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HANDBOOK

MBA 4th

Semester

Dev Bhoomi Institute of Technology Dehradun www.dbit.ac.in

Affiliated to

Uttarakhand Technical University, Dehradun

Prerequisite: Student should have the basic knowledge of Ethics and Values

Unit-I : Introduction to Business Ethics (10L)

An understanding of Ethics ,Meaning of Ethics, Def. of Business Ethics, Ethical Performance ,Types of

Ethics, Sources of Ethics, Ethics and Business ,Importance and Scope of Ethics, Factors influencing

Business Ethics, Objective of Business Ethics, Morality and Ethics.

Unit-II : Values, Norms, Beliefs and Standards (6L)

Ethical Codes, Managing Ethics, Ethical Activities, Ethical Dilemmas, Whistle Blowing Unit-III :

Ethical Decisions (8L)

Making the role of Moral Philosophies in Decision Making, Ethical Organisation, Ethical Issues that

arise for Mangers, Kohlenberg‟s Model, Carrol Gilligan‟s Model.

Unit-IV : Ethical Practices in Business Management (8L)

Application in Marketing, Advertising, Finance- Tax Evasion, Lack of Transparency, Preparing False

Financial Statement, Speculation and Insider Trading. Application in HRM area like Compensation,

and Work Place Harassment of Employee.

Unit-V : Corporate Governance (6L)

Introduction, Concept and Need for Corporate Governance, Definitions, Parties to Corporate

Governance, Agency Theory, Stewardship Theory, Popular Model for Governance, Anglo-American

Model, Japanese Model and Indian Perspective of Corporate Governance.

Unit-VI : Corporate Governance Framework (8L)

India‟s Corporate Governance Framework, SEBI, Company Law and Accounting, CII Code on

Corporate Governance, National Code on Corporate Governance(1999), Chandra Committee on

Auditing and Governance.

Text books: Business Ethics – K.N. Ghosh

Reference Book:

Case Studies in Business Ethics - ICFAI

CSV Murthy, Business Ethics (Text and Cases),Pub. By HPH

Dev Bhoomi Institute Of Technology

SEMESTER: IV

Department of Management Studies

Course Level: Expert Course Type: Core Credit: 4

Total Contact Hours:46 LTP -4-0-0 External Marks/Internal Marks:

70/30

Course Title: Business Ethics &

Corporate Governance

Course Code: MB-401 Duration of External Exam:

3 Hours

Course Outcome Description

CO1 1. Basic knowledge about the origin of ethics . 2. Importance of values and ethics in life and business orientation.

Significance of morality in thought process .

CO2 1. Knowledge about code of conduct and various ethical activities and implementation of ethics in organizations by various methodologies.

CO3 1. Knowledge about various behavioral models postulated by various psychologists .

2. Relevance of ethics in decision making .

CO4 1. Application of ethics in organization's financial and human resource fraternities .

CO5 1. Knowledge about corporate culture , its management , executions and governance .

2. Knowledge about various governance models given by notable experts.

CO6 1. Knowledge about SEBI , its contribution in framing corporate governance of India.

2. Knowledge about various national code on corporate governance.

UNIT-1

1) Define Business Ethics . What is its importance to stakeholders ?

2) Explain the meaning of the terms ethics and business ethics and also state the requirements of

business ethics .

3) Distinguish between ethics and law?

4) Distinguish between normative ethics and meta-ethics ?

5) What is the place of ethics in religion ?

6) Ethics and morale are synonymous . Comment

7) What are the features of Indian Ethos ?

8) Explain Work Ethos at different levels of Management .

9) What are the reasons for poor work culture ?

10) Explain the need and application for Indian ethos for business .

UNIT-2 1) Explain Ethical dilemmas?

2) How does the external environment influence the ethical issues in Indian business? List such

issues , if any.

3) What is whistle blowing ? Explain .

4) “Simple Living , High Thinking”. Do you agree ? Discuss.

5) Explain the Indian Model of Management and Management Practices.

6) Distinguish between ethics and law .

7) What is the place of ethics in religion .


SEMESTER: IV


Question Bank

Course Title: Business Ethics &

Corporate Governance


3 Hours

8) Distinguish between ethics and morals .

9) Explain the Relationship between law and moral standards .

10) What is code of ethics ? Explain the four processes which are involved in the formulation of

laws .

UNIT-3 1) What are Problems of transforming moral standards to legal requirements ?

2) Briefly explain the Relationship between law and moral standards .

3) Explain Carol Gilligan‟s model.

4) What do you mean by organization ethics ? Explain their role .

5) Explain Kohlenberg‟s model .

6) What do you mean organizational values ?

7) Explain organizational culture . Explain the elements .

8) Comment : „Management ethics deals with individual , while the organizational ethics is

collective in scope .‟

9) „Corporate ethics deals with the ethics of the organization .‟ Comment in relation to corporate

mission , constituency relations and policies and practices .

10) Describe elements of corporate culture .What are the values business organization need to follow ?

UNIT-4

1) Values are the bedrock of any corporate culture .Comment with reference to the issues involved in

organizational culture and ethics .

2) Classify business organizations on the basis of their ethical and economic concerns .Develop an

organizational culture matrix on the basis of this classification .

3) Describe the need for a code of ethics in an organization .What are the issues that need to be

addressed while formulating a code of ethics ?

4) Comment : Companies need specific guidelines to translate the core human values into core

values for business .‟ What are the significant advantages of a written code of ethics ?

5) Develop a programme to implement a code of ethics in a business organization .Enumerate and

discuss factors , which are crucial in this process .

6) Explain role of ethics in marketing and advertising .

7) Explain role of ethics in human resource management .

8) Explain work place harassment and its mode of defense .

9) Explain the statement ,‟Indian philosophy is essentially a philosophy of values .‟ Describe in detail

the four types of values given by M.Hiriyana .

10) Explain the statement , „ values are a kind of attitude .‟ Differentiate between objective and

subjective values .

UNIT-5

1) What is logical value ? Explain the six means of knowing according to Indian philosophy .

2) Explain the difference theory of knowledge and theory of values .

3) Explain Stewardship theory and its impact .

4) Explain Agency Theory and its implication.

5) Explain Anglo-American Theory .

6) Explain Japanese Theory.

7) What is the need of corporate governance ? Discuss in detail .

8) „Ethical behavior is a function of context , content ,culture and time .‟ Comment .

9) „Human values refer to orientation towards what is considered desirable by people living in a

society .‟ Comment .

10) What is valuing process ? Enumerate a list of values which are considered universal . Explain their

meanings .

UNIT-6 1) In what way are improper practices used in recruitment ?

2) Who is an ombudsman ?

3) What are the Objectives of Corporate Governance ?

4) Explain the role of SEBI in corporate governance .

5) What according to the Clause 49 on corporate covering corporate governance principles ?

6) Explain the role of audit committee in corporate governance .

7) Explain the Relationship between Corporate governance and Business ethics .

8) Explain the role of the audit committee .

9) Define social responsibility .

10) What are the two approaches to the concept of CSR ?

Unit 1 Introduction Conceptual aspects of compensation and reward management; Monetary and non-monetary components of compensation and rewards; Perspectives and trends in compensation and reward management. Compensation Philosophies, Compensation Approaches, Decision about Compensation. Economic and behavioural theories related to wages: subsistence theory, wages fund theory, residual claimant theory, surplus value theory, marginal productivity theory, bargaining theory; supply and demand theory; competitive theory; Employee’s acceptance of wage level; wage and motivators; tournament theory. Concept of total rewards. (10L) Unit 2 Job Evaluation: Processes and Schemes Salient features of Job Evaluation – Analytical and non-analytical techniques – Point factor rating; factor comparison; job classification; ranking ; Urwick Orr Profile Method; Hay Plan method; Decision Band method; job or role matching; market pricing; Computer assisted job evaluation. (6L) Unit 3 Wages and Salary Administration Concepts of minimum wage, living wage and fair wage; Wage Boards; Pay Commissions; (10L) Collective bargaining. Pay surveys; Determinants for formulating wage structures; Pricing Jobs: pay levels; designing pay ranges and bands; Salary structures: graded salary structures; salary progression curves; Pay structure in practice: Basic salary, DA, Allowances, Bonus; Fringe benefits and Incentive schemes. Spot awards. Team incentives; Design of a pay roll system (using Accounting software). Legal Constraints on Pay System. Unit 4 Compensation Strategies Job based pay, Skill based pay, competency based pay, market based pay, Pay for position; Pay for person; Pay for performance: variable pay; Rewarding excellence; Creating the strategic reward system. Best practices in ‘pay for performance’. Compensation as a retention strategy.


SEMESTER: IV


Course Level: Ad Course Type: Core Credit: 4 LTP 4-0-0

External Marks/Internal Marks: 70/30

Course Title: Compensation Management

Course Code: MB407(H2) Duration of External Exam: 3 Hours

Unit 5 Rewarding Performance and Executive Compensation Individual-based compensation; team-based compensation; Incentives: types of incentive plans: Taylor’s differential piece rate system, Halsey Premium Plan, Rowan Premium Plan, Emerson Efficiency Premium Plan,Gantt Bonus Plan, Bedaux Premium Plan, Merrick Piece Rate System, Commission system; Gain sharing plans:Scanlon Plan, Rucker Plan, Improshare, Value added; Profit sharing plans and Cafeteria plan. Employee benefits and pensions. Policies and practice of benefits; Strategic Perspectives on Benefits, goals for Benefits, Benefits Need Analysis, principal types of benefits; Stock option and purchase plans using ESOP compensation. Pensionunder standing kinds of pension. Agency Theory and Executive Compensation; Principles of Executive Compensation; Factors affecting Executive compensation; Models of Executive Compensation: Optimal Contracting Model; Managerial Power Model; Trends of Executive compensation in India and abroad. . (15L) Text Books: 1. Richard.I. Henderson (2005). Compensation Management in Knowledge- based World. Prentice-Hall. 2. Thomas.P.Plannery, David.A.Hofrichter & Paul.E.Platten (2002). People, Performance & Pay: Dynamic Compensation for Changing Organizations. Free Press. 3. Michael Armstrong & Helen Murlis (2005). Reward Management: A Handbook of Remuneration Strategy and Practice. 5/e, Kogan Page, London Reference Books: 4. Edwarde.E. Lawler III (2000). Rewarding Excellence: Pay Strategies for the New Economy. Jossey –Bass, California. 5. Singh B.D. (2007). Compensation and Reward Management, Excel Books, New Delhi. 6. Tapomoy Deb (2009). Compensation Management: Text and Cases, Excel Books, New Delhi.

