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SEM 2 MBA WINTER 2014
MB0045- FINANCIAL MANAGEMENT
1 Capitalisation of a firm refers to the composition of its long –term funds debt and equity.
Discuss the theories of capitalization.
Explain each theory of capitalisation
2 A) The share of Megha Ltd is sold at Rs 500 a share. The dividend likely to be declared by the
company after one year is Rs 25 per share. Hence, the price after one year is expected to be Rs
550. What is the return at the end of the year on the basis of likely dividend and price per share?
B) A bond of face value of Rs 1000 and a maturity of 3 years pays 15% interest annually. What is
the market price of the bond if YTM is also 15 %.
A Problem
B problem
3 Discuss the sources of capital of a company. Analyse the factors that affect the capital structure.
a) Sources
b) Factors that affect the capital structure
4 A project costs Rs 50,000. It is expected to generate cash inflows as shown in table. If the risk
free rate is 10%, compute NPV.
Year
Cash inflows
Certainty equivalent
1
32000
0.9
2
27000
0.6
3
20000
0.5
4
10000
0.3
Compute NPV
5 a) Annual demand of a company is 30,000 units. The ordering cost per order is Rs 20 (fixed)
along with a carrying cost og Rs 10 per unit per anum. The purchase cost per unit i.e., price per
unit is Rs 32 per unit. Determine EOQ, total number of orders in a year and the time gap between
two orders.
a) EOQ
b) total number of orders in a year and
c) the time gap between two orders.
6 Discuss the dividend policy of Dabur India Ltd for the last three years. Analyse the dividend
policy of Dabur India Ltd. For three years
Comment on dividend policy
MB0046-Marketing Management
1 “Planning is a process of designing the Blueprint for the future”. In this context, explain
Marketing Planning in detail.
Explanation of Marketing plan
Explanation of marketing planning process
2 Explain Henry Assael Model of buying decision behaviour along with the diagram”.
Explanation of Model.
Diagram

3 “Packaging includes all the actions that involve the development of a container and a graphic
design for a product “.In the light of the statement, explain packaging and labelling.
Explanation of packaging considerations
Explanation of Labelling Considerations
4 Explain Brand Extension and its kind.
Explanation of brand extension
Types
5 “Logistics has always been a central and essential feature of all economic activities”. In this
context, explain logistics management and its major functions.
Explanation
Functions
6 Write short notes on:
a) Integrated Marketing Communication
b) Direct Marketing
a) Meaning and components
b) Meaning and Advantages

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MB0047- MANAGEMENT INFORMATION SYSTEM
1 Professor A. Van Cauwenbergh of Antwerp University, in a paper presented at the Tenth
Anniversary Conference of the European Institute for Advanced Studies in Management,
presented four revisions to traditional Management Theory. In summary, the revisions are:
(1) The initiative for the renewal and adjustment of the activities of a firm should come from the
different levels in the management hierarchy. “Strategy is not a privilege of top management”.
(2) Firms, especially big firms, are incoherent systems (goals of the different component systems
are not simply subdivisions of an overall goal; there are individual, conflicting goals as well).
Some of these differences are manifestations of organizational initiative and vitality. Using
information systems and central planning and rule-making to suppress all differences is
destructive to organizations.
(3) The most vital “fluid” of an enterprise is the aggregate of its entrepreneurial values. The most
fundamental and motivation and control come through these shared values relative to work,
quality, efficiency, etc. Management often neglects these values and assumes that the collection
and dissemination of information will provide sufficient motivation and control.
(4) Enterprises are open systems; their structure and operating processes are determined by
their environment. This means organizations must be designed to continually adjust to the
environment.
a. If these revisions are correct, how is planning to be organized?
b. How should the information system support the planning organization?
A a. Explaining the organizational planning process with diagram
b. Guidelines for planning MIS 2
Comparing MIS plan and Business Plan
(atleast two)
Explaining significant problem of the
Lewis model

2 Information Technology and Computers have brought information age. The spread of Internet
& relative ease of access made Information Breach easier. Our future is not secure, if our
information is not secure. Information Resources need to be guarded, protected and controlled.
List the precautionary measures to be considered to prevent cybercrime?
A Listing any 5 measures to prevent cyber crime 10 10
3 a. While implementing MIS in any organization change can occur in number of ways.
List and explain the steps in the process as suggested by Lewin’s model.
b. Compare between prototype approach and Life Cycle approach
A a. Explaining the 3 steps of implementing the process suggested by Lewin’s model
b. Comparison between the two approaches atleast two points
4 There is an information explosion in today’s society. There are lot of advantages of DBMS like
proper maintenance of the data and maintaining security. Explain the process of data transition
using diagram and an example of your own.
A Writing diagram, 2
Own example other than given in the SLM 3 10
Explaining the process 5
5 Write short note on
a. World wide web
b. Voice over IP
c. Intranet
d. Extranet
A a. World Wide Web 2
b. Voice over IP 2
c. Intranet 3
d. Extranet 3
6 Artificial intelligent system functions like a human being and helps a manager in taking quick
decisions. Explain the different applications AI using diagram.
A a. Diagram 2
b. Applications of cognitive science 2
c. Applications of robotics 2
d. Applications of natural interface 2
e. Explaining each type with an example 2
MB0048-OPERATIONS RESEARCH
1 Discuss the various stages involved in the methodology of Operations Research. Briefly explain
the techniques and tools of Operations Research.
Operations Research Methodology
Techniques and tools of Operations Research
2 a. Explain the steps involved in linear programming problem formulation. Discuss in brief the
advantages of linear programming.
b. Alpha Limited produces & sells two different products under the brand names black & white.
The profit per unit on these products in Rs. 50 & Rs. 40 respectively. Both the products employ
the same manufacturing process which has a fixed total capacity of 50,000 man-hours. As per the
estimates of the marketing research department of Alpha Limited, there is a market demand for
maximum 8,000 units of Black & 10,000 units of white. Subject to the overall demand, the
products can be sold in any possible combination. If it takes 3 hours to produce one unit of black
& 2 hours to produce one unit of white, formulate the model of linear programming.
Steps involved in LPP
Advantages of LPP
Formulation of LPP
3 a. What is degeneracy in transportation problem? How it can be resolved?
b. Solve the following transportation problem using Vogel’s approximation method.
Factories
Distribution Centres
Supply
C1
C2
C3
C4

F1
3
2
7
6
50
F2
7
5
2
3
60
F3
2
5
4
5
25
Requirements
60
40
20
15
Degeneracy in transportation problem and resolving it
Computation/Solution to the problem
4 a. Explain the steps in Hungarian method. Differentiate between Transportation and
Assignment problem.
b. Find the optimal assignment of four jobs and four machines when the cost of assignment is
given by the following table:
J1
J2
J3
J4
M1
10
9
8
7
M2
3
4
5
6
M3
2
1
1
2
M4
4
3
5
6
Steps in Hungarian method
Differences between Transportation and Assignment problem
Computation/Solution to the problem
5 Define Simulation. Explain the Simulation procedure. Discuss the use of Simulation with an
example.
Meaning of Simulation
Simulation procedure
Use of simulation with an example
6 Explain the following:
a. Integer programming model
b. PERT and CPM
c. Operating Characteristics of a Queuing System
Explanation of Integer programming model
Explanation of PERT and CPM
Explanation of Operating Characteristics of a Queuing System
MB0049 - PROJECT MANAGEMENT
1. Write short notes on
 Project break-even point
 Need for project planning
 Project type organization
 Rules for network construction
[Project break-even point
Need for project planning
Project type organization
Rules for network construction
2 Describe and compare the project appraisal methods NPV and IRR with example? Which one is
better method in estimating returns on investment in a particular project?
Description and comparison of NPV and IRR
Analysis and inference of which is a better method
3. Microsoft Project AMS
The company
AMS is a global business and IT consulting firm to the government, financial services, and
communications industries. AMS applies both proprietary and partner technologies and provides
solutions through business consulting, system integration, and outsourcing. Founded in 1970,
AMS is headquartered in Fairfax, Virginia, and has offices worldwide. The company has
approximately 6300 employees.
The challenge

