that Eva must include her in session.

2. Mr. Jaaved is the head of admin with ‘greatwork.com’. It is an organization offering shared work spaces in 3 metro cities with over 20 outlets. The company has a staff of 30 divided into 4 departments broadly. Jaaved observes that much of the time of the day is gone into having meetings. Since there are smaller teams, he feels, there is no need for frequent meetings. He decides to discuss the pointers with the 4 managers of the teams to bring clarity on the frequency and effectiveness of meetings. Please elaborate purpose of the meeting and 10 golden rules of the meeting for Jaaved to put across the managers.

3. Mrs. Parekh is a communications trainer conducting seminars and workshops for many new managers. She has been engaged by Clockwork Corporation for training their 12 newly promoted managers towards conducting interviews for their own departments. Please answer following questions in light of this case.

a. Mrs. Parekh would like to discuss the essential feature of an interview with the group of new managers. What points must she add?

b. Mrs. Parekh also would discuss various categories of questions to be asked in the interview. List the types of questions and their objectives.

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NMIMS JUNE 2018 1ST SEMESTER ASSIGNMENTS

1. Share the organizational grapevine that you have experienced in your career or industry. In your opinion please highlight how grapevine communication is beneficial & detrimental to any organization.

2. To facilitate inter-departmental cooperation, what measures would you recommend to your colleagues and subordinates to take? What kind of barriers in communication do you face and what is your strategy to overcome them?

3. You are the leader in a healthcare industry. You often work closely with your Corporate Communications and PR team so they can ensure a positive brand image for your chain of hospitals.

a. To stay updated and connected with the latest trends in the industry, state and justify your opinion on the importance of boundary spanning?

b. A recent incident of insensitive patient interaction at your hospital has tarnished your image in the media. What will you do to control the damage and handle the crisis?

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 different qualitative and quantitative methods of demand forecasting. Which of the methods described by you is most suitable for forecasting the demand for “expensive mobile” and why?

2. Which market is characterized by the “competition among few”? How is this market different from the “competition among many”? Explain how the producers in this kind of market promote their own interests by giving real world examples like OPEC, Cement Cartels, etc.

3. A) Explain how the consumer attains utility maximisation and producer ensures cost minimization with the help of indifference curve and isoquant technique.

3. B) “There is a high cross elasticity of demand between new and old cars”. Discuss the statement by explaining the features of cross elasticity of demand. Also compare and contrast cross elasticity with other types of elasticities of demand.

INFORMATION SYSTEMS FOR MANAGERS

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 that exists in the form of records, compliance & regulatory requirement. The recent trends demonstrate the transition from maintaining data in hard copies to digital data. As the Chief-Information-Officer (CIO), of a reputed hospital in the city, the management and you are in talks of migrating this data to the cloud. What are the benefits of adopting the cloud and the major challenges that you anticipate to face with regard to cloud adoption? Give justification for adopting the cloud.

2. Information Technology (IT) has become an integral part of the modern supply chains. Explain the concept of Supply Chain and with the help of an example from the retail sector, discuss how Information Systems are helping the organization in improving its supply chain performance. Mention any two future IT trends in supply chain.

3. 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. Despite this, the path to profitability is challenged by user ability to willingness to pay for subscription, low advertising prices, and high content costs.

a. How do you think these companies use analytics to lure customers to use their app or convert the existing ones from “freemiums” to “premiums” (the subscription based model)? What are the different type of analytics? Does using analytics benefit the companies?

b. Define Social Media and explain how these companies use Social Media to increase their business? Is it a wise choice to use social media to connect with customers?

CORPORATE SOCIAL RESPONSIBILITY

1. Sustainability is the current focus of business community globally and businesses worldwide are including sustainability considerations in their strategic business decisions as well as long term plans. Choose any one current and live company, Indian or Multinational and explain how it is implementing any three sustainability actions to reduce their negative environmental footprints and why (refer to the sustainability report of the chosen company).

2. With the introduction of Companies Act 2013 for the first time CSR has been legally acknowledged. Study the section 135, CSR rules as well as Schedule VII of Companies Act 2013. According to you explain 10 logical reasons why in the Companies Act 2013 CSR spend has been made selectively applicable for businesses in our country.

3. “Society is one of the critical stakeholders of business”.

a. How does business impact local community positively as well as negatively?

b. With the help of a live example from any company, Indian or Multinational, elaborate how businesses are finding innovative ways to bring benefits to themselves as well as to the local communities in which they operate.

ORGANISATIONAL BEHAVIOUR

1. What is the role of a leader in motivating his/her subordinates? Explain the impact of leadership styles on subordinates with the help of three different theories of leadership in brief.

2. In a large office an employee named Rozy may feel like a mere payroll number, but her informal group gives her personal attachment and status. With the members of her group she is somebody, even though in the formal structure she is only one of a thousand employees. She may not look forward to monitoring 750 accounts daily, but the informal group gives more meaning to her day. When she thinks of meeting her friends, sharing their interests, and eating with them, her day takes on a new dimension that makes easier any difficulty or tedious routine in her work. Suddenly Rozy developed some interpersonal and intergroup conflicts with some powerful members of the group. The group did not accept her. Her work became more disagreeable and compelled her to a transfer, to absenteeism and to a resignation.

Questions: Although informal groups may lead to several benefits, can these groups prove harmful? Suggest some measures for Rozy to check the dysfunctions of informal groups?

3. Hari Sinha is a marketing executive with Hardbyte Computer Peripherals Ltd. Hardbyte is a company with 10 years of existence and has a sound product range in computer peripherals. It sells its products at a slightly higher price in the market because of its goodwill for quality. Hari Sinha is one of the best marketing executives of the company and enjoys several company benefits for his excellent performance. Hari’s boss Sudhir Pradhan is thoroughly satisfied with his work and likes Hari. Hari likes to sell to institutional buyers rather than small-time domestic customers. Hari also likes to work on challenging customers but not at the cost of wasting too much time on to please them. He constantly keeps himself focused on the targets to be achieved for the month and tries to reach the maximum. For him, it matters to be ahead in the race of selling and therefore he works very hard and smart. Sudhir has always tried to ensure that Hari is given enough scope to explore the potential customers on his own. He of course, feels a little worried about Hari’s attitude towards those marketing executives who sell to small customers. He is at times belittling in his attitude towards them and even ridicules their efforts. However, Sudhir has tried to ignore this because of Hari’s performance.Due to the recent slack in the IT industry, Hardbyte’s business with corporate customers has dipped. Because of this Sudhir, has reallocated the targets to all the marketing executives. However, he knows Hari’s fetish for corporate clients too well. But he also knows that Hari will have to be forced to go to small customers for promoting the products. Sudhir, is aware of the fact that Hari is a man of strong likes & dislikes and hence he is in a fix. He is also apprehensive that if Hari is not given an appropriate assignment then he may even consider leaving his job. Sudhir was fully aware that Hari had no dearth of opportunities. Sudhir knows that the dilemma that he is facing is serious and will have to be resolved suitably.

Questions

a) In a rapidly changing global scenario, what is the contribution of Individual Behavior in Organizations from the perspective of attitude, and perception?

b) How understanding of personality helps in enhancing organization’s effectiveness?

MANAGEMENT THEORY AND PRACTICE

Q1. Explain with examples, what type of leader is Sundar Pichai (CEO Google). What kind of leadership style does he practice?

Q2. A team leader in an organization wants to take feedback about his leadership from his peers, superiors and subordinates. List the various tools of verbal and non-verbal communication that can be developed for this purpose.

Q3. Ajay had always been an outstanding performer throughout academia. As expected he also got placed at his dream company. This company offered him lucrative compensation, great fringe benefits, job security and encouraging superiors. Two years have passed by at this company and Ajay no longer has the same thoughts about the job; though all has been the same. Ajay seems to have got bored of his mundane job and salary hikes don’t seem to motivate him anymore. He is on the verge of withdrawing.

a. What according to you is wrong with Ajay.

b. Discuss Herzberg’s two factory in the light of the case.

NMIMS JUNE 2018 2ND SEMESTER ASSIGNMENTS

1. In today’s corporate scenario undergoing long drawn litigation is expensive and time consuming. The senior management of your company has given you a project to find the feasibility of Alternate Dispute Resolutions (ADR). Please prepare a short brief on what is ADR, its types, advantages and practical examples where ADR is feasible than conventional litigation.

2. Junaid is an investigative journalist assigned to identify and bring to light negligence of the Municipal Authority at Mumbai. Junaid is currently investigating whether the initiative of segregation of garbage has been fully implemented but he has not received any response from the authorities. Please help Junaid under what law he can legally obtain information along with the procedure, timelines and cost involved.

3. Rakesh had planned to go for short holiday in Goa along with his wife. He started looking out for hotels in Goa and based on various websites and reviews he had booked a Le Grand Hotel in North Goa. He paid the money in advance and the booking was confirmed. On reaching this hotel, he found that the hotel was not as per the hotel’s website and reviews. Further, on reaching the hotel he realized that the pictures displayed on the website were in such angle so as to conceal the real look and image of the hotel property. Rakesh demanded a refund, but the Hotel refused stating that Rakesh was supposed to check before booking and quoted the principle of “Caveat Emptor”.

a. Is Rakesh’s claim defeated under the principle of Caveat Emptor? Please give reasons for your answers.

b. Assuming if Rakesh wanted to pursue this case before a Consumer Court, what are the remedies he would apply for?

