Beruflich Dokumente
Kultur Dokumente
Revision contents:
• Sufficient summary for each chapter(v.v.v.imp)
• All types of questions for each chapter
• Finance part
• Previous Exams from 2012 to 2018
• All sections Questions & Answers
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Chapter ( 5 )
Three Basic forms of business ownership 1-sole proprietorship
1-Sole proprietorship الملكية الفردية 2-Partnership
• This is most common form of business ownership. 3-Corporation
• A business that is owned & usually managed by one person.
Advantages of Sole proprietorship Disadvantages of Sole proprietorship
1-Ease of starting and Ending Business ابدأ 1-Unlimited liability المالك عليه مسؤلية غير محددة
المشروع وأنهي وقت ما انا عايز 2-limited financial Resources:-
2-Being your own Boss {Bear your own الموارد المالية محددة علشان هو ماسك المشروع
mistakes} 3-Management difficulties:-
انت صاحب الشركة وانت بتتحمل أخطائك انا ال بدير المشروع ففي صعوبات ادارية
3-pride of ownership. 4-Overwhelming time commitment
فخور بملكيتك عندك مشروع بتاعك
الللتزام الكامل بكل األعباء و المسؤليات
4-leaving a legacy {for future Generation}
5-Few fringe Benefits
بسيب ميراث لألوالده
)مش بيحصل علي اي فوائد زي (األجازات و التأمينات
5-Retention for company profit
المالك بياخد كل الربح لنفسه 6-limited growth
6-No special taxes.{taxes from personal income معدل نمو الشركة قليل علشان اصال موارد الشركة قليلة
of the owners} علشان المالك شغال لوحده
7-limited life span.
لو صاحب الشركة مات او تقاعد الشركة حتقفل
2-Partnership رشكات األشخاص
• -A legal form of business with two or more owners.
1-General partner )v.v.imp) 2- limited partner (v.v.imp)
An owners(partner) who has unlimited liability and An owner who invests money in the business, but
is active in managing the firm. doesn’t have any management responsibility or
Unlimited liability:-the responsibility of business liability firm losses beyond the investments
owners for all the debts of the business Limited liability: the responsibility of a business’s
هنا الشريك متضامن مع شريكه في كل المسؤليات و owners for losses only up the amount they invest,
االلتزامات غير محدودة في حالة الخساره.. األلتزامات limited partners and shareholders have limited
.ممكن ان نتازل كمان علي ممتلكات الشركة liability
هو الشريك ال مش بيدير ومش بياخد اي قرار واكتر
حاجة بيخسرها هي استثمارته في الشركة
Types of partnership
Advantages of partnerships Disadvantages of partnerships
1-More financial Resources. 1-Unlimited liability:
)موارد مالية كتيره (معانا فلوس من اكتر من شريك االلتزامات غير محدده
2-shared management & complementary skills & 2-Division of profits
knowledge. األرباح بتتوزع علي كل الشركة
مجموعة من المهارات المتكاملة لكل الشراكة 3-Disagreement among partners
3- longer survival 4 times more than sole proprietorship. ممكن يحصل خالف بين األطراف
اضعاف الحال من الملكية الفردية4 القدره علي البقاء 4-Diffficulity of termination
4-No special taxes {taxes from personal income of the صعوبة انهاء الشركة علشان عندي أكتر من طرف
owners}
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Franchisee
A person who buys a franchise. الشخص ال بيشتري حق التوكيل من شركة تانية
-The right to use a specific business's name and sell its products or services in a given territory.
▪ Pays Up-Front Costsبيتحمل تكاليف كتيره
▪ Makes Monthly Payment to Franchisor بيدفع فلوس شهرية للموكلRoyalty
▪ Runs Business by Franchisor’s Rules/Procedures بيتبع القوانين و األجراءات ال محددها الموكل
▪ Buys Materials from Franchisor/ Approved Supplier
بياخد المواد الخام من الموكل او من المورد ال بيحدده الموكل ليه
Advantages of franchise Dis Advantages of franchise
1.Management & marketing assistance 1. High start-up costs ارتفاع تكلفة بدأ التشغيل
1. Personal ownership 2. Shared Profit
2. Recognized name بأشتغل باسم الموكل وهو 3. Management regulation الموكل بيجبرالموكل اليه
اسم معروف و بيدفعله فلوس شهرية علي التعامل مع مورد محدد
3. Financial advice & assistance حاخد 4. Coattail effects ممكن الموكل يدي للتوكيل الكتر من
مساعدات مادية شخص و بعضهم ممكن ميلتزمش باللوائح فالكل حيضر
4. Lower failure rate نسبة الفشل 5. Restrictions on selling قيود علي
قليلة البيع
6.Fraudulent franchisors غش الموكل يكون شخص
نصاب
.
Benefits of a Home-Based Franchiseفوايد ان الشخص يشتغل من بيته
1. Flexible work hours مفيش وقت محدد للشغل
2. Quality lifestyle برتب حياتي زي ما احب بحيث اوازن بين الشغل و البيت
3. Doing the work of your choice بختار الشغل ال يريحني ال علي مزاجي
4. Opportunity to expand using technology استخدم التكنولوجيا زي النت في شغلي
5. Self-motivation بشجع نفسي بنفسي
How to Avoid a Franchise Lemon!
