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Compensation and Benefits 1. ABC Ltd is a newly set up Textile Unit in Silvassa and you are hired as a compensation consultant. The first task you have is to recommend compensation strategies that ABC Ltd. may follow. Which factors will influence the compensation strategies? 2. You are a HR Manager in SATYAM Teleservices. In a recent meeting of the Board of Directors, it was decided that the exercise of job analysis will be undertaken to set the compensation management process rolling. Which methods will you recommend for job analysis process? (10 Marks) 3. LMC Pvt. Ltd is a recently set up Medium Enterprise operating in the IT sector. The company has 50 employees in which 20 are females. Company has decided to offer benefits to its employees. In this background, answer the following questions. a. Which legally required benefits Company has to provide? (5 Marks) b. What type of health care benefits the company can provide? (5 Marks)
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Industrial Relations & Labour Laws 1. Sanghvi Manufacturing has been in the business of manufacturing steel coils. You have been a worker in the factory for the last 5 years. The management had always been friendly and supportive of the workers. Now a new management team has come in and they don’t have the kind of connect with the workers that the earlier team had. The workers are worried about how things will be in the future and are concerned about how to put across their requirements to the new management team. While discussing these developments in the factory with your neighbor, you learnt that one way of communicating with the management is by forming a trade union. Your neighbor suggested that you and a few others form a union in Sanghvi Manufacturing to put forth your demands. You have called all the workers in the factory to explain to them the concept of trade union as well as steps to be undertaken to create the same in the factory. Question: Make a detailed note of what you will speak to the workers – including benefits of a trade union as well as the process for registering the Union (10 Marks) 2. Company ABC employed Ram Prakash, 35 years old, as a worker in their factory earning Rs.2500/- per month. One day the Factory Manager received a call from the local hospital saying that Ram Prakash had been admitted as an accident case and has suffered permanent total disablement. The Manager reached the hospital and understood that Ram Prakash had met with an accident under the influence of alcohol. On further investigation, it was also found that Ram Prakash had been on leave on that day and had met with the accident while travelling on personal work. Question: What compensation is the company liable to pay? Which Act is this covered under? For Compensation calculation the factor can be taken as 197.06. (10 Marks 3. Company MNO is a motorbike manufacturer with their factory in the
Cholapur industrial belt. The factory has 40% of the workforce on its permanent payroll and the remaining 60% consists of contract workers and trainees. The contract workers are paid only the minimum wage whereas the permanent workers are being given higher wages linked to the work they do. The workers have been asking for higher wages and appointment of contract workers as permanent workers in the factory. Tensions got escalated when 4 workers, who had approached the management to allow them to form a union, were terminated. Hundreds of workers went on strike. Workers in other factories in the industrial belt also joined them. Wages being low in India make it an attractive manufacturing hub for companies, but workers feeling the effects of rising inflation have been agitating for higher pay. Most companies in this area have preferred to use the Works Committee to handle labour issues and have avoided recognizing trade unions. a. Has the management followed the principles of healthy industrial relations policy including being legally compliant? (5 Marks) b. Assume that you were one of the workers working in this company. What are your views on how to approach the problems faced by you and your fellow workers? What legal recourse do the workers have in such a situation?