1. The sample data from a research survey conducted in various cities on the amount of time 13-15 year-old children spent with mobiles are as follows:

 City Time with mobiles (hours per week) Hyderabad 46 Mumbai 50 Pune 46 Bangalore 54 Bhubneshwar 42 Indore 30 Bhopal 42 New Delhi 50 Chandigarh 46

For the above sample, determine the following measures:

i. The mean

ii. The standard deviation

iii. The mode

iv. The 75th percentile

Based on your calculations comment on the time spent on mobile.

2. ‘Mumbai Ice Cream an ice cream store gives relationship between ice cream sold and temperature. The store has taken a sample of a week’s data. Below you are given the results of the sample

 Day Cones Sold Temperature 1 350 110 2 200 100 3 210 90 4 100 80 5 80 70 6 70 60 7 50 50

i. Which variable is the dependent variable?

ii. Compute the least squares estimated line.

iii. Is there a significant relationship between the sales of cones and temperature?

iv. Predict sales of a 95 degree day.

3. According to one of the recent study conducted by an academic researcher on international placement of students from leading institutes in India there is a high variation in the salary offered by institutes. The following details have been gathered from the placement institute of the colleges. The researcher wants to understand the trends with regard to international placement based on the data he has gathered.

 Amount (in USD in lakhs per annum ) Age Marital Status Type of institute Gender 2 35 Single University Male 5 24 Married PGDM Male 3.5 29 Married University Female 5 26 Single University Male 4 26 Married PGDM Female 8 25 Single PGDM Female 15 34 Married PGDM Male 3 26 Single PGDM Male 7 23 Single PGDM Male

a. Using descriptive statistics explore salary, and identify factors that appear to influence the amount of the salary received.

b. Do a correlation analysis between ‘Amount’ and ‘Age’ and interpreted the coefficient of correlation.

ESSENTIALS OF HRM

1. Define Job Specification. Create a job specification for the position of a tele caller for an E tailer.

2. Differentiate between recruitment and selection. List and explain some of the recruitment methods in the digital age.

3. ‘Speedcall’ is a five year old telecommunications company. As a part of the strategic management to achieve its vision, it decides to conduct training for its first line staff selling over the counter products. 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 500 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.

FINANCIAL ACCOUNTING & ANALYSIS

Q1. From the following information of A star Ltd. prepare the Cash Flow statement for the year ended 2018 as per AS – 3.

 Liabilities 31-3-2017 31-3-2018 Assets 31-3-2017 31-3-2018 Equity share capital 220,000 250,000 Machinery 200,000 230,000 9% Preference Share Capital 100,000 110,000 Building 150,000 176,000 Securities Premium 20,000 26,000 Land 18,000 18,000 Profit & Loss A/c 104,000 134,000 Stock 84,000 98,000 5% Debentures 70,000 64,000 Debtors 38,000 38,000 Creditors 38,000 46,000 Bills Receivable 42,000 62,000 Bills Payable 5,000 4,000 Cash 42,000 32,000 Provision for Tax 10,000 12,000 Dividends payable 7,000 8,000 574,000 654,000 574,000 654,000

Q2. Balance Sheet for JK Ltd. for the year ended 31st March 2016 & 2017

 Liabilities 2016 2017 Assets 2016 2017 Equity Share Capital 200,000 200,000 Land 50,000 50,000 9% Preference Share Capital 150,000 150,000 Building 150,000 135,000 Reserves 100,000 122,500 Plant & Machinery 150,000 135,000 17% Debentures 50,000 75,000 Furniture 50,000 70,000 Creditors 75,000 100,000 Stock 100,000 150,000 Bills Payable 25,000 37,500 Debtors 100,000 150,000 Tax payable 50,000 75,000 Cash 50,000 70,000 650000 760000 650000 760000

Profit & Loss Account for JK Ltd. for the year ended 31st March 2016 and 2017

 Particulars 2016 2017 Particulars 2016 2017 To Cost of goods sold 300,000 375,000 By Sales 400,000 500,000 To Operating Expenses Administrative 6,500 7,250 Selling 10,000 10,000 To Interest on Debentures 8,500 12,750 To Net Profit 75,000 95,000 400,000 500,000 400,000 500,000

Using the tool of commonsize financial statement analysis, comment about the improvement or decline of financial performance of the company.

Q3. The following extracts are available from the financial statements of companies V ltd. and J Ltd. for the year ended 31st March 2017: (Rs. In Lakhs)

 Particulars V Ltd. J Ltd. Revenue from operations 1,500 6,000 Manufacturing cost 900 4,050 Interest paid 105 375 Depreciation 135 675 Selling expenses 135 225 Income Tax 90 225 Non-operating income 45 285 Dividend paid 120 600 Fixed Assets 1,500 7,350 Current Assets 525 2,250 Current Liabilities 375 2100 Debentures 600 3,300 Reserves 450 1,200 Share Capital 600 3,000

From the above information answer the following questions with the help of suitable ratios:

3 a)

• Which company has better solvency using current ratio and share value using earning per share?
• Which company would you recommend for investment? Justify.

3 b)

• Which company has efficiently employed capital using return on capital employed and better operational efficiency using operating profit ratio?
• Which company would you recommend for investment? Justify.

STRATEGIC MANAGEMENT

Q.1) Carrefour is a French Retail Giant wanting to enter into India’s multi-brand retail industry. Perform a PESTLE analysis for Carrefour’s entry strategy into India.

Q.2) Hindustan Motors has ceased to produce “Ambassador” car since 2014. Assuming you to be the new CEO of this company, suggest ways & means of resurrecting the brand “Ambassador” by building a Competitive Advantage.

Q.3) Geely, a Chinese automotive major wishes to enter into India to offer its automotive brands in the Indian market.

A) Perform Porter’s 5 forces analysis.

B) Based on Porter’s 5 forces analysis, suggest whether the company should enter into India or not. Suggest the reasons behind entry or non-entry into the Indian market.

MARKETING MANAGEMENT

1. Briefly discuss the various stages of a Product’s life cycle, giving examples of products which are currently in each of these stages and the marketing strategies adopted by them.

2. Mitsui Fonda, the world’s leading automobile manufacturer, is considering launching a hybrid concept car which runs on three fuels: water, electricity and petrol. Priced at Rs. 30 Lakhs, the company is considering making a foray into the Indian markets. To assist the company in taking key decisions, prepare an exhaustive list of all the external environmental variables elucidating all the possible business, market and consumer related information that would be required by Mitsui Fonda, to understand the Indian market and consumer.

3. ‘Zeal’ is a cosmetic brand that has products ranging from suncare to facial moisturisers, deodorant and shower products for men as well as women. While the women’s range comprises beauty and skincare products such as sunblocks, moisturizers, day creams, night creams, shower gels and deodorants, the men’s range comprises grooming and skincare products such as shaving cream / gel, aftershave balm, day cream, moisturizer and deodorant. For its range of products, the company targets the youth ranging from an age bracket of 15 – 30 years. Having gained significant popularity with consumers and being a trusted brand for the past decade, the company is now planning to diversify its product range to the next level and venture into health care products such as honey, energy drinks, immunity-building beverages etc.

a. Which of the following strategies will you choose:

• Extend the existing Zeal brand to the energy drink segment or
• Launch a new brand with a completely new brand identity

Justify with a suitable argument discussing the pros and cons of the strategy.

b. Accordingly suggest the most suitable target audience and an appropriate positioning for the brand; given the competition in the health care products.

NMIMS JUNE 2018 3RD SEMESTER ASSIGNMENTS

CONSUMER BEHAVIOR

1. Nokia wants to regain its market share in the smart phone category. As a Marketing Manager design a suitable questionnaire with an objective of understanding Nokia’s customer perception in the current scenario.

2. Suggest ways in which a leading brand of electronic brand can focus on ensuring customer loyalty on a long term basis.

3. Xiaomi launched its affordable smart TV Mi TV 4A in India. The Chinese tech major had launched its flagship Mi TV 4 in India on 14th February 2018. The new Mi TV 4A is expected to replicate the success of its higher placed sibling with similar features on offer and an even smaller price tag.

Xiaomi claims that the price point and specifications of the new TV series will let the Indian market shift to a Smart TV segment that has otherwise been limited to high-end TVs. The success of the TV can be predicted by looking at the high demand of the Mi TV 4 55-inch that was launched just two weeks ahead of the new SmartTV series.

a. Suggest a suitable STP for the new launch.

b. How will Xiaomi’s existing image help the product category of Television.

1. ABC Company is a solution provider for the market entrants. Your client XYZ wants to introduce his product in the market. As a Service provider analyse the various forces of Micro Environment so that it could help his client to identify all possible threats and opportunities in the market.

2. The five forces Model by Porter is a vital tool for analysing the industry in which it operates. You are required to analyse how it has aimed to examine the five key forces of competition in case of Apple Inc., American multinational Technology giant.

3. A) You are working in a reputed market Research Company. You are asked by your senior to prepare a short presentation for your clients explaining them the importance of Market research in today’s Era and also how the company will help the Client to have a better Business Opportunity.

3. B) Enumerate the various steps/Process to effective Market Research that can be carried out for an Organisation.

OPERATIONS MANAGEMENT

1. Pick up an organization and discuss the various factors an operations manager should consider before choosing a production processing system for the organization?

2. With reference to a particular organization, explain the inputs of MRP System?

3. An electronics company purchases transistors at Rs.30 per unit. An annual requirement of the transistors is 5000 units. The ordering cost is Rs.200 and carrying cost is Rs.4 per unit, lead time is 5 days.

a. Calculate EOQ

b. Reorder point based on the given information.

(Assume 275 working days).