1. Research officers & their business experience
2. Get summary of any bankruptcy & litigation
3. Estimate all costs to set up franchise
4. Review franchise contract & three most recent financial statements
Cooperative:-
-A business owned & controlled by the people who use it, produces, consumers or workers with
similar needs who pool their resources for mutual gain.
- :الجمعية التعاونية
والمستهلكين أو العمال الذين لديهم احتياجات، وتنتج، األعمال المملوكة والتي تسيطر عليها من قبل الناس الذين يستخدمونها-
)مماثلة الذين تجمع مواردهم لتحقيق مكاسب متبادلة(زي الجمعية التعاونية للفالحين
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Answers
Q1:
1 2 3 4 5 6 7 8 9 10 11 12
f K a b h g c d e i j I
Q2:
1. Horizontal merger 10. Corporation 17. General partnership
2. Partnership 11. Merger 18. Leveraged buyout (LBO)
3. Franchise agreement 12. Franchisee 19. Franchise
4. Acquisition 13. Limited partner 20. Vertical merger
5. Limited liability 14. Limited liability company 21. Sole proprietorship
6. S Corporation 15. General partner 22. Unlimited liability
7. Franchisor 16. Cooperative 23. Limited liability partnership
8. Conglomerate merger 24. Conventional corporation
9. Limited partnership
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Questions on CH.6
QUESTION (1) Matching
1-Intrapreneurs 2-Venture capitalists 3-Market 4- Entrepreneurship 5- Entrepreneurial teams
6- Micro preneur 7-Business plan 8-Incubators 9-Enterprise Zones 10-Angel investors
11-small Business
a) ____________________A group of experienced people from different areas of business who join together to
form a managerial team with the skills needed to develop, make and market a new product.
b) _________________creative people who work as entrepreneurs within corporations. They use existing
company’s resources to launch new products and generate new profits
c) __________________specific geographic areas to which government try to attract private business
investment by offering lower taxes and other government support.
d) ________________A detailed written statement that describes the nature of the business, the target market,
the advantages the business will have in relation to competition and the resources and qualifications of the
owners
e) _______________Individuals or companies that invest in new businesses in exchange for partial ownership of
those businesses.
f) ___________________Accepting the risk of starting and running,
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Q2:
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20
b A b a d b d b d a a d c c d b b b d c
21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40
D C B A C A D B B B B C A C A A B D A B
Q3:
1 2 3 4 5 6 7 8
True false true false false False false true
9 10 11 12 13 14 15 16
false true false True true true true true
زاكر انت كويس بس وأعمل أل عليك علشان لما.. معلش وهللا هانت.. حاسة وهللا أنك تعبت جدا
تقول يارب يستجيب لك
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Chapter ( 9)
Production: -The creation of finished goods and services using the factors of production: land,
labor, capital , entrepreneurship and knowledge.
األرض والعمالة ورأس المال وريادة األعمال والمعرفة:إنشاء السلع والخدمات الجاهزة باستخدام عوامل اإلنتاج
Production Management:
The term used to describe all the activities managers do to help their firms create goods
يستخدم المصطلح لوصف جميع األنشطة التي يقوم بها المديرون لمساعدة شركاتهم في تصنيع منتجات-
Operations Management (OM)
Is specialized area in management that coverts or transforms resources (including human resources)
into goods and services.
هو مجال متخصص في اإلدارة التي تحول الموارد (بما في ذلك الموارد البشرية) إلى السلع والخدمات
Form utility:
is the value added by the creation of finished goods and services, such as the value added to taking
silicon and making computer chips or putting services to gather to create a vacation package.
مثل القيمة المضافة إلى صناعة السيليكون وجعل رقائق الكمبيوتر،هي القيمة المضافة من خالل إنشاء السلع والخدمات الجاهزة
Computer-Aided Design ( CAD)
Is the use of computers in the design of products.
.هو استخدام أجهزة الكمبيوتر في تصميم المنتجات
Computer-Aided Manufacturing – (CAM)
Is the use of computers in the manufacturing of products.
هو استخدام أجهزة الكمبيوتر في تصنيع المنتجات
Computer-Integrated Manufacturing (CIM)
-Uniting of computer-aided design with computer aided manufacturing
-CAD/CAM, made it possible to custom-design products for small market
V. Important Notes for Complete Question:-
1. Some organizations produce mostly goods (factors and mines), others mostly services (hospitals,
schools), some produce both (McDonald).
2. In the service industry, operations management is about creating a good experience for those who use
the service.
3. Delighting customers has become the quality standard for luxury hotels and other services business.
4. -The production process-Consists of taking the factors of production (land….) and using those
inputs to produce goods , services and ideas.