Several years ago, AMS developed an internal project management system called Project in a Box.
Based on Lotus Notes, the homegrown system was becoming inefficient and costly to operate,
particularly because it was designed as a standalone, non-collaborative product. When a new
consulting project was set up, a new instance of the database was created, leading to a chaotic
system with literally hundreds of separate databases.
Without any kind of centralised information sharing, it was difficult to use information from one
project on another project. The system also prevented AMS’s managers from viewing
companywide metrics, such as project completion rates and whether projects were being
completed on time and on budget. AMS’s executives needed a system to allow them to have a
portfolio view of the health of the company’s projects in progress. A collaborative project
management system would allow AMS managers to:
 Measure project performance and Earned Value Metrics (EVM) allowing for
improvements in on-time and on-budget delivery to customers
 Standardise processes
 Understand the impact of task dependencies within complex projects
 Share information across different product lines
The strategy
Many AMS project managers were already using Microsoft Project as a desktop application,
developing project plans and Work Breakdown Structures (WBS) on their individual PCs.
However, these individual installations were not networked together and did not feed critical
project performance information to executives.
Therefore, in October 2002, when AMS began the vendor selection process for a company-wide
project management solution, Microsoft Project was the natural choice, both because many
internal users were already experienced with the application’s scheduling and planning
functionality and because Microsoft offered the best price point.
In March 2003, AMS chose Microsoft as its project management software vendor and began a pilot
programme. In June 2003, AMS selected the public sector product engineering group as the first
department to begin the pilot programme. AMS divided this initial pilot programme into four
distinct phases:
 Phase 1: In early July, AMS installed Microsoft Project for and trained 15-20 project
managers working on a common product line.
 Phase 2: In late August, AMS expanded the installation to 170 people in another product
line within the same group.
 Phase 3: In late September, AMS rolled out Project’s decision support capabilities to ten
executives, allowing them to mine data for reporting purposes.
 Phase 4: If the pilot is successful, AMS will expand the Project programme to 4,000 Users
Companywide in a staged rollout.
Key benefit areas
With the pilot programme well under way, AMS is already seeing benefits from Microsoft Project.
The system has helped AMS to meet its goal of creating a more collaborative project management
system that allows managers to view metrics and create schedules with a view of resources across
projects and across the entire organisation. The collaborative nature of Microsoft Project Server
allows team members, team leaders, and project managers to complete EVM reporting more
quickly, leading to more available time for billable hours. The quantifiable benefits from the
Microsoft Project deployment include:
 Productivity gains from automated weekly reporting process. Consultants and developers
now spend less time each week creating weekly status and performance reports, leading
directly to more time available for billable hours.
 Productivity gains from automated EVM analysis. Team leaders and project managers
now spend less time processing and analysing status and performance reports from team
members, allowing them to also have more time available for billable hours.



The Microsoft Project deployment also allows AMS project managers to get a better sense
of project status metrics in real time. This leads to fewer project budget and cost overruns,
because project managers can quickly make adjustments to keep projects profitable.
Key cost areas
The largest cost area for AMS’s deployment of Microsoft Project was the software license cost,
making up 63% of the total cost of the project. Other cost areas over the 3-year period included
consulting, training, ongoing maintenance, and personnel costs associated with the everyday use
of the system.
Lessons learnt
Overall, AMS’s Microsoft Project implementation went smoothly. AMS’s managers attribute the
project’s success to their careful planning and staged pilot programme approach. AMS’s managers
recommend that companies considering similar implementations should not underestimate the
change management necessary to make
Microsoft Project work effectively. Project managers, especially those without PMI certifications,
will often need to undergo training on how to build effective WBS’s, how to plan and schedule
complex projects, and how to adjust WBS’s to changing project conditions.
A successful Microsoft Project implementation also requires a high level of communication
between team members and project managers. This is especially important with regard to
communicating the inputs, steps, expected output, and dependencies of complex business
processes.
AMS’s managers also recommended that companies carefully look at their internal processes for
building WBS’s, especially the ones for complex projects that require more than 500 tasks. Some
of AMS’s projects contained upwards of 2500 tasks, which was well above Microsoft Project’s
practical limit of 500 tasks for a single project.
Calculating the ROI
Nucleus Research analysed the costs of software, personnel, consulting, and training over a 3year period to quantify AMS’s investment in Microsoft Project. Direct and indirect benefits were
also quantified over a 3-year period. Direct benefits quantified included productivity gains for
both team members and team leaders when creating EVM reports.
Because AMS was an early adopter and because it agreed to participate in trade shows and in
marketing ventures, the company received consulting services from Microsoft at no cost, though
AMS did use internal consultants for a portion of the implementation.
Companies currently considering Microsoft Project for similar enterprise implementations must
take consulting costs into account when evaluating potential ROI. Benefits not quantified because
of the early stage of AMS’s Project deployment included reduced project budget and schedule
overruns. However, Nucleus recommends that companies considering Microsoft Project evaluate
this potential benefit.
Source: http://nucleusresearch.com/library/microsoft-roi/d134.pdf
What difficulties were encountered by AMS while dealing with information transfer problem in
the company? What strategy is used by AMS for dealing with this problem?
Listing of difficulties encountered
Evidence of the strategy used
Analysis of the strategy
Conclusion
4 Form the above case how did the solution help the managers, project teams and the company.
Benefits of the solution to managers, project team and company
Conclusion
5 What are the key steps involved in purchase cycle?
Definition of purchase cycle
Listing of the steps involved in the purchase cycle
Summarisation of each step
6 Discuss the concept of quality and project quality management.
 Definition of quality




Overview of project quality management
Summarization of project quality management process

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SEM 3 COMMON WINTER 2013
MB0050- RESEARCH METHODOLOGY
1 How would you distinguish between a management decision problem and a management
research problem? Do all decision problems require research? Explain and illustrate with
examples.
Differences
Explanation
Examples
2 How are research designs classified? What are the distinguishing features of each? Differentiate
by giving appropriate examples.
Meaning of Research designs
Classification and features
Differences
Examples
3 Discuss with the help of examples the four key levels of measurement. What mathematical
operations/statistical techniques are and are not permissible on data from each type of scale?
Meaning of Measurement scales
Types of Measurement scales with examples
Mathematical operations/statistical techniques
4 Processing of data involves editing, coding, classifying and tabulating. Explain each of these
steps by taking an appropriate example.
Explanation
Examples
5 Distinguish between the following:
a. Null hypothesis and Alternative hypothesis
b. One tailed and two tailed tests
c. Type I and Type II error
d. One way and two way analysis of variance
e. Descriptive and inferential analysis of data
Differences
6 a. What is Chi-square test of goodness of fit? What precautions are necessary while applying
this test? Point out its role in business decision making.
b. Two research workers classified some people in income groups on the basis of sampling
studies. Their results are as follow:
Investigators Income groups Total
Poor Middle Rich
A 160 30 10 200
B 140 120 40 300
Total 300 150 50 500
Show that the sampling technique of atleast one research worker is defective.
Meaning

Precautions
Role
Formula/Solution/Interpretation to the problem
MB0051-Legal Aspects of Business
1 “Discharge refers to the termination of contractual relationship between the parties”. Explain
the statement along with different modes of discharging a contract.
Explanation of service positioning
Explanation of modes
2 Explain the meaning of Power of Attorney, its types and clause related to registration.
Meaning
Types
Registration
3 Explain the procedure of registration of partnership firms.
Explanation 10 10
4 What are the circumstances under which breach of condition is treated as breach of warranty?
Explanation 10 10
5 Explain the procedure for filing a complaint and admission of complaint in consumer protection
act.
Filing a complaint
Admission of complaint
a) Shares and its classification
b) Meetings and its classification
a) Meaning and classification
b) Meaning and classification

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SEM 3 HR WINTER 2013
MU0010 – MANPOWER PLANNING & RESOURCING
1 What do you mean by Manpower Planning? Describe the various stages & obstacles involved in
Manpower Planning.
Definition of Manpower Planning
Explain the various stages involved in Manpower Planning
Explain the obstacles in Manpower Planning
2 Define Resourcing Strategy. Explain the components of Resourcing Strategy.
Definition of Resourcing Strategy
Explanation of all the components of Resourcing Strategy
3 Explain the Selection process undertaken by an organization.
Listing out the steps in selection process
Explanation of the steps in the selection process
4 Define Career Planning Process .Describe the various factors involved in Career
Planning Process
Definition of Career Planning Process
Explanation of the various factors involved in career planning process