ORGANISATIONAL THEORY, STRUCTURE AND DESIGN

1. You are a consultant at Super Manufacturing; a family owned company is having 4 members of the family as the main decision maker. Generally they take decisions with experience. The company is facing a big problem of low performance and low morale of the employees. Discuss the various approaches of organizational effectiveness and find out the most suitable approach to effectiveness in such situation.

2. Megha recently joined Capex Healthcare Pvt. Ltd.’ As a Factory Manager. Before joining she was working as a factory manager of Index Healthcare Solutions. Comparatively a small system with a simple organizational structure. Generally, a simple organisational structure is followed in small-organisations comprising of the owner and a few employees. As the number of employees increases, the layers in the organisational structure also multiply, which results in a complex structure of the organization. Thus, a complex organisational structure is a result of various divisions of an organisation spread across the globe. Discuss the common problems Ms. Megha will face in managing new organization. What she can do to overcome with this problem.

3. ‘Pebble Pharmaceuticals’ is facing a big issue of conflict between Amit the production head and Prashant the head of Purchase department. A full lot of cough syrup is ready but cannot be dispatched because labels are not available. The purchase department takes labels once in a year to reduce the cost. If any specific demand will come from the departments they follow the due process of purchase. Although the store department already made a request for labels when cough syrup production started but Prashant is waiting on the request from Mr Amit the head of production. It happened because last year Amit and Prashant had a big conflict of sub-standard purchase, huge raw material was rejected by production department due to substandard quality. Prashant has taken it a personally and trying to play politics against him.

a) Describe the type of conflict discussed and what are the possible outcomes of such conflicts.

b) Suggest how the organization can avoid such conflicts.

CORPORATE FINANCE

1. A Project costs ₹ 1,00,000 and is expected to generate cash inflows as:

 Year Cash inflows(₹) 1 20,000 2 22,000 3 25,000 4 28,000 5 20,000

The cost of capital is 12%. Calculate Profitability Index and suggest whether project should be accepted or not.

2. Alok works in an organization which has debt and equity in its capital structure. The net income of the firm is ₹ 2,00,000. The organization pays ₹ 50,000 every year as interest component to debenture holders. Calculate the weighted average cost of capital if the cost of equity is 12% and cost of debt is 9%. If the company’s new project will provide a return of 10%, suggest whether company should make the investment or not.

3. Mr. Sharma was working with Delta Ltd for the past five years. The company was planning for expansion and required a funding of ₹ 20,00,000 for the same. He was considering two financial plans and expected EBIT due to expansion was ₹ 8,00,000. Apart from equity(Face value ₹10) , if the company raised debt, cost of debt was 8%. Tax rate is 35%. Calculate EPS for each financial plan and suggest which financial plan is better for the firm.

3a) Plan A: Funding through 100% equity

3b) Plan B: Funding through 50% Equity and 50 % Debt

TAXATION – DIRECT AND INDIRECT

1. Mr. Fernandez has a portfolio of equity shares worth Rs. 2 crores by current market valuation. He had inherited the shares from his father 10 years ago. He has become extremely concerned about the introduction of 10% LTCG tax on equity shares in this year’s Union Budget. Not sure about the impact of this newly introduced tax, he is contemplating selling of all the shares before 31st March 2018, and escaping the taxation. He has sought your opinion on this. Prepare a detailed report citing the implications of the LTCG tax, and guide Mr. Fernandez in his decision making.

2. ABC Ltd.’s profit before tax as per P&L account was Rs. 240 crores. The following information was available regarding ABC Ltd on scrutiny:

• During the year, it had paid royalty of Rs. 40 crores to a German company, but TDS was not deposited with the IT department till the time of filing income tax returns.
• For a bill of Rs. 30000, ABC Ltd made cash payment of Rs. 30000 to the vendor on 29th January 2018.

Critically analyze whether the above expenditures will be allowed or disallowed as deductions, with reasons, discussing the applicable sections. What will be the impact of such allowance / disallowance on the computation of Profits and Gains from Business or Profession of ABC Ltd for the AY 2018 – 19? (10 Marks)

3. A) Harish, an Indian citizen, leaves India for the first time on May 22, 2015 for London and returns on April 9, 2017, and stays in the country thereafter. Determine the residential status of Harish for the assessment year 2018-19?

3. B) During the assessment year 2018 – 19, Harish (the above mentioned person) had the following details of income:

 Particulars Amount (Rs.) Interest on UK Development Bonds (50% of the interest amount is received in India) 100000 Income from a business in Chennai 2000000 LTCG on sale of shares of an Indian company 200000 Dividend from an Indian Company 500000

Compute the taxable income in the hands of Harish for the AY 2018 – 19.

CAPITAL MARKET AND PORTFOLIO MANAGEMENT

1. The following data shows the return of ABC Ltd and the market:

 Year Return on ABC(%) Return on Market (%) 1 40 35 2 35 28 3 32 34 4 28 30 5 25 24

Calculate the beta of ABC Ltd and interpret.

2. The details of portfolio of Mr. Singh are:

 Stock Expected Return Standard Deviation Weight Wipro 15% 12% 0.4 Infosys 18% 20% 0.6

Covariance of stock Wipro and Infosys is 0.0064.

Calculate return and total risk of the portfolio.

3. Nisha has just completed her MBA and has joined an investment management firm as an analyst. On the first day of her job, her manager gave her data of two portfolios and asked her to suggest which one is a better portfolio.

 Observed Return Beta Portfolio Alpha 18% 1.5 Portfolio Beta 15% 0.8

Risk-free rate is 8.5%, Return on the market portfolio is 15%, Standard Deviation of the market is 8%.

a. Suggest which portfolio has outperformed the market on the basis of Jensen index.

b. Suggest which portfolio is better on the basis of systematic risk using Treynor ratio.

COST & MANAGEMENT ACCOUNTING

1. The CEO of a leading fan manufacturer is concerned about certain teething issues involving sales of ceiling fans. Ceiling fans come in several models, and each model has numerous Stock Keeping Units (SKUs) involving different colours, blade size etc.

Tastes and preferences of consumers vary widely across the vast geography of the country. Recently there have been numerous complaints from the divisional sales offices across the country that they have received supplies of fans in colours and blade sizes, which are not popular in their territory. This has led to loss of sales as distributors in their regions would not accept those fans. Sales people have not been able to achieve their quarterly sales targets, leading to de-motivation and attrition. The CEO has approached you to review the Management Accounting process in the company in the light of the above events. Critically analyze the issues at hand, and suggest a suitable roadmap for the company to revamp its Management Accounting process.

2. Due to economic depression, a company is running its plant currently at 50% of its capacity. The following details are available:

• Cost of Production per unit:
• Direct Materials – Rs.6
• Direct Labour – Rs. 2
• Variable Overhead – Rs. 4
• Fixed Overhead – Rs. 4
• Production per year – 20000 units
• Total Cost of Production – Rs. 320000
• Total Yearly Sales – Rs. 300000
• Loss – Rs. 20000

An exporter offers to buy 5000 units per year at the rate of Rs. 13 per unit. The company is hesitating to accept the offer for the fear of increasing its already incurring operating losses. Advise whether the company should accept or decline the offer.

3. A) The budgeted working conditions for a factory are as follows:

• Normal working week – 45 hours
• Number of machines – 30
• On maintenance etc., normal weekly loss of hours – 4 hours per m/c
• Estimated annual overhead – Rs.153750
• Estimated direct wages rate – Rs.2.00 per hour
• No of weeks worked per year – 50

The company uses Machine Hours as a base for apportioning overhead costs. Estimate the overhead absorption rate per machine hour.

3. B) For the above company, during a four week period, the actual results are as follows:

• Wages incurred – Rs. 11200
• Machine hours produced – 4500

Calculate the amount of under or over-absorption of both wages and overheads.

MARKETING OF FINANCIAL SERVICES

1. Design a Financial Literacy program for a Mutual Fund (Asset Management Company) of your choice.

2. One week ago you bought an endowment 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. Ashwin Kothari, aged 35 years, is employed with a MNC. His wife Rimmi, aged 33 years, is also working part – time. The couple has two children – daughter Rima aged 6 years and son Vansh aged 4 years. Ashwin and Rimmi require your help to make a few financial decisions. (Give justification and reasoning for the option you would suggest to your client. You can make any assumptions to further build up your case.)

a. Children’s higher education: Child plan of a life insurance company or a Mutual Fund SIP along with a Life Insurance term plan.

b. Retirement Planning: Fixed deposits or Mutual Fund SIPs in a diversified equity fund.

STRATEGIC COST MANAGEMENT

1. X Ltd has to replace its machine and the production manager has to decide between Machine A and Machine B. Machine A is having installation cost of ₹ 160 and annual electric bill ₹ 200. Machine B has installation cost of ₹ 760 and annual electric bill of ₹ 80. If both have life of 8 years which machine will you recommend if interest rate is 9 % for five years. P/V factor @ 9 % for 8 years is 5.5348

2. A company manufacturing two products furnishes the following data for a year.

 Product Annual Output Units Total machine hours Total No. of purchase orders Total No. of setups A 5,000 20,000 160 20 B 60,000 120,000 384 44

The annual Overheads are as under:

 Volume related activity cost ( Activity driver-Machine hours ) ₹ 5,50,000 Setup related cost ₹ 8,20,000 Purchase related cost ₹ 6,18,000

You are required to calculate cost per unit of each product A & B based on

ii. Activity based costing method

3. Project X Involves an initial outlay of Rs 32,400.Its working life is 3 years. The cash streams are as follows

 Year Inflows ₹ P .V Factor @ 14% P .V Factor @ 16% 1 16,000 0.877 0.862 2 14,000 0.769 0.743 3 12,000 0.675 0.641

Calculate:

a. NPV at 14 % & 16%

b. IRR

COMMERCIAL BANKING SYSTEM & ROLE OF RBI

1. Cash Reserve Ratio plays an Important role in the economy and RBI plays an important role in monitoring inflation through CRR .Discuss how RBI perform this critical function using CRR as an instrument.