Course Outcome

Description

CO1 1. Understanding of compensation and reward management. 2. Concept of monetary and non-monetary reward. 3. Types of wages and theories associated with them.

CO2 1. Understanding the concept of Job Evaluation 2. Learning the techniques associated with job evaluation.

CO3 1. Understanding the concepts of wages , salary structure , reward and incentives.

CO4 1. Understanding and Learning of compensation strategies

CO5 1. Learning the concepts of different incentives plans 2. Understanding of executive compensation

UNIT 1:

1. What do you understand by term Compensation and Reward Management? Discuss in detail.

2. Differentiate between monetary and non-monetary component of compensation and reward.

3. Explain the recent trends in compensation and reward management in detail.

4. Who gave the concept of subsistence theory? Explain the the theory in detail.

5. Explain the marginal productivity theory in detail.

6. Who gave the concept of bargaining theory? Explain the concept in detail.

7. Discuss the compensation approaches associated with compensation and reward management.

8. Differentiate between wages and salary. Discuss the types of wages in detail.

9. Differentiate between residual claimant theory and surplus value theory in detail.

10. Explain the concept associated with total reward in detail.

DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN

Question Bank

Course : Compensation Management

Course Code: MB407(H2)

Faculty : Priyashi Barthwal

Branch: MBA Semester: IV

Unit/Title: I/ Introduction to Compensation and Reward

Management

UNIT 2:

1. What is job evaluation? Discuss its process in detail.

2. Explain the analytical and non- analytical techniques associated with job analysis.

3. Differentiate between job analysis and job evaluation in detail.

4. Explain the need and importance of job evaluation in the organizational context.

5. Differentiated between the point factor method and factor comparison method in detail.


Question Bank

Course : Compensation Management




Unit/Title: II/ Job Evaluation ,Processes and Schemes

UNIT 3:

1. Explain the concept of wage and salary administration in detail.

2. Differentiate between minimum wages, fair wages and living wages.

3. Write a short note on the following:

a) Wage Boards

b) Pay Commissions

c) Collective Bargaining

d) Pay survey

4. What is the determinant for formulating wage structure? Discuss in detail.

5. What are the legal constraints on the pay system? Explain in detail/

6. Discuss the pay structure in practice in detail with suitable example.

7. What is fringe benefit? Discuss the importance in detail.

8. Explain the types of wages in detail.


Question Bank

Course Name: Compensation

Management




Unit/Title: III/ Wages and Salary Administration

UNIT 4:

1. Discuss the concept of pay for position and pay for person.

2. Differentiate between job based pay and skill based pay in detail.

3. How would you reward the excellence? Discuss in detail as per organizational context.

4. Explain the practices in pay for performance in detail.

5. Comment on compensation as a retention strategy.

6. Explain the need and importance of compensation in the organizational context.

7. How compensation influence the motivation? Discuss.


Question Bank

Course Name: Compensation Mangement




Unit/Title: IV/ Compensation Strategies

UNIT 5:

1. Differentiate between individual based compensation and team based compensation.

2. What do you understand by the term incentive? Explain the need and importance in the

organizational context.

3. Differentiate between Halsey Premium Plan, Rowan Premium Plan in detail.

4. Explain the concept of gain sharing in detail.

5. Differentiate between time based and piece based incentive plans in detail.

6. What is ESOP? Explain the need and importance of ESOP in detail.

7. Explain the concept of Executive Compensation. Discuss the principles associated with executive

compensation in detail.

8. Discuss the models of Executive Compensation in detail.

9. Comment on the recent trends of executive compensation in India in detail.

10. What do you understand by the term International Compensation?


Question Bank

Course Name: Compensation Mangement




Unit/Title: V/ Rewarding Performance and Executive

Compensation

Unit 1 Organisational Leadership Introduction, importance and scope of corporate leadership.

Leadership traits, Functions and Theories, Leadership Styles in Indian Organisations, Leadership

Effectiveness.

Unit 2 Communication Business communication-Types, Medias, Objectives, Models, Process,

Importance Understanding Barriers to communication and ways to handle and improve barriers.

Presentation skills-Its Purpose in business world. Reading and writing Skills- Importance of Reading And

Writing, Improving Writing Skills through Understanding and Practicing Notice, E-mail, Tenders,

Advertisement, Formal Letter. Listening skills-its importance as individual and as a leader or as a worker,

its types, Barriers to Listening & Remedies to improve Listening Barriers. Non Verbal Communication.

Unit 3 Power and Politics Meaning of Power and Politics, Distinction between Power and Authority,

Bases or Sources of Power, Acquisition and Symbols of Organisational Politics. Reasons of

Organisational Politics, Managing Organsational Politics. Influencing: Power, Politics, Networking and

Negotiation

Unit 4 Team Leadership Leader / Follower Relations, Team Leadership and Self-Managed Teams,

Leadership of Culture and Diversity and Learning Organisation. Enhancing Morale and Motivation. Time

Management, Job Frustration, Stress Management,

Unit 5 Ethics in Leadership, Strategic Leadership and Managing Crises and Change, Emerging Trends

in Corporate Leadership.

Suggested Readings

1. (5th edition) (2010). Author: Peter Northouse. Sage press. Leadership in Organisations. (7th

edition). (2009). Author: Gary Yukl. Prentice-Hall.

2. . Leadership: Enhancing the Lessons of Experience. (7th edition). (2010). Richard L. Hughes,

Ginnett, & Curphy. McGraw-Hill/Irwin. 3. Effective Leadership. (3rd Edition). (2007). Author

Lussier/Achua. Thomson. 5. Biswajeet Pattanayak, Human Resource Management, 3r d ed.,

Prentice-Hall of India, New Delhi


SEMESTER: III

Department Of Management

Course Level: Course Type: Core Credit: 4

Total Contact Hours: 50 LTP -0-0-0-0 External Marks/Internal Marks:

70/30

Course Title: CL Course Code: MB407 (H-3) Duration of External Exam: 3

Hours

COURSE OUTCOMES

DESCRIPTION

Unit -1

Organisational Leadership

Introduction

1. Student will understand the role of leader in an orgainisation.

Unit -2

Communication Business

communication

1. Students will understand how effective communication leads to

effective leadership.

Unit-3

Power and Politics Meaning

of Power and Politics

1. Students will learn and understand the actual meaning of power

and politics nd how to use them.

Unit-4

Team Leadership

1. Students will understand that leadership is more effective when

in teams.

Unit -5

Ethics in Leadership

1. Students will learn ethics involved in the role of leader.

UNIT-1 1. Give the brief Introduction, to Organisational Leadership.

2. Discuss in detail the importance and scope of corporate leadership.

3. What are Leadership traits,

4. What are various Functions of leader.

5. State different theories of leadership.

6. What are the different Leadership Styles in Indian Organisations,

7. What do you understand by the term Leadership Effectiveness

8. Detail the Evolution of CORPORATE LEADERSHIP 9. Discuss the relevance of a leader in today’s scenario. 10. what are the challenges for a leader in industry.


QUESTION BANK

Course Name: HRM Tutorial Sheet No. 1

Course Code:

Faculty :Ms. Isha Sharma


Unit/Title: Organisational Leadership

Date of Discussion:

1.What is the Imporatnce of Business communication? Stae the Objectives,

2. What are the different Types of Communication? Brief also the different Medias used for communication

3. Discuss different Models of Corporate leadership.

4. What is the Process of Communication?

5. What are the Barriers to communication and ways to handle and improve barriers?

6. What are Presentation skills? What is Its Purpose in business world?

7. Discuss in detail the Reading and writing Skills?

8. What is the importance Listening skills as an individual and as a leader or as a worker,

9. What are different Barriers to Listening ?

10. State different Remedies to improve Listening Barriers. ?


QUESTION BANK


Course Code:



Unit/Title: Business communication

Date of Discussion:

1. What is the literal Meaning of Power and Politics?

2. Distinguih between Power and Authority?

3. State the Bases or Sources of Power.

4. State Symbols of Organisational Politics.

5. What are the different Reasons of Organisational Politics?

6. How to Manage Organsational Politics?

7. State the importance of Networking and Negotiation in Politics.


QUESTION BANK


Course Code:



Unit/Title: Power and Politics

Date of Discussion:

1. Describe in detail the Leader / Follower Relations.

2. Diffrentiate between Team Leadership and Self-Managed Teams.

3. What do you understand by Leadership of Culture and Diversity and Learning Organisation?

4. How does the Team Leadership enhances Morale and Motivation?

5. State the importance of Time Management,

6. Discuss Job Frustration,

7. How does the team helps in managing Stress


QUESTION BANK


Course Code:



Unit/Title:

Date of Discussion:

1. What is the importance of Ethics in Leadership.

2. What is Strategic Leadership?

3. How the Team leadership helps in Managing Crises and Change?

4. Discuss different Emerging Trends in Corporate Leadership?


QUESTION BANK


Course Code:



Unit/Title:

Date of Discussion:

Prerequisite: Student should have the basic knowledge of Business and Entrepreneurship.

Unit-I : Foundation of Entrepreneurship Development (6L)

Concept and need of entrepreneurship; Characteristics and Types of Entrepreneurship;

Entrepreneurship as a career; Entrepreneurship as a style of Management; The changing role of the

entrepreneur; Entrepreneurial traits, factors affecting entrepreneur.

Unit-II : Theories of Entrepreneurship (7L)

Influences on entrepreneurship development; External influences on entrepreneurship development;

Socio-cultural, Political, economical, personal entrepreneurial success and failure: reasons and

remedies; Women entrepreneurs: Challenges and achievements of women entrepreneurs.