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Manpower Planning, Recruitment and Selection Q1. XYZ Enterprises is in the business of setting up Solar Power plants. Over the years, the company has been hiring bright engineering graduates from good engineering colleges. They follow a systematic process of identifying colleges to recruit from and have a detailed recruitment process, including a written exam and personal interviews. However, there are very high levels of attrition amongst the graduate engineers. When the HR team did a
detailed analysis of the data, they found two primary reasons for the exits: 1. The engineers used this as a temporary job while preparing for higher education courses, particularly for colleges abroad. 2. The role itself did not really need high-level engineering skills and the roles they were performing, could easily be done by skilled and well-trained diploma graduates or technicians. The company has now decided to focus on hiring technicians and diploma graduates. Question. What aspects of HR Planning and Strategy will the company need to focus on for this approach to be successful? (10 Marks) Q2. Jahazi Company is a company that is into operating boats for leisure cruises in Kerala. The owner of this company, Mr. Nair, now wants to move into International waters by setting up a base in Singapore, to provide these services in South East Asia. Mr. Nair is planning to move to Singapore to manage operations for all his entities from Singapore. However, he is worried that once he moves to Singapore, his original operations in Kerala will suffer. You are the HR Head of this company. Mr. Nair has asked you for advice on how to handle this transition so that the Kerala company performance is not impacted. Question: What is you recommendation and how would you approach this process? (10 Marks) Q3. Funky TV is a music television channel that is very popular amongst youngsters. It is considered a fun channel and has a great brand recall value, but due to high content costs and other expenses, it is not very profitable. The channel is successful because of the new formats and interesting ideas it keep introducing regularly on air. The employees are mostly in the age group of 22-30. There are a few other employees from older age groups as well. The company prides itself on being a Crazy and Cool workplace. Each employee at the time of joining is given decorating material and lots of colourful paper to help them decorate their workplace. This is an open office layout. All employees including the senior management sit in the same area and there are small meeting rooms for people who wish to have a quiet conversation. Every evening at 6 pm, one employee is randomly selected by draw of lots and gets to choose a playlist to play on the public address system. There is no dress code and employees are inspired to discover their individual style. The employees are encouraged to speak their mind, share their ideas and disagreements are considered healthy. Managers avoid taking unilateral decisions and prefer to have a
consensus-based approach. The culture is also such that it attracts talented people from across all walks of life. The current channel programming in charge was a professor of physics before he joined the channel. Though the company faces stiff competition in the music television space and is not the best paymaster, it still has low levels of attrition. a. Describe the basic features of Funky TV’s organisational culture (5 Marks) b. Basis the case study given above, what role does culture play in attracting talent to the company? (
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1. With the help of a Google’s (as a company) example explain how it foster’s innovative culture. (10 Marks) 2. Explain Power Culture & Task Culture with the help of industry example in each case. 3. Harshad after completing MBA joined his father’s family business which over the years has grown well. Within the first month itself Harshad noticed it quite well that the organisation had a very weak culture. No one was aware about the organisation’s vision, objectives etc. Employees were not disciplined as far as the work timings were concerned. To top it all the Senior Management was not involved with the employees. Harshad understood that cultural change is the priority in the organisation. In this context explain
a. How important is Harshad’s role as leader in changing organisational culture? (5 Marks) b. How can Harshad explain the attributes of cultural change to his top management? (5 Marks)
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Organizational Theory, Structure and Design 1. As the HR head of a Start-up Go-Tech, you have been asked to create an Organizational Structure. Which factors would you consider while developing the structure. Explain the elements to be considered while finalizing the structure. 2. Royal Paints has been going through a tough business cycle. Competition is intense and market conditions unpredictable. Top management requires to do a detailed external environment analysis for effective planning. Suggest some techniques that can be considered for this exercise. (10 Marks) 3. Rita and Rohan both work for a software development company. Rita, a project team member, along with her boss had interviewed Rohan, but strongly opposed hiring him for the project because she thought he was not competent to do the job. Seven months after Rohan was hired, the manager left and recommended that Rohan and Rita serve as joint project leaders. Rita agreed reluctantly. Within a
month Rita was angry because Rohan was representing himself to others as the leader of the entire project and giving the impression that Rita was working for him. Rita said: " Rohan called a meeting of the project team without even consulting me about the time or content. At the meeting, Rohan reviewed everyone's duties line by line, including mine, treating me as just another team member working for him. Rohan retorted, "Rita is all hung up with feelings of power and titles. She is too sensitive about everything. I call a meeting and right away she thinks I'm trying to run everything. Rita has other things to do, other projects to run, so she doesn't pay too much attention to this one. She mostly let things slide. But when I take the initiative to set up a meeting, she starts jumping up and down about how I am trying to make her work for me." Rohan and Rita seem to have several conflicts occurring simultaneously. Keeping the conflict process model in mind, a. Explain the nature of conflict. (5 Marks) b. How will the conflict get resolved?
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Performance Management System 1.