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Is that part of the production process that physically or chemically changes materials
Ex:- Breakfast: Boiling---change the egg.هذا الجزء من عملية اإلنتاج التي تغير المواد ماديا أو كيميائيا
2-Assembly processهذا الجزء من عملية اإلنتاج التي تجمع مكونات معانا لتكوين المنتج
Is that part of the production process that puts together components to make a product
Ex:- Breakfast: Eggs, toasts, coffee
3-Continues process العملية المستمره
Is one in which long production runs turn out finished goods over time
)هي عملية اداره اإلنتاج الطويل(طويل األجل
Ex: Oil production
4-Intermittent process عملية متقطعة
Is a process in which the production run is short and the machines are changed frequently to produce
different products
هي عملية تشغيل اإلنتاج علب المدي القصير ويتم تغيير اآلالت بشكل متكرر إلنتاج منتجات مختلفة
Ex: furniture
Production Techniques
-Flexible Manufacturing
-Is designing machines to do multiple tasks so that they can produce a variety of products.
هو تصميم آالت للقيام بمهام متعددة بحيث يمكن أن تنتج مجموعة متنوعة من المنتجات
Lean Manufacturing
-Is the production of goods using less of everything compared to mass production; less
human effort, less manufacturing space, less investment in tools, less engineering time to develop a
new product in half the time
. وأقل، أقل مساحة لللتصنيع،ه و إنتاج السلع باستخدام أقل شيء من كل حاجة بالمقارنة مع اإلنتاج الضخم؛ أقل جهد اإلنسان
وأقل وقت الهندسة لتطوير منتج جديد في نصف الوقت، األدوات االستثمار
-A company becomes lean by continuously increasing the capacity to produce more, higher quality results
with fewer resources.
Mass Customization
Means tailoring products to meet the needs of large number of individual customers.-
Manufacturers are learning to Customize their products for individual customers.
-Mass customization of services is easier, because there is no tangible good that must be adopted..
اشوف احتياجات عدد كبير من الناس وانتج المنتجات ال تلبي االحتياجات دي
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تخطيط المتطلبات والموارد البشرية تطبيق،اجهزه الكمبيوتر الذي يجمع بين الوظائف لجميع أقسام الشركة (مثل التمويل
.وفاء النظام) على أساس مجموعة واحدة متكاملة من بيانات الشركات
4-Purchasing
-Purchasing function searches for quality material resources, finds the best suppliers and
negotiates the best price for quality goods and services.
-In the past, manufacturers dealt with many different suppliers.
Today, they rely more heavily on more or two vendors and manufactures is much closer.
-Internet-Based purchasing services allow companies is find the best supplies at the best price.
يجد أفضل الموردين والتفاوض على أفضل األسعار للسلع والخدمات ذات الجودة،وظيفة البحث عن الموارد المادية الجودة
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Gantt Chart.
▪ Named for its developer, Henry Gantt
▪ A bar graph that clearly shows what projects are being worked on how much has been completed
at any given time.
رسم بياني شريطي يوضح ما هي المشاريع التي يجري العمل عليها
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17-CAD/CAM makes it possible to custom-design products to meet the needs of __________ with
__________.
A. small markets; a decrease in cost B. very large markets; no increase in cost
C. small markets; very little increase in cost D. international markets; products that are complex
20-In __________, machines are designed to do multiple tasks so that they can produce a variety
of products.
A. systems engineering B. microdesign C. modular construction D. flexible manufacturing
28-SitRite Furniture Company uses labor and machinery to transform wood, plastic, metal and
cloth into comfortable chairs, sofas, and love seats. This process creates:
A. form utility. B. place utility. C. use facility. D. intangible productivity.
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30-Operations managers at Alumax Corporation have found that they can achieve efficient
production only by producing very large quantities of aluminum without shutting down the
production process. This indicates that Alumax should use a(n) ___________ production
process.
A. intermittent B. assembly C. continuous D. systematic
31-Megatronics, Inc. obtains computer components from a variety of suppliers and puts them
together according to customer specifications to create custom-made computers. This process is
an example of:
A. an assembly process. B. process manufacturing. C. synthetic production. D. continuous production.
32-Transformation, Inc. builds machinery and robots that can assemble a variety of autos and
trucks - including light pick-up trucks, two-seater sports cars, luxury sedans, full-size vans, and
SUVs. Transformation sells products to companies that require ___________.
A. micro-engineering. B. flexible manufacturing. C. continuous production. D. multiple output processing.
33-Alex is a production manager who believes his firm uses more of all types of resources than is
necessary to produce its products. He would like to find a way to cut back on labor, and reduce
the firm's investment in tools and space as well. It seems that Edwin would like to adopt:
A. mass production. B. marginal cost management. C. lean manufacturing. D. the maximum production
method.
38-Unlike an assembly line where workers perform only a few tasks, in a _________ layout,
teams of workers combine to perform a variety of tasks needed to produce more complex units of
a final product.
A. modular B. spoke and wheel C. network D. cluster
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41-The operations planning practice of inputting sales forecasts into computer software that
accurately predicts the amount and timing of materials needed to complete products and projects
is ________________.
A. Enterprise Resource Planning B. Materials Requirement Planning C. Virtual Accuracy Tool
D. Computer Based Materials Model
44-__________ is the operations management planning function that searches for quality material
resources, finds the best suppliers, and negotiates the best price.