Unit-III : Business Planning Process (7L)

The business plan as an entrepreneurial tool; Elements of business planning; Objectives; Market

analysis; development of Product/ idea; Marketing, Finance, Organization and management;

Ownership; Critical risk contingencies of The proposal; Scheduling and milestones

Unit-IV : Project Planning for Entrepreneurs (8L)

Technical, Financial, Marketing, Personnel, and management feasibility reports; Financial schemes

offered by various financial institution, Like Commercial Banks, IDBI, ICICI, SIDBI, SFCs, Foreign

currency Financing; Estimation of Financial requirements.

Unit-V : Entrepreneurship Development and Government (8L)

Role of Central Government and State Government in promoting entrepreneurship with various

incentives, subsidies, grants, programmed, schemes and challenges. Government initiatives and

inclusive entrepreneurial Growth.

Text books: Entrepreneurship Development – Satish Taneja/S.L. Gupta Entrepreneurship Development –SS Khanka

Reference Book:

Holt H. David, Entrepreneurship: New Venture Creation, Prentice- Hall of India


SEMESTER: IV


Course Level: Beginner Course Type: Core Credit: 4


70/30

Course Title: Entrepreneurship

Development


3 Hours


CO1 3. Inculcating entrepreneurial knowledge and skills in students . 4. Making the students aware about entrepreneurship as an innovative

tool to grab self employment opportunity.

CO2 2. Awareness about role of entrepreneurship in shaping the social , cultural ,economical and political demarcations .

3. Awareness about challenges and opportunities of entrepreneurship in various fields.

CO3 3. Knowledge about establishing relation of entrepreneurship with that of marketing and financial matters of an organization .

4. Knowledge about drafting and implementing a business plan .

CO4 2. Knowledge about role of various financial institutions in promoting entrepreneurial activities .

3. Imparting technical knowledge to students in context to entrepreneurship.

CO5 3. Knowledge about role of central and state governments in promoting the cause of entrepreneurship by various schemes initiated by them.

UNIT-1

1) What do you mean by the term „entrepreneur‟ ? Explain the characteristics of an entrepreneur .

2) Define the concept of entrepreneurs . What is the need of entrepreneurs ?

3) What qualities should an individual possess to be a good entrepreneur ?

4) Describe the types of entrepreneurs.

5) Give the differences between :

a) Entrepreneur and Manager.

b) Entrepreneur and Entrepreneurship.

6) Explain motivation in detail . Explain its features and objectives.

7) Explain Maslow‟s Need Hierarchy theory of motivation .

8) Explain Herzberg‟s Motivation Hygiene theory of motivation.

9) Explain Theory X & Theory Y of motivation.

10) Explain Extrinsic and Intrinsic motivation.

11) Explain the views of Schumpter regarding entrepreneurship .

12) Explain the views of Walker regarding entrepreneurship .

13) Explain the views of Drucker regarding entrepreneurship .

14) Explain the scope of entrepreneurship in detail .

15) What are the problems of entrepreneurship in any developing country like India ?

16) Define entrepreneurial culture and differentiate it from administrative culture.

17) Comment on entrepreneurial attitudes.


SEMESTER: IV


Question Bank

Course Title: Entrepreneurship

Development


3 Hours

UNIT-2

1) Define a small scale enterprise . What are its objectives and scope ?

2) “Small enterprises do contribution in economic development , but there are many difficulties

in their path”. Comment on it .

3) What is business ? Who can you identify the different business opportunities ?

4) Explain project report and its significance .

5) Explain SWOT analysis in context to entrepreneurship .

6) Explain sole proprietorship in detail . Give its features , advantages and disadvantages .

7) Explain partnership in detail . Give its features , advantages and disadvantages.

8) Explain the contribution of women in entrepreneurship .

9) Explain co-operative organization in detail . Give its features , advantages and disadvantages.

10) “Selection of ownership form is affected by several factors”. Discuss.

UNIT-3

1) What do you understand by management ? Define its functions and scope .

2) What are different financial statements .

3) Describe the importance of financial ratio analysis .

4) Explain break-even analysis.

5) Explain Reorder Level and EOQ.

6) Explain importance of finance in entrepreneurship .

7) What is ABC analysis ? explain .

8) Explain statistical quality control .

9) Explain importance of marketing in entrepreneurship .

10) Differentiate between traditional and modern concept of marketing .

11) Explain the objective of marketing in detail .

12) What is marketing mix ? explain .

13) What is marketing segmentation ? explain its relevance .

14) Explain the importance of pricing in entrepreneurial activities .

15) Discuss various pricing policies .

16) Explain the role of distribution channels in entrepreneurship activities .

UNIT-4

1) Define finance and its importance for small scale industry.

2) Differentiate between long term finance and short term capital.

3) What are the major sources of project finance ?

4) Explain the factors that influence the fixed capital requirements of an enterprise .

5) What are the functions and sources of venture capital ?

6) What is the need of financial institutions to support small scale industries ?

7) Explain the role and objectives of IFCI .

8) Explain the role and objectives of ICICI

9) Explain the role and objectives of IDBI

10) Explain the role and objectives of EXIM Bank

11) Explain the role and objectives of UTI

12) Explain the role and objectives of LIC

13) Explain the role and objectives of GIC

14) Explain the role and objectives of SIDBI

15) Explain the role and objectives of NSSIC

16) Explain the role and objectives of SFC

UNIT-5

1) What are the salient features of „New Small Enterprise Policy,1991‟ ?

2) Appreciate the need for tax benefits to small scale industries .

3) What do you mean by incentives and subsidies ?

4) Discuss the need for institutional support to small scale industry ?

5) How do technical consultancy organizations support small scale industry ?

6) Explain the role , function and objectives of SIDO ?

7) Explain the role , function and objectives of NSIC ?

8) Explain the role , function and objectives of SISI ?

9) Explain the role , function and objectives of TCO ?

10) List the specialized institutions and their location .

11) Define industrial sickness with special reference to small scale industry.

12) What are the reasons for sickness of most of the small enterprises in India .

13) How can an entrepreneur recognize the sickness of his/her enterprise ?

14) Suggest remedial measures to prevent the small units from getting sick.

15) Explain the internal and external causes of sickness of small industry.

16) Define and explain magnitude of sickness in SSI

17) Discuss the various symptoms of sickness in SSI

18) Explain various corrective measures to rehabilitate a sick unit .

MBA

IVth semester

MB406 –Financial Services

Unit 1

(Introduction) Financial Services Meaning and Concepts, Need for Financial Services, Various Types of Financial Services, Fund Based and

Non Fund based, Characteristics and Role of Financial Intermediaries

. Unit 2

Depositories and Financial Services

Commercial Banks and their Changing Role, Functioning of Banks, Financial Services and Banking System. Non Depository

Institutions: Finance Companies and Mutual Funds and Pension Funds-Financial Services and Their Role.

Unit 3

Merchant Banking and Venture Capital

The Concept of Merchant banking Services of Merchant bankers, Merchant Banking in India- Rules Regulation Management

of Capital Issues, Fixed Deposits and Debenture Issues, Venture Capital- The Concept and Characteristics, Growth of Venture

Capital Services in India.

Unit 4

Leasing:

Concept, Types, Legal and Tax Aspects, Factoring in India, Hire- Purchase, Lease Structuring. Factoring: Concept and

Characteristics, Types of Factoring in India, factoring and Bill Rediscounting. Forfaiting: Meaning and Mechanism of

Forfaiting.

Unit 5 Credit Rating Services

Concept, Types and significance, Function of Credit Rating Agencies, Credit Rating Agencies in India, Process of Credit-

Rating.

Suggested Readings 1. Bhole L.M.: Financial Institutions and Markets, 4t h ed., McGraw Hill Co. New Delhi, 2008. 2.

Anthony Saunders, Financial Markets and Institutions, 4t h ed., McGraw Hill Publishing Company, New Delhi. 3. Khan M.Y: Financial Services and System (2008), McGraw Hill Publishing Company, New Delhi.

4. Clifford Gomez, Financial Markets, Institutions management-A Risk management Approach, 6t h ed., McGraw Hill

Publishing Company New Delhi.


SEMESTER: IVth

Department Of Management


Total Contact Hours: 50 LTP -3-1-0 External Marks/Internal Marks:

70/30

Course Title: Financial Services Course Code:MB-406 Duration of External Exam:

3 Hours

COURSE OUTCOMES

DESCRIPTION

Unit -1

(Introduction)

2. Student will learn the concept of financial services

3. Students will learn the Role of Financial Intermediaries.

Unit -2

Depositories and

Financial Services

2. Students will learn the Functioning of Banks, Financial Services and Banking

System

3. Students will learn the role of Non Depository Institutions:

Unit-3

Merchant Banking and

Venture Capital

2. Students will learn Concept of Merchant banking Services of Merchant bankers

3 Students will learn the Concept and Characteristics, Growth of Venture Capital

Services in India

Unit-4

Leasing

1. Student will learn the Concept and Characteristics, Types of Factoring in

India,

Unit -5

Credit Rating Services

1. Students will learn Process of Credit-Rating.

1. What do you mean by Credit Rating?

2. Are there any limitations of credit rating? If yes, explain various limitations.

3. Explain the process of credit rating.

4. Who can form a credit rating agency?

5. Consult office of any mutual fund or agents of mutual fund and enquire about Portfolio management practices of different mutual funds.

6. Collect application forms for any five schemes and study their investment goals.

7. Collect application form of any mutual fund scheme and study the contents of

‘Memorandum containing Key Information’

8. Discuss the features of different types of schemes which a mutual fund

Normally launches.

9. Explain various benefits of securitisation to originators and investors

10. Define the role of various parties who are involved in securitisation process.

DEV BHOOMI INSTITUTE OF TECHNOLOGY,

DEHRADUN ASSIGNMENT SHEET

Course Name: FINANCIAL SERVICES ASSIGNMENT NO. 1

SUBJECT CODE: MB406 (F1)

Faculty: Mr. RAJAT PUNDEER

COURSE: MBA SEMESTER: IV

UNIT/TITLE: 1/ FINANCIAL SERVICES DATE OF

ISSUE:

SUBMISSION

DATE:

1. What is depository service? (Answer in five lines).

2. Explore the four major reasons for emergence of depositories

3. Can you identify similarities between depository account and bank account?

4. Explore the term dematerialisation.

5. What do you understand by Fungibility of securities?

6. Visit the sites of the two depositories and collect latest data.

7. Visit three DPs and compare various fee charged by them from investors.

8. What way technology facilitates depositories to work?

9. Discuss the need of Depository System in a financial system.

10. Discuss the process of dematerialisation.



Course Name: FINANCIAL SERVICES ASSIGNMENT NO. 2



COURSE: MBA Semester: IV

UNIT/TITLE: 2/ Depositories and Financial Services Date of Issue: SUBMISSION

DATE:

1. Give points of distinction between private placement and Public Issue.

2. Give points of distinction between right issue and Public Issue.

3. Mention at least 3/4 points that the lead manager should ensure before giving the pre-

Issue advertisement.