Radhika Chopra is working at Mukta Technologies Ltd as a telecaller
in the call centre that accounts for the US business. Radhika has been an excellent performer and always exceeds her targets. Since the past 6 months, Radhika’s mother has been diagnosed with a terminal illness and this has taken a toll on Radhika. She often gets into arguments with her colleagues and also has been unable to achieve her targets. While her team members were earlier supportive
they are now finding it difficult to cope and have escalated the matter to Rajeev Chandan (Head of the Business). Rajeev decides to have a coaching conversation to help Radhika. Assuming you are Rajeev, how would you coach Radhika and guide on some solutions? (10 Marks) 2. Devesh Agarwal is the HR Manager at Big Mart Ltd which has retail stores across India. The company is 5 years old and has 25 retail stores in metro and small cities and towns. The stores specialize in end to end products ranging from Apparels, furniture to groceries and more (ref like a Big Bazaar and Food Bazaar). The company has just recently made profits of 10 crores. Devesh is considering implementing the Balanced Score Card (BSC) for the company as he believes the BSC can play an important role in the company’s growth. Design a Balanced Score Card for the company covering 2 examples each in the Financial, Customer, Business Process and Learning & Growth quadrants. (10 Marks) 3. Dharma Films Ltd is in the filmmaking business focusing on movies, television and digital series and related merchandise. The company has been in existence since 2010. The company now has plans to go global and also expand rapidly. You have joined as the HR manager at the company : a) Prepare a Vision and Mission statement for the company (5 Marks) b) Write 2 SMART (Specific, Measurable, Achievable, Relevant, Timebound) which can help the company achieve its vision that you have prepared.
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Capital Market and Portfolio Management 1. From the following information rank the mutual funds using Treynor ratio, if risk free rate of interest is 8%. Mutual Funds Rp(Return) Standard Deviation Correlation coefficient with market MF1 22% 25% 0.6 MF2 24% 17% 0.5 MF3 15% 11% 0.45 Market 20% 23%
2. Calculate the return as per CAPM for each of the company’s stock and identify and advice accordingly whether they are under-priced, overpriced or correctly priced. (Returns of T- Bill is 8%.) (10 Marks) Stock Expected Return Beta Infosys 24% 1.7 HUL 20% 1.4 Reliance Industries 15% 1.1 SBI 17% 1.2 Sensex 18%
3. Anil has completed his MBA and has joined a portfolio management company. The profile for which he was selected was to create and maintain the portfolio of retail clients. Before Anil interacted with the clients, his manager wanted to test his understanding of the same. In order to test his knowledge regarding investments, his manager ask him to prepare a presentation on: a) Factors that impacts the investment decisions of a person. (5
Marks) b) Difference between the two main classes of financial instruments that an investor uses in their portfolios. (5 Marks)
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Corporate Finance 1. Miss Ninna is planning to open a boutique at link road. Her financial advisor says that its essential to take care and manage well the working capital, as it ensures smooth running of the operating cycle of business. However, there are various factors which affects the working capital management. If you being the financial advisor of Miss Ninna, discuss those factors in detail. (10 Marks) 2. Alpha limited is investing $500 million in a new project. The present values of the future after tax cash flows resulting from the project is $750 million. The company has 100 million shares outstanding, having market price of $45 per share. Assuming, the project being independent of other expectations about the company, Calculate the effect of • The new project on the value of the company on the company’s stock. (10 Marks) 3. The data related to two companies A and B , are as underAB Sales 500000 1000000 Variable cost 20% of sales 25% of sales Fixed Cost 1.2 lacs 2 lacs
Interest 0.5 lacs 0.75lacs
i. Determine the operating and financial leverage (5 Marks) ii. Determine the combined leverage for them. Also, comment on the relative risk position of the companies
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Taxation - Direct & Indirect Question 1 Kabra builders is a contractor and AV Ltd is liable to make payment to the contractor for certain transactions executed during the year. Discuss the obligations of AV Ltd as a tax deductor and the consequences if tax is not deducted as required. Question 2 Amman is going to participate in a general awareness quiz at his college. However, he is confused about GST, its various components of GST and how they differ from each other. As a friend of Amman how you will address his confusion? Comment. Question 3 Mr. Verma owns two residential houses at Chennai. The essential details are as under