A. Marketing B. Collective bargaining C. Bartering D. Purchasing
45-__________ has transformed the purchasing function in recent years by helping firms find the
best suppliers and the best prices.
A. PERT B. The Internet C. CAD/CAM D. QFD
47-With the __________ inventory control system, producers hold only the amount of materials
and parts that they need for a short period of time - sometimes just a few hours.
A. ABC B. first-in, first-out C. just-in-time (JIT) D. maximum
48-To reduce the cost of holding too much inventory, many companies have implemented:
A. ABC inventory management. B. first-in, last-out inventory control.
C. just-in-time inventory control. D. maximum inventory management.
49-Maintaining ___________ involves producing what the customer wants while reducing errors
before and after delivery to the customer.
A. manufacturing control B. allocative efficiency C. CAD/CAM D. quality
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53-____________ standards are concerned with the best practices for managing an
organization's environmental impacts.
A. EPA 2000 B. ISO 14000 C. Eurogreen 700 D. Enviro 2001
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Answers
Answer of Q1:-
1- Operations Management (OM) 2-Production Management 3-Form utility 4-Process manufacturing
5-Assembly process 6-Continues process 7-Intermittent process 8-Flexible manufacturing
9-Lean manufacturing 10-Mass customization 11-Facility location 12-Facility location
13-Facility layout 14-Material requirement planning)MRP) 15-Just in time 16-Quality
17-ISO 14000
Answers
1-process Manufacturing 2-Assembly process 3-Contiunous process 4-Intermittent process
5-Mass production 6-CAD 7-CAM 8-CIM 9-Flexible Manufacturing 10-lean manufacturing
11-lean manufacturing 12-Mass Customization
Answer of Q2:-
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20
B C D C C A C C D A C B D B D B C C C D
21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40
A A B B A C C A C C A B C A C A A A A B
41 42 43 44 45 46 47 48 49 50 51 52 53
B D D D B A C C D D B C B
Answer of Q3:-
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20
T T t t t t f t f t t f f f f t f t t f
21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40
F T F T T T T T T F T F T F T T F F T T
41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60
F F T F T F F F T F T F T T T F T T T T
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Chapter ( 11)
Human Resources Management (HRM)اداره الموارد البشرية
-The process of determining human resource need and then recruiting, selecting, developing,
motivating , evaluating, compensating and scheduling employees to achieve organizational goals.
عملية تحديد احتياجات الموارد البشرية وبعد كده بنعمل استقطاب واختيار وتطوير وتحفيز وتقييم وتعويض وجدولة الموظفين
.لتحقيق أهداف المنظمة
-The process of determining human resource need and then recruiting, selecting, developing,
motivating , evaluating, compensating and scheduling employees to achieve organizational goals.
عملية تحديد احتياجات الموارد ر
البشية وبعد كده بنعمل استقطاب واختيار وتطوير وتحفي وتقييم وتعويض وجدولة الموظفي
.لتحقيق أهداف المنظمة
Employees may be called the ultimate resource. People develop the ideas that become the
products that satisfy and delight customers needs and wants.
HRM has taken on an entirely new role in the firm .it may be the most critical function, in that
it will be responsible for dealing w with all aspects of the business's most critical resource:
Human resource(people).
ر
يف أنها سوف تكون مسؤولة عن،األكي أهمية البشية دور جديد تماما ف ر
قد تكون الوظيفة.الشكة وقد اتخذت إدارة الموارد ر
ي
ر
األكي أهمية يف األعمال التجارية التعامل مع جميع جوانب المورد
HRM is a function of all managers, it is shared function between the professional
human resource manager and the other managers.
ر
إدارة الموارد البشية ي
هو وظيفة مشيكة،ه وظيفة لجميع المديرين
1. Shortages of skilled workers مش كل الناس المتقدمة للشغل عندهم مهارات عالية
2. Undereducated workers معندهمش معرفة كاملة بطبيعة العمل
3. Shift in workforce composition : old age workers
4. Laws & regulations القوانين و التشريعات
5. Attitudes toward work اهتمام العمال باالجازات اكتر من اهتمامهم بالشغل
6. Continued downsizing الشركات في اتجاه دائم و مستمر في تسريح العمالة
7. Overseas labor pools في البالد األجنبية العمالة ارخص و القوانين أسهل
8. Demands for customized benefits كل واحد عايز الفايدة ال في مصلحته
9. Deceased loyalty مفيش انتماء للشركة ال بيشتغلوا فيها
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1. Prepare HR inventory
2. Prepare job analysis(job Description, job specifications)
3. Assess HR demand
4. Assess HR supply
5. Establish strategic plan
Hiring process
1-Recruitment:
the set of activities used to obtain a sufficient number of the right people at the right time.
.مجموعة األنشطة المستخدمة للحصول على عدد كاف من األشخاص المناسبين في الوقت المناسب
A. External sources of recruitment: المصادر الخارجية لالستقطاب ( V.V.IMP)
Employment agencies, personal applications, job hairs, newspaper ads..
