Reference Manual for T.Y.B.

Com Examination For all the Commerce Papers

MHRM
Syllabus

(commerce paper III)

Section - I : Marketing
1. Introduction to Marketing (A) Marketing - Nature, Importance and Scope. Concepts : Selling Concept, Marketing Concept and Societal Concept. Role of Marketing Managers in Changing Marketing Environment. (B) Market Opportunity Analysis - Marketing Research and Marketing Information System (MIS) Concepts, nature and importance in marketing decisions. 2. Consumer Behaviour and Market Segmentation Consumer Behaviour - Nature and factors influencing it. Consumer's buying decisions process. Market Segmentation - Nature, importance and basis of segmentation. Niche Marketing; Customer Relationship Management (CRM) - Need and importance - Techniques of building CRM. 3. Marketing Mix : Nature and Importance. (A) product Mix - Product Life Cycle (PLC) - Branding - Brand Selection Brand Extension - Brand Positioning and Brand Equity. (B) Price Mix - Factors influencing the price - Pricing Methods. (C) Place Mix - Direct and Indirect Marketing - Factors influencing channel decisions - Managing channel intermediaries (Distribution Network) (D) Promotion Mix Elements - Role of Advertising, Salesmanship and Public relations in promotion - Recent Promotion Tools used in Indian Companies.

4. Recent Trends in Marketing : (A) Service Marketing - Special features - Problems in marketing of services. (B) Rural Marketing - Nature and Growth - Problems of Rural Marketing in India - Measures for effective Rural Marketing. (C) Social Marketing (D) Green Marketing (E) Event Marketing (F) Internet Marketing (G) Telemarketing (H) Retail Marketing 5. Case Studies

Section - II : Human Resource Management (HRM) 6. Introduction to Human Resource Management (A) concept of HRM - its Nature, Importance and Functions - Role of HR Managers in the changing Business Environment. (B) Human Resource Planning : Importance and Steps in HRP - Job Analysis - Meaning and Uses Recruitment and its sources - Selection Procedure - Employment Tests & Interviews - their roles & types - Importance of Placement and Induction. 7. Human Resource Development (HRD) Concept and Scope of HRD - Training and Development - Importance, Types and Methods - Performance Appraisal - benefits, limitations and techniques of appraisal. 360 Degree Appraisal, Employee Retention - Compensation and Incentives - Performance related pay. 8. Human Relations Nature and Importance of human relations - Leadership - Traits and Styles. Motivation - Factors of Motivation - Theories of Motivation - Maslow's Theory, Herzberg's Theory and McGregor's X & Y Theory. Employee Morale - Nature and Importance. Grievance Handling and Procedure.

9. y y y y y y y y 10.

Current Issues in HRM : Human Resource Accounting - Concept, advantages and limitations Human Resource Audit - Objectives and scope Group Dynamics and Team Building - nature and significance Emotional Quotient and Mentoring - meaning and importance Career Planning and Development - nature and importance Need for succession planning. Empowerment and Participation - meaning and significance Emerging Challenges in HRM - managing workforce diversitymanaging downsizing, outsourcing Safety and Security Management - Importance. Case Studies

Question Paper Format

y The paper will consist of TWO SECTIONS of 50 Marks each y Each section will have 5 questions, each question of 10 Marks. y Questions 1,2, 3, 4 of section I and questions 6, 7, 8, 9 of section II will be essay type, having either/or option (internal option) y Q.5 in Section I and Q. 10 in Section II will be on Case Study of 10 marks each, with option of writing short notes on any TWO out of FOUR, each carrying 5 Marks. y Every essay type question will consist of a term or concept for which meaning needs to be written.

Tips
1. The moment you get the Question paper on hand devote at least 5 minutes with the paper to select the Questions for which you could write the BEST of the answer. 2. After selecting the Questions that you are going to attempt fix the priority within the selected Questions, in order to attempt in the order of THE BEST, THE SECOND BEST, THE THIRD BEST and so on.

3. This act on your part will not only enable you to complete the paper on time but also, to gain good impression in the eyes of the examiner. 4. Start Answer to new Question on a new page. 5. Allot 15 minutes each for writing the answer to each Question in Section I and Section II. 6. This will take exactly TWO hours to finish the long answers in both the sections. Section I (4X15 = 60 minutes) Section II (4X15 = 60 minutes) 7. Allot 20 minutes each for attempting Case Study in both the sections. (20X2 Case Studies = 40 minutes) 8. This gives you 15 more minutes left on hand so, even if, there is a spillover of time for some long answers, the student will find it comfortable to finish the paper on time and also will be able to write quality answers.