Particulars House I House II Municipal valuation 133500 142500 Fair Rent 144500 135500 Standard Rent 144000 148700 Municipal taxes payable 10000 7500 Repairs 15000 3000 Insurance premium 2500 2000 Interest on loan 45000 50000 Advise him which property he should treat as i. self-occupied and (5 Marks) ii. deemed to be let out, in a manner beneficial to him
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Cost and Management Accounting Question 1 AMMI Ltd presents following information for Dec,2018Budgeted production of product A = 20000 units Standard consumption of raw material S= 5 kg per unit of A Standard price of material S = Rs 10 per Kg Actually, 22000 units of product A was produced and material S was purchased at Rs12 per kg and consumed at 5.2 kgs per unit of A. Calculate the material cost variances and discuss the results. (10 Marks) Question 2
You have decided to start up a venture for manufacturing gel pens. You plan to discuss the term cost and the essential elements of cost with your partner so as to find the suitability of various costs that can be incurred during the production. Design a presentation to discuss the same with the relevant examples. (10 Marks) Question 3 Bhakti Ltd provides you the following information in relation to the year 2016-17 and 2017-18 2016-17 2017-18 Opening Stock(units) 100 500 Production (units) 1500 1800 Fixed Cost Rs 1lacs Rs 1.5 lacs Variable Cost 120000 250000 Sales(units) 1900 1100 Selling price (Rs/ per unit) 500 700 Closing Stock( units) 200 500 Calculate the net profit and value of closing stock, using – a. FIFO basis (5 Marks) b. LIFO basis
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Financial Institutions and Markets NMIMS April 19 1. XYZ Private limited wants to expand its business. Therefore, they are in immediate needs for short term funding. As a finance manager you are required to present all the possible options of raising short term funds for the organisation. 2. You have been recently appointed as an insurance agent in an XYZ insurance pvt Limited. Your reporting manager ask you to prepare a presentation on the two broad category of Insurance industry. Help him with his presentation. 3. You are a financial advisor in an investment firm. Mr. Nair wants to invest in the derivative market but he does not have any idea about it. Hence he approaches you inquiring the concept of “options” which are available in the market. a. Help Mr Nair with the basic concept on options and how it will help Mr. Nair in diversifying his portfolio. b. Also explain him the basic hedging techniques which are available in the market
Project Management NMIMS Apr 19 Q1. You are working for a small but growing construction company as a Project Manager. Your CEO has asked you to evaluate few project management software tools and select one of them for the company. Make a comparative evaluation of three software project management tools of your choice and justify selection of one of them. Please make suitable assumptions but specify them explicitly. Q2. You are involved in a project that has got nine activities – A1 to A9. The project start date is 1st April and estimated end date is 8th July. The project review date is 1st June. Please draw the Gantt chart as it would look on 1st June. Also comment on how Gantt charts help in scheduling and monitoring the project. Q3. “I am lost! How can I know how much time this Turnaround Time (TAT) improvement project will take? I can’t do crystal gazing!” Ninad got so frustrated when he was asked by his boss to start working on a project to improve Turn Around Time (TAT) for support queries. “Don’t worry. I suggest meet Vandana ma’am. She knows how to manage projects and she is very helpful”, Nupur, his colleague tried to calm Ninad down as they were speaking at lunch table. “That seems to be a good idea. I have never spoken with Vandana ma’am but I know she is too good and helpful. Let me contact her immediately after lunch.” Ninad seemed to have got relaxed with this idea. a. Which are the methods that Vandana ma’am would suggest to Ninad for performing project planning estimation? Which one she would recommend for the TAT improvement project? b. Which are the estimation tools that Vandana ma’am would suggest to Ninad? Which one would she recommend for the TAT improvement project?
Business Ethics Governance and Risk NMIMS Apr19 Q1. As department manager, you are tasked with hosting an informal celebration in the office. The food budget is Rs. 20,000. Your next-door neighbor, Rhea Sharma, has just started her own catering business and asks to supply the food for your company’s celebration. Since she is just starting out, she’ll do it at cost and provide extra items at no charge. Is there a conflict of interest here? What points might you want / need to consider while preparing to discuss her proposal with the department head?