2. Assume you are a CEO in a bank. Your Bank has been nominated as one of best branches in managing its liabilities. Highlight through a presentation on the various components of liabilities a bank has and how these liabilities acts as a source of funds with which bank finances its operations.

3. A) You have recently joined a bank. Your manager ask you to prepare a short presentation on Asset Liability Mismatch. Describe in detail about ALM and its significance in banks.

B) As an actuarial in an insurance company, discuss how ALM plays an important role in this sector.

RETAIL BANKING

1. Discuss the critical importance of the ‘Need for Regulations (both Internal as well as External)’ in the Banking industry. Express your views with reference to the recent turmoil in the Banking industry, which in turn adversely affects other sectors/ markets as well.

2. With reference to the rural areas and the Agricultural sector, discuss the guidelines given by the RBI on ‘Priority Sector Lending’. Also explain what options the Banks have as ‘Channel Partners’ to reach rural customers.

3. The Banking industry being a ‘service industry’, customer service is an important aspect of the Retail Banking setup. This is true for commercial/retail banks as well central banks and the regulators/government. Discuss the following questions that affects the customers to a large scale in the retail banking setup.

a. With the process of Demonetization implemented over a year ago, discuss the issue of change of currency notes (money product) in retail banking. Have the banks provided proper customer service for the same issue?

b. With emphasis on Digital/ E-payments, with incentives/concessions provided to make non-cash transactions through digital modes, highlight the various benefits and risks the customers may face during these modes of financial transactions.

COMPENSATION & BENEFITS

1. Assume that you are the HR manager of a multinational manufacturing organization. Devise a compensation plan to accommodate the needs of the employees.

2. Analyse the current reward trends and comment on the pros and cons of those trends.

3. “A competitive compensation plan is not only favourable for the employees but it also perks up the company’s performance. It alters an employee’s focus towards generating more revenue for their organization and empowers them to overcome their departmental schedules”.

a. Do you agree with the above statement? Explain your reasons with examples.

b. What approach can be adopted by companies to make the compensation plan more holistic?

INDUSTRIAL RELATIONS & LABOUR LAWS

1. Anil is a rural worker, working in an establishment which carries manufacturing of plastic sacks used for packing cement. This establishment is owned by a registered to manufacturing process. The number of workers work in two shifts, with each shift lasting for around 7 hours. The total number of workers employed by the establishment is 154. Anil and the other workers have issues with their health as the unit is not kept clean. They have to face problems with regard to drinking water also. Sunil, another employee, suffered an accident because the unit was not well lit. The owners do not take the complaints seriously stating that none of the labour laws apply to the manufacturing unit. Advise Anil.

2. Amit was working in a factory. He was employed in lifting the goods with a crane. Abhay another employee was given the job of stacking the goods together, before they could be lifted by the crane. Abhay had to go home early, but the owner refused to leave him until he completed his task. In a hurry to complete the job Abhay overburdened the goods. When Amit, lifted the goods with the crane, the goods toppled and fell an Arvind, an employee, who was standing below. This accident resulted in the death of Arvind.

After a few days, the dependents of Arvind came to the employer and claimed for compensation. The employer refused stating that it was not his fault that led to the accident and it was the carelessness and negligence of Amit and Abhay which led to the accident.

3. A) An organization was in operation for the past 20 years. The organization gave a bonus every year during Diwali. For the past two years the organization did not give a bonus stating the reason that the company had not earned any profits. However, the balance sheet reflected clear profits. When the workers raised this issue the employers did not pay any heed as the workers were lacking a collective bargaining power. Without a trade union existing the workers found it difficult to fight for their rights. The employers also threatened to file a criminal conspiracy case against the workers. Analyze the case and advice the workers on a suitable solution.

3. B) Arjun was Director in a company. The company has units across the country – 2 in cities and 4 in rural areas. Each unit has approximately 30 to 40 workers working. The wages of each employee are different. Also the employees doing the same work but working in different units were not paid the same wages. An employee who was transferred from a rural unit raised this issue with the trade union. The trade union asked Arjun to get all the wages of all the employees at par. Arjun replied stating that disparities in wages was allowed.

Is Arjun justified in giving different wages to different employees working in different areas?

MANPOWER PLANNING, RECRUITMENT AND SELECTION

1. Performance appraisal has been one of the core functions of HRM. In the scenario today when attrition has increased and cost savings are the need of the hour, do you feel that Performance Appraisal is still a required function? Why?

2. Why is Succession Planning important for companies? Give atleast two examples from Indian / Foreign businesses.

3. A training program on Customer Service was designed for petrol pump attendants in the state of Gujarat. Due care was taken to include matters most relevant to the petrol pump attendants and that would contribute to their productivity. The training program was not found effective inspite of it being conducted in the local language and by experienced trainers.

a. What according to you may be the possible reason for the failure of the program?

b. Discuss factors that should be considered while designing a effective training program.

ORGANISATION CULTURE

1. ABC Ltd, a medium sized IT firm, has hired you as a consultant to help the company correctly understand the cultural patterns in the organization. Before this, there was no attempt made to look at the culture of the organization. You decide to use Hofstede’s model of organizational culture to make the company understand cultural patterns. In this background, explain Hofstede’s model.

2. Consider the following two characteristics of XYZ Ltd, an online retail start up.

• Promoters don’t have proper awareness of firm’s strengths and weaknesses
• Promoters are not aware of opportunities and threats

Based on the above characteristics, identify the type of culture that XYZ has and then point out other characteristics of the same type.

3. In the fresh recruitment drive, 25 new employees have joined your organization which is a medium sized textiles manufacturing firm. One of the tasks on your hands is to make these fresh employees well aware of present organizational culture. Explain how will you use following ways to make these new employees learn the organizational culture?

a) Stories

b) Material symbols

PERFORMANCE MANAGEMENT SYSTEM

1. Assume that you have just joined a start-up organization which is around 6 months in existence. Explain to the Founders of the company the elements of an effective performance Management System and putting forward a convincing argument in favor of implementing a Performance Management System.

2. Disha Enterprises is a 5 year old organization in the manufacturing space. The organization has seen challenges likes conflicts among team members and also a growing number of First Time Managers. The organization is deliberating on introducing Coaching and Mentoring in the organization. Keeping the above background in perspective will a Coaching and Mentoring program help Disha Enterprises?

3. Assume you are an HR manager in a small company which has recently introduced Performance Management System for its employees. The employees are being coached on the concepts and application of the same.

a. Explain the concept of SMART goals.

b. Provide 2 illustrations of SMART goals.

BRAND MANAGEMENT

Q1. Patanjali is an Indian brand of Ayurvedic, herbal and wellness products. In 2014 Patanjali was already competing with The Himalaya Drug Company which was then in the Rs 1500 crore turnover range, with targets around 12% growth. Himalaya however, is a much older company than Patanjali, founded in 1937, though it started thinking of itself as an FMCG player only as late as 2009. It has also expanded beyond pharma to wellness and personal care, has its own stores, sells online – a very similar journey in fact. In that context, Patanjali’s growth is indeed commendable. (Biotique is a beauty brand also based on the Ayurveda platform but has not expanded its product range.)

Its growth becomes even more astounding when we look at Patanjali’s revenue declaration for FY 2016-17, where the brand clocked a revenue of INR 10,000 Crore. Baba Ramdev declared that he was on a “MNC bhagao” mission, and that Patanjali would take over as the largest brand in a year or two, eventually wiping out MNCs.

There haven’t been that many new, successful entrants in the FMCG world in the recent past at the national level. Barriers to entry are the high cost of awareness required for a national brand (read celebrity endorsements and mainstream TV advertising), managing a sophisticated network and uniform quality control. A big cost saver for the brand was that they didn’t need to spend on advertising in the initial years because of the high brand recall of Baba Ramdev whose popular TV show and public appearances had gained him mass media awareness at a very low cost. The brand has now launched a series of advertisements about its various products the most famous being the Dant Kanti Ad which openly takes on other toothpaste brands. It is a separate matter that many of Patanjali’s ads are reported for being misleading and challenged in Court.

After entering and expanding in the food and grain market in the last two years. Patanjali has announced to enter in the apparel sector with the prospective launch of Patanjali Jeans and expand its presence in the fast food sector, by opening Quick Service Restaurants which would provide over 400 vegetarian fast food items.

Critically analyze the brand extension strategy of Patanjali with respect to whether it would have positive effects on the brand? What are the risks associated with such a strategy for Patanjali?

Q2. Lenskart is India’s one of the biggest eyewear company. It was founded in 2010 by Peyush Bansal. Lenskart is India’s first eyewear online portal that offers an excellent service of providing eye glasses and lenses. After becoming the number one online store for eyewear in India Lenskart has also started offline stores throughout the country.

Peyush Bansal is the founder and CEO of Lenskart. He was born on 26 April 1985, and went to McGill University, for graduation in the branch of Electrical – IT, Control & Automation. After that, he did his post graduate diploma in entrepreneurship at IIM Bangalore. After his studies, he went to the USA and worked for Microsoft Corporation as a Program Manager. He worked there for one year and came back to India to pursue his dream of becoming an entrepreneur. After returning to India he began his journey as an entrepreneur and started an online classified business with a website called searchmycampus targeted to college students. While this business was going well Peyush conceived an idea of selling specs online in India.