5 As an HR, you are asked to focus on the Talent Development Process in your organization .How
would you define Talent Development? Explain the necessity of Talent Development from an HR
perspective. Explain the model for achieving excellence in Talent Development
Definition of Talent Development
Explain the necessity of Talent Development
Factors responsible for achieving Talent Development 3
6 What are the key HR elements practiced by HR managers in decision making?
Explain any five of them
Explanation of any five key HR elements in decision making
MU0011 – Management and Organizational Development
1 Define Organizational Development (OD).What are the characteristics of OD?
Definition of Organizational Development
Explain the characteristics of OD
2 As an HR, you find that the OD professional in your organization is not competent enough. What
are the competencies you will consider in a good OD professional?
Explain any ten competencies required for OD professional
3 What are the characteristics of OD intervention? Explain the Six Box Model in OD.
Describing the characteristics of OD intervention
Explaining the Six Box Model in OD
4 What is Performance Appraisal? What are the purposes and characteristics of Performance
Appraisal? Describe the steps in Performance Appraisal System.
Definition of Performance Appraisal
Describing the purposes of Performance Appraisal
Describing the characteristics of Performance Appraisal
Explanation of the steps in Performance Appraisal System
5 Describe the impact of Technology in Organizational Development (OD).What are the benefits
of using Technology in the field of OD?
Analyzing the impact of Technology in OD
Explaining the benefits of using Technology in OD
6 Write short notes :
a) Senge’s Approach
b)Nonaka And Takeuchi’s Approach
Explanation of Senge’s Approach
Explanation of Nonaka and Takeuchi’s Approach

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MU0012 – Employee Relations Management
1 Employees are the most important resource for any company. What do you mean by Employee
Relations Management? Explain the different Employee Relations Management Tools applied in
organizations
Definition of Employee Relations Management
Explaining the Employee Relations Management Tools
2 As an HR of a Company, you are asked to focus on the causes of Grievance and the Grievance
handling procedure. What according to you are the reasons of Grievance? Explain the prerequisites you will consider while addressing Grievance handling procedure
Explain the causes of Grievance

Describe the essential pre-requisites of a Grievance Handling procedure
3 List and explain the various types of Disciplinary problems existing in an organization
Listing of the Disciplinary problems
Explaining all the Disciplinary problems
4 Discuss the Collective Bargaining Process and its issues
Explaining the Collective Bargaining process
Explaining the Collective Bargaining issues
5 What is a Trade Union and What are its activities? Explain the functions of Trade Unions.
Meaning of Trade Union
Describing the activities of Trade Unions
Explaining the Functions of Trade Unions
6 Write a brief note on the following Acts :
a) Indian Trade Unions Act,1926
b)Employee State Insurance Act,1948
Indian Trade Unions Act,1926
Employee State Insurance Act,1948
MU0013 –HR Audit
1 Write a note on the major Human Resource Development (HRD) Strategies.
Explanation of the major HRD strategies 10
2 Suppose you have joined as an HR and you are asked to carry out the HR Audit process in your
organization. What are the methods you will consider while implementing the HR Audit process?
Explain the methods involved in the HR Audit process 10
3 What are the areas of HR Audit? Explain any four of them
Listing the areas of HR Audit.
Explaining any four of them.
4 What do you mean by HR Scorecard? Explain the steps undertaken to approach a Human
Resource Scorecard.
Definition of HR Scorecard
Explaining the steps in HR Scorecard Approach
5 Write a brief note on the effectiveness of Human Resource Development Audit as an
intervention.
Explaining the Effectiveness of Human Resource Development Audit as an intervention
6 Write short notes on the following:
a)Balanced Scorecard
b)Competency Mapping
Balanced Scorecard 5 10
Competency Mapping 5

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SEM 4 COMMON WINTER 2014
MB0052- Strategic Management and Business Policy
1 What is strategy? Explain some of the major reasons for lack of strategic management in some
companies?
Meaning of strategy
Reasons for lack of Strategic management
2 Explain the following:

(a) Core competence
(b) Value chain analysis
10
(a) Core competence
(b) Value chain analysis
3 Describe in brief the following environmental factors which a business strategist considers:
(a) Political factors
(b) Technology
10
(a) Description of Political factors
(b) Description of Technology as an environmental factor
4 Write a brief note on Turnaround strategy. 10
Brief note on Turnaround strategy 10
5 Define the term ‘strategic alliance’. What are its characteristics and objectives?
10
Definition of the term ‘strategic alliance’
Characteristics of strategic alliance
Objectives of strategic alliance
a) Competitive advantage
b) Porter’s Competitive threat model
10
a) Competitive advantage
b) Porter’s Competitive threat model (Five Forces model)
MB0053 –International Business Management
1 “The world economy is globalizing at an accelerating pace”. Discuss this statement and list the
benefits of globalization.
Discuss the statement
Listing the benefits
2 Compare the Adam Smith and David Ricardo’s theories of international trade with examples.
Adam Smith’s theory
David Ricardo’s theory
3 Regional integration is helping the countries in growing their trade. Discuss this statement.
Describe in brief the various types of regional integrations.
Regional integration
types
4 Write short note on:
a) GATS (General Agreement on trade in services)
b) ILO (International Labour organization)
a) meaning and role of GATS
b) Meaning and role ILO
5 What is the difference between domestic and international accounting and how will you
measure this difference?
Differences
measures
6 Discuss the various payment terms in international trade. Which is the safest method and why?
The modes of payment
Safest mode

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SEM 4 BANKING WINTER 2014
MA0041- MERCHANT BANKING AND FINANCIAL SERVICES
1 You want to apply for merchant banker. Find out the list of regulations that a merchant banker
needs to follow in India.
Merchant banking role
Functions
2 Is book building an efficient IPO pricing mechanism? Substantiate your reasons.
IPO process
Book building process
3 The banks are in a bind over the implementation of the new bancassurance proposal as
announced in Budget 2013-14. Banks assuming the role of insurance brokers may also lead to
conflict of interests where the bank is also the promoter of an insurance company. Discuss the
opportunities and threats for the new proposal.
Bancassurance process
Opportunities and Threats
4 Global Finance magazine has named the “ SBI as the Best Trade Finance Bank-2013. SBI has a
caption of “Expertise delivered around the Globe! " Do you agree with this statement.
Explain Trade finance
SBI position in Trade Finance
5 SKS Microfinance Limited, India's only listed micro-lender has concluded a securitisation
transaction for Rs 321 crore with a major public sector bank. Describe the process of
securitization.
Concept of securitisation
Process of securitisation
6 Compare and contrast the various instruments of money and capital market that are available
in India.
Instruments in money market
Instruments in Capital market
MA0042-TREASURY MANAGEMENT
1 Compare and contrast the corporate treasury and a bank treasury.
Similarities
differences
2 Discuss FEMA violations in India
FEMA violations in India 10
3 Discuss the role of treasury in Kotak Mahindra’s bank.
Treasury operations in Kotak Mahindra bank
4 Explain the organizational structure for Risk Management.
Organizational structure for Risk management
5 Discuss the internal audit machineries subscribed by RBI.
Internal audit machineries subscribed by RBI 10
6 Discuss the role played by SAP and SWIFT in treasury Management.
SAP
SWIFT

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MA0043- CORPORATE BANKING
1 Discuss the Kingfisher airlines consortium loan and name the participating banks in that loan.
Identify the banks
the purpose and
the amount of advance and the status of consortium loan
2 List and explain briefly the various types of letter of credit documents. List and explain the steps
that must be taken to evaluate the documents attached with the letters of credit.
Various types of letter of credit documents
Explain the steps
3 Prepare a report on the role of EXIM bank in facilitating pre and post-shipment finance.
Pre -shipment finance
Post shipment finance
4 Prepare a chart listing some of the important Indian banks that have introduced channel
banking and Green Banking programs.
channel banking and
Green Banking programs
5 Reliance industries want to raise capital by selling stocks, through the mechanism of book
building, by offering Initial Public Offers (IPOs). Discuss the book building process.
book building process.
Methods and guidelines
6 Suppose you are working as risk manager in a private bank. As a manager, discuss the issues
and challenges of corporate banking.
Issues of corporate banking
Challenges of corporate banking
MA0044- INSTITUTIONAL BANKING
1 NBFCs provide loans for short and medium term at a moderate rate of interest. Refer any two
NBFCs and discuss the institutional services and products that are provided by them.
Introduction-NBFCs
Institutional products and services by NBFCs
2 PPPs have great potential to provide infrastructural facilities and contribute towards bridging
the gap of demand and supply in infrastructure. Discuss in detail the role of PPP projects in
infrastructure.
Introduction about PPP
PPP models
Role of PPPs
3 NABARD is promoting the setting up of agricultural export zones in various states with the help
of local state government bodies. Discuss in detail the scheme of NABARD for agriexports.
NABARD’s scheme for agri-exports-supporting activities
Funds for projects
4 Commercial banks have been playing a major role in providing institutional banking facilities.
Prepare a report on any commercial bank’s services in the area of institutional banking.
Commercial banks –products in institutional banking
Services
5 The primary role of the IMF is to promote stability of the international monetary system and
exchange rates. Discuss some of the projects assisted by IMF.
Projects assisted by IMF 10 10
6 Technology plays a dominant role in effectively managing the business of DFIs. Discuss the role
of technology in DFIs.