Q2. You have studied Business Ethics as a structured subject for the first time. Has it influenced your perception and understanding of the process of doing business, how? List 3 ways in which you see it helping you in your day-to-day business decision-making process, irrespective of your function and designation. Q3A. It has become quite common to market/target products and services to children in certain advertising campaigns, be it consumer durables or food or FMCG products. Is it ethical to market to children? Justify your answer giving valid reasons. Q3B. Pick a current popular advertisement from a national TV channel and critically analyze as to what negative social / ethical messages it is conveying/re-enforcing and what can be changed in the advertisement to convey a positive social/ethical value of the product /service being marketed.
Services Marketing NMIMS Apr 19 Q1 SVC Telecom Ltd is a market leader in basic telephone services. It was rated as the best service provider by a leading business magazine. It is now planning to enter the highly competitive mobile services market on a national scale. What are various options that SVC has regarding the positioning of its new mobile services? Q2 Medicare Hospitals, a multi-specialty hospital chain, has branches in all the four metro cities. As part of the exercise to improve the customer service at the hospital, it wants to analyze the adequate service expectations & the factors that affect the adequate service expectations of the customers. What are the possible factors that affect the adequate service expectations in the context of healthcare services? Q3 Read the following case & answer the questions: Banking sector is going through a major transformation and witnessing robust growth. Automation is the order of the day. In order to sustain competition & enhance customer experience new initiatives have been introduced. Technology is the driving force and internet and mobile banking are the recent trends. You are the chairman of a 30 year old private sector bank with conservatives approach. Employees being from the old school of thought have resisted the new trends now introduced by most of the banks. Your branches are majorly located in South India. The bank is faced with a few Takeover threats in the past. The government is insisting merger of the bank for viability & modernization. Your product portfolio requires a change to attract new customers and retain the existing ones. The board is expecting from you a thorough overhaul of the marketing mix. Questions: (1) Design the service product offering for your bank (2) Evaluate the role and importance of people in a service industry.
Marketing Research NMIMS Apr 19 Q1. Consider the following four research studies: i) An opinion poll is conducted to understand who is likely to be the future PM of India in the upcoming elections in 2019. A sample of 10,000 people is uniformly split across six metro cities and all age and income groups ii) A survey is conducted among the people on the streets in Delhi NCR to understand what do they think of the government initiatives against air pollution iii) A survey needs to be conducted among the Principals of International schools on the scope of IB curriculum in India. Since a list of all Principals is unavailable, the researcher will start with any one Principal and ask him / her to refer to another Principal and the referral shall go on.
iv) The HRD Ministry is conducting a feedback survey among the students of various colleges of Delhi University. Instead of approaching few students from each of the colleges, it has been decided to take a sample of Class Representatives and Members of various clubs, committees and societies. State the sampling method used in each of the above researches and support your answer with a justification. Q2. Despite some of the leading Indian cities being on top of the charts of the World’s most polluted cities, ironically, Indians are still skeptical about the use of air purifiers for home use. More than half of the purchases are by institutional buyers such as hotels, large companies, government institutions etc. Despite many major cities such as Mumbai, Bengaluru and Kolkata oining Delhi NCR in facing worsening air quality each year; air purifiers are still hyped up in India. Marketers such as Eureka Forbes, Kent RO Systems, HiCare Services, Philips and LG, are unable to decode the Indian consumer’s mindset and psyche behind this phenomenon. To address this concern, the air purifier marketers want to conduct a consumer research to understand the consumer perception and psyche around the usage of air purifiers. State the research objective(s) and propose a detailed research design describing the sources of data, research method, target respondent, sample selection method, data collection method. Q3. Brick and Mortar stores selling consumer electronics are staring at their worst possible Diwali in five years. Low footfalls are being accounted to the consumer expectations of huge discounts on online stores. Despite promotional schemes and discounts being offered by offline retailers, they have still failed to match the unprecedented price cuts and cashback offers on the likes of Amazon and Flipkart. Meeting the consumer’s needs and expectations seems to be a daunting task after all. a. State the management problem(s) being faced by the offline retailers in consumer electronics and the corresponding research objectives that your research will aim to cover b. Briefly describe the research methods that you would use towards this research
International Business NMIMS April 19 Q1. Aditya runs a successful Business in India. His dream is to make his company’s presence globally. After sorting the financial needs through the bank, Aditya is now confused as how he can move in regard to international payment. Advise Aditya to understand the various instruments of Payments which are available in the international business. 2. Market Research plays a very vital role in the success of any organisation. Being a market manager, highlight the various advantages of having a sound market Research Department in an organisation. 3. XYZ is an international Consulting firm with its presence worldwide. It assists exporting companies in regard to documentation required in their process of internationalization. a. Mr. Sharma approached the Consulting Firm, inquiring about the broad classification of export import documents which will be required by him in carrying his business. Advise Mr. Sharma on the same. b. Additionally, guide him on the Performa Invoice, Purchase order and letter of Credit forms which he needs to fill up while entering into an export contract.