Lenskart also operates in countries like Australia, US, UK and many other countries.The main objective of Lenskart is to providing high-quality eyewear to millions of Indians at affordable prices, giving free eye check ups at home and by extending the services to the remote corners of India.

The biggest challenge that Lenskart faced was to persuade the customers to rely on online store as an alternative way of purchasing. The company needed to change the pre-set traditional mindset of people and instill confidence in them that they sell quality eyewear products at prices better than their brick-and-mortar counterparts. The company raised 4 million Dollars in the first round of funding in 2011 from IDG. Then in 2013 company raised 10 million dollars from Ronnie Screwvala-led Unilazer Ventures Pvt. Ltd. In the third series of funding in 2015 Lenskart had raised 22 million dollars from TPG Growth. Hong Kong-based TR Capital and existing investor IDG Ventures. In the last round of Investment company raised Rs.400 crore from World Bank arm IFC, Ratan Tata, and Infosys co-founder Kris Gopalakrishnan.

Analyze the marketing strategy of Lenskart? What are some of challenges it faces and how can it overcome them?

Q3. Cinthol, a heritage brand from Godrej Consumer Products Ltd, has prospered in the highly competitive bathing soap market in India as the brand has managed to keep pace with changing consumer preferences through marketing actions. After three decades with a single product under the brand name Cinthol, in 1968, the company introduced New Cinthol in a new package, fragrance an shape. An new advertising campaign was designed for New Cinthol, which was positioned on the freshness platform. Subsequently, variants of the brand, such as Cinthol lime, Cinthol fresh, Cinthol cologne, Cinthol deo and Cinthol Fresh Aqua, were launched. The brand gradually extended to include deodorant sprays and talcum powder.The primary target for the brand has been the Indian male,and the company has used well-known male film stars as brand ambassadors to communicate the brand promise of confidence that comes from the freshness and deodarising properties that Cinthol offers. The brand depicts the active outdoor man as the context for brand communications. Cinthol has changed its portfolio, communication strategy and execution, and the packaging and other marketing mix elements to keep the brand contemporary. The brand core promise of freshness and protection that gives self-confidense to the user, however, has remained consistent.

The current campaign tries hard to push the brand into the youth space. Created by Creativeland Asia, the TVC depicts a few youngsters enjoying the product at various water bodies, highlighting the new tagline, ‘Alive is Awesome’. Sajan Raj Kurup, founder and creative chairman, Creativeland Asia says that the new campaign is an experiential one which will go beyond traditional media. “Over the years, I have seen Cinthol stand for an invigoratingly cool and alive soap brand. I felt that it’s time cinthol claimed back its standing in the experiential era. It celebrates and recognises a more adventurous and international India. And, a less inhibited and intimidated Indian,” he adds. Thus, the insight behind the campaign was to generate a whole new idea with the ‘Alive is Awesome’ tagline.

a. Discuss the branding and marketing strategy used by Cinthol.

b. How has Cinthol managed to survive and thrive over the years?

INTERNATIONAL MARKETING

1. You are an American breakfast cereal company & wish to enter into India. Elaborate on the International Marketing research process steps to understand more about the buying habits of Indian consumers.

2. You are the CEO of Home Depot & wish to enter into India. Suggest any 3 entry options to enter into India. Which one amongst the 3 suggested entry options, would you finally choose & why?

3. You are an Indian exporter of the following 2 products:

• Spices
• Dry fruits

a. Suggest Best practices in Packaging & also suggest as to how will you overcome the common problems plaguing packaging for Spices.

b. Suggest Best practices in Packaging & also suggest as to how will you overcome the common problems plaguing packaging for Dry fruits.

MARKETING STRATEGY

1. Inter-Globe Enterprises started its operation in august 2006 with main focus on low fares and best service in the industry. At the point Jet Airways and Air India was leading Domestic airlines in India. Indigo adopted a low frill strategy and emerged as pioneer in changing the face of the struggling aviation industry. Today it is one of the fastest expanding airlines of India

Pls explain the STP strategy adopted by Indigo in Indian Airline segment and also define the Market challenger strategy adopted by them to overtake Jet Airways in terms of market share.

2. Describe in Detail the Pricing strategy adopted by top 3 Smart phone manufacturers in India – Apple, Samsung and Micromax.

3. Online Marketing Strategy – Case study

• While traditional channels of advertising — TV, radio, and print– are certainly not obsolete, marketers today are finding creative and effective ways to reach an information-hungry, Internet-oriented populace. Marketers and brands alike are trying to reach their target audience through channels that these consumers use most.
• Internet as a means of communication has given rise to several new marketing tools that may be much more effective and cost-efficient in validating an ad campaign that has high recall value for today’s on-the-go and wired customers.
• Keeping in mind the changing consumer behaviour, here’s a closer look at the marketing and promotion activities of India Premier Retailing house

Shoppers Stop

• Of the early adopters of Omnichannel retail, Shoppers Stop has been active in leveraging the potential of digital and social media to market and promote the brand.
• The company has 7 million fans on Facebook, making it the largest big-box retailer on Facebook in India. The Twitter page has above 15,000 followers and its YouTube channel has received over 13 lakh views till date.
• Shoppers Stop engages with its Facebook fans by creating unique contests such as ‘Perfect For’ Me that provides suggestions to fans based on their likes, search history etc. The company claims to be the first Indian Retailer to have created a ‘How to…’ series on youtube channel.
• These were the series of fun, instructive, engaging, and youth-centric videos that give customers fashion and grooming tips. The videos range across topics such as ‘How to dress for a party’ to ‘How to tie a tie’, to ‘How to apply make-up’ etc. Customers also get the choice to buy the products showcased in these videos via the e-store. It also introduced ‘Style Hub’ videos on its YouTube channel. It is a fashion content property that features a set of videos which showcase different styles and looks.
• The company claims that its loyalty programme is one of the most highly regarded programmes in the retail industry. With over 3.5 million members contributing to over 71 per cent of sales, ‘The Shoppers Stop First Citizen Loyalty Programme’ has been one of the company’s strongest marketing tools – a lesson to learn for other retailers.

a. What strategy must Shoppers stop adopt to compete with Online retailers like Amazon, Flipkart and Snapdeal in India?

b. As a Shoppers Stop Marketing strategy head would you recommend A) focusing on brick and mortar (traditional retailing model) or B) divert resources to engage with clients on New Online / Mobile platform? State the necessary reasons for the same.

SALES MANAGEMENT

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

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

3. Papper-mint is a new brand of casuals which is to be launched in niche segment. The product line consists of T-shirts, jeans, cotton trousers, watches and eye-wear. The brand is targeted at the younger audience. The brand is to be marketed through the franchise stores which will be exclusive and on retail boutiques.

Questions:

a. Design a Selling Strategy to be adopted between the company & the franchise.

b. Suggest suitable compensation methods which you will follow for the employees.

CUSTOMER RELATIONSHIP MANAGEMENT

1. If you had to choose from the models of CRM, which one would you opt for? Justify how the chosen model will benefit the BFSI sector.

2. As a customer which kind of loyalty do you demonstrate towards your preferred brands? What primarily drives you to be loyal towards a provider?

3. Tasty Treats is a café chain you have started from ground up with your hard work, focus and perseverance couple of years ago. After breaking even, recently your cafés are gaining popularity and you are expanding your business. The growth is rapid and your staff seems unprepared for the increase in volume of customers and managing the interactions smoothly.

a. Your staff doesn’t understand the consumer’s perception of the complaint process. Explain it to them in a simplified manner to better equip them to avert complaints.

b. How will you guide your staff to handle complaints from irate customers, in case they occur?

ENTERPRISE RESOURCE PLANNING

1. Explain business model of Tata Consultancy Services (TCS) using Four Box Business Model. If you were CEO of TCS, which element of this business model you would like to change for increasing revenue of TCS?

2. Acme Mart is a five-year old retail chain company having 20+ retail stores across Mumbai and Pune. It is expected to grow its store network to more than 100 stores in next five years. Would you recommend data warehousing to this company? Justify your recommendation.

3. “What brought us here will not take us there!” Mr. Kale started the annual review meeting with this statement. Being a Founding Director of Indictrans Pvt. Ltd., Mr. Kale was well aware of efforts put over years by all managers participating in this meeting. With these efforts, Indictrans Pvt. Ltd. has become one of the largest service providers for open source ERP software called ERPNext. Mr. Kale now wants its company to grow further at faster rate by entering new markets and channels.

a. What action items would you recommend to Mr. Kale for aggressive growth of Indictrans Pvt. Ltd.?

b. Which ERP trends will you recommend to Indictrans Pvt. Ltd. to focus on for its future growth?

LOGISTICS MANAGEMENT

1. Logistics companies in India are waking up to the global trend of offering green services to their customers and are showcasing what they do to reduce their carbon footprint. In your organization how will you have Green Manufacturing incorporated in Logistic Planning?

2. Physical distribution has two major objectives, namely decreasing the cost of delivery and increasing customer service levels. Discuss briefly with examples, various objectives in terms of total cost goals and customer service goals.

3. You have joined PerfectParts Manufacturing Co as Operations Head. You observe the organization does not have a formal inventory management system and use Ad Hoc approach for inventory management. Also the number items in the inventory are very high. Your priority is to quickly reduce the quantities of items and the number of items.

a. State the techniques you can use to reduce quantities of items.

b. State the techniques you can use to reduce number of items.

