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MBA 4 Semester
Dev Bhoomi Institute of Technology Dehradun
www.dbit.ac.in
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Prerequisite: Student should have the basic knowledge of Ethics and Values
Text books:
Business Ethics – K.N. Ghosh
Reference Book:
Case Studies in Business Ethics - ICFAI
CSV Murthy, Business Ethics (Text and Cases),Pub. By HPH
Course Outcome Description
CO1 1. Basic knowledge about the origin of ethics .
2. Importance of values and ethics in life and business orientation.
Significance of morality in thought process .
CO2 1. Knowledge about code of conduct and various ethical activities and
implementation of ethics in organizations by various methodologies.
CO3 1. Knowledge about various behavioral models postulated by various
psychologists .
2. Relevance of ethics in decision making .
CO4 1. Application of ethics in organization's financial and human resource
fraternities .
CO5 1. Knowledge about corporate culture , its management , executions
and governance .
2. Knowledge about various governance models given by notable
experts.
CO6 1. Knowledge about SEBI , its contribution in framing corporate
governance of India.
2. Knowledge about various national code on corporate governance.
Dev Bhoomi Institute Of Technology SEMESTER: IV
Course Title: Business Ethics & Course Code: MB-401 Duration of External Exam:
Corporate Governance 3 Hours
UNIT-1
1) Define Business Ethics . What is its importance to stakeholders ?
2) Explain the meaning of the terms ethics and business ethics and also state the requirements of
business ethics .
10) Explain the need and application for Indian ethos for business .
UNIT-2
1) Explain Ethical dilemmas?
2) How does the external environment influence the ethical issues in Indian business? List such
issues , if any.
10) What is code of ethics ? Explain the four processes which are involved in the formulation of
laws .
UNIT-3
1) What are Problems of transforming moral standards to legal requirements ?
8) Comment : „Management ethics deals with individual , while the organizational ethics is
collective in scope .‟
9) „Corporate ethics deals with the ethics of the organization .‟ Comment in relation to corporate
mission , constituency relations and policies and practices .
10) Describe elements of corporate culture .What are the values business organization need to follow ?
UNIT-4
1) Values are the bedrock of any corporate culture .Comment with reference to the issues involved in
organizational culture and ethics .
2) Classify business organizations on the basis of their ethical and economic concerns .Develop an
organizational culture matrix on the basis of this classification .
3) Describe the need for a code of ethics in an organization .What are the issues that need to be
addressed while formulating a code of ethics ?
4) Comment : Companies need specific guidelines to translate the core human values into core
values for business .‟ What are the significant advantages of a written code of ethics ?
10) Explain the statement , „ values are a kind of attitude .‟ Differentiate between objective and
subjective values .
UNIT-5
1) What is logical value ? Explain the six means of knowing according to Indian philosophy .
9) „Human values refer to orientation towards what is considered desirable by people living in a
society .‟ Comment .
10) What is valuing process ? Enumerate a list of values which are considered universal . Explain their
meanings .
UNIT-6
1) In what way are improper practices used in recruitment ?
2) Who is an ombudsman ?
Unit 1
Introduction
Conceptual aspects of compensation and reward management; Monetary and non-monetary
components of compensation and rewards; Perspectives and trends in compensation and reward
management. Compensation Philosophies, Compensation Approaches, Decision about Compensation.
Economic and behavioural theories related to wages: subsistence theory, wages fund theory, residual
claimant theory, surplus value theory, marginal productivity theory, bargaining theory; supply and
demand theory; competitive theory; Employee’s acceptance of wage level; wage and motivators;
tournament theory. Concept of total rewards. (10L)
Unit 2
Job Evaluation: Processes and Schemes
Salient features of Job Evaluation – Analytical and non-analytical techniques – Point factor rating; factor
comparison; job classification; ranking ; Urwick Orr Profile Method; Hay Plan method; Decision Band
method; job or role matching; market pricing; Computer assisted job evaluation.
(6L)
Text Books:
1. Richard.I. Henderson (2005). Compensation Management in Knowledge- based World. Prentice-Hall.
2. Thomas.P.Plannery, David.A.Hofrichter & Paul.E.Platten (2002). People, Performance & Pay:
Dynamic Compensation for Changing Organizations. Free Press.
3. Michael Armstrong & Helen Murlis (2005). Reward Management: A Handbook of Remuneration
Strategy and Practice. 5/e, Kogan Page, London
Reference Books:
4. Edwarde.E. Lawler III (2000). Rewarding Excellence: Pay Strategies for the New Economy. Jossey –Bass,
California.
5. Singh B.D. (2007). Compensation and Reward Management, Excel Books, New Delhi.
6. Tapomoy Deb (2009). Compensation Management: Text and Cases, Excel Books, New Delhi.
Course Description
Outcome
CO1 1. Understanding of compensation and reward management.
2. Concept of monetary and non-monetary reward.
3. Types of wages and theories associated with them.
CO2 1. Understanding the concept of Job Evaluation
2. Learning the techniques associated with job evaluation.
CO3 1. Understanding the concepts of wages , salary structure , reward
and incentives.