Consumer Behaviour NMIMS Apr 19
Q1. Horlicks is an iconic health drink for kids. Over the years, the brand has introduced several variants of Horlicks. What is segmentation and targeting? Identify the type of segmentation done for each of the following: 1. Horlicks Chocolate for fussy children who like fun flavors 2. Mother’s Horlicks for pregnant women and lactating mothers 3. Junior Horlicks for newborns and infants 4. Horlicks Lite for calorie-conscious adults Q2. Consider you are the marketing manager for a Protein supplement brand- MuscleOctane. MuscleOctane is a whey protein supplement targeted towards gym-goers who do heavy weight lifting and have protein requirement which are not met by regular diet. In context of Maslow’s Hierarchy of Needs, conceptualize 2 ad campaigns for MuscleOctane that appeal to the Self-actualization need and the Safety need. Q3. Enumerate the steps in a consumer’s decision-making journey for the following situations. A) You have recently become conscious of your physical fitness and have started running 5 times a week. You think investing in a high-end fitness band will keep you motivated and help you monitor your progress. Being a complete newbie to fitness, you don’t have much of an idea about brands, features, pricing, important criteria, etc. B) You’ve always used Paracoco, a coconut oil brand, since childhood and saw your mother using it too. After years of using Paracoco, your needs have changed. With the recent trend of cold-pressed, organic, virgin coconut oils you decide to switch to another brand.
B2B Marketing NMIMS Apr 19 Q1. M/s Ultra Power manufactures shoe shine machine named as “Shiny Shoes”. The company plans to target organizations which has branches across India. Explain various types of Marketing Communication mix that the company should use to sell “Shiny Shoes”.(10 Marks) Q2. M/s Surya doesn’t use any latest technology to do business or to interact with customers or even employees. The customers have complained about the same in the past. Explain any five technologies that can be introduced in the organization to improve the processes. The primary aim of the information technology should be to upgrade the business and satisfy customers. Explain the importance of each technology in brief. (10 Marks) Q3. M/s Sunflakes is a pharmaceutical company having its production facilities in Pune, Bangalore and Kolkata. The company is facing difficulty in distribution of its products. 1.
Design and explain the levels that will be involved in the distribution of pharmaceutical products. (5 Marks)
2.
What techniques should M/s Sunflakes use to keep its channel members trained and motivated? (5 Marks)
International Marketing NMIMS Apr 19 Q1) You are the CEO of Bajaj Auto, a 2 wheeler company in India. You decide to compete with the existing 4-wheeler brands in India by launching “Qute” a quadricycle. How do you plan to undertake your Segmentation strategy along with your Positioning strategy? (10 Marks) Q2) You are the owner of a well established Pizza chain in South Korea by the name of Mr. Pizza. Suggest 3 ways of entering India. Amongst the provided options, suggest which alternative is the best & why? Once the option is chosen how will the roll-out occur? (10 Marks) Q3) You are an Australian soft drink brand by the name of “Sunkist”, a citrus brand & wish to enter India.