SUPPLY CHAIN MANAGEMENT

1. You are a SCM consultant appointment by a Pharma company who wants to lease a warehouse in a Metro like Mumbai. Considering short term life cycle of following FIFO, maintaining safety stocks & quick retrieval is extremely critical. Considering high rentals in Metro, leasing space is equally critical. Movement of material fairly depends on -customer’s requirement as forecasted; the process of which is fairly established. Please suggest steps that consultant should keep in mind to suggest solution to his Pharma clients for inventory management. Do you think VMI concept may help here for non-shelf life kind of items here?

2. With the Independence Day around the corner, Small Basket a grocery retailer has announced “Drop till you shop” offer wherein it is offering online groceries at rock bottom prices. Tempted by the attractive prices, Mrs. Chandru decides to shop using the Small Basket app. When she browses the app, she discovers too many appealing deals, and as a result shops much more than what she normally would have. When Small Basket launched this scheme in 2015, they sold goods worth Rs. 26 million. Encouraged by the response, they ran the scheme for three days in 2017. During this three day period, approximately two million people shopped for a variety of produce. There were reports that the company experienced out of stock situation for stocks of several popular items (grocery and staples, fruits and vegetables) that had been exhausted. Predicting the demand for such schemes is always a tricky job. How do you think Small Basket can forecast better to avoid stock-outs in this case? Do firms that forecast correctly rely on cross-functional as well as cross-organizational trust? (With suppliers and distributors). Justify your answer.

3. Starbucks is pretty much a household name in India now. But like many of the most successful worldwide brands, the coffee shop giant has been through its periods of supply chain pain. In fact, during 2007 and 2008, Starbucks leadership began to have serious doubts about the company’s ability to supply its 16,700 outlets globally. As in most commercial sectors at that time, sales were falling. At the same time though, supply chain costs rose by more than \$75 million.

Supply Chain Cost Reduction Challenges

When the supply chain executive team began investigating the rising costs and supply chain performance issues, they found that service was indeed falling short of expectations. Findings included the following problems

• Fewer than 50% of outlet deliveries were arriving on time
• A number of poor outsourcing decisions had led to excessive 3PL expenses
• The supply chain had, (like those of many global organisions) evolved, rather than grown by design, and had hence become unnecessarily complex

The Path to Cost Reduction

Starbucks’ leadership had three main objectives in mind to achieve improved performance and supply chain cost reduction. These were to:

• Reorganize the supply chain
• Reduce cost to serve
• Lay the groundwork for future capability in the supply chain

In order to meet these objectives, Starbucks divided all its supply chain functions into four key groups, known as “plan” “make” and “deliver”. It also opened a new production facility, bringing the total number of U.S. plants to four. Next, the company set about terminating partnerships with all but its most effective 3PLs. The remaining partners were then managed via a weekly scorecard system, which was aligned with renewed service level agreements.

Supply Chain Cost Management Results

By the time Starbucks’ supply chain transformation program was completed, the company had made savings of more than \$500 million over the course of 2009 and 2010, of which a large proportion came out of the supply chain, according to Peter Gibbons, then Executive Vice President of Global Supply Chain Operations.

a. What is the significant and substantial change according to you is taken by Starbucks to improve on overall performance of their supply chain.

b. How do you think objective laid down by Starbucks Leadership would have helped them to achieve this sustainable improvement in supply chain?

TOTAL QUALITY MANAGEMENT

1. All Automobile manufacturers have a strategic alliance with their suppliers. What do you think are the many important factors their relationship depended on? Discuss with examples.

2. Hero Honda Motors have a Quality Circle under the name “Sunrise Quality Circle”. Similarly many other Indian organizations have successfully implemented the concept of Quality Circle. What are the objectives of these organization for Quality Circle and what do you think are the factors for its success?

3. You are Head of a manufacturing unit and want to implement control chart in one of your injection molding shop. Hourly random 500 units are inspected for defects and the average defectives are 3.5%.

a. What type of control chart will you use and what will be its control limits?

b. What are the other types of control chart used in monitoring a process?

NMIMS JUNE 2018 4TH SEMESTER ASSIGNMENTS

1. Today’s global economy is a knowledge economy. There is a demand for a new type of multinational, multifaceted globally responsible and aware manager, who is operational across national borders. You are working with a global company in which you spend time in different countries as part of your business responsibilities. What competencies do you think you have and which ones do you need and why to fulfill your role successfully?

2. Do you believe that the production of biofuels is a viable solution for addressing both the world’s energy needs and global warming? Why and why not, discuss the ethical pros and cons of your answer.

3. Three years ago, Dinesh Thakur exposed how India’s then largest drugmaker and his former employer, Ranbaxy Laboratories, failed to conduct proper safety and quality tests on drugs and lied to regulators about its procedures. He made his name, and almost \$48 million as a whistleblower award from the United States, when U.S. regulators fined Ranbaxy \$500 million for violating federal drug safety laws and making false statements to the Food and Drug Administration (FDA).

a. Under what circumstances would you be compelled to blow the whistle as an employee in an organization?

b. If you are the employer, how can you prevent whistle blowing, explain.

MARKETING RESEARCH

Q1. What is Sampling?

Which kind of sample is being used in each of the following situations:

i. A reporter asks 100 people on the street what do they think of the current state of crime against women

ii. A survey is conducted to understand opinions of people in Gujarat towards the Modi govt. A sample of 100 men and 100 women across all age groups is chosen uniformly

iii. A survey is conducted among neuro surgeons. Starting with the first neuro surgeon, he is asked to refer to another neuro surgeon and so on.

Support with a rationale.

Q2. What is a pilot test? What are the considerations that need to be kept in mind by a market researcher while designing a questionnaire?

Q3. You are the Product Manager of a leading telecom company which is facing stiff competition due to the entry of Reliance Jio.

a. State the management problem(s) that your company might be facing and the corresponding research objectives that your research will aim to cover.

b. Briefly describe the research methods that you would use towards this research.

PROJECT MANAGEMENT

1. You are in charge of selecting a location for passenger car manufacturing plant. Which location would you recommend? Justify your choice against a set of selection criteria.

2. You are in charge of estimating cost for setting up a sulfuric acid plant in a town in Sindhudurg district of Maharashtra. Which elements will you consider for estimating cost of the project? Explain each element as it relates to given requirement. Why this cost estimation is needed?

3. “How could that be possible? It’s simply not possible!” Mr. Pitambar Gadge was really in a state of shock when he was informed that construction of new manufacturing plant would get delayed by six months. “This was two year long project. How could you have schedule variance of almost 25%? And how could you tell me now, when we are just few months away from our project completion deadline? This is simply ridiculous!” Mr. Gadge went on saying.“Sir, we had challenge in hiring skilled labor for this project. It seems Mr. Puri went on hiring skilled labor without proper skill assessments. When Mr. Iyer inspected quality of work, he was not satisfied and strongly recommended us to redo the work to ensure expected quality. This additional work will result into delay of up to six months”, came the response from Mr. Dwivedi, the manager of the project.

a. Which type of risk was overlooked in this case? How would you have assessed its probability and impact as a project manager? Justify your assessment.

b. Do you agree that this case illustrates triple constraints of the project? Explain. How you would have responded if you have been in place of Mr. Iyer? Explicitly state your assumptions if you are making ones.

SERVICES MARKETING

1. Prepare an advertising campaign for a newly started chain of restaurant having presence across the country.

2. A new brand of airline named ALM has recently introduced its airline services in India. The brand has an objective of being the market leader as it has been in other country. India being a new market for them will require a proper blend of marketing mix elements. Suggest marketing mix for ALM in India.

3. A nationalized bank is facing difficult situation with respect to retaining their existing customers as these customers are shifting to private sector bank or foreign bank. Private & foreign banks offer better services & work for longer duration during the day which the nationalized bank lacks. As a consultant

a. Suggest a suitable repositioning strategy for the nationalized bank.

b. Explain the element of physical evidence & its importance in nationalized bank.

FINANCIAL INSTITUTIONS AND MARKETS

1. Krishna has recently joined an investment management company and his profile consisted of money market instruments. His manager in order to estimate his understanding of the market, asked him to prepare a report on the instruments of the market. Suggest which instruments of the financial market should be included in his report.

2. Nisha has completed her graduation and had started working in an MNC. She was able to save good amount every month so she thought of making investments. She had heard about capital market from her friend Alok. She decided to approach him to understand the process to start investments in capital market. If you are Alok, mention step by step process to Nisha, keeping in mind she doesn’t understand trading mechanism.

3. Alok was working in the portfolio management department of Alpha Ltd and had new recruits to whom he was supposed to provide training on the risks associated with the financial market as apart from earning returns they should be well aware of the risks that can be managed and which ones cannot be managed in a portfolio. He decided to broadly classify the risks in two categories and explain the different types of risks associated with each one. If you are Alok,

3a) Explain different types of risks associated with systematic risk.

3b) Explain different types of risks associated with unsystematic risk.

INTERNATIONAL FINANCE

1. Finance minister Mr. Arun Jaitley announced in the budget about long term capital gain tax, share market gave negative reaction on it, explain the reaction of FII or FPI on long term capital gain tax.

2. “The Eurocurrency market owes its existence to differences in national financial regulation combined with declining barriers to international capital movements.” Do you agree with the statement? Explain with the help of various Euro-Currency Market instruments.