B. Internal sources of recruitment: المصادر الداخلية لالستقطاب ( V.V.IMP)
transfers, promotions, employee recommendations, retrained employees.
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Benefits of Job-Sharing
1. Opportunities for wanting to work only part-time
فرصة للناس ال عايزه نشتغل في اوقات معينة
2. High level of enthusiasm and productivity
مستوي الحماس بيزيد و االنتاجية بتبقي اكتر
3. Reduced absenteeism and tardiness بيقلل الغياب و التأخير
4. Ability to schedule in peak demand period
بالقيهم موجودين في األيام ال ببقي محتاج فيها عمالة اكتر
5. Retention of experienced workers الحفاظ علي العمال ال عندهم خبره
Employee Movement حركة التوظيف
1. Promotion/Reassignment الترقية
2. Termination افصله من الشغل
3. Retirement يطلع علي المعاش
4. Resignation يستقيل
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Questions on CH.11
Q1: Complete Question)Help you to solve any Question)
1------------- is the process of determining human resource needs and then, recruiting, selecting, developing,
motivating, evaluating, compensating, and scheduling employees to meet the organizational goals.
2- Some of the challenges that are faced by human resource department include: ------------------, -------------, and -
-------------.
3- ------------------ is the study of what is done by employees who hold various job titles.
4- Job analysis yields two important statements: -------------------, and --------- -------.
5- ----------------------- one result of job analysis that focuses on providing a summary of the objectives of a job ,
the type of work, responsibilities and duties, working conditions, relationships to other functions. 6- --------------------
---- One result of job analysis that includes a written summary of the minimum qualifications required of workers to
do a particular job.
7- ---------------------- is a statement about the jobs, while ------------ is a statement about the person who does the
job.
8- ----------------------- represents the set of activities used to obtain a sufficient number of the right people at the
right time.
9- ------------------------- And ------------------------- are examples of internal sources of recruitment.
10- --------------------- refers to the process of gathering information and deciding who should be hired, under legal
conditions, and for the interest of the organization.
11- The first two steps of the selection process are -------------------, and ------- ----------------.
12------------------- includes all the attempts to improve productivity by increasing an employee’s ability to perform.
13- --------------- is the activity that introduces new employees to the organization, and to fellow employees.
14- The training program that involves a period during which a learner works alongside an experienced employee
to master the skills of a craft is---------- --------.
8- ----------------------- is a training program that offers an example of how technology is improving the efficiency
of many off the job training programs.
16-------------------------- also known as near-the-job training, and focuses on training done in schools where
employees are taught on equipment similar to that used on the job.
17- ----------------------- is the use of equipment that duplicates the job conditions and tasks so that trainees can
learn skills before attempting them on the job.
18- ------------------------- is the process of training and educating employees to become good managers.
19- Most management training programs include: --------------------, ------------ ----------, and------------------.
20- --------------------- is one method of management training in which a senior manager will assist a lower-level
manager through teaching the needed skills, and providing advice, and helpful feedback.
21---------------------- is one method of management training that involves exposing managers to different functions
of the organization.
22--------------------- refers to an evaluation in which the performance level of employees is measured against
established standards to make decisions about promotions and compensations.
23-Ways to meet the employee needs, and achieve employee retention include: --------------------, and ---------------
----.
24- An arrangement whereby two part-time employees share one full-time job is----------------------.
25- Employees can moved up and move out the corporate ladder through------ ------------ and ------------------
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Answers of Q1:-
1-HRM. 2- Shortage of skilled workers, overseas of labor pools, laws and regulations.
3- Job analysis. 4- Job description and job specification. 5- Job description. 6- Job specification.
7- Job description, job specification. 8- Recruitment. 9- Transfers, promotion. 10- Selection.
11- Complete application form, conduct interview. 12- Training and development. 13- Employee orientation.
14- Apprenticeship. 15- Online training. 16- Vestibule training. 17- Job simulation.
18- Management development. 19- On-the jobs coaching, understudy position, and job rotation.
20- On the job coaching. 21- Job rotation. 22- Performance appraisal. 23- Flextime and job sharing plan.
24- Job sharing plan. 25- Promotion, termination, retirement.
Answers of Q2:-
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16
c d b d c a c d b b a b d b b a
17 18 19 20 21 22 23 24 25 26 27 28 29 30 31
d d a a b b d a b d a c a c c
Answers of Q3:-
1 2 3 4 5 6 7 8 9 10 11 12 13 14
false true false true false false true false true true true false false true
15 16 17 18 19 20 21 22 23 24 25 26 27 28
false true true true false true false false true false false true true false
Page 44 of 75
Chapter ( ch.13)
Marketing:
Is the process of planning and executing the conception, pricing, promotion, and distribution of goods
and services to facilitate exchanges that satisfy individual and organizational objectives.
Selling and advertising are only part of marketing.
ه عملية تخطيط وتنفيذ المفهوم وتسعي وتروي ج وتوزي ع السلع والخدمات لتسهيل التبادالت ال بيض العميل و بتوصل ر
الشكة ي ي
الهدافها المطلوبة
.البيع واإلعالن هو جزء فقط من التسويق
Evolution of Marketing
Production Era - Up to early 1900s
▪ Given the limited production capacity and the vast demand for products in those days, the business
philosophy was to produce as much as you can there is a limitless market.