Role of technology in DFIs
Developments

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SEM 4 FINANCE WINTER 2014
MF0015 & INTERNATIONAL FINANCIAL MANAGEMENT
1 Give the meaning forward markets. Explain its features, arbitrage in forward markets, forward
markets hedging and speculation in forward markets.
Meaning of forward markets
Features , arbitrage in forward markets
Forward markets hedging
Speculation in forward markets
2 Explain the interest rate parity theory and purchasing power parity with examples.
Interest rate parity theory with examples
Purchasing power parity theory with examples
3 Explain the cash concentration strategies and cash management structures.
Cash concentration strategies
Cash management structures
4 A particular method is used depending upon the circumstances and the legal accounting
procedures adopted in a particular country. Explain all the translation methods.
Current rate method
Current /non current method
Monetary method
Temporal method
5 International credit markets are the forum where companies and governments can obtain
credit. Bring out your understanding on international credit markets and explain the two very
important aspects of international credit market. Refer and give one example.
Introduction of international credit market
Explanation of syndicated loans with example
Explanation of External Commercial Borrowings (ECB)
6 Explain the principles of taxation and double taxation. Give some important points on tax
havens and its types.
Explanation on principles of taxation
Explanation on double taxation
Explanation on tax havens and its types
MF0016-TREASURY MANAGEMENT
1 Collateralised Borrowing and Lending Obligations (CBLO) is a produt in the money market
launched in 2003 by CCIL. Discuss the process involved in obtaining membership of CCIL for
CBLO.
Process involved in obtaining CBLO
2 Commodities market is the market in which commodities like oil, gold and agricultural products
are traded. Who are the players in the commodity market? How does the commodities move?
Players
Factors that affect the commodity market
3 Suppose you are the manager of a company operating in three countries; India, US and UK.
What are the risks you face relating to foreign exchange?

Foreign exchange risk factors
4 Explain interest rate and various types and various sources of interest rate. different types of
interest rate risks
framework for measuring and managing the liquidity risks.
5 The Treasury function of a company plays a key role in working capital. Analyse the interface
between treasury and working capital.
Interface between treasury and working capital
6 Treasury products are the product in the market available to the treasury for raising and
deploying funds for investment and trading in securities and forex markets.
Forex services
Money products
securities

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MF0017 & MERCHANT BANKING AND FINANCIAL
1 Rating methodology is used by the major Indian credit rating agencies. Explain the main factors
of that are analyzed in detail by the credit rating agencies.
Business risk analysis
Financial analysis
Management evaluation
Geographical analysis
Regulatory and competitive environment
Fundamental analysis
2 Give the meaning of the concept of venture capital funds. Explain the features of venture capital
fund.
Meaning of venture capital funds
Features of venture capital funds
3 Hire purchase is one of the important concept. There are certain features of hire purchase
agreement so explain the points of it. Differentiate between hire purchase and leasing.
Concept of hire purchase
Differences between hire purchase and leasing
4 Explain the concept of Swap. Write down its features and various types of interest rate swap.
Introduction of Swap 2 10
Features of swap
Various types of interest rate swap
5 Elaborate on measuring exchange rate movements. Explain the factors that influence exchange
rates.
Measuring exchange rate movement- introduction
Interest rate differentials
Focus on demand supply model
Economic factors
Political conditions
International Credit Markets
International Bond Markets
International Credit Markets
International Bond Markets

MF0018 & INSURANCE AND RISK MANAGEMENT
1 Explain the risk management methods.
Loss control
Loss financing
Internal risk reduction
2 An organization is a legal entity which is created to do some activity of some purpose. There are
elements of a life insurance organization. Explain the elements of life insurance organization.
Important activities
Internal organization
Distribution system
Functions of the agent
3 Insurance is the most important industry. Elaborate the different types of mediclaim and
liability policies.
Explanation of all 5 types of mediclaim policies
Explanation of all 6 types of liability policies
4 Give short notes on :
Pricing objectives.
Pricing elements.
Rate computation
Pricing objectives
Pricing elements
Rate computation
5 Explain the creation and application of insurable interest. Give the differences between
wagering and insurance.
Creation of insurable interest
Application of insurable interest
Differences between wagering and insurance
6 Identify the role of insurance in managing risk financing. Explain the importance of insurance
transaction. Discuss in different perspectives of insured and insurer
Role of insurance in managing risk financing
Introduction of insurance transaction
Explanation of different perspectives of insured and insurer.

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SEM 4 HCS WINTER 2014
MH0056 – Public Relations & Marketing for Healthcare Organizations
1 What is marketing mix? Explain the four P’s of the marketing mix.
Meaning of marketing mix
Explanation of four P’s
2 List the different methods of qualitative and quantitative research. Explain the unique features
of each methodology.
Listing the different methods
Explanation
3 Elaborate the concept and significance of marketing healthcare.
Explanation of concept of marketing in healthcare
Significance of marketing healthcare

4 Explain market segmentation.
Definition
Explanation
5 Describe SWOT analysis.
Definition
Characteristics
Explanation of process of SWOT analysis
6 List and explain the factors that attract corporates to healthcare.
Listing the factors
Explanation of all the factors
MH0057 – Management of Healthcare Human Resources
1 Define manpower planning. Explain the steps in manpower planning.
Definition
Explanation of steps
2 Define training. Explain the various steps involved in the training cycle.
Definition
Explanation
3 Discuss the importance of HRM in healthcare organisations.
Explanation of HRM in general
Importance of HRM for the employees, society and the organisation
Strategic role of HRM in healthcare
4 Explain the impact of government on reward management.
What is reward management
Impact of government on reward management
5 Explain the importance of human relations in healthcare services.
Brief overview of human relations in healthcare services
Explanation of importance of human relations in healthcare services
6 A healthcare organization opens a new cafeteria. Consider that you are the HR manager of the
healthcare organization and you are given the task of recruiting the staff for managing, cooking
food, cleaning the cafeteria and so on. Explain the various methods of recruitment you would
follow in selecting the right candidate for the job.
Listing the various processes in recruitment
Explanation of various processes

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MH0058 – Legal Aspects in Healthcare Administration
1 Which are the 3 types of inquest’s in India? Explain.
Mentioning 3 types of inquest
Explanation
2 Explain the relevance of consumer protection act in the hospital scenario.
Definition of consumer
Explanation of consumer rights
Explanation of relevance of consumer protection act in hospital
3 Explain health as a fundamental right.
Definition of health
Explanation of health as a fundamental right

4 What is informed consent? Describe the implications of breaching confidentiality.
Meaning of informed consent
Importance of informed consent
Explanation of implications of breaching confidentiality
5 Describe two important Indian cases that have led to the formation of case laws in medical
emergencies.
Explanation of Paschim Banga Khet Mazdoor Samiti Vs state of west Bengal case
Explanation of Paramanand Katara Vs Union of India
6 Explain the various systems of medicine prevalent in India.
Listing the various systems of medicine in India
Brief explanation
MH0059 – Quality Management in Healthcare Services
1 Discuss the dimensions of quality management in healthcare.
Listing all the dimensions
Brief explanation of all the dimensions
2 Discuss the methods of performance evaluation in healthcare services.
Listing all the methods of performance evaluation
Brief explanation of all the methods of performance evaluation
3 Describe Maxwell’s concepts of quality.
Listing of Maxwell’s concepts of quality
Explanation of Maxwell’s six dimensional quality model of healthcare services
4 Explain the implementation of QMS in healthcare organization.
Brief outline of QMS
Listing of steps in implementing QMS in healthcare organization
Explanation of steps
5 Define accreditation and certification. List the benefits of accreditation and certification of
hospitals.
Definition of accreditation and certification
Benefits of accreditation and certification
6 Differentiate between Six sigma and Total quality management.
important differences between six sigma and TQM