CO4 1. Understanding and Learning of compensation strategies
CO5 1. Learning the concepts of different incentives plans
2. Understanding of executive compensation
DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN
Question Bank
UNIT 1:
1. What do you understand by term Compensation and Reward Management? Discuss in detail.
2. Differentiate between monetary and non-monetary component of compensation and reward.
3. Explain the recent trends in compensation and reward management in detail.
4. Who gave the concept of subsistence theory? Explain the the theory in detail.
5. Explain the marginal productivity theory in detail.
6. Who gave the concept of bargaining theory? Explain the concept in detail.
7. Discuss the compensation approaches associated with compensation and reward management.
8. Differentiate between wages and salary. Discuss the types of wages in detail.
9. Differentiate between residual claimant theory and surplus value theory in detail.
10. Explain the concept associated with total reward in detail.
DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN
Question Bank
UNIT 2:
1. What is job evaluation? Discuss its process in detail.
2. Explain the analytical and non- analytical techniques associated with job analysis.
3. Differentiate between job analysis and job evaluation in detail.
4. Explain the need and importance of job evaluation in the organizational context.
5. Differentiated between the point factor method and factor comparison method in detail.
DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN
Question Bank
UNIT 3:
1. Explain the concept of wage and salary administration in detail.
2. Differentiate between minimum wages, fair wages and living wages.
3. Write a short note on the following:
a) Wage Boards
b) Pay Commissions
c) Collective Bargaining
d) Pay survey
4. What is the determinant for formulating wage structure? Discuss in detail.
5. What are the legal constraints on the pay system? Explain in detail/
6. Discuss the pay structure in practice in detail with suitable example.
7. What is fringe benefit? Discuss the importance in detail.
8. Explain the types of wages in detail.
DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN
Question Bank
UNIT 4:
1. Discuss the concept of pay for position and pay for person.
2. Differentiate between job based pay and skill based pay in detail.
3. How would you reward the excellence? Discuss in detail as per organizational context.
4. Explain the practices in pay for performance in detail.
5. Comment on compensation as a retention strategy.
6. Explain the need and importance of compensation in the organizational context.
7. How compensation influence the motivation? Discuss.
DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN
Question Bank
UNIT 5:
1. Differentiate between individual based compensation and team based compensation.
2. What do you understand by the term incentive? Explain the need and importance in the
organizational context.
3. Differentiate between Halsey Premium Plan, Rowan Premium Plan in detail.
4. Explain the concept of gain sharing in detail.
5. Differentiate between time based and piece based incentive plans in detail.
6. What is ESOP? Explain the need and importance of ESOP in detail.
7. Explain the concept of Executive Compensation. Discuss the principles associated with executive
compensation in detail.
8. Discuss the models of Executive Compensation in detail.
9. Comment on the recent trends of executive compensation in India in detail.
10. What do you understand by the term International Compensation?
Dev Bhoomi Institute Of Technology SEMESTER: III
Department Of Management
Course Level: Course Type: Core Credit: 4
Unit 3 Power and Politics Meaning of Power and Politics, Distinction between Power and Authority,
Bases or Sources of Power, Acquisition and Symbols of Organisational Politics. Reasons of
Organisational Politics, Managing Organsational Politics. Influencing: Power, Politics, Networking and
Negotiation
Unit 4 Team Leadership Leader / Follower Relations, Team Leadership and Self-Managed Teams,
Leadership of Culture and Diversity and Learning Organisation. Enhancing Morale and Motivation. Time
Management, Job Frustration, Stress Management,
Unit 5 Ethics in Leadership, Strategic Leadership and Managing Crises and Change, Emerging Trends
in Corporate Leadership.
Suggested Readings
1. (5th edition) (2010). Author: Peter Northouse. Sage press. Leadership in Organisations. (7th
edition). (2009). Author: Gary Yukl. Prentice-Hall.
2. . Leadership: Enhancing the Lessons of Experience. (7th edition). (2010). Richard L. Hughes,
Ginnett, & Curphy. McGraw-Hill/Irwin. 3. Effective Leadership. (3rd Edition). (2007). Author
Lussier/Achua. Thomson. 5. Biswajeet Pattanayak, Human Resource Management, 3r d ed.,
Prentice-Hall of India, New Delhi
COURSE OUTCOMES DESCRIPTION
Unit-3
Power and Politics Meaning 1. Students will learn and understand the actual meaning of power
of Power and Politics
and politics nd how to use them.
Unit-4
Team Leadership 1. Students will understand that leadership is more effective when
in teams.
QUESTION BANK
UNIT-1
QUESTION BANK
QUESTION BANK
QUESTION BANK
QUESTION BANK
Prerequisite: Student should have the basic knowledge of Business and Entrepreneurship.
Reference Book:
Holt H. David, Entrepreneurship: New Venture Creation, Prentice- Hall of India
Course Outcome Description
CO1 3. Inculcating entrepreneurial knowledge and skills in students .