4. Explore what aspects need to be borne in mind before selecting a public issue proposal?

5. Describe in detail the important aspects of the pre-issue activities.

6. Explain in detail the process used for marketing a public offer of equity shares of

a company.

7. What do you mean by corporate advisory services? Explain the main corporate

Advisory services?

8. Describe Loan syndication.

9. List out the characteristics of Venture Capital.

10. List out the various forms of early stage financing.



Course Name: FINANCIAL SERVICES Assignment No. 3




UNIT/TITLE: III/ MERCHANT BANKING & VENTURE

CAPITAL

Date of Issue: SUBMISSION

DATE:

1. Outline the points of distinction between Operating and Financial Lease.

2. Give points of distinction between sale and Lease Back and Leveraged Lease.

3. Identify the reasons for the need of an Import Factor.

4. What do you mean by factor and factoring services?

5. What do you mean by without recourse and maturity factoring?

6. Explain the benefits and disadvantages of factoring services.

7. Explain the mechanism of factoring services.

8. Explain the various types of export factoring arrangement.

9. What are the differences between factoring and Forfaiting services?

10. Comment on factoring and Forfaiting services in India.







UNIT/TITLE: IV/ LEASING, FACTORING AND

FORFEITING


DATE:

1. What do you mean by Credit Rating?

2. Outline the benefits of Credit Rating?

3. Are there any limitations of credit rating? If yes, explain various limitations.

4. Explain the process of credit rating.

5. How the credit rating agencies are being regulated in India?

6. Who can form a credit rating agency?

7. What are the eligibility criteria for setting up of a credit rating agency?

8. Are there any restrictions on rating of securities? If yes, explain the same.

9. Activities of CRISIL Ltd?

10. Registration of Credit Rating Agency. Write a short note.







UNIT/TITLE: V/ CREDIT RATING SERVICES Date of Issue: SUBMISSION

DATE:

Question bank

Financial services

1. “The financial system provides the intermediation

2. Discuss in detail the „ pre-issue‟ activities undertaken

3. What is credit rating- What key factors are considered

4. Define leasing. What are its features?

5. Explain „cross border lease‟ with the help of example.

6. Discuss the scheme of demutualization and corporatization

7. What in NAV of a mutual fund scheme- Discuss with suitable examples.

8. Explain the sources of funds for housing finance companies.

9. Define mutual fund and state its advantages.

10. Discuss the meaning and feature of Venture Capital.

11. Describe the factors considered important for pricing

12. Explain various factoring services and their advantages.

13. A new company can freely price its issue of shares.

14. The corpus of the fund and its duration are prefixed

15. The most liquid financial market is the call money market.

Building bought for hiring is a physical asset.

16. Zero coupon bonds are sold at a discount to par value.


TUTORIAL SHEET

SUBJECT NAME: FINANCIAL SERVICES Tutorial Sheet No. 1

SUBJECT CODE: MB 406 (F1)

FACULTY :MR. RAJAT PUNDEER


Unit/Title: 1/ Financial services Date of Discussion:

1. The term ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ refers financial investment in a highly risky and growth oriented venture with

the objective of earning a high rate of return.

(a)Venture capital (b) Merchant banking (c) Leasing (d) none of these.

2. ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ is a road towards a high growth economy. (a)Venture capital (b) Merchant banking (c)

Leasing (d) None of these.

3. ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ act as an intermediary to link up the sources of ideas and the sources of fund. (a)Venture

capital (b) Merchant banking (c) Leasing (d) None of these.

4. V C Fs of specialized financial institution promoted by ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ . (a) Central government (b)

RBI (c) state government (d) None of these.

5. I D B I , I F C I , I C I C I etc. are promoted by ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ . (a) V C F s of specialized

financial institution (b) V C F s of commercial bank (c) Private V C Fs (d) None of these.


TUTORIAL SHEET





Unit/Title: 1/ Introduction Date of Discussion:

1. Which of the following is a depository financial institution?

A) A savings bank.

B) An investment bank.

C) A finance company. D) A pension fund

2. Which of the following is not a financial instrument? A) Treasury bill.

B) Real estate.

C) Mortgage loan. D) Federal funds loan.

3. Financial instruments with maturities of less than one year are traded in the

A) equity market B) capital market.

C) money market.

D) fixed-income market.

4. Which of the following is not a depository financial institution?

A) A savings and loan association. B) A credit union.

C) A mutual fund company.

D) A commercial bank.

5. Which of the following requires financial intermediaries?

A) Direct finance.

B) Indirect finance. C) Direct purchase of retail goods.

D) None of the above.


TUTORIAL SHEET





Unit/Title: II/ Depositories and Financial Services Date of Discussion:

1.A merchant bank is a financial institution conducting money market activities and:

a. Lending

b. Underwriting and financial advice

c. Investment service

d. All of the above

2. Formal merchant banking activity in India was originated in______.

a. 1978

b. 1969

c. 1769

d. 1987

3. In India, merchant-banking activity was originated with the merchant banking division set up by the

__________.

a. Barclays bank

b. Grind lays bank

c. Yes bank

d. None of the above

4. The early growth of merchant banking in the country is assigned to the ________.

a. FEMA

b. Foreign Exchange Regulation Act, 1973

c. Securities Contracts Act

d. Income-tax Act

5. Developmental activities of merchant banking:

a. Sources of funds forever

b. Expanding industry and trade

c. Leaving a widening gap unabridged between supply and demand of investible funds.

d. All of the above


TUTORIAL SHEET





Unit/Title: III/ Merchant Banking and Venture Capital Date of Discussion:

1. Financial instruments with maturities of less than one year are traded in the

A) equity market

B) capital market. C) money market.

D) fixed-income market.

2. The time until final principal and interest payments are due to holders of a financial instrument is the

instrument‟s time until

A) expiration. B) maturity.

C) execution.

D) liquidation.

3. Which of the following is the most popular U.S. money market instrument by value of holdings?

A) Treasury bill.

B) Eurodollar. C) Federal fund.

D) Banker‟s acceptance

4. Which of the following is a depository financial institution? A) A savings bank.

B) An investment bank.

C) A finance company. D) A pension fund.

5. Which of the following is a money market instrument?

A) A Treasury note. B) A federal funds loan.

C) A corporate bond.

D) A mortgage loan


TUTORIAL SHEET





Unit/Title: IV/ lease & factoring Date of Discussion:

1.Which organization provides credit history of the borrowers?

a) CIBIL

b) CII

c) FRBI

d) IRDA

2. Which is a tool that helps RBI to stabilize money supply and prices of Government securities?

a) EOQ

b) EPQ

c) JIT d) OMO

3. What is 'fiat money'?

a) The currency is backed by Government Guarantee

b) The currency is backed by tangible assets

c) The currency is backed by gold reserves

d) The currency is backed by budgetary support

4. Who sets up 'Base Rate' for Banks?

a) Individual Banks Board b) Interest Rate Commission of India

c) RBI

d) None of the above

5.What is the full form of IRR?

a) Internal Rate of Return

b) Internal Reserve Ratio

c) Internal Rate of Ratio

d) Internal Recession Rate


TUTORIAL SHEET





Unit/Title: V/ Credit Rating Services Date of Discussion:

1) How are financial services classified (fund based and non fund based)

2) What factors have led to a growth of financial services in India

3) What are the problems of financial services?

4) what are the characteristics and role of financial intermediaries

5) What is the concept of financial services?

6) Explain various types of financial services.

7) What is the need of financial sercvices?

8) What are the different Institutions rendering financial services?

9) Define Non- Banking Financial Institution.

10) Define the terms: UTI, LIC.

QUESTION BANK

Course Name: MBA QUESTION BANK-1

Subject: Financial Services

Faculty : Mrs. Jyoti Bhatia

Branch: Semester: IV

Unit/Title: 1 : (Introduction)

1) What are the functions of merchant/ lead bankers

2) What is the role of an under writer

3) Who are the parties in stock trading

4) Elaborate the process of registration of brokers and sub brokers

5) What are the features of securitization

6) Elaborate the process of securitization

7) Concepts:- PTC, PTS, SPV, Preferred stock, Asset based CP

8) What are the benefit and risk of securitization

9) What do you understand by financial services?

10) What is the role of commercial banks in our economy?

QUESTION BANK





Unit/Title: II : Depositories and Financial Services

1. Simple sums on leasing and hire purchase

2. What are the growth factors contributing to rise of housing finance in India

3. What are the major issues of housing finance in India

4. Elaborate the role of NHB

5. Elaborate the various ALM strategies followed in housing finance

6. Elaborate the role of venture capital.

7. What are the advantages and disadvantages of Venture capital

8. State the concept of merchant banking.

9. What is the rules regulation management of capital issues?

10. Define the terms: Fixed Deposits and Debenture Issues

QUESTION BANK





Unit/Title: III : Merchant Banking and Venture Capital

1) Classify the various types of lease.

2) Difference between finance and operating lease.

3) What are the advantages and disadvantages of leasing?

4) What is the meaning and mechanism of forfeiting?

5) Explain the process of factoring

6) Difference between factoring and bill discounting

7) What are the types of factoring

8) What are the benefits and drawbacks of forfeiting?