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SEM 4 HR WINTER 2014
MU0016 – Performance Management and Appraisal
1 Discuss the principles and dimensions of Performance Management
Explaining the principles of Performance Management
Explaining the dimensions of Performance Management
2 Assume that you have joined as an HR in an organization. The first task assigned to you is to
conduct the Performance Appraisal Process. What according to you is its purpose? Describe the
entire Performance Appraisal process.
Explain the purpose of Performance Appraisal
Explain the Performance Appraisal Process
3 Discuss the components of a Performance Appraisal feedback. Describe the steps in giving a
constructive Feedback
Explaining the components of Performance Appraisal Feedback

Explaining the steps in giving a Constructive Feedback
4 Discuss the skills that a line manager require for effective Performance
Management.
Listing the skills
Explaining the skills
5 Describe the modern methods of Performance Appraisal
Explain all the five modern methods of Performance Appraisal
6 Write a brief note on the Employee’s responsibility in Performance
Planning Mechanics
Explaining the employee’s responsibility in Performance
Planning Mechanics

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MU0017 – TALENT MANAGEMENT AND EMPLOYEE RETENTION
1 Explain the importance of Talent Management Process. Describe the stages of Talent
Management Process
Importance of Talent Management Process
Explaining the stages of Talent management Process
2 Describe the top strategies adopted to improve employee retention
Explain the top strategies to improve employee retention
3 Explain the key Compensation principles. What do you mean by Total rewards?
Describe the elements of Total rewards
Explaining the key compensation principles
Definition of Total rewards
Explaining the elements of Total rewards
4 What are the responsibilities undertaken by an HR to ensure compliance to regulations? Explain
the steps involved in ensuring safe work environments
Responsibilities of an HR to ensure compliance to regulations
Explaining the steps involved in ensuring safe work environments
5 Explain the key elements of a Talent Management System
Explaining the key elements of a Talent management system
6 Explain the concept of Talent Acquisition .Explain the talent acquisition strategies
Concept of Talent Acquisition strategies
Explanation of the Talent acquisition strategies
MU0018 – Change Management
1 Describe Kotter’s Eight Step Change Model
Explaining Kotter’s Eight Step Change Model 10
2 Define Resistance to change. Explain some of the techniques to overcome Resistance to change.
Definition of Resistance to change
Explaining the techniques to overcome Resistance to Change
3 What do you mean by Organizational Effectiveness? Explain the factors in achieving
Organizational Effectiveness.
Definition of Organizational Effectiveness
Explaining the factors in achieving Organizational effectiveness
4 What do you mean by Change Agent? Describe the characteristics of successful Change Agents.
Definition of Change Agent

Explaining the Characteristics of successful Change Agents
5 Explain the Behavioural Approach to Individual Change.
Explanation of the Behavioural Approach
6 Write a brief note on the following:
a)Kolb’s Learning Cycle
b)Peter Senge’s framework on Organizational Learning
Explaining the concept of Kolb’s Learning Cycle
Explaining the concept of Peter Senge’s Framework

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SEM 4 OM WINTER 2014
OM 0015 – MAINTENANCE MANAGEMENT
maintenance activities

Program
ementation
2 Explain briefly the functions of maintenance planning. What are the benefits of maintenance
planning?
A Listing and brief description of functions of maintenance planning
Listing of benefits of maintenance planning
3 What are the three stages in the lifecycle management of any machinery? Explain in brief the
Life cycle management system.
diagram(Life cycle management process), examples
4 Effective implementation of maintenance management in Quarta Technologies Quarta
Technologies is a leading manufacturing company in Bhopal. It manufactures six million tubes a
year. Each year, production shuts down for few weeks allowing capital investment projects and
deep maintenance to be performed. These include process changes and a variety of maintenance
activities are executed.
The Challenge
Ramping up to full production capacity after the shut sown was a slow process with attendant
quality issues. The equipments used in this organisation were used for several years before it was
either discarded or replaced with a similar new machine. From the time the equipment were
brought, the production and maintenance personnel accumulated considerable knowledge about
the equipment, the manner in which failures occur and the symptoms that it develops before a
particular failure or malfunctioning happen. The organisation recognised an opportunity to
reduce the quality costs of the annual shutdowns by planning and troubleshooting techniques.
The Solution
The organisation, worked with the plant leadership to improve project and risk management
skills by introducing the common process. A progressive learning was done with respect to
equipment usage and systematically captures many types of information and put to use. One
method was to develop good trouble shooting mechanisms. This mechanism was a structured

approach to identify the root cause of the problem that needs some correction when viewed from
the maintenance. By successively checking on a set of condition about the equipment, several
alternatives pertaining to the possible problematic areas will get eliminated and progressively
narrows down to a few. Once this stage is reached, it is possible to conduct a detailed analysis to
locate the problem and take corrective measures.
This helped the organisation to implement trouble shooting techniques which reduce the
shutdown period and a total of 110 distinct maintenance projects and capital investments were
managed. It also eliminated schedule conflicts that would have caused delays. This technique
helped them to achieve their goals, ramping up faster to full production and improved team
corporation.
What was the challenge faced by Quarta Technologies? What steps were taken by them to reduce
it?
A Description of the challenge
Description of trouble shooting mechanism

Inventory planning spare parts
6 Explain briefly the twelve steps to be firmed up and practiced for successful implementation of
the Autonomous principles in a production unit.
A Explanation of the following
1. Introductory Education and Training
2. Cooperation among Departments
3. AM is a job fit
4. Small groups
5. Managers must take the Lead
6. Education and Practice
7. Practice first
8. Actual effects
9. Rules and standards are set by Operators
10. AM audit
11. Quick response
12. Be thorough
OM 0016 – QUALITY MANAGEMENT
1 Write short notes on the following: Integrating Quality into Strategic Management Six Sigma as
a quality framework Reliability Types Juran’s Trilogy
A Integrating Quality into Strategic Management Six Sigma as a quality framework Reliability
Types Juran’s Trilogy
2 Elucidate different types of Quality Management Systems (QMS). What are the benefits of
implementing a QMS?
Explanation of various QMS (including industry and product specific and nonspecific types,
examples)
Benefits of QMS
3 ABC is an organisation. The organisation is at the stage of lack of Quality products and services
to meet the customer requirements. The organisation decides to develop a strategy and hire
people to enhance the quality of its products and services. Being the quality head of the
organisation what are the approaches you will consider for initial cost data collection.
Listing of the approaches
Justification why the approach was chosen
Conclusion
4 Write short notes on the following: Quality standards Significance of Quality Control

Automated manufacturing Applications of Design of Experiments (DOE) to product and process
design
A Quality standards Significance of Quality Control Automated manufacturing Applications of
Design of Experiments (DOE) to product and process design
5 This is a case study about an airline. It states that how at the initial stages the airline was not
functioning properly and could not achieve customer satisfaction but however after the
implementation of Total Quality Management (TQM), the company prospered.
Bryan air airlines started in year 1988 with only 67 employees and with one 18 seater turboprop
plane from the south of east of Chelsea to London-Gatwick which carried 5000 passengers on one
route (Harrison, 2002). In 1990-1991, the company had 700,000 passengers.
However, in spite of the raise of passengers, the company could not manage cost that the company
had lost its money during the expansion of the business. The management decided to bring a
brand new management team which suggested a re-launch of the airlines as a “low fares or no
frills” airline, closely modelling the Southwest Airlines model in the U.S.
In addition, there was another problem related to quality service. Since it was a “low fares or no
frills” airline it could not cater to the customer needs. So the company decided to use TQM and a
strategic plan where both the internal and external customers will be given importance and all
the main focus will be customer satisfaction. Hence the strategic option that was used by the
company for satisfying both internal and external customers and marketing environment was
used to attain total quality management.
Hence by implementing TQM and strategic planning the company could satisfy both the clients
and the customer. Now Bryan air is one of the leading airlines in the world.
Identify the steps taken by the airline company which made them one of the leading airlines in
the world.
A Identification of the quality initiatives with evidence from the case Analysis of these initiatives
along the benefits Conclusion
6 Summarise why corporate culture is important
A Brief explanation/definition of corporate culture Instances where corporate culture must be
changed Why does culture matter?
Conclusion