وكانت فلسفة العمل إلنتاج اكبر كمية ممكنة من،نظرا لقدرة اإلنتاج المحدودة والطلب الهائل على المنتجات في تلك األيام
المنتجات
▪ The business focused on production
▪ The greatest marketing need was for distribution and storage
الشركات كانت بتهتم بتخزين المنتجات و توزعها
• managers extended the marketing concept by adopting the concept of customer relationship
management CRM
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مع السلع- هو عملية التعلم قدر اإلمكان عن العمالء والقيام بكل شيء يمكنك لتلبية لهم أو حتى تتجاوز توقعاتهم
والهدف من ذلك هو تعزيز رضا العمالء وتحفيز والء العمالء على المدى الطويل.والخدمات مع مرور الوقت
Product Design
-Product should be designed to meet needs.- يجب تصميم المنتج لتلبية االحتياجات الخاصة بالعميل-
Product is any physical goods, service or idea that satisfies a want or need plus any thing
that would enhance the product in the eyes of consumers, such as the brand.
It's good idea at this point to do concept testing.
The process of testing products among potential users is called test marketing
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Page 47 of 75
Economic
Competitive Technology
Customer
Global
Social
The Marketing Environment
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Questions on ch.13
Complete Question
1- ______________ is the process of planning & executing the Conception, Pricing, Promotion and Distribution
of goods & services to Facilitate exchanges that Satisfy individual organizational Objectives.
2- Two important activities in marketing are ------------------, and --------------.
3- Marketing Business Philosophy has passed through four Eras, namely: ---- ---------, ------------,--------------,
and-------------------.
4- During the 1900s ------------- era of marketing philosophy focues on production; and the greatest marketing
need was for ---------- & -----------.
5- The marketing philosophy in the production era was -----------------.
6- Two factors that led to the change in marketing philosophy from production to selling are: ------- &-----------
-.
7- The increase in consumers’ spending and the increase in competition among businesses have led to a new
era in marketing namely: -----------
8- The business philosophy of Marketing Concept id based on three main orientations, namely: ------, -----------
-----, and ---------------.
9- ----------------------- is a marketing concept orientation which means making sure that everyone in the
organization has the same objective of customer satisfaction.
10-------------------------- s the process of learning as much as possible about customers and exceeding
customer satisfaction leading to customer loyalty.
11- The four elements of the marketing mix are: ----------, ----------, --------, and -------------------.
12- The 9 activities in a marketing process are ---------, ---------,---------,-------- ,-----------,-------------,-----------
--,-----------, and------------.
13------------------- is the process of testing products among potential users.
14- --------------- is a word, letter or group of words or letters given by the producer or service provider that
differentiates a good/ or service from those of competitors.
15- Cost plus strategy, skimming strategy & psychological strategy are three examples of ------------------
strategies.
16- In deciding about products’ place, a marketer chooses among three market coverage strategies, namely: -
-----------, -------------- or ------------.
17-------------------------- consists of all the techniques used by sellers to inform and motivate people to buy
their products or services.
18- Promotion techniques include: --------------, ---------------, -----------, ------- and --------------.
19- ------------------------- is the analysis of markets to determine the opportunities and challenges & to find the
information needed to make good business decisions.
20- The four steps of marketing research process are: ---------------, ------------, ----------, and----------------- 21-
--------------------- is in the center of the marketing environment.
22- --------------------- is the process of dividing the total market into groups whose members have similar
characteristics.
23--------------------- refers to marketing directed toward the market segments that an organization decides it
can serve.
24- --------, ----------, -----------, -----------, ----------- are five dimensions of market segmentation process.
25- Forces influencing Consumer Behavior include: -------------------------------
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Answers
Answer of Q1:-
1- Marketing. 2- Selling & advertising.
3- Production era, selling era, marketing concept era & customer relationship era.
4- Production. 5- Produce as much as you can because there is limitless market.
6- Development of mass production techniques & increase in production capacity exceeding immediate
demand.
7- Marketing concept era. 8- Customer orientation, Service orientation, & Profit orientation.
9- Service orientation. 10- CRM. 11- Product, price, place & promotion.
12- Find an opportunity, conduct research, identify target market, design product, test the product, brand
name selection & price, develop distribution system, design promotion program, & build relationship with
customer. 13- Test marketing. 14- Brand name. 15- Pricing strategies.
16- Intensive, selective, exclusive. 17- Promotion. 18- Advertising, personal selling, public relations,
publicity, & word of mouth (WOM). 19- Marketing research.
20- Defining the question, collecting data, analyzing data, choosing the best solution & implementing it.
21- Customer. 22- Market segmentation. 23- Target Marketing.
24- Geographic, Demographic, Psychographic, Benefit, & Volume.
25- Reference group, Culture, Learning, Subculture & Cognitive dissonance.