9) Simple sums on factoring and forfeiting

10) Explain the process of bill discounting

QUESTION BANK





Unit/Title: IV : Leasing

1. Explain the various consumer finance products

2. Explain the case for and against consumer finance

3. Explain the advantage and disadvantages of plastic money

4. What are the various types of plastic money

5. What are the advantage and disadvantages of credit card

6. What are the various ways to prevent the fraud and misuse of consumer finance

7. Elaborate the functions and importance of credit rating

8. Elaborate the credit rating process

9. Explain the advantages of credit rating

10. What are the Credit Rating Agencies in India?

QUESTION BANK





Unit/Title: V Credit Rating Services

Question bank

Financial services

1. “The financial system provides the intermediation

2. Discuss in detail the „ pre-issue‟ activities undertaken

3. What is credit rating- What key factors are considered

4. Define leasing. What are its features?

5. Explain „cross border lease‟ with the help of example.

6. Discuss the scheme of demutualization and corporatization

7. What in NAV of a mutual fund scheme- Discuss with suitable examples.

8. Explain the sources of funds for housing finance companies.

9. Define mutual fund and state its advantages.

10. Discuss the meaning and feature of Venture Capital.

11. Describe the factors considered important for pricing

12. Explain various factoring services and their advantages.

13. A new company can freely price its issue of shares.

14. The corpus of the fund and its duration are prefixed

15. The most liquid financial market is the call money market.

Building bought for hiring is a physical asset.

16. Zero coupon bonds are sold at a discount to par value.


TUTORIAL SHEET





Unit/Title: 1/ Financial services Date of Discussion:

Prerequisite: Student should have the basic knowledge of Marketing

Unit-I : Introduction to International Marketing (9L)

Nature Scope and Significance of International Marketing; International Marketing Distinguished from

Domestic Marketing. Exporting, International Trade and International Business, International Business,

International Marketing Management Process an Overview.

Unit-II : International Marketing Environment (9L)

Geographic, demographic, economic, politic, legal, Socio-cultural environments; their nature and effect

on international marketing operations, tariff and non-tariff barriers; WTO, UNCTAD, Generalized

system of preferences (GSP), regional economic groupings European Union(EU), NAFTA, ASEAN,

facilities and incentives for exporters.

Unit-III : International Product/ Market Selection and Entry Modes (7L)

Selection of Products, Selection of Market, various modes of entry into international markets and their

evaluation, export licensing franchising, Contracting, Joint venture, setting up wholly owned

subsidiary.

Unit-IV : International Product Planning and Pricing (10L)

Product in international context, Standardization vs. adoption decision, other considerations;

Packaging, branding after sales services, ISO 9001:2000 quality system standard, factors influencing

price, pricing methods and process, price quotations and related considerations.

Unit-V : International Distribution and Promotion (10L)

Types and functions of foreign distribution channels, selection of middlemen, distribution logistics-

transportation and warehousing decisions, International advertising- standardization vs. adaptation,

Selection of media, Selection of agency, Measuring advertising effectiveness.

Text books: International Marketing – Arvind Phatak / Rabi S Bhagat International Marketing – Helen Dereksky

Reference Book:

Jain Subhash, International Marketing Management, Cengage Learning, 2005


SEMESTER: IV




70/30

Course Title: International Marketing Course Code: MB-405(M1) Duration of External Exam:

3 Hours


CO1 5. Basic Knowledge about Trade & Marketing in context of Domestic and Global Domain .

6. Determining its applicability in International Business

CO2 4. Awareness about geographical trade demarcations . 5. Awareness about conditions in which business can grow . 6. Knowledge about various International Organizations who formulate

and regulate the global business policies.

CO3 5. Knowledge about various market structures . 6. Knowledge about product mix and their suitability in propagating

business

CO4 4. Awareness and Significance of Quality Standards that need to get maintained in establishing an authentic and creditworthy captivity in International Markets.

CO5 4. Knowledge about logistics and various global channels of distribution , their approach and management .

5. Awareness about vivid advertising media that propels the business momentum across the international boundaries.

11. Explore the reason for a firm to enter international marketing?

12. State the difference between selling and marketing?

13. Differentiate between international marketing and global marketing.

14. International marketing process, elucidate with the help of a flow diagram.

15. Discuss international marketing mix. With reference of an example.

16. Exporting process elucidate

17. How will culture affect your global business? Explore with examples.

18. Point out minimum 3 export documents that one should consider prior to entering international

Markets?

19. Point out minimum 3 factors one should consider prior to international markets other than the

documents?

20. International markets and national markets are they complementary or substitute. Elucidate with

logic or examples.



SUBJECT NAME: INTERNATIONAL

MARKETING MANAGEMENT

ASSIGNMENT NO. 1

SUBJECT CODE: MB405 (M1)

FACULTY: MR. RAJAT PUNDEER

COURSE: MBA SEMESTER: IV

UNIT/TITLE: 1/ INTRODUCTION DATE OF

ISSUE:

SUBMISSION

DATE:

1. Distinguish between different forms of Regional Economic Groupings giving suitable examples

2. How can you describe the global marketplace of a multinational company? What are the factors that influence the

decision process of multinational companies while identifying opportunities for global business?

3. Define multi-domestic companies, illustrating your answer with an appropriate example. How are these companies

different from global and transnational companies?

4. How are the economic issues of different countries interrelated? Discuss the role of international organizations in

building regional economic integration in developing trade.

5. What are the principal elements of culture that influence international marketing decisions and how do they need to be

addressed by an international firm in establishing business in the host country? 6. Explore tariff and non tariff barriers?

7. How is UNCTAD instrumental in international trade?

8. Discuss any of the two regional groups and how they have been instrumental in stimulating regional

economy?

9. Discuss the role of WTO in controlling dumping practices and developing supportive measures to avert trade wars

between countries.

10. Do you think that the overseas agents are advantageous? Discuss and explain how you can identify a foreign agent





ASSIGNMENT NO. 2




UNIT/TITLE: 2/ INTERNATIONAL MARKETING

ENVIRONMENT


DATE:

11. Explain the concept of international product life cycle (IPLC) with appropriate examples.

12. Can you identify and describe a few market situations where IPLC is not valid?

13. Explain the different entry methods available to Indian exporters. State the most suitable entry methods for the

following;

a. Education Institute in UAE

b. Readymade Garment Manufacturers in Europe.

14. State the main basis for international marketing manager might segment his market.

15. What is the difference between direct and indirect exporting?

16. How licensing and franchising strategies different?

17. Differentiate between franchising and contract manufacturing decisions? Explain with the help of an example.

18. How is joint venture and strategic alliance different? Explain with the help of an example.

19. Explain various steps involved in the process of international market selection.

20. What are the different market targeting strategies? Explain them with appropriate examples.





Assignment No. 3




UNIT/TITLE: III/ INTERNATIONAL PRODUCT/ MARKET

SELECTION AND ENTRY MODES


DATE:

11. What do you understand by international product life cycle?

12. Distinguish between idea generation and idea evaluation.

13. What do you mean by commercialisation of the product? Explain with the help of an example.

14. Distinguish between local brand and global brand

15. Enumerate any three branding problems in international marketing.

16. Distinguish between packing and packaging.

17. Distinguish between warranty and guarantee.

18. Do you think that branding is an important marketing tool? Discuss and explain the basic of decisions in branding.

19. Differentiate between skimming and penetration pricing?

20. What are the objectives of adopting transfer pricing?





Assignment No. 4




UNIT/TITLE: IV/ INTERNATIONAL PRODUCT PLANNING

AND PRICING


DATE:

11. Distinguish between 'domestic agent and domestic merchants. Point out with an example.

12. Enumerate the three factors affecting the channel choice.

13. Describe various types of domestic merchants with suitable examples.

14. Point out a case of merger abroad. Elucidate in details.

5. What are the factors affecting the channel choice? Discuss' the criteria for selection

of channels.

6. Write short notes on the following:

(a) Overseas agent

(b) Piggy backings

(c) Export agency agreements.

7. Do you think that the overseas agents are advantageous? Discuss and explain how can

You identify a foreign agent.

8. Draft a hypothetical export agency agreement

9. Distinguish between direct and indirect selling channel. Discuss the advantages and

disadvantages of both the channels.

10. Differentiate between 'all you can afford' and 'comparative parity and share-of-voice'

approaches of advertising budgeting.





Assignment No. 5




UNIT/TITLE: V/ INTERNATIONAL DISTRIBUTION AND

PROMOTION


DATE:

UNIT I

1 Give the introduction to international marketing

2 Explain the basic concept of international marketing

3 Elucidate international marketing environment

4 Point out difference b/w domestic and international marketing

5 Explain tarrif & non tarrif barriers in international marketing?

6 How you will scan international marketing environment?

7 Explain political and legal factor which effect international marketing environment?

8 Where the scope of international marketing lies?

9 Give your own opinion about the size of international market.

10 Differentiate between Domestic Marketing and International Marketing.

Unit 2

1 Give the parameters for the selection of international markets

2 Explain the basis of international markets segmentation

3 what are the various options in international marketing operation

4 Explain different modes of entering international market

5 Explain the process international planning

6 Give pre request for international marketing planning

7 how you will coordinate & control the different operation in international market

8 Explain Roles and Objectives of NAFTA .

9 Explain Roles and Objectives of ASEAN.

10 Explain Roles and Objectives of WTO.

Unit 3

1 Explain the international product policy with examples

2Explain detail process of international product development

3 Project the different stages of IPLC with your own examples

4 Explain Joint Venture . Discuss its applicability in Indian context.


SEMESTER: IV


Question Bank

Course Title: International Marketing Course Code: MB-405(M1) Duration of External Exam:

3 Hours

5 Differentiate between Licensing and Franchising.

6 Discuss modes of entry to the market .

7 Discuss the restrictions in entering International Marketing

8 Explain International Market Segmentation.

Unit 4

1 Give the adjective of international product pricing policy

2 What do you know about international product development?

3 Explain the factors which effect international pricing decisions

4 What are different strategies which are adopted in international pricing settle &

negations?

5 Discuss various price quoting methods.

6 Discuss various pricing policies.

7 Explain the working of ISO

8 Explain Standardization

9 Explain Adoption

10 What are the factors that influence price ? Discuss.

Unit 5

1 Elaborate the various distributions channels of intrnaitional marketing.

2 Give the parameters for the selections of international distribution channels.

3 Give the factual detail about international promotions consistent with EXIM policy of

GOI ?