4. Making the students aware about entrepreneurship as an innovative
tool to grab self employment opportunity.
CO2 2. Awareness about role of entrepreneurship in shaping the social ,
cultural ,economical and political demarcations .
3. Awareness about challenges and opportunities of entrepreneurship
in various fields.
CO3 3. Knowledge about establishing relation of entrepreneurship with that
of marketing and financial matters of an organization .
4. Knowledge about drafting and implementing a business plan .
CO4 2. Knowledge about role of various financial institutions in promoting
entrepreneurial activities .
3. Imparting technical knowledge to students in context to
entrepreneurship.
CO5 3. Knowledge about role of central and state governments in promoting
the cause of entrepreneurship by various schemes initiated by them.
Dev Bhoomi Institute Of Technology SEMESTER: IV
UNIT-1
1) What do you mean by the term „entrepreneur‟ ? Explain the characteristics of an entrepreneur .
2) Define the concept of entrepreneurs . What is the need of entrepreneurs ?
3) What qualities should an individual possess to be a good entrepreneur ?
4) Describe the types of entrepreneurs.
5) Give the differences between :
a) Entrepreneur and Manager.
b) Entrepreneur and Entrepreneurship.
UNIT-3
1) What do you understand by management ? Define its functions and scope .
2) What are different financial statements .
3) Describe the importance of financial ratio analysis .
4) Explain break-even analysis.
5) Explain Reorder Level and EOQ.
4) Explain the factors that influence the fixed capital requirements of an enterprise .
5) What are the functions and sources of venture capital ?
6) What is the need of financial institutions to support small scale industries ?
7) Explain the role and objectives of IFCI .
8) Explain the role and objectives of ICICI
9) Explain the role and objectives of IDBI
10) Explain the role and objectives of EXIM Bank
11) Explain the role and objectives of UTI
12) Explain the role and objectives of LIC
13) Explain the role and objectives of GIC
14) Explain the role and objectives of SIDBI
15) Explain the role and objectives of NSSIC
Department Of Management
Course Level: Beginner Course Type: Core Credit: 5
Unit 1
(Introduction)
Financial Services Meaning and Concepts, Need for Financial Services, Various Types of Financial Services, Fund Based and
Non Fund based, Characteristics and Role of Financial Intermediaries
. Unit 2
Depositories and Financial Services
Commercial Banks and their Changing Role, Functioning of Banks, Financial Services and Banking System. Non Depository
Institutions: Finance Companies and Mutual Funds and Pension Funds-Financial Services and Their Role.
Unit 3
Merchant Banking and Venture Capital
The Concept of Merchant banking Services of Merchant bankers, Merchant Banking in India- Rules Regulation Management
of Capital Issues, Fixed Deposits and Debenture Issues, Venture Capital- The Concept and Characteristics, Growth of Venture
Capital Services in India.
Unit 4
Leasing:
Concept, Types, Legal and Tax Aspects, Factoring in India, Hire- Purchase, Lease Structuring. Factoring: Concept and
Characteristics, Types of Factoring in India, factoring and Bill Rediscounting. Forfaiting: Meaning and Mechanism of
Forfaiting.
Suggested Readings 1. Bhole L.M.: Financial Institutions and Markets, 4t h ed., McGraw Hill Co. New Delhi, 2008. 2.
Anthony Saunders, Financial Markets and Institutions, 4t h ed., McGraw Hill Publishing Company, New Delhi.
3. Khan M.Y: Financial Services and System (2008), McGraw Hill Publishing Company, New Delhi.
4. Clifford Gomez, Financial Markets, Institutions management-A Risk management Approach, 6t h ed., McGraw Hill
Publishing Company New Delhi.
COURSE OUTCOMES DESCRIPTION
Unit -2 2. Students will learn the Functioning of Banks, Financial Services and Banking
Depositories and System
Financial Services 3. Students will learn the role of Non Depository Institutions:
Unit-4 1. Student will learn the Concept and Characteristics, Types of Factoring in
Leasing India,
Unit -5
Credit Rating Services 1. Students will learn Process of Credit-Rating.
DEV BHOOMI INSTITUTE OF TECHNOLOGY,
DEHRADUN
ASSIGNMENT SHEET
2. Give points of distinction between sale and Lease Back and Leveraged Lease.
Question bank
Financial services
1. “The financial system provides the intermediation
14. The corpus of the fund and its duration are prefixed
15. The most liquid financial market is the call money market.
Building bought for hiring is a physical asset.
1. The term ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ refers financial investment in a highly risky and growth oriented venture with
the objective of earning a high rate of return.
(a)Venture capital (b) Merchant banking (c) Leasing (d) none of these.
2. ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ is a road towards a high growth economy. (a)Venture capital (b) Merchant banking (c)
Leasing (d) None of these.
3. ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ ‐ act as an intermediary to link up the sources of ideas and the sources of fund. (a)Venture
capital (b) Merchant banking (c) Leasing (d) None of these.