3. The Chinese government’s move to ban waste paper amidst environment concerns is expected to benefit the Indian paper manufacturers. Waste Paper (WP) is one of the major sources of raw material used for manufacturing the recycled paper products. The recycled paper products are extensively used for manufacturing packaging materials like corrugated boxes. The Chinese Government’s decision to ban waste paper imports has caused a drop in global waste paper prices. As a result, the price of recycled paper in China, used for packaging material, has increased due to short supply of WP. Indian manufacturers using waste paper stand to benefit on account of lower global waste paper prices (on excess supply) and higher realization for recycled paper.The global shortage of wood pulp has resulted in increasing prices of finished paper. Indian wood pulp based having requisite self-sourcing (farm forestry) are expected to benefit from increasing global finished paper prices.The companies like West Coast Paper, TNPL and NR Agarwal Industries which majorly import waste paper for manufacturing processed recycled paper are expected to improve margins on account of falling waste paper prices. As per the industry reports, the global price fall in waste paper is evident as the old corrugated containers (OCC), the most common form of waste paper, fell from €150 per tonne in July 2017 to €135 per tonne in December 2017. Also, the prices of Kraftliner, the recycled paper manufactured by processing the waste paper, have risen from €642 per tonne in July 2017 to €694 per tonne in December 2017.

a. Paper manufacturing Industry is one of the important industry for India and China, from above paragraph explain the positive and negative effects on the revenue of Indian paper exporter.

b. What will the impacts on FOREX because of Government of China Decision on paper bans? How India can take advantage of it?

STRATEGIC FINANCIAL MANAGEMENT

1. From the following details supplied by Amaya Plastics ltd. you are required to:

a. Calculate the Net Present Value

b. Calculate the Discounted Payback Period

For each Capital Expenditure proposal given below:

 Details Proposal A Proposal B Initial Cost Rs. 20,00,000 Rs. 15,00,000 Expected life 10 years 8 years Cash flows before tax after depreciation Rs. 3,00,000 each for first four years Rs. 2,00,000 for next 6 years Rs. 2,00,000 each for first five years Rs. 3,00,000 for last three years Estimated scrap value Rs. 50,000 Rs. 1,00,000

The discounting factor is 12% and tax rate 30%.

2. Kailash Ltd. Earns Operating Profit (EBIT) of Rs.1,80,00,000 at existing capital structure. You are required to calculate financial leverage and EPS with the help of following information

 Particulars Amount in Rs 13.5% Debentures ( FV 100) 4,00,00,000 15% Cumulative Preference Shares( FV 100) 1,00,00,000 Equity Share Capital ( FV 10) 3,00,00,000 8,00,00,000

Tax rate 35%

3. A) Naysha Ltd. has the following capital structure as on 31st March, 2017

 10% debentures (before tax) (Rs) 300000 9% preference shares (Rs) 200000 Equity shares of Rs.100 each 500000 Total 1000000

The equity shares of the company are quoted at Rs.102 and the company is expected to declare a dividend of Rs.9 per share for the year. Tax rate is 40% required.

Calculate the cost of capital.

3. B. Discuss the cheapest form of raising long term finance with reference to Question 3 (A) and state the reasons for the same.

INSURANCE AND RISK MANAGEMENT

1. Alok has completed his MBA and has joined the insurance industry. He was recruited for non-life insurance. He wanted to prepare himself with various types of non-life insurance policies offered in the industry, so he approached his brother who was also working in insurance industry to brief him. If you are his brother elaborate on various types of policies offered in non-life insurance category.

2. Neha was accompanying her manager in selling life insurance. Her manager wanted her to understand the different factors that affects the cost of life insurance. He asked her to make a small report covering the factors. Help Neha to prepare the report.

3. In the insurance sector, underwriters or actuaries use various methods to determine the rates of premium. As an insurance company is a profit business, the rate of premium charged for insurance must be sufficient enough to provide for losses and expenses while at the same time earn profit for the company. Alok works as an actuary in an insurance company. Suggest which method of premium calculation would be used in the following cases:

a) Same rate of premium is charged from individuals under the same situation.

b) Method frequently used by commercial fire insurance companies.

INTERNATIONAL BANKING & FOREIGN EXCHANGE MANAGEMENT

1. Many Indian Companies are not listed in US stock market because the procedure of listing is not easy, what are the other ways to raise capital in USD? Explain their types in details.

2. Foreign exchange exposure is said to exist for a business or a firm when the value of its future cash flows is dependent on the value of foreign currency / currencies. If a British firm sells products to a US Firm, cash inflow of British firm is exposed to foreign exchange and in a case of the US based firm cash outflow is exposed to foreign exchange. What are the different types of exposure in foreign Exchange transaction? How to reduce it? (10 Marks) 3. Punjab National Bank on Monday detected fraudulent transactions worth Rs 11,300 crore at its Brady House branch in Mumbai. The PNB in its cautionary note to other public and private sector banks said that the suspected fraud was carried out by the perpetrators in collusion with the staff. It went on to explain the modus operandi of the scam and said: “It was found through SWIFT trail that one junior level branch official unauthorisedly and fraudulently issued Letters of Undertaking (LoU) on behalf of some companies belonging to Nirav Modi Group for availing buyers’ credit from overseas branches of Indian Banks.” It further said that none of the transactions were routed through the Core Banking Solution or CBS system, thus avoiding early detection of fraudulent activity. a. What is the CBS that the bank official bypassed to issue fake LoU by using SWIFT?

b. What was the role of Punjab National Bank‘s Officials in this fraud? How they use NOSTRO account of Punjab national Bank?

TREASURY MANAGEMENT IN BANKING

1. In today’s era, due to the uncertainties in the economic environment, most Organizations have increased their cash holding. As a part of the treasury team in an organization, highlight some of the best practices in treasury operation with respect to cash holdings.

2. Mr.X has been appointed as a controller/Treasurer in a treasury Department. Discuss the role of Mr.X in an organization as a Controller.

3. A) You are working in cash Payment department of an Investment bank. Highlight the advantages of Society for Worldwide Interbank Financial Telecommunication (SWIFT) while making payments across borders.

3. B) Discuss on the mechanism of information transmission through SWIFTS.

EMPLOYEE DEVELOPMENT & TALENT MANAGEMENT

1. JK Tyre is one of the leading tyre manufacturing companies in the country with a sales turnover of Rs 10,000 corers. It is either number one or number two in the country in different product categories & enjoy a very healthy market share. It also exports tyres to other countries. But in recent times, market share of JK Tyre has declined. There are a number of customer complaints & customer satisfaction index has come down. It has a strong sales & marketing workforce of around 650 all over India & few of them are in outside India locations. CEO of JK Tyre feels that company’s Sales & Marketing employees must develop ‘customer orientation’ to improve sales.

As the Head of Talent management, what process would you follow for creating a n employee development program?

2. One Stop for all, a global retail company is planning to open 30 new outlets in Mumbai. They need to hire employees in the following categories:

• Stores Manager
• Customer Relationship Executives
• Cashiers

The Company would prefer that the store’s manager is well aware of the philosophy and culture of the Organization. Draw a Talent Acquisition Plan considering various acquisition techniques.

3. Ankur Dutta, the HR manager of Landmark consultants, is facing problems of high attrition and employee dissatisfaction. The major reasons sighted is unhappiness with the current performance appraisal system that employee find biased and outdated. Ankur wants to design a new performance appraisal system.

a. Suggest any three modern Performance appraisal techniques that Ankur can consider.

b. What kind of problems and biases may be employees facing with the current system?

HR AUDIT

1. “As we understand that the human factor is an important strategical element that explains a company’s differentiation capacity, it is crucial that a measurement effort of the way this function is done in the company is checked. That is the concept of the HR audit, which goes beyond the simple investigative methods, and is an extension of the traditional concept of the Audit”. Based on the above statement, find out the methodologies used by modern day companies to do the HR Audit.

2. Why is HR alignment with business goals important? Explain with reference to HR Audit.

3. The strategic Audit of HR offers the most insight to the fundamental question “how is the HR department performing”.

a. Do you agree with the above statement?

INTERNATIONAL HR PRACTICES

1. XYZ Ltd is a leading telecommunication company in India. The company is contemplating international expansion in Africa. After considering all the positives of such project, the board of directors now want to consider the possible bottlenecks. As an HR Manager, you are asked to point out these possible barriers or bottlenecks. List out the same.

2. ABC Ltd. is a global strategy consultancy firm based in India. They are planning to enter European market by starting their company in UK. They are planning to start a unit with 50 employees for which you are asked to design the compensation program. What will be the key components of international compensation program.

3. Indian Automobile company, operating in Saudi Arabia, has to shut its operations due to unforeseen political circumstances. This affects 150 Indian employees who were working there. In this background, as an HR Manager, answer the following:

a) What will be your repatriation process?

STRATEGIC HRM

1. ‘Strategic human resource management is largely about integration or strategic fit between HR strategy and business strategy’. Do you agree? Differentiate between external fit and internal fit. Give example of any one organization you know of, that have achieved a fit between business strategy and HR strategy.

2. XYZ limited is exploring ways of compensating and rewarding employees as a strategy to improve retention. As an advice state and explain various reward management strategies available to XYZ ltd. Highlight the strategies available to the management in dealing with poor performance in the workplace.