4 Give the different mode of communication used in international marketing

5 How you will develop prom optional mix for foreign markets?

6 Explain effect of technology over international markets with at least 2 examples?

7 What should be the media planning for international markets which suit for the

promotion of developing countries especially India?

8 Explain the types and functions of foreign distribution channels .

9 Explain the concept of middlemen in International Marketing .

10 Write an essay on International Advertising .

1 .The marketing mix (the 4 Ps of marketing) does not include

a) product

b) place c) practicality

d) promotion

2. The study of international marketing should focus primarily on

a) product

b) place

c) promotion d) pricing

e) all of the above

3. This kind of international marketing study contrasts two or more marketing systems to identify similarities and

differences.

a) domestic marketing

b) foreign marketing c) comparative marketing

d) extensive marketing

4. For practical purposes, the difference between the concept of international marketing and the concept of

multinational marketing is

a) significant b) insignificant

c) meaningful

d) adequate

5. Marketing is not needed in

a) socialist countries

b) communist countries

c) less developed countries d) developed countries

e) marketing is needed in all countries


TUTORIAL SHEET


MARKETING

Tutorial Sheet No. 1





1. Segmentation on basis of values and attitudes and behavioral patterns is an example of

A) geographic location.

B) cultural factors.

C) economic factors.

D) political and legal factors.

2. Targeting affluent customers with luxurious goods is an example of

A) geographic segmentation.

B) income segmentation.

C) psychographic segmentation.

D) behavioral segmentation.

3. Segmentation of international markets on basis of monetary regulations is an example of





4. Segmentation of international markets on basis of common languages, religions and customs is

example of





5. Customer market division done on basis of 'compulsive, ambitious and outgoing customers'

classified as

A) geographic segmentation.

B) demographic segmentation.

C) psychographic segmentation.

D) behavioral segmentation.


TUTORIAL SHEET


MARKETING





Unit/Title: II/ INTERNATIONAL MARKETING SELECTION Date of Discussion:

1. New product pricing strategy through which companies set lower prices to gain large market share is

classified as A) optional product pricing.

B) skimming pricing.

C) penetration pricing.

D) captive product pricing.

2. Kind of reduction made to those buyers who buy large volumes of products is classified as

A) cash discount. B) seasonal discount.

C) functional discount.

D) quantity discount.

3. Pricing strategy used to set prices of products that are must be used with main product is called

A) optional product pricing.

B) product line pricing. C) competitive pricing.



A) cash discount.

B) seasonal discount.

C) functional discount. D) quantity discount.

5. Pricing strategy in which company divides location into different sectors and charge same price for each sector is classified as

A) freight on board origin pricing.

B) zone pricing. C) basing point pricing.

D) uniform delivered pricing.

.


TUTORIAL SHEET


MARKETING





Unit/Title: III/ INTERNATIONAL PRODUCT POLICY Date of Discussion:

1.Pricing strategy in which company divides location into different sectors and charge same price for each

sector is classified as

A) freight on board origin pricing.

B) zone pricing.

C) basing point pricing.

D) uniform delivered pricing.


A) optional product pricing.

B) product line pricing.

C) competitive pricing.


3. Pricing strategy in which prices are set lower to actual price to trigger short term sales is classified as

A) promotional pricing.

B) short term pricing.

C) quick pricing.

D) cyclical pricing.


A) promotional pricing.

B) short term pricing.

C) quick pricing.

D) cyclical pricing


TUTORIAL SHEET


MARKETING





Unit/Title: IV/ International Pricing Policy Date of Discussion:

1. A providing preferred services by marketing channels to their customer in a collective way is classified as

A) functional integration.

B) product integration. C) channel integration.

D) location integration.

2. System in which company creates partnerships with different channels to deliver their market offering is classified as

A) functional network.

B) predatory network.

C) hybrid network.

D) value network.

3. Strategy of marketing channel system in which company's sales force carry, promote and sell products to end users is

classified as A) shallow strategy.

B) push strategy.

C) pull strategy.

D) bundle strategy.

4. Considering marketing channel system, strategies used by companies to manage intermediaries are

A) push strategy.

B) pull strategy.

C) bundle strategy.

D) both a and b.

5.Guarantees of products by its manufacturers and offer payment terms are classified as A) price policy.

B) distribution policy.

C) conditions of sale.

D) territorial rights.


TUTORIAL SHEET


MARKETING





Unit/Title: V/ International Distribution Channels Date of Discussion:

Question No: (1) Attempt Any FOUR Question:- [Marks 4*5 = 20]

a) Social and cultural environment of international marketing

b) International product standardisation

c) Counter-trade

d) Inter-dependence of products and services

e) Distinguish between: Licensing and Contract manufacturing

f) Distinguish between: Promotion mix and Marketing mix

Question No: (2) Attempt Any FOUR Question: - [Marks 4*5 =20]

a) Write short notes on any Multinational marketing

b) Write short notes on Product Life Cycle stretching strategies.

c) Write short notes on E-business.

d) Distinguish between Export marketing and International marketing

e) Distinguish between Service and Product

f) Distinguish between Convenience sampling and Systematic sampling.

Question No: (3) Attempt Any ONE Question:- [Marks 1 * 10=10]

a.) What is international marketing environment? Briefly explain various components of international

marketing environment

b.) You are the marketing executive in EXZ Company Ltd. Your company has decided to enter into

international markets without any investments abroad. Discuss various modes of entry suitable in

this regard and also explain their merits and limitations.


DEHRADUN

Sample Paper

1st Sessional Examination March, 2017

SUBJECT NAME: INTERNATIONAL MARKETING MANAGEMENT

COURSE: MBA

SEMESTER: 4TH

SUBJECT CODE: MB405

(M1)

SESSION: 2016-17

All questions are compulsory

Assume suitably in case of missing data.

Roll No. to be filled in your Answer Book

TOTAL MARKS: 50

DURATION: 3 HRS

Question bank

International marketing

PART A

1. Write short notes on any two of the following: (5+5)

(a) Social and cultural environment of international marketing

(b) International product standardisation

(c) Counter-trade

(d) Inter-dependence of products and services

2. Distinguish between any two of the following : (5+5)

(a) Licensing and Contract manufacturing

(b) Local brands and Global brands

(c) Promotion mix and Marketing mix

(d) Export house and Export broker

PART B

Attempt any four questions.

3. Explain various steps involved in the international marketing process. (20)

4. (a) Briefly discuss the bases of international market segmentation (10)

(b) State the relationship between international market targeting and positioning. Describe international

market targeting strategies. (5+5)v5. A company wants to enter international markets by involving

another company in the foreign country. Discuss various modes of international market entry where the


MARKETING


SUBJECT CODE: MB 406 (M1) FACULTY :MR. RAJAT PUNDEER


Unit/Title: 1/ International marketing Date of Discussion:

scope for involvement of a foreign company is possible. Critically evaluate in which situations each of

those modes is suitable. (10+10)

6. Describe the international product life cycle theory. Explain various life cycle stretching strategies.

(10+10)

7. Differentiate between personal selling and sales prornotion. Explain different sales promotion tools in

international marketing. (5+15)

8. Briefly discuss various barriers to international marketing of services. Examine how they can be

overcome with the implementation of GATS. (10+10)

9. Discuss different methods of collecting primary data in international marketing research. Explain their

merits and limitations. (20)

PART A

1. Write short notes on any two of the following : (5+5)

(a) Multinational marketing

(b) Product Life Cycle stretching strategies

(c) Piggy backings

(d) E-business

2. Distinguish between any two of the following: (5+5)

(a) Export marketing and International marketing

(b) Strategic alliance and Joint venture

(c) Service and Product

(d) Convenience sampling and Systematic sampling

PART B

Answer any four questions.

3. What is international marketing environment? Briefly explain various components of international

marketing environment (4+16)

4. You are the marketing executive in EXZ Company Ltd. Your company has decided to enter into

international markets without any investments abroad. Discuss various modes of entry suitable in this

regard and also explain their merits and limitations. 20

5. (a) Evaluate the advantages and disadvantages of various branding strategies in international marketing.

(b) What are the special considerations in packaging and labelling in international marketing? (10+10)

6. (a) Describe important methods of pricing in international marketing.

(b) What are the main objectives of adopting transfer pricing ? Briefly describe alternative methods

applied in transfer pricing. 10+10

7. Explain different approaches to budgeting for international advertising. 20

8. Describe the impact of advancements in information technology on inter-national marketing. 20

9. Explain the steps involved in international marketing research process. 20

1 .The marketing mix (the 4 Ps of marketing) does not include

a) product b) place

c) practicality

d) promotion

2. The study of international marketing should focus primarily on

a) product

b) place c) promotion

d) pricing

e) all of the above

3. This kind of international marketing study contrasts two or more marketing systems to identify similarities and

differences.

a) domestic marketing b) foreign marketing

c) comparative marketing

d) extensive marketing

4. For practical purposes, the difference between the concept of international marketing and the concept of

multinational marketing is a) significant

b) insignificant

c) meaningful

d) adequate

5. Marketing is not needed in

a) socialist countries

b) communist countries c) less developed countries

d) developed countries

e) marketing is needed in all countries


TUTORIAL SHEET


MARKETING






6. Segmentation on basis of values and attitudes and behavioral patterns is an example of

E) geographic location.

F) cultural factors.

G) economic factors.

H) political and legal factors.

7. Targeting affluent customers with luxurious goods is an example of

E) geographic segmentation.

F) income segmentation.

G) psychographic segmentation.

H) behavioral segmentation.

8. Segmentation of international markets on basis of monetary regulations is an example of





9. Segmentation of international markets on basis of common languages, religions and customs is

example of





10. Customer market division done on basis of 'compulsive, ambitious and outgoing customers'

classified as

E) geographic segmentation.

F) demographic segmentation.

G) psychographic segmentation.

H) behavioral segmentation.


TUTORIAL SHEET


MARKETING





Unit/Title: II/ INTERNATIONAL MARKETING SELECTION Date of Discussion:

1. New product pricing strategy through which companies set lower prices to gain large market share is

classified as A. optional product pricing.