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OM0017 – ADVANCED PRODUCTION AND PLANNING CONTROL
1 Write short notes on: Classification of Inventory Models Role of Controls in Operation Cycles
Forward scheduling PPC for Different Systems of Manufacturing
A Classification of Inventory Models Role of Controls in Operation Cycles Forward scheduling PPC
for Different Systems of Manufacturing
2 Five jobs are to be processed at a work station. The processing time and the due date in days
are given below. Determine:
a) The sequence of job according to the shortest processing time.
b) The total completion time.
c) The mean flow time or average completion time.
d) The average number of jobs in the system each day,
e) The average lateness.
Job
A
B
C
D
E
Processing time in days
6
19
16
11
13

Due date in days

8

22

20

14

14

Calculation of
a) The sequence of job according to the shortest processing time.
b) The total completion time.
c) The mean flow time or average completion time.
d) The average number of jobs in the system each day,
e) The average lateness.
3 Differentiate between FMS and standalone machines. Describe a few Applications of FMS in
Industries
Differentiation between FMS and standalone machines
Description of application in industry (pharma, aircraft, automobile, textile etc.)
4 Write short notes on: Material Requirement Planning Forecasting in Operations Off shoring
Agile manufacturing
A Material Requirement Planning Forecasting in Operations Off shoring Agile manufacturing
5 Define quality planning. Explain the phases of quality planning
Definition of quality planning
Explanation of phases of quality planning
6 Explain the importance of Supply Chain Management(SCM) and the problems addressed by
SCM.
Explanation of importance eof SCM
Elaboration of problems addresses by SCM
OM0018- Technology Management
1 Consider that you are a manager in a company and you want to manage a technology that is
newly incorporated.
a. Describe the effects of technologies on business.
b. Prepare a list of the factors that are considered in managing technology.
A a. Explaining the effects of technologies I business
b. Collect from the key issues in managing technological innovation
2 The purpose of forecast is to improve the quality of the decisions related to selection of an
alternative from available alternatives and not to force to accept a particular decision.
Explain various techniques for forecasting with a neat diagram
A Diagram 3 10
Describing the techniques 7
3 Write short notes on
a. Technology adoption
b. Technology diffusion
c. Technology absorption
A a. Technology adoption 3
b. Technology diffusion 3 10
c. Technology absorption 4
4 When you choose a new technology, you may have to face some of the question like what are its
functional requirements, non-functional requirements and does the technology fit the
organization culture?
a. How do you answer for these questions?
b. What is memristor?
A a. Explaining eight tips related to the selection of a new technology
b. Explaining memristor 2
a. Bridging agencies
b. Problem solver model
c. Bar-Zakay model
d. Schlie, Radnor and Wad model
A a. Bridging agencies 2

b. Problem solver model 2 10
c. Bar-Zakay model 3
d. Schlie, Radnor and Wad model 3
6 Explain the basic scheme for knowledge based applications
A Diagram of basic scheme for knowledge based applications
Explaining the knowledge based technology process

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MB 0044 - PRODUCTION AND OPERATION MANAGEMENT
1. What is value engineering? List the main benefits of value engineering?
A Definition and explanation of Value Engineering(VE)
 Definition
 Example/s
 Where is it used?
 Why is it used?
 How is it helps the organisation?
Listing of the main benefits(any four):
 Cost reduction
 Overall cost consciousness
 Culture of effecting savings across organisations
 Streamlining of administration
 Development of reliable suppliers
2. Case study: SABMiller revamps supply chain management
SABMilller, the $24bn global brewing giant, is revamping its supply chain management system to
reduce stock-outs caused by an increasingly complex and hard to predict market. The firm is
developing and testing the new system in South Africa with an eye on rolling it out to group
companies worldwide, says SABMiller programme manager Rudi van Schoor. The trigger for the
revamp came when the company's customers ran out of stocks of popular SABMiller brands
during peak periods in two consecutive years, 2007 and 2008. The shortfall on some brands was
as high as 22%. "That had a direct impact on the bottom line," Van Schoor says.
Given SABMiller's ambition to be the world's most efficient producer, such a gap was never going
to be tolerated. But instead of addressing the symptom, it called in management consultancy
McKinsey to look at the entire supply chain system to see where it could be improved and future
stock-outs avoided.
The study revealed a complex situation, one that wasn't susceptible to a "quick fix", Van Schoor
says.
Demand factors
The ethnically and demographically diverse South African market is one of the world's most
complex and fast-changing. Van Schoor cites economic growth, more disposable income in new
hands, changing and upgrading tastes, new product development and new routes to market
among the factors that influence demand for SABMiller's products.
Add to that big events such as the British Lions tour and the 2010 World Cup, and climate change,
and the picture becomes more complex.

"Our brands are the same as any other brand, especially those at the luxury end," says Van Schoor.
"If the customer comes into the shop and can't find our product, he or she has the disposable
income and self-confidence to substitute our brand for our competitors'. That's dangerous."
Van Scoor says the group has a average stock availability target of 98%. "But for some premium
brands the target is 100%," he says. That means it will live with excess stocks of some products,
just to ensure that a thirsty customer can get his or her favourite drink, every time.
Maximise profitability
But SABMiller also wants to maxmise its profitability. To do all this it must integrate information
from a lot of sources. These include sales forecasts for about 2,600 SKU locations or depots for
the brewing division and 3,100 for the soft drinks division, as well as planned promotions data
from the marketing and promotions division, as well as cost and production data, among others.
These data must then be converted into raw material purchases, manufacturing scheduling,
distribution and stockholding plans for 12 factories (seven breweries and five soft drink plants)
and three tiers of distributors, broken down into between 70 and 80 stock-keeping units (skus)
for the brewing division and around 270 for soft drinks.
And all this must be optimised for profit.
"There is inherent volatilty of demand in the soft drinks business because of seasonal change, but
less in the beer market," Van Schoor says.
Even so, improving the accuracy of demand forecasts and schedules and integrating them to boost
profitability was too complex for SABMillers's demand forecast and supply system. The inhouse
system, developed over years, had most of the usual problems associated with legacy systems: it
was inflexible, complex, hard to communicate with, and hard to integrate with newer systems,
Van Schoor says.
Integration with SAP system
After a global search, SABMiller settled on Infor's advanced supply chain management system, in
particular Infor's demand forecasting system. This takes information from modules of
SABMiller's SAP enterprise resource management system, integrates them with sales forecasts
from the field, and feeds back to the manufacturing resource planning system and financial
systems to generate production schedules, raw materials orders and volume and financial
forecasts.
This will let SABMiller make any of its products in the most cost-effective location, given the local
demand, manufacturing, transport and inventory costs.
It will also increase its flexibility in responding to changes in demand. Products will no longer be
made only in a single plant to optimise production runs, but, based on more holistic data, in the
plants that optimise overall profitability.
This flexibility also gives the company greater cover to handle factory downtime and to meet
rapid changes in demand.
But some parts of the legacy system will still be around. "We are keeping it to manage the return
and reuse of empty bottles," Van Schoor says.
But even that data will go into the Infor system so that it can create production schedules down
to tank, line and minute accuracy.
This attention to detail is part of the SABMiller ethos. Measurement and numbers are integral to
the company culture. Van Schoor says the Infor system will be tested in three ways: on its
"theoretical" answers, against actual results, and against causal factors that may have influenced
demand and supply.
Van Schoor says the $1.2m the firm spent on Infor licences was about 60% of the total project
cost. But this could be a drop in the ocean if the company adopts it worldwide. And interest from
group firms is high.
"We have used expertise from all around the group," Van Schoor says. "One of the best people on
the project came from our European division, and we have lots of others keen to know how we
do."
(Source:
http://www.computerweekly.com/feature/Case-study-SABMiller-revamps-supplychainmanagement)