A) What aspects of New Product Development will you undertake & execute. Enlist in details with relevant examples. (5 Marks) B) Given that India is a unique market by itself, what specific customized changes will you undertake to your product “Sunkist” while introducing in India. Would you stick to only “Soft drinks” category or diversify? (5 Marks)
Integrated Marketing Communications NMIMS Apr 19 Q1. You are the owner of a Men’s fashion store. With the wedding season approaching you are planning to promote it. How would you go about it? (10 Marks) Q2. You are the brand manager of an FMCG Foods company and your company is launching a new range of healthy quick bites targeting the working population. Explain the Integrated Marketing process you will use to launch the product? (10 Marks) Q3. Case Study Blueair Air Purifiers aim to gain 10% Market share by 2020 Source : PTI feed TOI Sweden based airpurifier firm Blueair is looking at India as a priority market and expects to gain a 10% market share by 2020. It is in a nascent stage but cluttered category with 28 players vying for a share in the 350 Cr. Market growing at 40%. Blueair is a high end product. India is a high potential market and is expected to grow to Rs. 1500 Cr.-1800 Cr. Size in the next 3-4 years depending on when the inflection point happens. Currently the market is centered around Delhi but there is a growing awareness across metros about the need for air purifiers. Blueair has managed to double its sales last year and should continue to double it every year to reach its target of 10% share of Market by 2020. Questions 1.
In a competitive market with many serious players, how should Blueair approach their IMC to reach their target of 10% share by 2020? (5 Marks)
2.
What tools would you leverage in the promotional activity for Blueair to double their growth every year? (5 Marks)
Sales Management NMIMS Apr 19 Q1. Why are sales territories required? Discuss the various stages in territory planning and suggest what type of territory planning is appropriate for the following cases 1.
a) A company selling food products
2.
b) A company selling holiday packages
3.
c) A company selling bulk drugs to large pharma companies (10 Marks)
Q2. Describe principles of effective presentation. How would you plan your sales presentation if you are a sales person, responsible for selling PCs to individual consumers? (10 Marks) Q3. Rajan, the regional sales manager of Hercules Motorcycles Ltd. (HML), has just completed the monthly meeting in his office with his six dealers of Chennai. Rajan is quite upset as the meeting did not go well as planned. The problem started with the targets for the next month he gave to the dealers. None of them was willing to accept it saying that the targets were too stiff and not achievable. The dealers were also not convinced about the ability of the proposed promotional support for the month helping them achieve the targets. The problem is compounded as 25 per cent of the margins to the dealers are directly linked to achieving their monthly targets This is third month running that Rajan is facing the target issue with the dealers. Rajan strongly believes that (HML) and its sales management team understands the company needs, the competition and the prospects better and hence they can decide the targets for the dealers. The dealers have been missing the targets in the previous two months. In the first month only two dealers beat the targets and in the second month only one dealer could meet his target. In the current third month targets just given to them are even stiffer as Rajan is under pressure from his VP-marketing to make up some of the losses of the previous two months. He is planning to meet five of his Bangalore dealers the next week and is sure to face a similar situation. Questions: 1.
What should be the course of action taken by Rajan, to ensure that the targets are met? (5 Marks)
2.
Suggest a system of sales planning for the future to avoid such situations in future. (5 Marks)
Marketing Strategy NMIMS Apr 19 Case Mr. Karsanbhai hires you in his business as an advisor. His company M/s Fresh Life manufactures and sells mouth freshener (Mukhwas) “Khaas” in the Indian market. Mukhwas is a colorful Indian after-meal snack or digestive aid widely used as a mouth freshener, especially after meals. The company is known for its good quality ingredients. The company has followed the traditional way of doing business and has been making profit from last 25 years but the recent competition has put them into the difficult situation where their profitability is getting affected. The company plans to make some changes in its functioning style and you have been asked to advise on the following matters. 1.
Prepare the Vision, Mission, Goals and Objective for M/s Fresh Life. (10 Marks)
2.
Explain various ways to promote “Khaas” in the Indian Market. (10 Marks)
3.
a) Explain the PESTEL analysis for M/s Fresh Life. (5 Marks)
4.
b) Prepare a SWOT Matrix for Mukhwas Business. (5 Marks)
Organizational Theory and Structure NMIMS Apr 19
1.