B. skimming pricing.

C. penetration pricing.

D. captive product pricing.


A. cash discount. B. seasonal discount.

C. functional discount.

D. quantity discount.


A. optional product pricing.

B. product line pricing. C. competitive pricing.

D. captive product pricing.


A. cash discount.

B. seasonal discount.

C. functional discount. D. quantity discount.

5. Pricing strategy in which company divides location into different sectors and charge same price for each sector is classified as

A. freight on board origin pricing.

B. zone pricing. C. basing point pricing.

D. uniform delivered pricing.

.


TUTORIAL SHEET


MARKETING





Unit/Title: III/ INTERNATIONAL PRODUCT POLICY Date of Discussion:

1.Pricing strategy in which company divides location into different sectors and charge same price for each

sector is classified as

E) freight on board origin pricing.

F) zone pricing.

G) basing point pricing.

H) uniform delivered pricing.


E) optional product pricing.

F) product line pricing.

G) competitive pricing.

H) captive product pricing.


E) promotional pricing.

F) short term pricing.

G) quick pricing.

H) cyclical pricing.


E) promotional pricing.

F) short term pricing.

G) quick pricing.

H) cyclical pricing


TUTORIAL SHEET


MARKETING





Unit/Title: IV/ International Pricing Policy Date of Discussion:

1. A providing preferred services by marketing channels to their customer in a collective way is classified as

E) functional integration.

F) product integration. G) channel integration.

H) location integration.

2. System in which company creates partnerships with different channels to deliver their market offering is classified as

E) functional network.

F) predatory network.

G) hybrid network.

H) value network.

3. Strategy of marketing channel system in which company's sales force carry, promote and sell products to end users is

classified as E) shallow strategy.

F) push strategy.

G) pull strategy.

H) bundle strategy.

4. Considering marketing channel system, strategies used by companies to manage intermediaries are

E) push strategy.

F) pull strategy.

G) bundle strategy.

H) both a and b.

5.Guarantees of products by its manufacturers and offer payment terms are classified as E) price policy.

F) distribution policy.

G) conditions of sale.

H) territorial rights.


TUTORIAL SHEET


MARKETING





Unit/Title: V/ International Distribution Channels Date of Discussion:

Unit 1

Introduction Overview of Mergers; Types And Characteristics; Motives Behind Mergers; Theories of Mergers operating,

Financial and Managerial Synergy of Mergers; Role of Industry Life Cycle-Development Stages; Value Creation

through Mergers; Agents Contributing to Mergers and Acquisition Activities, Difference between Merger,

Amalgamation, Absorption Reconstruction and Takeover. (4L)

Unit 2

Corporate Restructuring

Method of Restructuring- Joint Ventures, Sell-Off And Spin Off- Equity Carve-Outs, Leveraged Buy Outs (LBO)- Management Buy Outs- Master Limited Partnerships- Employees Stock Option Plans(ESOP). (4L)

Unit 3

Mergers and Acquisition Process of Merger Integration- Process of Merger Integration- Organizational and Human aspects; Managerial

challenges of Mergers and Acquisition. Strategic fit and the M & A decision. (4L)

Unit 4

Valuation

Benchmarks of Value; Valuation approaches- Discounted Cash Flow Valuation- Valuing relative Contribution –

Valuing Comparables- Valuation of the Target‟s Equity- Precedent Acquisition; Valuing Operating and Financial Synergy- Valuing Corporate Control- Valuing of Leveraged Buy Outs (LBO)- Methods of Financing Mergers-

Cash Offer, Share Exchange Ratio-Merger as Capital Budgeting Decision. (6L)

Unit 5

Defensive Strategies in Restructuring Accounting for Amalgamation- Polling Interest Method- Purchase Method; Procedure Laid down under Indian

Companies Act of 1956, Accounting Standard and SEBI Guidelines, Takeover Defenses- Types and Techniques of Raid; Advance Preventive Measures; Strategies of Takeover bid White Knights-White Square- Crown Jewel-

Pacman‟s Strategy- Golden Parachute- Poison Pills Strategy – Coercive Offers and Defense-Financial Defensive

Measures- Anti takeover Amendments. (6L)


SEMESTER: IV


Course Level: Beginner Course Type: Core Credit 4 LTP 4-0-0

Total Contact Hours: 24 Faculty :Ms. Neha

Parveen External Marks/Internal Marks:

70/30

Course Title: Computers : MERGERS

AND ACQUISITIONS

Course Code: MB406 (F2) Duration of External Exam:

3 Hours

Suggested Readings 1. Weston. F, Chung. K, and Hoag, S. (2008). Mergers, Restructuring, and Corporate Control, Prentice-Hall of

Indian Pvt. Ltd., New Delhi.

2. Patrick A. Gaughan (2007). Mergers, Acquisitions and Corporate Restructurings, 4/e Wiley India, New

Delhi. 3. Narayanan, P. and Vikram, Nanda (2003), Finance for Strategic Decision Making- What nonfinancial

managers need to Know, Jossey- Bass, and Wiley India.

4. Reuvid Jonathan, (2005). Mergers and Acquisitions, Kogan Page. 5. Robert Brown (2007), Applied Mergers and Acquisitions, John Willey and Sons.

6. Kevin K. Both and Paul W. Beamish (2007). Mergers and Acquisitions: Text and Cases. Sage Publications‟,

New Delhi.


CO1 Knowledge about Overview of Mergers; Types And Characteristics; Motives

Behind Mergers; Theories of Mergers operating, Financial and Managerial

Synergy of Mergers; Role of Industry Life Cycle-Development Stages; Value

Creation through Mergers; Agents Contributing to Mergers and Acquisition Activities, Difference between Merger, Amalgamation, Absorption

Reconstruction and Takeover. CO2 Knowledge about Method of Restructuring- Joint Ventures, Sell-Off And Spin

Off- Equity Carve-Outs, Leveraged Buy Outs (LBO)- Management Buy Outs-

Master Limited Partnerships- Employees Stock Option Plans(ESOP).

CO3 Knowledge about Process of Merger Integration- Process of Merger

Integration- Organizational and Human aspects; Managerial challenges of

Mergers and Acquisition. Strategic fit and the M & A decision. CO4 Understanding Benchmarks of Value; Valuation approaches- Discounted

Cash Flow Valuation- Valuing relative Contribution – Valuing Comparables- Valuation of the Target‟s Equity- Precedent Acquisition; Valuing Operating

and Financial Synergy- Valuing Corporate Control- Valuing of Leveraged Buy

Outs (LBO)- Methods of Financing Mergers- Cash Offer, Share Exchange Ratio-Merger as Capital Budgeting Decision. .

CO5 Awareness about Accounting for Amalgamation- Polling Interest Method-

Purchase Method; Procedure Laid down under Indian Companies Act of 1956,

Accounting Standard and SEBI Guidelines, Takeover Defenses- Types and

Techniques of Raid; Advance Preventive Measures; Strategies of Takeover bid White Knights-White Square- Crown Jewel-Pacman‟s Strategy- Golden

Parachute- Poison Pills Strategy – Coercive Offers and Defense-Financial

Defensive Measures- Anti takeover Amendments.

Q1: Explain History of Mergers and Acquisitions?

Q2: Write Short Notes on:-

a) Financial and Managerial Synergy of Mergers.

b) Mergers operating.

Q3: Differentiate between mergers and acquisitions?

Q4: What is financial synergy in merger?

Q5: What is management synergy?

Q6: Explain Life Cycle-Development Stages?

Q7: What is Amalgamation?

Q8: What is the difference between a merger and an acquisition?

Q9: What is a merger or acquisition?

Q10: What is merger and acquisition and examples?


QUESTION BANK

Course Name: MERGERS AND ACQUISITIONS

Course Code: MB406 (F2)

Faculty :Ms. Neha Parveen Branch: MBA Semester: IV

Unit/Title: 1/ Unit 1 Introduction Date of Discussion:

https://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=5&cad=rja&uact=8&ved=0ahUKEwjh7IuM9vnXAhUHP48KHeThDsEQFghcMAQ&url=http%3A%2F%2Fkalyan-city.blogspot.com%2F2012%2F04%2Fwhat-is-amalgamation-definition-meaning.html&usg=AOvVaw2kZLp02V5dKf43XunVYsTM

Q1: What is Corporate Restructuring?

Q2: What are the different forms of corporate restructuring?

Q3: What is the meaning of financial restructuring?

Q4: What is a statutory merger?

Q5: What Is A Leveraged Buyout (LBO)?

Q6: What Is a Master Limited Partnership?

Q7: Benefits of MLP (Master Limed Partnership)?

Q8: How do stock options work for an employee?

Q9: What is a reorganization of a company?

Q10: What is restructuring in investment banking?


QUESTION BANK

Course Name: MERGERS AND ACQUISITIONS


Faculty :Ms. Neha Parveen Branch: MBA Semester: IV

Unit/Title: 2/ Unit 2 Corporate Restructuring Date of Discussion:

https://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=12&cad=rja&uact=8&ved=0ahUKEwiXje3l9_nXAhXFvI8KHcJpAsIQFghYMAs&url=https%3A%2F%2Fbusinessjargons.com%2Fcorporate-restructuring.html&usg=AOvVaw2hAwMHq5v9vvDwZ-NGZX5N

https://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=4&cad=rja&uact=8&ved=0ahUKEwjDteau-PnXAhWMuI8KHQ7ND2cQFgg-MAM&url=https%3A%2F%2Fwww.wallstreetoasis.com%2Ffinance-dictionary%2Fwhat-is-a-leveraged-buyout-LBO&usg=AOvVaw1KR9Fekkdj8IFYDXtCHyAt

https://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=4&cad=rja&uact=8&ved=0ahUKEwikl97d-PnXAhUV3o8KHe01AxsQFgg-MAM&url=https%3A%2F%2Fwww.fool.com%2Fknowledge-center%2Fwhat-is-a-master-limited-partnership.aspx&usg=AOvVaw2TpC0CUi9jFEmL9gT52wak

Q1: What is mergers and acquisitions?

Q2: What is post merger integration process?

Q3: Explain Managerial challenges of Mergers?

Q4: What is mergers and acquisitions (M&A)?

Q5: What is the difference between a merger and an acquisition?

Q6: What are the four types of mergers?