3. Financial instruments with maturities of less than one year are traded in the
A) equity market
B) capital market.
C) money market.
D) fixed-income market.
1.A merchant bank is a financial institution conducting money market activities and:
a. Lending
b. Underwriting and financial advice
c. Investment service
d. All of the above
3. In India, merchant-banking activity was originated with the merchant banking division set up by the
__________.
a. Barclays bank
b. Grind lays bank
c. Yes bank
d. None of the above
4. The early growth of merchant banking in the country is assigned to the ________.
a. FEMA
b. Foreign Exchange Regulation Act, 1973
c. Securities Contracts Act
d. Income-tax Act
1. Financial instruments with maturities of less than one year are traded in the
A) equity market
B) capital market.
C) money market.
D) fixed-income market.
2. The time until final principal and interest payments are due to holders of a financial instrument is the
instrument‟s time until
A) expiration.
B) maturity.
C) execution.
D) liquidation.
3. Which of the following is the most popular U.S. money market instrument by value of holdings?
A) Treasury bill.
B) Eurodollar.
C) Federal fund.
D) Banker‟s acceptance
a) CIBIL
b) CII
c) FRBI
d) IRDA
2. Which is a tool that helps RBI to stabilize money supply and prices of Government securities?
a) EOQ
b) EPQ
c) JIT
d) OMO
Unit/Title: 1 : (Introduction)
1) How are financial services classified (fund based and non fund based)
2) What factors have led to a growth of financial services in India
3) What are the problems of financial services?
4) what are the characteristics and role of financial intermediaries
5) What is the concept of financial services?
6) Explain various types of financial services.
7) What is the need of financial sercvices?
8) What are the different Institutions rendering financial services?
9) Define Non- Banking Financial Institution.
10) Define the terms: UTI, LIC.
QUESTION BANK
Question bank
Financial services
14. The corpus of the fund and its duration are prefixed
15. The most liquid financial market is the call money market.
Building bought for hiring is a physical asset.
Reference Book:
Jain Subhash, International Marketing Management, Cengage Learning, 2005
Course Outcome Description
CO1 5. Basic Knowledge about Trade & Marketing in context of Domestic and
Global Domain .
6. Determining its applicability in International Business
CO2 4. Awareness about geographical trade demarcations .
5. Awareness about conditions in which business can grow .
6. Knowledge about various International Organizations who formulate
and regulate the global business policies.
CO3 5. Knowledge about various market structures .
6. Knowledge about product mix and their suitability in propagating
business
CO4 4. Awareness and Significance of Quality Standards that need to get
maintained in establishing an authentic and creditworthy captivity in
International Markets.
CO5 4. Knowledge about logistics and various global channels of distribution
, their approach and management .
5. Awareness about vivid advertising media that propels the business
momentum across the international boundaries.
DEV BHOOMI INSTITUTE OF TECHNOLOGY,
DEHRADUN
ASSIGNMENT SHEET
1. Distinguish between different forms of Regional Economic Groupings giving suitable examples
2. How can you describe the global marketplace of a multinational company? What are the factors that influence the
decision process of multinational companies while identifying opportunities for global business?
3. Define multi-domestic companies, illustrating your answer with an appropriate example. How are these companies
different from global and transnational companies?
4. How are the economic issues of different countries interrelated? Discuss the role of international organizations in
building regional economic integration in developing trade.
5. What are the principal elements of culture that influence international marketing decisions and how do they need to be
addressed by an international firm in establishing business in the host country?
6. Explore tariff and non tariff barriers?
7. How is UNCTAD instrumental in international trade?
8. Discuss any of the two regional groups and how they have been instrumental in stimulating regional
economy?
9. Discuss the role of WTO in controlling dumping practices and developing supportive measures to avert trade wars
between countries.
10. Do you think that the overseas agents are advantageous? Discuss and explain how you can identify a foreign agent
DEV BHOOMI INSTITUTE OF TECHNOLOGY,
DEHRADUN
ASSIGNMENT SHEET
11. Explain the concept of international product life cycle (IPLC) with appropriate examples.
12. Can you identify and describe a few market situations where IPLC is not valid?
13. Explain the different entry methods available to Indian exporters. State the most suitable entry methods for the
following;
a. Education Institute in UAE
b. Readymade Garment Manufacturers in Europe.
14. State the main basis for international marketing manager might segment his market.
15. What is the difference between direct and indirect exporting?
16. How licensing and franchising strategies different?
17. Differentiate between franchising and contract manufacturing decisions? Explain with the help of an example.
18. How is joint venture and strategic alliance different? Explain with the help of an example.
19. Explain various steps involved in the process of international market selection.
20. What are the different market targeting strategies? Explain them with appropriate examples.
DEV BHOOMI INSTITUTE OF TECHNOLOGY,
DEHRADUN
ASSIGNMENT SHEET
13. What do you mean by commercialisation of the product? Explain with the help of an example.
18. Do you think that branding is an important marketing tool? Discuss and explain the basic of decisions in branding.
11. Distinguish between 'domestic agent and domestic merchants. Point out with an example.
12. Enumerate the three factors affecting the channel choice.
13. Describe various types of domestic merchants with suitable examples.
14. Point out a case of merger abroad. Elucidate in details.
5. What are the factors affecting the channel choice? Discuss' the criteria for selection
of channels.