3. Siemens is a 150-year old Company, but it’s not the company it was even a few years ago. Until recently, Siemens focused on producing electrical products. Today the firm has diversified into software, engineering, and services, and is also global, with over 400,000 employees working in 190 countries. In other words, Siemens became a world leader by pursuing a corporate strategy that emphasized diversifying into high-tech products and services, and doing so on a global basis.With a corporate strategy like that, human resource management plays a big role at Siemens. Sophisticated engineering services require more focus on employee selection, training and compensation than in the average firm, and globalization requires delivering these sevices globally. Siemens sums up the basic themes of its HR strategy in several points. These include:

i. A living Company is a learning Company. The high-tech nature of Siemen’s business means that employees must be able to learn on a continuing basis. Siemens uses its system of combined classroom and hands-on apprenticeship training around the world to help facilitate this. It also offers employees extensive continuing education and management development.

ii. Global teamwork is the key to developing and using all the potential of the firm’s human resources. Because it is so important for employees throughout Siemens to feel free to work together and interact, employees feel they are part of a strong unifying corporate identity. For example, HR uses cross-border, cross-cultural experienced as prerequisites for career advances.

iii. A climate of mutual respect is the bais of all relationships – within the Company and with society. Siemens contends that the wealth of nationalities, cultures, languages, and outlooks represented by its employees is one of its most valuable assets. It therefore engages in numerous HR activities aimed at building openness, transparency, and fairness, and supporting diversity.

3. A) Describe your opinion on how Siemens rates people as a vital tool in creating organizational competitive advantage.

3. B) Advice Siemens on how it should go in drafting a Training and Development Strategy and show how it should be linked to other HR functional strategies.

INTERNATIONAL LOGISTICS & SUPPLY CHAIN MANAGEMENT

1. ABC organization wants to expand their production capacity and needs space. Management asks you to explore whether the warehousing operations can be shifted to either third party logistics or locate the warehouse outside the premises of the company at a cheaper rate of rent and operational expenses. Explain your recommendation with the cost benefit of both options.

2. You are a Procurement Manager and need to procure 30 lac plastic containers of 100 gm capacity for packing your products. You have two options i.e (1) Procure locally (2) import them. Exporter is willing to give 45 days credit but the minimum order quantity is 15 lac containers. Local manufacturer is willing to give on payment against delivery and the minimum order quantity is 10 lac containers. The landed cost is more or less same in both imported and local procurement. Explain your proposal to the management with the supporting details of your decision.

3. You have to outsource transportation of car glasses for 2 years for your organization . There are 6 types of auto glass on a vehicle: the front Windshield, front and rear door auto glass, vent glass, quarter glass, and back glass. You need two 9 ton trucks which have to be modified to hold these different types of glasses.

Transporter offers two quotes.

i. He will provide two vehicles and modify the vehicles at his cost. The monthly transportation charges would be Rs. 1.2 lacs irrespective of whether you use them or not.

ii. You can buy two vehicles of 9 ton capacity and modify the vehicles. The average monthly cost works out to be Rs. 70,000.

Kindly give your decision on the following:

a. What are the benefits and drawbacks in option (1) and what are the benefits and drawbacks in option (2).

b. Which option you will select and the reasons for the same.

B2B MARKETING

1. There is an amusement theme park opened a few years back named as Imagica which is an excellent source of entertainment to its consumers. Prepare a suitable B2B Segmentation, Targeting & Positioning Strategy for Imagica.

2. You are appointed as a Marketing Manager for a leading brand of Aroma Diffuser & Oil targeted to hospitality industry. The Aroma Oil is manufactured & is sold at various hotels, hospitals & corporates. Prepare a suitable Supply Chain Management to be followed for Aroma Oil.

3. Tas Ltd is an emerging brand in the business of tiffin services & is serving its clients successfully. It plans to offer its services to corporates for their employees & other events. The idea that Tas Ltd has is of tiffin services to be extended to corporates depending on their preferences. As an expert advice this new start up.

a. Prepare a communication plan for Tas Ltd. focusing on the corporate.

b. Recommend a suitable sales promotion tool to be adopted by Tas Ltd.

INTEGRATED MARKETING COMMUNICATIONS

1. You are the owner of a fashion store. You have planned an end of season sale. How would you use sales promotion tool to make the sale a success?

2. You are the brand manager of a teen brand. Your company has tied up with an NGO to teach life skills to college students from lower strata to help them succeed in their future careers. How will you leverage this association to build positive equity for your brand?

3. Case Study

Himalaya aims to double Market share in Men’s Face Wash

Source: PTI feed India Today

The overall facewash category is Rs. 1800 Cr. Of which Men’s face wash accounts for 15-20%. Himalaya is the market leader of the overall facewash category with 24% market share. In Men’s category they have a 10% Market share. They are looking at expanding their portfolio by evaluating Hair Gels and Creams for men. The Men’s grooming segment is estimated to be around 5800 Cr. And they are looking at sports as a platform to drive it’s mens segment. The Personal care industry is 69856 Cr. With herbal and ayurvedic being 31% of it. The company has 250 stock keeping units and 200 standalone retail stores and plans to expand it to 300-400 outlets in the next 3 years. The next growth will come from Tier II cities where they are looking at expanding their stores. 50% of current stores are also in tier II cities. Himalaya is looking at doubling their share in 3 years. Men’s grooming segment is growing at 10% due to higher exposure to brands on account of more men travelling abroad and exposure through online presence of leading brands like Gillette, Axe, Nivea, Emami Fair & Handsome.

a. In a competitive market with many serious players, how would you approach IMC to double the market share?

b. What tactics would you use for the Media mix ttowards doubling market share? What areas would you leverage in the promotional activity?

WORLD CLASS OPERATIONS

1. Pick up a manufacturing organization and briefly explain how the organization works for achieving customer satisfaction.

2. Differentiate between Reliability, Availability and Maintainability with reference to a manufacturing firm of your choice.

3. a) What do you understand by Fault Tree Analysis?

b) Explain the steps to be followed for Fault Tree Analysis after selecting a suitable example.

DECISION ANALYSIS & MODELING

1. There is a relationship between the Primal and the Dual problem in Linear Programing Problems. In this context explain the Primal and the Dual Problem and establish the relationship between the two.

2. In Assignment Problems, often we face some additional constraints in the form of prohibited assignments. What do you understand by these prohibited assignments?

3. The owner of Fancy Goods Shop is interested to determine how many advertisements to release in the selected three magazines – A, B, and C. His main purpose is to advertise in such a way that total exposure to principal, buyers of his goods is maximised. Percentage of readers for each magazine is known. Exposure in any particular magazine is the number of advertisements released multiplied by the number of principal buyers. The following date is available:

 Magazines Particulars A B C Readers 1.0 lakh 0.6 lakh 0.4 lakh Principal Buyers 20% 15% 8% Cost per Advertisement 8,000 6,000 5,000

a. Identify the decision variables.

b. Formulate the problem as a Linear Programming Problem.

1. You are required to design a distribution network for a large e-Retailing company which deals with home appliances. Customers normally place a single order for different appliances of different brand. What distribution network do you think will be most suitable? What will be the benefit and drawback if any?

2. You have successfully implemented supply chain strategy and distribution network. Now how will you measure the performance of the supply chain strategy to know how well it has impacted the organizations?

3. You are responsible for Inventory management in your organization. Investment in inventory is one of the largest assets of any business and is difficult to manage if it involves multiple items that are located at multiple points.

a. What are the various inventory related costs and how will you calculate them?

b. What steps will you take for efficient management of multiple-items, multiple-location inventory?

## Retail Banking June 2018 Assignment

#### Retail Banking

1. Discuss the critical importance of the ‘Need for Regulations (both Internal as well as External)’ in the Banking industry. Express your views with reference to the recent turmoil in the Banking industry, which in turn adversely affects other sectors/ markets as well.

2. With reference to the rural areas and the Agricultural sector, discuss the guidelines given by the RBI on ‘Priority Sector Lending’. Also explain what options the Banks have as ‘Channel Partners’ to reach rural customers.

3. The Banking industry being a ‘service industry’, customer service is an important aspect of the Retail Banking setup. This is true for commercial/retail banks as well central banks and the regulators/government. Discuss the following questions that affects the customers to a large scale in the retail banking setup.

a. With the process of Demonetization implemented over a year ago, discuss the issue of change of currency notes (money product) in retail banking. Have the banks provided proper customer service for the same issue?

b. With emphasis on Digital/ E-payments, with incentives/concessions provided to make non-cash transactions through digital modes, highlight the various benefits and risks the customers may face during these modes of financial transactions.

## Commercial Banking System & Role of RBI June 2018 Assignment

#### Commercial Banking System & Role of RBI

1. Cash Reserve Ratio plays an Important role in the economy and RBI plays an important role in monitoring inflation through CRR .Discuss how RBI perform this critical function using CRR as an instrument.

2. Assume you are a CEO in a bank. Your Bank has been nominated as one of best branches in managing its liabilities. Highlight through a presentation on the various components of liabilities a bank has and how these liabilities acts as a source of funds with which bank finances its operations.

3. A) You have recently joined a bank. Your manager ask you to prepare a short presentation on Asset Liability Mismatch. Describe in detail about ALM and its significance in banks.

B) As an actuarial in an insurance company, discuss how ALM plays an important role in this sector.

## A recent incident of insensitive patient interaction at your hospital has tarnished your image in the media

1. Share the organizational grapevine that you have experienced in your career or industry. In your opinion please highlight how grapevine communication is beneficial & detrimental to any organization.

2. To facilitate inter-departmental cooperation, what measures would you recommend to your colleagues and subordinates to take? What kind of barriers in communication do you face and what is your strategy to overcome them?

3. You are the leader in a healthcare industry. You often work closely with your Corporate Communications and PR team so they can ensure a positive brand image for your chain of hospitals.

a. To stay updated and connected with the latest trends in the industry, state and justify your opinion on the importance of boundary spanning?

b. A recent incident of insensitive patient interaction at your hospital has tarnished your image in the media. What will you do to control the damage and handle the crisis?