Why did SABMilller revamp its supply chain? Describe the domain application used for SCM
integration?
 Analysis of the major and minor issues for revamping the supply chain with evidence
 Description of the SAP system, why it was used and the benefits from using the system
 Ingredients of a business process
 Acceptance sampling
 Work Breakdown Structure
 Productivity
[Ingredients of a business process
 Acceptance sampling
 Work Breakdown Structure
 Productivity]
4 Collaborative Forecasting Running Smoothly at Brooks Sports
Brooks Sports designs and develops high-performance running footwear, apparel and
accessories which are sold in 80 countries worldwide. In 2001, when the company shifted from a
broad product line to focus on high-performance products targeted at serious runners, it was
clear that the forecasting process needed to change to support the strategic direction of the
company. The existing forecasting process, based entirely on the judgment of the sales team, was
limiting the company’s ability to grow.
The strategy shift created a number of forecasting challenges for Brooks including:
♦ Inconsistent style growth: the new line of products experience growth rates anywhere from 0
to 50 percent annually.
♦ Long production planning horizon coupled with short product life: production and capacity
decisions are typically made 18 months before a style is launched, average lead time for a style is
6 months and the product life of Brooks’ styles range from 6 to 24 months. This means that
planners must sometimes set the entire demand plan for a style prior to ever receiving a customer
order, underscoring the importance of accurate forecasts.
♦ Increasing “at-once” orders: “at once” orders, which are placed for immediate shipment,
historically accounted for less than 20 percent of total sales. Since 2001, however, “at once”
orders have increased to nearly 50 percent of total sales.
♦ Evolving size curves: with its new focus on serious runners, the standard footwear size curve
would not adequately reflect distribution of sales by sizes.
♦ No exposure to retail sell-through: the high-performance products are sold primarily through
independent specialty stores who don’t have the capability to share sales data with vendors.
With a corporate mandate from senior management emphasizing the importance of creating
accurate and timely forecasts, Brooks completely revamped its forecasting process. An
independent forecasting group, reporting directly to the COO and CFO, was established to
coordinate input from various groups—sales, marketing, product development and production—
and to remove bias from the forecasting process.
The forecasting group established a collaborative forecasting process with three primary steps:
Step 1: Produce monthly statistical forecasts at the SKU level to capture level, trend, seasonality
and the impact of events based on historical data. Brooks chose Forecast Pro to create these
forecasts due to a number of features available in the software:
♦ Ability to create accurate forecasts
♦ Flexibility to choose forecast models or let software automatically select models
♦ Capability to model events (particularly important for predicting spikes in demand with new
product launches)
♦ Support for multiple-level models to produce consistent forecasts at all levels of aggregation
♦ Powerful override facility to enable collaborative forecasting
“Forecast Pro has been a great solution for Brooks,” says Tom Ross, Financial Analyst.

“Implementing Forecast Pro’s event modeling is very simple, which is an essential feature for us
because of our moving product launches. We also use event models to address the challenge of
forecasting events that don’t occur on a regular basis—such as races—which can have a dramatic
impact on the sales of specific products. Another powerful feature of Forecast Pro is the ability to
forecast a product hierarchy. This helps us to serve our multiple constituents within Brooks—we
review higher-level forecasts with management and easily generate detailed forecasts at the SKU
level for demand planning.”
Step 2: On a quarterly basis, get sales management and sales reps to forecast sales for a 12- month
horizon, focusing on major accounts. This input is gathered via the Web and then aggregated by
the forecasting group.
Step 3: Compare the statistical and judgmental forecasts, and make adjustments to create the final
monthly forecast. Ninety percent of the final forecasts are the same as the statistical forecasts—
changes are most commonly made to the forecasts for new styles where the sales organization
has important knowledge to add. These final forecasts are then automatically fed into Brooks’
ERP system. “Forecast Pro allows us to easily apply judgmental overrides, which is critical for us,”
notes Ross. “We now can systematically track changes, giving us a better understanding of our
forecasting performance.”
The commitment to forecasting has paid off at Brooks. Forecast accuracy has improved on
average by 40 percent, unfulfilled demand has been lowered from approximately 20 percent to
less than 5 percent, and closeouts have been reduced by more than 60 percent. The improved
forecasting has also helped to smooth out production, resulting in lowered costs and better
margins.
Source: http://www.forecastpro.com/pdfs/Success%20Story-Brooks%20Sports.pdf
What is the main issue of the case study? Analyse the forecasting solution
[Description of the main issue(forecasting process needed to change), forecasting Challenges
 Evaluation of the collaborative forecasting process
 Evaluation
 Conclusion on whether the solution could be improved or not]
5. Explain the risk management and its various components
A Definition of risk management and what it entails
Description of the four components of risk management
 Risk assessment
 Risk control
 Risk prioritising
 Risk mitigation
6 Why redesign of layouts may be necessary? List the differences between product and process
layout.
[Listing of reasons why resdesigning of existing layout is required
Listing of any five differences]

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SEM 4 MIS WINTER 2014
MI0038- ENTERPRISE RESOURCE PLANNING
1 a. Discuss about ERP software selection criteria.
b. What is improper ERP system selection? Explain in detail
A a. Explaining the ERP software selection criteria

b. Explaining the improper ERP system selection
2 a) Discuss the components of Customer Relationship Management.
b) Explain the different modules of R/3
A a. Explaining the 4 different component of CRM
b. Explaining atleast 6 modules 6
3 a. Consider two organisational environment in which one of the organisation is having no or
little communication between departments and the other organisation where all the departments
know what the others are doing. Now which environment is considered to be better and why?
b. Explain integrated Management of integration.
A a. identifying which environment 2
explaining the reasons 4 10
b. explanation of integrated Management of information
4 A business products distributor was manually processing over 300,000 customer orders each
year. Heavy order flow prior to shipping cut-off timeframes and a highly variable daily volume
created staffing challenges and inconsistent order turnaround times.
Despite an effort to process customer orders via EDI, the company continued to receive over
20,000 orders per month via fax and email requiring manual data entry. Customer Service
Associates in three different centres manually entered the orders into the order management
system with the added pressure of meeting a shipping deadline. As any manual single-pass data
entry process there were many errors, especially during peak processing cycles.
Due to a complex product catalogue, variety of order types received from customers, and the large
customer base, finding and training data entry specialists was a challenge. Fluctuating daily order
volumes made maintaining appropriate staffing levels very difficult. During peak demand periods
order processing lags would greatly decrease customer satisfaction levels. To solve all these
problems the company implemented an outsourced automatic data entry solution with
sophisticated “free-form” data extraction for their fax and email orders. The solution was able to
recognise and capture data from any customer order format with 99.5% accuracy. Order input no
longer requires the participation of the company’s order entry staff, which has reduced labour
costs. The solution also receives fax and email orders on behalf of the company directly from
customers and converts the hardcopy order to an EDI electronic purchase order for the order
management systems.
The solution includes a customised web-based portal to support exception processing and a
secure web tool for archiving and storing images of all of the original order documents. The
solution is completely accessible on demand from any of the company’s workstations. The
solution was fully operational within 90 days and required zero capital investments in hardware,
software or labour on the part of the company.
Questions:
a. What are the challenges that the company faced before the installation of the Data Entry
solution?
b. What are the benefits of the Automatic Data Entry solution?
A a. Listing the Challenges 5 10
b. Listing the benefits 5
a. Gap Analysis
b. Reduction of lead time
c. BAAN company
d. End users
e. ERP trends
A a. Explaining 2 10
b. Explaining reduction of lead time 2
c. Explaining about BAAN company 2
d. Explaining End users 2
e. Explaining ERP trends 2
6 Describe in detail the workflow of HRM that deploys ERP systems with a neat diagram

A Diagram 3
Listing the different sub modules 2 10
Explaining 5
MI0039- E-COMMERCE
1 Electronic Commerce is commonly known as e-commerce, is a process of buying and selling of
goods or services using electronic systems. List the applications and benefits of e- Commerce.
A a. Applications of e-Commerce 5
b. Benefits of e-Commerce 5 10
2 The e-Commerce architecture is divided into different layers which help us to have an organized
discussion of building blocks of e-Commerce in a logical order. Explain the layered architecture
of e-Commerce systems
A Explaining the six layers of e-Commerce systems 10 10
3 Suppose you are the network admin of WXZ Software Company and you are given the
responsibility of managing all the servers. What are the steps you would follow to avoid hacking
of the company’s information?
A Explaining the threat and to avoid threats 10 10
4 Assume that you are the project manager of VSG company. Due to some reason the company’s
server got shut down and the company is not able to access the company’s confidential data. What
steps would have been taken by you to avoid this?
A Explaining the backup alternatives 10 10
5 Write short note on
a. Target Audience
b. Preparing the budget
A a. Target Audience 5 10
b. Preparing the budget 5
6 Guest look is an Indian based cosmetic manufacturing company which manufactures a wide
range of cosmetics for men. Although its product was used by men all over the world, a number
of new cosmetic manufacturing companies arose in the market challenging Guest look. Now Guest
look has to find innovative ways of advertising its products.
So far, Guest look’s advertising aids were mostly printed and television media. Now Eguest look
realized the importance and benefits of e-Marketing and has started concentrating on eMarketing. As the company is known for its integrity and will not compromise on that with spam
and unsolicited mails. Therefore, company identified three techniques such as search engine
optimization, improving existing website and banner ads.
a. What are the benefits of offline advertising? Are Guest look following offline advertisement?
Justify your answer
b. If you are working with the development team of Guest Look, how would you go about
improvising the existing website?
c. What banner ads?
A a. Listing the benefits of offline advertising 2
Justification of the answer for using offline advertisement
b. Explaining how to improvise the existing website
c. Explaining banner ads and its drawbacks 3