6. Write short notes on the following:
(a) Overseas agent
(b) Piggy backings
(c) Export agency agreements.
7. Do you think that the overseas agents are advantageous? Discuss and explain how can
You identify a foreign agent.
8. Draft a hypothetical export agency agreement
9. Distinguish between direct and indirect selling channel. Discuss the advantages and
disadvantages of both the channels.
10. Differentiate between 'all you can afford' and 'comparative parity and share-of-voice'
approaches of advertising budgeting.
Dev Bhoomi Institute Of Technology SEMESTER: IV
Question Bank
Course Title: International Marketing Course Code: MB-405(M1) Duration of External Exam:
3 Hours
UNIT I
1 Give the introduction to international marketing
2 Explain the basic concept of international marketing
3 Elucidate international marketing environment
4 Point out difference b/w domestic and international marketing
5 Explain tarrif & non tarrif barriers in international marketing?
6 How you will scan international marketing environment?
7 Explain political and legal factor which effect international marketing environment?
8 Where the scope of international marketing lies?
9 Give your own opinion about the size of international market.
10 Differentiate between Domestic Marketing and International Marketing.
Unit 2
1 Give the parameters for the selection of international markets
2 Explain the basis of international markets segmentation
3 what are the various options in international marketing operation
4 Explain different modes of entering international market
5 Explain the process international planning
6 Give pre request for international marketing planning
7 how you will coordinate & control the different operation in international market
8 Explain Roles and Objectives of NAFTA .
9 Explain Roles and Objectives of ASEAN.
10 Explain Roles and Objectives of WTO.
Unit 3
1 Explain the international product policy with examples
2Explain detail process of international product development
3 Project the different stages of IPLC with your own examples
4 Explain Joint Venture . Discuss its applicability in Indian context.
5 Differentiate between Licensing and Franchising.
6 Discuss modes of entry to the market .
7 Discuss the restrictions in entering International Marketing
8 Explain International Market Segmentation.
Unit 4
Unit 5
1 Elaborate the various distributions channels of intrnaitional marketing.
2 Give the parameters for the selections of international distribution channels.
3 Give the factual detail about international promotions consistent with EXIM policy of
GOI ?
4 Give the different mode of communication used in international marketing
5 How you will develop prom optional mix for foreign markets?
6 Explain effect of technology over international markets with at least 2 examples?
7 What should be the media planning for international markets which suit for the
promotion of developing countries especially India?
8 Explain the types and functions of foreign distribution channels .
9 Explain the concept of middlemen in International Marketing .
10 Write an essay on International Advertising .
DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN
TUTORIAL SHEET
3. This kind of international marketing study contrasts two or more marketing systems to identify similarities and
differences.
a) domestic marketing
b) foreign marketing
c) comparative marketing
d) extensive marketing
4. For practical purposes, the difference between the concept of international marketing and the concept of
multinational marketing is
a) significant
b) insignificant
c) meaningful
d) adequate
5. Customer market division done on basis of 'compulsive, ambitious and outgoing customers'
classified as
A) geographic segmentation.
B) demographic segmentation.
C) psychographic segmentation.
D) behavioral segmentation.
DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN
TUTORIAL SHEET
1. New product pricing strategy through which companies set lower prices to gain large market share is
classified as
A) optional product pricing.
B) skimming pricing.
C) penetration pricing.
D) captive product pricing.
2. Kind of reduction made to those buyers who buy large volumes of products is classified as
A) cash discount.
B) seasonal discount.
C) functional discount.
D) quantity discount.
3. Pricing strategy used to set prices of products that are must be used with main product is called
A) optional product pricing.
B) product line pricing.
C) competitive pricing.
D) captive product pricing.
4. Kind of reduction made to those buyers who buy large volumes of products is classified as
A) cash discount.
B) seasonal discount.
C) functional discount.
D) quantity discount.
5. Pricing strategy in which company divides location into different sectors and charge same price for each
sector is classified as
A) freight on board origin pricing.
B) zone pricing.
C) basing point pricing.
D) uniform delivered pricing.
.
DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN
TUTORIAL SHEET
1.Pricing strategy in which company divides location into different sectors and charge same price for each
sector is classified as
A) freight on board origin pricing.
B) zone pricing.
C) basing point pricing.
D) uniform delivered pricing.
2. Pricing strategy used to set prices of products that are must be used with main product is called
A) optional product pricing.
B) product line pricing.
C) competitive pricing.
D) captive product pricing.
3. Pricing strategy in which prices are set lower to actual price to trigger short term sales is classified as
A) promotional pricing.
B) short term pricing.
C) quick pricing.
D) cyclical pricing.