Q7: How is a merger or acquisition structured?

Q8: What is merger and acquisition and examples?

Q9: Why do banks merge together?

Q10: What happens when two companies merge?


QUESTION BANK

Course Name: MERGERS AND

ACQUISITIONS


Faculty :Ms. Neha Parveen


Unit/Title: 3/ Unit 3 Mergers and Acquisition Date of Discussion:

https://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=8&cad=rja&uact=8&ved=0ahUKEwiZ-K6h_PnXAhUMo48KHRd0CcAQFghfMAc&url=http%3A%2F%2Fwhatis.techtarget.com%2Fdefinition%2Fmergers-and-acquisitions-MA&usg=AOvVaw3puBgdYM3rmFuHVsYpxNE6

Q1: What is a Valuation?

Q2: Which valuation method to use?

Q3: How do you do a valuation of a company?

Q4: What is a DCF valuation? (Discounted Cash Flow)

Q5: What is financial synergy in merger?

Q6: What is an operational synergy?

Q7: What is synergy in a team?

Q8: What is the value approach?

Q9: Explain the Purpose and Use of Benchmarking?

Q10: What is the value approach?


QUESTION BANK


ACQUISITIONS




Unit/Title: 4/ Unit 4 Valuation Date of Discussion:

https://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=7&cad=rja&uact=8&ved=0ahUKEwjvhKuz__nXAhWHu48KHXQ6BlsQFghRMAY&url=https%3A%2F%2Fwww.divestopedia.com%2Fdefinition%2F993%2Fvaluation&usg=AOvVaw1FPUV0ywSmL84ECjOMG6JE

https://www.google.co.in/search?biw=1280&bih=565&q=What+is+a+DCF+valuation%3F&sa=X&ved=0ahUKEwi9h-rvgPrXAhWCNo8KHYl-BcMQzmcIQA

https://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=3&cad=rja&uact=8&ved=0ahUKEwif2eDjgfrXAhVEro8KHYP5C-MQFgguMAI&url=https%3A%2F%2Fwww.investopedia.com%2Fterms%2Fd%2Fdcf.asp&usg=AOvVaw0lkdi_zw48D0LNisFPmnSG

https://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=7&ved=0ahUKEwiRuePtgvrXAhWJqo8KHWk6C9cQFghSMAY&url=https%3A%2F%2Fwww.isixsigma.com%2Fmethodology%2Fbenchmarking%2Funderstanding-purpose-and-use-benchmarking%2F&usg=AOvVaw36JJB-dzasuOPwu0ZikvCO

Q1: Difference between Polling Interest Method- Purchase Method?

Q2: What are the guidelines of SEBI?

Q3: What is the role of Sebi?

Q4: Why Sebi is important?

Q5: Why Sebi is important?

Q6: What is ANTI-TAKEOVER DEFENSE?

Q7: What is a poison pill plan?

Q8: How many Types of Takeover Defenses"

Q9: Explain Strategies Of Takeover Bid And Defensive Tactics

Q10: What is a flip over poison pill?


QUESTION BANK


ACQUISITIONS




Unit/Title: 5/ Unit 5 Defensive Strategies in

Restructuring

Date of Discussion:

https://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=3&cad=rja&uact=8&ved=0ahUKEwjGiozxivrXAhWHwI8KHQQfBioQFggzMAI&url=https%3A%2F%2Fkeydifferences.com%2Fdifference-between-pooling-of-interest-and-purchase-method.html&usg=AOvVaw3S6PkczVWHYtxcnO4M5pP7

https://www.google.co.in/url?sa=t&rct=j&q=&esrc=s&source=web&cd=11&cad=rja&uact=8&ved=0ahUKEwjn8NmPjfrXAhUOMd8KHaFEBgAQFgheMAo&url=https%3A%2F%2Fthelawdictionary.org%2Fanti-takeover-defense%2F&usg=AOvVaw10Ce77VT74cUO9JNRmp-wl

Prerequisite: Student should have the basic knowledge of Marketing

Unit-I : Introduction (7L)

The Nature and Importance of Personal Selling, Nature of Sales Management Situation where Personal

Selling is more effective than Advertising, Types of Selling situations, Types of Sales Persons,

Application of AIDA Model in Personal Selling.

Unit-II : Process of Personal Selling (8L)

Process of Effective Selling; Prospecting, Pre-approach, Approach, Presentation and Demonstration,

Handling the objections, Closing the Sales, Post-Sale Activities, Qualities of a Successful Sales person

with reference to B-2-C, B-2-B Marketing

Unit-III : Controlling the Sales Effort (6L)

Sales Forecasting; Sales Budget, Sales Quotas, Sales Territories, Sales Controlling and Sales Cost

Analysis.

Unit-IV : Managing The Sales Force (7L)

Recruitment and Selection, Training and Development, Compensation and Innovation, Direction and

Suspension, Performance Appraisal of Sales Personnel..

Unit-V : Emerging Issues in Selling Aspects (6L)

Ethical and Legal aspects of Selling, Measures for Making Selling as attractive Career, Recent

Trends in Selling.

Text books: Sales Management & Decision Strategy – Richard Still /Edward W Cundiff

Reference Book:

Charles Fatrell, Sales Management


SEMESTER: IV


Course Level: Beginner Course Type: Core Credit:


70/30

Course Title: Sales Management Course Code: MB-405(M2) Duration of External Exam:

3 Hours


CO1 7. Knowledge about selling concept and its correlation between various components of business .

8. Awareness about different selling situations in market and accordingly implementation of selling strategies.

CO2 7. Awareness about various business propositions prevalent in market . 8. Implication of different selling approaches and techniques to

quantify overall sales of the organization and regulate the global business policies.

CO3 7. Significance of forecasting in sales and accordingly setting the budget and estimate relating to cost of production

CO4 5. Knowledge about sales team and its recruitment . 6. Relevance of performance and corresponding appraisal

CO5 6. Application of ethics in selling . 7. Students are motivated to opt for sales as in their career denoting its

high acceptance in business.

UNIT 01

1. What is the difference between selling, sales management and marketing management?

2. What role does sales management play in marketing?

3. What are the different types of selling?

4. Explain industry selling, service selling and retail selling.

5. What are the emerging sales management trends?

6. How are the emerging sales management trends affecting the role and functions of a salesperson?

7. Why people are giving importance to relationship selling?

8. What advantage does relationship selling provide to the sales managers?

9. Explain the differences between relational selling and personal selling.

10. Explain about the Order taker sales people and order creators.

11. What do you mean by order getters?

12. Explain different types of personal selling.

13. What is the difference between selling and marketing?

14. What do you mean by modern day sales activity?

15. Why has telemarketing got so much of popularity in modern selling?

16. What kind of organizations can go in for telemarketing as a solution to sales problems?

Unit 02

1. Explain in brief the types of selling theories.

2. Explain AIDA‟s theory of selling in detail.

3. What is the difference between gaining interest and securing attention?

4. Define “Right set of circumstances” theory of selling.

5. In which theory do we use the equation B=P*D*K*V

6. What is “buying formula “theory of selling?

7. Explain “Behavioral Equation “theory in detail.

8. Differentiate Drives and cues.

9. What do you mean by kindling desire and inducing actions?

26. What do you mean by pre sale preparation?

27. What do you mean by prospecting?

28. What methods will you follow for prospecting in the sale of Wine and Washing machines?

29. What are the various stages in selling process?

30. Explain the process of prospecting.


SEMESTER: IV


Question Bank

Course Title: Sales Management Course Code: MB-405(M2) Duration of External Exam:

3 Hours

UNIT 03

1. What are the various methods of prospecting?

2. What do you mean by pre approach before selling?

3. What do you mean by handling customer objections?

4. Describe the methods of handling customer objections.

5. What are the various methods of sales presentation?

6. How should a sales person go about confirming that he has identified real customer problem?

7. Explain the methods of closing the sale?

8. Why should there be a follow-up to a customer after the closure of a sale?

9. Does a follow – up to a customer after the closure of sale helps in reselling the product? Why?

Why not?

10. How can the sales person encourage a prospect to continue to talk? How can he bring back the

customer to the conversation over a period of time during a presentation?

11. What are the qualities of a successful sales person?

Unit 04

1. What is the scope of sales management?

2. What is the importance of sales management?

3. Write down the functions of sales management.

4. What do you mean by sales planning?

5. How do we analyze the market potential?

6. How important is the sales forecasting process in a company‟s planning process?

7. Why sales forecasting process is important for a company?

8. Differentiate between qualitative techniques and quantitative techniques of forecasting.

9. What are the advantages and disadvantages of qualitative techniques and quantitative techniques

of forecasting?

10. What do you mean by fixing sales objective?

11. What is a sales territory and why should firms go for designing sales territories?

12. What advantages does a sales territory have for a firm, sales people and the customers?

13. What do you mean by participative planning and behavioral planning?

14. Write a note on sales force management.

15. What do you mean by sales force planning?

16. What is the process of selection of a salesperson?

17. What are the objectives and characteristics of an effective compensation plan?

18. What are the various types of compensation plans?

19. What is compensation? How should a manager treat compensation as a tool. For motivating sales

people?

20. What is motivation? Explain various principles associated with motivation?

21. Why is it important to study motivation in the context of sales management?

22. Write down the process of evaluation of sales performance.

Unit 05

1. Write short notes on a ) Budgetary control & Sales b)Sales variance analysis

2. Write the steps to be followed while preparing sales budget.

3. What are the ways and means of controlling sales expanses?

4. How will you calculate sales variance and make analysis?

5. Explain the procedure for preparing sales report.

6. What are account sales?

7. Give the list of documents which you are supposed to prepare as sales manager.

8. Why are distribution channels necessary?

9. Explain the channel design process? What is the need for comparison with the existing

channel in the entire process?

10. Give the determinants of distribution channels which shall be considered in mind.

11. How will you reconcile conflict between different distributors?

12. Explain any three channels of distribution and which one will you prefer as a sales manager?

13. What is the process of selection, motivation, evaluation and control of channel members?

14. What is the importance of physical distribution in marketing?

15. How does logistic cost effect the decision of physical distribution?

handbook - dbit.ac.in · compensation philosophies, compensation approaches, decision about...

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