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MI0040- TECHNOLOGY MANAGEMENT

1 Consider that you are a manager in a company and you want to manage a technology that is
newly incorporated.
a. Describe the effects of technologies on business.
b. Prepare a list of the factors that are considered in managing technology.
A a. Explaining the effects of technologies I business
b. Collect from the key issues in managing technological innovation
2 The purpose of forecast is to improve the quality of the decisions related to selection of an
alternative from available alternatives and not to force to accept a particular decision.
Explain various techniques for forecasting with a neat diagram
A Diagram 3 10
Describing the techniques 7
a. Technology adoption
b. Technology diffusion
c. Technology absorption
A a. Technology adoption 3
b. Technology diffusion 3 10
c. Technology absorption 4
4 When you choose a new technology, you may have to face some of the question like what are its
functional requirements, non-functional requirements and does the technology fit the
organization culture?
a. How do you answer for these questions?
b. What is memristor?
A a. Explaining eight tips related to the selection of a new technology
b. Explaining memristor 2
a. Bridging agencies
b. Problem solver model
c. Bar-Zakay model
d. Schlie, Radnor and Wad model
A a. Bridging agencies 2
b. Problem solver model 2 10
c. Bar-Zakay model 3
d. Schlie, Radnor and Wad model 3
6 Explain the basic scheme for knowledge based applications
A Diagram of basic scheme for knowledge based applications
Explaining the knowledge based technology process
MI0041- JAVA AND WEB DESIGN
1 Write down what the following tags will perform
a. <table>
b. <td width>
c. <embed>
d. <a>
e. <object>
A a. <table>
b. <td width>
c. <embed>
d. <a>
e. <object>
a. Web browsers
b. Web development tools
A a. Explaining web browsers with an example

b. Explaining web development tools with an example
3 Write a programme to create a webpage that prints the name of the STUDENT database in Wide
Latin font and set the subtitle with description of the STUDENT to the screen. Set the page layout
to the webpage. Insert one image after the database with a Thank you note.
A Programme 7 10
Writing the output for the programme written 3
4 Read the following case study thoroughly and answer the following questions:
ABC is an educational institute which is reputed for its management courses. It has 3 branches in
different places and is planning to launch 2 more branches in some other places. The institute
used to maintain the student details in the form of a hard copy file. One day, a fire broke out in
the record section and all such records were destroyed. Next day the management decided to
maintain the student details in a computer so as to prevent the damage due to such disasters. One
of the management members suggested that XYZ Company is capable of developing a kind of
application for maintaining records using java. The member further told other members that in
his friend’s organisation the same java application developed by the sXYZ company was working
very effectively and it also offered enough security parameters. Immediately the management
appointed an employee who had good knowledge of java language to oversee the implementation
of the required application. That employee prepared an outline of the company’s requirements
and submitted it to the XYZ Company. The requirements of institute were: For institute’s
employees–student details, course details, materials, and access rights. For students it was–
Course material, feedback on assignments, course details and faculty details.
XYZ company’s web designers developed a prototype of an application based on the requirements
of the ABC institute. Now the programmers of XYZ company detailed the process of application
development based on the specified requirements. They decided that for display purpose they
can use JSP (Java Sever Pages) and to retrieve the details of a particular student, they would create
JDBC connection to the all branches. The student details can be stored in a database table (server
side) by using MySql.
They also decided to use servlets for internal process. That is, sending of request and obtaining
response from the server. After developing the application, they submitted it to ABC institute for
testing purpose. During the testing process, it was found that there is no proper security
mechanism in the application. That is, the application permitted ‘Login’ by every member. So ABC
company asked XYZ company to install security mechanism in the application such that it gives
separate access to the employees and students. XYZ company modified the application by giving
only limited and absolutely necessary access rights to the concerned users. Also a new security
parameter added to the application, prevented access by a user for 24 hours if he/she entered
incorrect ‘Login’ details for three consecutive times.
a) Give reasons as to why ABC institute decided to choose XYZ Company for the development of
Java application.
b) Discuss the reason for using JSP in java application.
A a. Answering for reasons 5
b. Reason for using JSP 5 10
5 For the above case study answer the following questions
a. State the reason for using database connection in the application.
b. Explain the purpose of creating a java application for the ABC institute.
A a. Reasons for using database connection 5 10
b. Explaining the purpose of creating a java application
6 How do you handle exception in java? Give with an example
A Explaining handling exception and the ways of exception can occur
Exception types 4
Explaining different types of exception handling like, using throw, using finally, etc

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SEM 4 MARKETING WINTER 2014
MK0015-Services Marketing and Customer Relationship Management
1 “Positioning a service in the marketplace is much like positioning a product”. Explain Service
positioning and its purpose with the help of an example.
Explanation of service positioning
Explanation of purposes
Example
2 Elaborate GAP analysis in detail.
Explanation of GAP Model. 10 10
3 “Interaction plays a lead role in building customer relationships”. Explain CIM in this context.
Explanation of CIM
Explanation of Methods
4 What are the various types of conflicts in marketing services?
Explanation of types
5 Elaborate the important steps that service providers should bear in mind while implementing
one to one marketing.
Explanation 10 10
a) E-CRM
b) Customer Retention
a) Meaning, opportunities and benefits
b) Meaning and Strategies
MK0016-Advertising Management and Sales Promotion
1 Do you agree that humour content in advertisement leads to better results? Support your view
with examples.
Explanation of statement
Examples
2 Experts have found that consumers often respond to messages in a hierarchical order of
behaviour. Throw light on communication response hierarchy in this context.
Explanation
Diagram of Model
3 Explain the role of a media planner and media buyer.
Role of media planner
Role of media buyer
4 Explain the strengths and limitations of direct marketing. List few products which are suitable
for direct marketing.
Explanation of strengths
Explanation of Weaknesses
Listing of products suitable
5 “Kids are the new age customers”. Do you agree with this statement? Explain Brat Power in this
connection.
Explanation 10 10
a) Stereotyping in advertisement
b) Regulation governing Broadcast Media Advertising
a) Meaning and explanation
b) Explanation

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MK0017-E-Marketing
1 Elaborate the e-marketing techniques used for various marketing activities.
Explanation of techniques 10 10
2 “Motivation to buy a product is crucial part of studies in online consumer behaviour”. Explain
Explanation of types of buying behaviour 10 10
3 “A website has to be designed to showcase the company and its products”.
Explain how to create a website along with its elements.
Explanation of creating a website
Explanation of elements
4 Explain 2P+2C+3S Formula in E-Marketing with the help of a diagram.
Explanation
Diagram
5 “Businesses are always looking to develop new sales and distribution channels to maximize
profitability and growth”. Explain
Explanation of role of distribution 10 10
a) Sales Force Automation
b) Customer Loyalty
a) Meaning
b) Meaning
MK0018– International Marketing
1 Discuss the different management orientations of a company. How does it affect international
marketing?
Management orientations
Effect on international marketing
2 It is very important to analyze the politico- legal environment of a country in international
business. Comment.
Discuss the statement
3 Compare GATT and WTO and discuss the implications of WTO on international marketing.
Comparison
Implications of WTO
4 Nestle is marketing bottled water to Pakistan. Which segmentation it adopts there and what are
the other international market segmentations?
Nestle’s segmentation
Bases of segmentation
a) International packaging
b) International logistics planning
a) role and problems with packaging
b) meaning and components of logistics
6 Select a product of your choice for export and explain how you will do the pricing and costing
of that product.
Choosing the product
Export pricing and costing

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