4. Pricing strategy in which prices are set lower to actual price to trigger short term sales is classified as
A) promotional pricing.
B) short term pricing.
C) quick pricing.
D) cyclical pricing
DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN
TUTORIAL SHEET
1. A providing preferred services by marketing channels to their customer in a collective way is classified as
A) functional integration.
B) product integration.
C) channel integration.
D) location integration.
2. System in which company creates partnerships with different channels to deliver their market offering is classified as
A) functional network.
B) predatory network.
C) hybrid network.
D) value network.
3. Strategy of marketing channel system in which company's sales force carry, promote and sell products to end users is
classified as
A) shallow strategy.
B) push strategy.
C) pull strategy.
D) bundle strategy.
4. Considering marketing channel system, strategies used by companies to manage intermediaries are
A) push strategy.
B) pull strategy.
C) bundle strategy.
D) both a and b.
5.Guarantees of products by its manufacturers and offer payment terms are classified as
A) price policy.
B) distribution policy.
C) conditions of sale.
D) territorial rights.
DEV BHOOMI INSTITUTE OF TECHNOLOGY,
COURSE: MBA
DEHRADUN SEMESTER: 4TH
Sample Paper SUBJECT CODE: MB405
1st Sessional Examination March, 2017 (M1)
SESSION: 2016-17
SUBJECT NAME: INTERNATIONAL MARKETING MANAGEMENT
TOTAL MARKS: 50
All questions are compulsory
DURATION: 3 HRS
Assume suitably in case of missing data.
Roll No. to be filled in your Answer Book
Question No: (1) Attempt Any FOUR Question:- [Marks 4*5 = 20]
Question No: (2) Attempt Any FOUR Question: - [Marks 4*5 =20]
a) Write short notes on any Multinational marketing
b) Write short notes on Product Life Cycle stretching strategies.
c) Write short notes on E-business.
d) Distinguish between Export marketing and International marketing
e) Distinguish between Service and Product
f) Distinguish between Convenience sampling and Systematic sampling.
Question No: (3) Attempt Any ONE Question:- [Marks 1 * 10=10]
a.) What is international marketing environment? Briefly explain various components of international
marketing environment
b.) You are the marketing executive in EXZ Company Ltd. Your company has decided to enter into
international markets without any investments abroad. Discuss various modes of entry suitable in
this regard and also explain their merits and limitations.
SUBJECT NAME: INTERNATIONAL Tutorial Sheet No. 1
MARKETING
SUBJECT CODE: MB 406 (M1) COURSE: MBA Semester: IV
FACULTY :MR. RAJAT PUNDEER
Question bank
International marketing
PART A
(c) Counter-trade
PART B
(b) State the relationship between international market targeting and positioning. Describe international
market targeting strategies. (5+5)v5. A company wants to enter international markets by involving
another company in the foreign country. Discuss various modes of international market entry where the
scope for involvement of a foreign company is possible. Critically evaluate in which situations each of
those modes is suitable. (10+10)
6. Describe the international product life cycle theory. Explain various life cycle stretching strategies.
(10+10)
7. Differentiate between personal selling and sales prornotion. Explain different sales promotion tools in
international marketing. (5+15)
8. Briefly discuss various barriers to international marketing of services. Examine how they can be
overcome with the implementation of GATS. (10+10)
9. Discuss different methods of collecting primary data in international marketing research. Explain their
merits and limitations. (20)
PART A
(d) E-business
PART B
4. You are the marketing executive in EXZ Company Ltd. Your company has decided to enter into
international markets without any investments abroad. Discuss various modes of entry suitable in this
regard and also explain their merits and limitations. 20
5. (a) Evaluate the advantages and disadvantages of various branding strategies in international marketing.
(b) What are the special considerations in packaging and labelling in international marketing? (10+10)
(b) What are the main objectives of adopting transfer pricing ? Briefly describe alternative methods
applied in transfer pricing. 10+10
3. This kind of international marketing study contrasts two or more marketing systems to identify similarities and
differences.
a) domestic marketing
b) foreign marketing
c) comparative marketing
d) extensive marketing
4. For practical purposes, the difference between the concept of international marketing and the concept of
multinational marketing is
a) significant
b) insignificant
c) meaningful
d) adequate
10. Customer market division done on basis of 'compulsive, ambitious and outgoing customers'
classified as
E) geographic segmentation.
F) demographic segmentation.
G) psychographic segmentation.
H) behavioral segmentation.
DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN
TUTORIAL SHEET
1. New product pricing strategy through which companies set lower prices to gain large market share is
classified as
A. optional product pricing.
B. skimming pricing.
C. penetration pricing.
D. captive product pricing.
2. Kind of reduction made to those buyers who buy large volumes of products is classified as
A. cash discount.
B. seasonal discount.
C. functional discount.
D. quantity discount.
3. Pricing strategy used to set prices of products that are must be used with main product is called
A. optional product pricing.
B. product line pricing.
C. competitive pricing.
D. captive product pricing.
4. Kind of reduction made to those buyers who buy large volumes of products is classified as
A. cash discount.
B. seasonal discount.
C. functional discount.
D. quantity discount.
5. Pricing strategy in which company divides location into different sectors and charge same price for each
sector is classified as
A. freight on board origin pricing.
B. zone pricing.
C. basing point pricing.
D. uniform delivered pricing.
.
DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN
TUTORIAL SHEET
1.Pricing strategy in which company divides location into different sectors and charge same price for each
sector is classified as
E) freight on board origin pricing.
F) zone pricing.
G) basing point pricing.
H) uniform delivered pricing.
2. Pricing strategy used to set prices of products that are must be used with main product is called
E) optional product pricing.
F) product line pricing.
G) competitive pricing.
H) captive product pricing.
3. Pricing strategy in which prices are set lower to actual price to trigger short term sales is classified as
E) promotional pricing.
F) short term pricing.
G) quick pricing.
H) cyclical pricing.
4. Pricing strategy in which prices are set lower to actual price to trigger short term sales is classified as
E) promotional pricing.
F) short term pricing.
G) quick pricing.
H) cyclical pricing
DEV BHOOMI INSTITUTE OF TECHNOLOGY, DEHRADUN
TUTORIAL SHEET
1. A providing preferred services by marketing channels to their customer in a collective way is classified as
E) functional integration.
F) product integration.
G) channel integration.
H) location integration.
2. System in which company creates partnerships with different channels to deliver their market offering is classified as
E) functional network.
F) predatory network.
G) hybrid network.
H) value network.
3. Strategy of marketing channel system in which company's sales force carry, promote and sell products to end users is
classified as
E) shallow strategy.
F) push strategy.
G) pull strategy.
H) bundle strategy.
4. Considering marketing channel system, strategies used by companies to manage intermediaries are
E) push strategy.
F) pull strategy.
G) bundle strategy.
H) both a and b.
5.Guarantees of products by its manufacturers and offer payment terms are classified as
E) price policy.
F) distribution policy.
G) conditions of sale.
H) territorial rights.
Dev Bhoomi Institute Of Technology SEMESTER: IV
Unit 1
Introduction
Overview of Mergers; Types And Characteristics; Motives Behind Mergers; Theories of Mergers operating,
Financial and Managerial Synergy of Mergers; Role of Industry Life Cycle-Development Stages; Value Creation
through Mergers; Agents Contributing to Mergers and Acquisition Activities, Difference between Merger,
Amalgamation, Absorption Reconstruction and Takeover. (4L)
Unit 2
Corporate Restructuring
Method of Restructuring- Joint Ventures, Sell-Off And Spin Off- Equity Carve-Outs, Leveraged Buy Outs (LBO)-
Management Buy Outs- Master Limited Partnerships- Employees Stock Option Plans(ESOP).
(4L)
Unit 3
Mergers and Acquisition
Process of Merger Integration- Process of Merger Integration- Organizational and Human aspects; Managerial
challenges of Mergers and Acquisition. Strategic fit and the M & A decision. (4L)
Unit 4
Valuation
Benchmarks of Value; Valuation approaches- Discounted Cash Flow Valuation- Valuing relative Contribution –
Valuing Comparables- Valuation of the Target‟s Equity- Precedent Acquisition; Valuing Operating and Financial
Synergy- Valuing Corporate Control- Valuing of Leveraged Buy Outs (LBO)- Methods of Financing Mergers-
Cash Offer, Share Exchange Ratio-Merger as Capital Budgeting Decision.
(6L)
Unit 5
Defensive Strategies in Restructuring
Accounting for Amalgamation- Polling Interest Method- Purchase Method; Procedure Laid down under Indian
Companies Act of 1956, Accounting Standard and SEBI Guidelines, Takeover Defenses- Types and Techniques of
Raid; Advance Preventive Measures; Strategies of Takeover bid White Knights-White Square- Crown Jewel-
Pacman‟s Strategy- Golden Parachute- Poison Pills Strategy – Coercive Offers and Defense-Financial Defensive
Measures- Anti takeover Amendments. (6L)
Suggested Readings
1. Weston. F, Chung. K, and Hoag, S. (2008). Mergers, Restructuring, and Corporate Control, Prentice-Hall of
Indian Pvt. Ltd., New Delhi.
2. Patrick A. Gaughan (2007). Mergers, Acquisitions and Corporate Restructurings, 4/e Wiley India, New
Delhi.
3. Narayanan, P. and Vikram, Nanda (2003), Finance for Strategic Decision Making- What nonfinancial
managers need to Know, Jossey- Bass, and Wiley India.
4. Reuvid Jonathan, (2005). Mergers and Acquisitions, Kogan Page.
5. Robert Brown (2007), Applied Mergers and Acquisitions, John Willey and Sons.
6. Kevin K. Both and Paul W. Beamish (2007). Mergers and Acquisitions: Text and Cases. Sage Publications‟,
New Delhi.