As the HR head of a Start-up Go-Tech, you have been asked to create an Organizational Structure. Which factors would you consider while developing the structure. Explain the elements to be considered while finalizing the structure. 2. Royal Paints has been going through a tough business cycle. Competition is intense and market conditions unpredictable. Top management requires to do a detailed external environment analysis for effective planning. Suggest some techniques that can be considered for this exercise. 3. Rita and Rohan both work for a software development company. Rita, a project team member, along with her boss had interviewed Rohan, but strongly opposed hiring him for the project because she thought he was not competent to do the job. Seven months after Rohan was hired, the manager left and recommended that Rohan and Rita serve as joint project leaders. Rita agreed reluctantly. Within a month Rita was angry because Rohan was representing himself to others as the leader of the entire project and giving the impression that Rita was working for him. Rita said: ” Rohan called a meeting of the project team without even consulting me about the time or content. At the meeting, Rohan reviewed everyone’s duties line by line, including mine, treating me as just another team member working for him. Rohan retorted, “Rita is all hung up with feelings of power and titles. She is too sensitive about everything. I call a meeting and right away she thinks I’m trying to run everything. Rita has other things to do, other projects to run, so she doesn’t pay too much attention to this one. She mostly let things slide. But when I take the initiative to set up a meeting, she starts jumping up and down about how I am trying to make her work for me.” Rohan and Rita seem to have several conflicts occurring simultaneously. Keeping the conflict process model in mind, a. Explain the nature of conflict. b. How will the conflict get resolved?
International Finance NMIMS Apr 19 Q1. You are given the following interest rates. –
Rs.
$
3- months
15%
6%
6-month
14.5%
5.5%
9-month
14%
5.0%
The 3-month forward rate is Rs. 36/$. Calculate the 3-month forward rate 6-months from now. (10 Marks)
Q2. ABC Ltd. is planning to import a multi-purpose machine from Japan at a cost of 3400 lakhs yen. The company can avail loan at 18% interest per annum compounded quarterly with which it can import the machine. However there is an offer from Tokyo branch of an India based bank extending credit of 180 days at 2% per annum against opening of an irrevocable letter of credit. Other information:Present exchange rate Rs. 100 = 340 yen 180 days forward rate Rs. 100 = 345 yen Commission charges for letter of credit at 2% per 12 months. Advise whether the offer from the foreign branch should be accepted? (10 Marks) 3A) Suppose the spot rate is $ 0.20/FF. The US one-year rate is 6%. The forward rate is $0.1923/What is the current one-year French interest rate that will satisfy the Interest Rate Parity? Suppose the one-year French interest rate is 12% instead. What kind of arbitrage would you perform to take advantage of this opportunity? (5 Marks) 3B) Assume that the Citibank trading room is dealing on the following quotations Spot Sterling = $1.5000, Euro-Sterling interest rate (6-months) = 11.00% p.a. Euro-$ interest rate (6months) = 6.00% p.a. and that Barclays Bank is quoting Forward Sterling (6-months) at $1.4550. Describe the transactions you would make to earn risk-free covered interest arbitrage profits? How much profit would you expect to make? (5 Marks)
Strategic Financial Management NMIMS Apr19 Q1. Fusion Limited’s dividend is growing at a rate of 12% per annum. This growth rate is expected to continue for 3 years. Thereafter, the growth rate will decline to 8% for the next 2 years. After that, the year on year growth in dividends is expected to be a stable 6% rate forever. If the last dividend was Rs 6 per share and the required rate of return on equity is 20%, what is the fair value per share. Q2. Mr. Rathi is about to retire. His employer offers him post-retirement benefits by way of the following two options a) A consolidated amount of Rs 15 lacs b) An annual pension of Rs 3 lacs in the 1st year, Rs 4 lacs in the 2nd year, Rs 5 lacs in the 3rd year and Rs 6 lacs in the 4th year. Which option should Mr. Rathi go for, assuming a discount rate of 10%? (10 Marks) Q3. Alpha Limited has a debt equity ratio of 3:2. The pre-tax cost of debt is 12%. Effective tax rate for the company is 30%. The equity beta of Alpha is 1.5. Market risk premium is 8% and the risk-free rate is 7%. a) Discuss and Compute the cost of equity of Alpha Limited (5 Marks) b) Discuss WACC and determine the WACC based on after tax cost of debt and cost of equity? (5 Marks)
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