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1 2 3 4 5 6 7 8 9 10 11 12 13 14
false true true true false true false true false false true false true true
15 16 17 18 19 20 21 22 23 24 25 26 27 28
true false true false false false false true false false false true true false
Answer of Q3:
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16
c a a b b b c d c b c a d a d d
17 18 19 20 21 22 23 24 25 26 27 28 29 30 31
c a b d a d b b a b a a c c a
Mini Cases Question(from previous Exams) Help You to answer Choose Questions
1. Shehab’s company is planning to improve its products by the uniting of its computer aided design with its
computer aided manufacturing .the intended production operations?
2. Nada owns a factory that transforms milk into dairy products such as yogurt and blue cheese. This factory is
using which of the following production operations?
3. Haguar’s company has met the standards of the best practices for the protection and non pollution
environment. Thus the company can receive which certificate from the international organization standardization?
4. Sherif’s company has decided to launch a new product into the market. The company will test the product
among potential users before launching it. This process is called…………… system does amgad need?
5. After determining its HR needs. tasneems company realized that they need to hire a new employees? What
is the HRM activity that is used to obtain a sufficient number of the right people right time?...............
6. Amgad wants to have minimum inventory levels such that parts, supplies and other component delivered
directed to the assembly line without going first to warehouses. Such system requirement coordination among
selected supplies. What inventory control
7. Mohamed got hired by dental care clinic where graduate dentists work with experienced dentist master the
skills and experience of the craft. What is the training method used in this clinic?
8. Galaxy is an internet-based company that provides online support services for business that need setting up
and maintain their websites .Galaxy is an example of accompany that is engaged in which types of e-commerce?
9. Creamy dairy products company has recently looked into merger with Reda farms that produce soft drinks
what is the type of merger proposed in this case?
10. Amany works as a web Designer from home. Amany is late in the delivery of customers orders as she is very
busy with her children during their term exams. Which home based challenge amany facing?
11. Trans Globe Airlines has recently looked into a merger with its main competitor, Royal Blue Airlines firms
belive the merger will create a stronger company that can offer travelers more flights to variety of destinations.
This proposed merger is an example of………merger.
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Sections Questions
MCQs: CH.5
1.When an automobile company joining with a parts supplier. This is an example of ______
a) Vertical merger b) Horizontal merger c) Acquisition d) Franchising
2. When McDonald's kFC, Pizza Hut operate in different countries internationally through granting
the right to another to use its name in exchanges for royalty. This is an example of ________
a) Vertical merger b) Horizontal merger c) Acquisition d) Franchising
3. In India, when Lipton joins with Brook Bond tea company and formed Brook Bond Lipton India lid
to reduce competition and benefit from economies of scale. This is an example of _________
a) Acquisition b) Vertical merger c) Horizontal merger d) Cooperative
4. In 2007, Blackstone group purchased Hilton hotel by taking a loan of $26 billion. This is an
example of _______
a) Merger b) Leverage buyout c) Franchising d) acquistion
5. The amount of money paid for the franchisor on monthly basis in order to have the right to use its
name is called ________
a) Loyalty b) Royalty c) Rent d) Initial fess
6. The Boeing Company bought McDonnell Douglas. Subsequently, the Boeing company become
responsible for all of McDonnell Douglas's obligations. This is an example of _______
a) Acquisition b) Vertical merger c) Horizontal merger d) Cooperative
T/F
1-The franchisee is a company that develops a product concept sell others the right to make and sell the products
2- The merger of a soft drink company and snack food company is an example of horizontal merger
3- In franchise operation, the franchisee still enjoys much of the incentives and profit of a sole proprietorship
4- Franchising can be home-based
5- When two drug companies, Glaxo and Smithkline began talks to merge their companies. This is considered as a
vertical merger
6- Moutaz Corporation, which owns International shoe Company and International Dairy Queen, bought Damas
Diamonds, a jewelry store chain in the Midwest. This is a conglomerate merger
Answers
1 2 3 4 5 6
a d c b b a
1 2 3 4 5 6
f f f t f F
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1 2 3 4 5 6
b c d d c b
1 2 3 4 5 6 7
t f t t t f t
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Answers
1 2 3 4 5 6 7
c b a c a b C
1 2 3 4 5
f f f t t
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1.HRM is receiving attention due to the shift from service industries to manufacturing industries
2. HRM is the responsibility of only the human resource manager
3. Job description focuses on the individual’s skills while job specification focuses on the job duties and
responsibilities
4. Pension plans, health plans, sick leave and vacation pay are example of the fringe benefits
5. Job sharing reduce absenteeism and tardiness
6. Off-the-job training consist of training in classrooms with equipment similar to that used on the job so
employees learn proper methods and safety procedures
7. Learning why an employee leaves a company is not especially valuable information for a company to
determine
Answers
1 2 3 4 5 6 7 8 9 10
b a c b c d b a d b
1 2 3 4 5 6 7
f f f t t f f
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a-1 b-6 c-2 d-15 e-10 f-4 g-3 h-12 i-7 j-5 k-8 l-11 m-9
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7-General partner, limited partner. 8-Conglomerate merger 9-Franchise 10-Intraprenuer 11-Enterprise Zone
15-job simulation 16-Flexible work 17-Customer relationship management (CRM) 18-Marketing Mix
19- Reseller Sales 20-Promotion 21-Market Segmentation , target Marketing 22-job rotation 23-Small
Business
MCQ
1-Tamer is the sole proprietor of a gift shop in a small shopping center .Because he is a sole
proprietor , any profit tamer’s business earns is:
a-Totally tax free. B-Taxed only as tamer’s personal income.
c-Taxed twice, once as business income, then again as tamer’s personal income
d-Taxed only if and when it is distributed to investors.