QUESTION BANK
QUESTION BANK
QUESTION BANK
Reference Book:
Charles Fatrell, Sales Management
Course Outcome Description
CO1 7. Knowledge about selling concept and its correlation between various
components of business .
8. Awareness about different selling situations in market and
accordingly implementation of selling strategies.
CO2 7. Awareness about various business propositions prevalent in market .
8. Implication of different selling approaches and techniques to
quantify overall sales of the organization and regulate the global
business policies.
CO3 7. Significance of forecasting in sales and accordingly setting the budget
and estimate relating to cost of production
CO4 5. Knowledge about sales team and its recruitment .
6. Relevance of performance and corresponding appraisal
CO5 6. Application of ethics in selling .
7. Students are motivated to opt for sales as in their career denoting its
high acceptance in business.
Dev Bhoomi Institute Of Technology SEMESTER: IV
Question Bank
Course Title: Sales Management Course Code: MB-405(M2) Duration of External Exam:
3 Hours
UNIT 01
1. What is the difference between selling, sales management and marketing management?
2. What role does sales management play in marketing?
3. What are the different types of selling?
4. Explain industry selling, service selling and retail selling.
5. What are the emerging sales management trends?
6. How are the emerging sales management trends affecting the role and functions of a salesperson?
7. Why people are giving importance to relationship selling?
8. What advantage does relationship selling provide to the sales managers?
9. Explain the differences between relational selling and personal selling.
10. Explain about the Order taker sales people and order creators.
11. What do you mean by order getters?
12. Explain different types of personal selling.
13. What is the difference between selling and marketing?
14. What do you mean by modern day sales activity?
15. Why has telemarketing got so much of popularity in modern selling?
16. What kind of organizations can go in for telemarketing as a solution to sales problems?
Unit 02
1. Explain in brief the types of selling theories.
2. Explain AIDA‟s theory of selling in detail.
3. What is the difference between gaining interest and securing attention?
4. Define “Right set of circumstances” theory of selling.
5. In which theory do we use the equation B=P*D*K*V
6. What is “buying formula “theory of selling?
7. Explain “Behavioral Equation “theory in detail.
8. Differentiate Drives and cues.
9. What do you mean by kindling desire and inducing actions?
26. What do you mean by pre sale preparation?
27. What do you mean by prospecting?
28. What methods will you follow for prospecting in the sale of Wine and Washing machines?
29. What are the various stages in selling process?
30. Explain the process of prospecting.
UNIT 03
1. What are the various methods of prospecting?
2. What do you mean by pre approach before selling?
3. What do you mean by handling customer objections?
4. Describe the methods of handling customer objections.
5. What are the various methods of sales presentation?
6. How should a sales person go about confirming that he has identified real customer problem?
7. Explain the methods of closing the sale?
8. Why should there be a follow-up to a customer after the closure of a sale?
9. Does a follow – up to a customer after the closure of sale helps in reselling the product? Why?
Why not?
10. How can the sales person encourage a prospect to continue to talk? How can he bring back the
customer to the conversation over a period of time during a presentation?
11. What are the qualities of a successful sales person?
Unit 04
1. What is the scope of sales management?
2. What is the importance of sales management?
3. Write down the functions of sales management.
4. What do you mean by sales planning?
5. How do we analyze the market potential?
6. How important is the sales forecasting process in a company‟s planning process?
7. Why sales forecasting process is important for a company?
8. Differentiate between qualitative techniques and quantitative techniques of forecasting.
9. What are the advantages and disadvantages of qualitative techniques and quantitative techniques
of forecasting?
10. What do you mean by fixing sales objective?
11. What is a sales territory and why should firms go for designing sales territories?
12. What advantages does a sales territory have for a firm, sales people and the customers?
13. What do you mean by participative planning and behavioral planning?
14. Write a note on sales force management.
15. What do you mean by sales force planning?
16. What is the process of selection of a salesperson?
17. What are the objectives and characteristics of an effective compensation plan?
18. What are the various types of compensation plans?
19. What is compensation? How should a manager treat compensation as a tool. For motivating sales
people?
20. What is motivation? Explain various principles associated with motivation?
21. Why is it important to study motivation in the context of sales management?
22. Write down the process of evaluation of sales performance.
Unit 05
1. Write short notes on a ) Budgetary control & Sales b)Sales variance analysis
2. Write the steps to be followed while preparing sales budget.
3. What are the ways and means of controlling sales expanses?
4. How will you calculate sales variance and make analysis?
5. Explain the procedure for preparing sales report.
6. What are account sales?
7. Give the list of documents which you are supposed to prepare as sales manager.
8. Why are distribution channels necessary?
9. Explain the channel design process? What is the need for comparison with the existing
channel in the entire process?
10. Give the determinants of distribution channels which shall be considered in mind.
11. How will you reconcile conflict between different distributors?
12. Explain any three channels of distribution and which one will you prefer as a sales manager?
13. What is the process of selection, motivation, evaluation and control of channel members?
14. What is the importance of physical distribution in marketing?
15. How does logistic cost effect the decision of physical distribution?