2-A difference between partnership and sole proprietorship is that partnerships:
a-Are easier to form b- are managed by an elected board of directors
c-Have the advantage of limited liability d-have a greater chance of long term survival
3-A merger involving a major candy company and steel producer would be an example of:
a-Vertical merger b-horizontal merger c-linear merger d-conglomerate merger e-None of the above
4-…………………………..is the production of goods using less of human efforts and engineering time to
develop a new product in less time:
a-Mass production b-flexible Manufacturing c-Lean manufacturing d-Assembly process
5-Recently, Companies are using Quality Control to reduce errors of production at the end of
production line.
a-True b-False
6-PERT is the process used to monitor all phases of the production process to assure that quality
into the product from the beginning.
a-True b- false
1 2 3 4 5 6
b d A c b b
1-Which of the following is a reason given for the growth of home-based businesses?
a)desire of to balance work and family
b) new tax laws that allow for fewer deductions for home offices
c) improvement in job security for employees of large corporations
d) favorable shift in social attitudes towered working for a large corporation
2- Business incubators are government-funded facilities intended to:
a)Provide health care benefits for small business owners and their families
b) offer startup firms low-cost office space and basic business services
c) help rebuild the nation's infrastructure
d) assist foreign investors in identifying business opportunities
3- Which of the following statements about human resource management opportunities and
challenges is most accurate?
a)Shifts in the economy have led to a huge pool of skilled workers
b) Workers now desire similar benefits that are satisfactory to all of the them
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1 2 3 4 5 6 7 8 9 10 11
a B d c d b a c d b a
12 13 14 15 16 17 18 19 20 21
b B a A B a b c d a
Final 2018
1.Which of the following products use process Manufacturing?
a) Hair brush
b) Computer
c) Motor Oil
d) Desk
2. Which of the following is an essential element of a job description?
a) The minimum qualification workers must have to fill the position
b) Working conditions
c) What is done by employees who hold various job titles
d) The age of the person that should hold the job
3. Which of the following is an advantage of the corporate form of business when compared to sole
proprietorships and partnerships?
a) Ease of formation
b) Simplified paperwork
c) Lower taxes
d) Limited liability of owners
4. When production department are uniting computer-aided programs in designing and
manufacturing their products this means that they are using
a) CAD
b) CIM
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Answers
1 2 3 4 5 6 7 8 9 10
d b d b b d b b b d
11 12 13 14 15 16 17 18 19 20
b b c c c b a d d d
1 2 3 4 5 6 7 8 9
F F F F T F F F F
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1- Bonds stocks
Exercise
-Assume you have two machines, we need to accept one of them, using the following
information:
The accepted machine will be financed with the following weights:
• 20 % from the common Stocks.
• 20% from the preferred Stocks.
• 60% from the Bonds.
-The preferred stock dividends is 15, The market price is 100 , The cost of bond before tax is
12% , The tax rate is 20 %.
-If you know that the Risk free rate ”Rf” is 7% and The Market Return “Rm” is 15 %
The Company Beta is 2, the old machine has a Book value is 50000, selling price is 60000.
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Solution
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WACC = 20% x 15 % = 3%
(preferred Stock)
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∑ F. V - Initial Investment
NPV = t
(1 + r )
Note: In The last year Salvage Value and Net Working Capital (NWC) should be added to cash
flows.
So, We will accept machine number (1) to replace old machine because it has lower NPV.
In case that both machines have negative NPV we will refuse both and keep working with our
current machine.
MCQ
If you know Rf = 8 % , The Market premium = 7% , and the Company B= 1.5
So the cost of common stock will be
a) 18.5 %
b) 23%
c) 15%
d) None of the above
Solution:
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Important Notes
1- when the company invest in financial Assets (Securities) that means that it invests in three
financial tools which are (Bonds, preferred stock and Common stock).
Q1: There is no difference between financial Tools ( False)
To calculate
Q2:there the
is no Market Capitalization
difference ( Market
between Common Value)
stock and للشركة الرأسمالية
preferred القيمة
Stock(False)
=Market price x # of Stocks .
_______________________________________________________________________________
2-Suppose , that the company Tal3at mostfa has 1000.000 stocks and the market price for its
stock in the market is $ 9 ..Calculate the market capitalization?
Solution:
When you select stocks that you will invest in it select stocks who have positive
Correlation and avoid stocks who have negative Correlation.
______________________________________________________________________________
_Price of the Stock
Any Stock has three prices: open price, Close price and Average price (Occur during the
session) , but note that the market price of the stock will be determined according to the
close price.
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