Question Bank Section - I

1. Introduction to Marketing:
-Definition and features of Marketing. Scope of Marketing. -Importance of Marketing. -Relationship Marketing. Role of Marketing Manager in changing marketing environment. -Concepts of Marketing. -M.R. and MIS : meaning, features. -M.R. v/s. MIS. -Essential components of MIS. -Role of MR and MIS. -Market Opportunity Analysis.

2. Consumer Behaviour and Market Segmentation

-Factors influencing Consumer Behaviour. -Consumer Buying Decision Process.

-Bases of Market Segmentation. -Merits of Market Segmentation. -Essentials of Effective Market Segmentation. -CRM: meaning and importance. -Techniques of CRM. -Strategies to develop Customer Loyalty. -Niche Marketing.

3.

Marketing Mix:

-Marketing Mix: definition, nature and importance. -Product Mix: definition and product mix decision. -Strategies at Product Life Cycle. -Meaning of a Brand. -Brand Extension: meaning and types. -Brand Positioning and Brand Equity. -Factors influencing Product Pricing. -Pricing Methods. -Skimming v/s. Penetration Policy. -Factors influencing channel decisions. -Elements of Promotion Mix -Role of advertising, PR, Personal selling.

4.

Recent Trends in Marketing:

-Services: definition, features, problems in marketing. -Rural Marketing: Factors, problems and measures. -Importance of Social marketing and Green Marketing. -Event Marketing: meaning and recent trends. -Internet marketing: meaning, types, merits and demerits. -Recent trends in telemarketing and retail marketing.

5.

Case Studies OR Short Notes

Contd

Section II
6. Introduction to Human Resource Management : Conceptual Question: 1) 2) 3) 4) 5) 6) 7) 8) 9) 10) 11) 12) 13) 14) 15) Human Resource Management (HRM) Humana Resource Planning (HRP) Human Resource Job Analysis Job Description Job Specification H.R.I.S Job Design Recruitment Employment Test Types of Interviews Induction Placement Job Enrichment Job Evaluation

Long Answers: Q1. Explain the nature of Human Resource Management. Q2. Describe the importance (Objectives) of Human Resource Management. Q3. What are the functions (Scope) of Human Resource Management? Q4. Elaborate on the role of HR manager in changing environment.

Q5. Discuss the importance of Human Resource Planning. Q6. What steps need to be followed in the process of Human Resource Planning? Q7. Describe the uses of Job Analysis. Q8. Explain the objectives, merits & demerits of the sources of recruitment. Q9. What are the steps to be followed in the process of selecting the potential employees for your organization? OR Explain the steps involved in scientific selection process. Q10. Explain the different types of Employment Test. Q11. Describe the role (advantages) played by interview. Q12. Explain the need (importance) of conducting Induction Training. Q13. Explain the importance of Placement. 7. Human Resource Development (HRD)

Conceptual Question: 1) 2) 3) 4) 5) 6) 7) 8) Human Resource Development. Training & Development. Methods of Managerial Development. Performance Appraisal (Merit rating). Techniques/Methods of Performance Appraisal. 360 Degree Appraisal. Human Resource Accounting Employee Retention.

9) Compensation. 10) Performance Related Pay Long Answers: Q1. Explain the Nature & scope of Human Resource Development. Q2. Elaborate on the Objectives & importance of HRD. Q3. Describe the Importance (purpose) of Training & Development. Q4. What are the Principles of Training? Q5. Explain the different types of training managerial personnel. Q6. Elucidate the Methods of managerial training & development. (On-The Job methods & Off-The Job methods) Q7. Describe the Benefits & limitations of Personal training. Q8. What are the different Methods of personal training? Explain. (Traditional & Modern) Q9. Comment on the measures that are adopted to retain employees in an organization. Q10. What are the Elements of compensation package? Q11. Describe the Benefits of performance appraisal. 8. Human Relations

Conceptual Question: 1) Human Relations

2) Leadership 3) Any one of the Leadership styles 4) Motivation 5) Morale (Employee Morale) 6) Grievance Long Answers: 1) Explain the nature of Human relations. 2) Describe the importance of Human relations. 3) Elaborate on the traits shown by Effective Leaders. 4) Why is it essential to keep the employees of an Organization motivated? (Importance of Motivation) 5) Comment on the factors that motivate a person to work. 6) Explain Maslows Need Hierarchy Theory in detail. 7) Write a note on Herzbergs Two Factor theory on Human motivation. 8) Explain McGregors X & Y Theory on motivation. 9) Elucidate on the nature of morale. 10) Maintaining High Morale is important to the Organization as well as to the Employees. Explain. ( Importance of Employee Morale ) 11) Explain the causes of Grievances. 12) How can the Management of a company anticipate grievances and prevent them from arising? ( Identification of Grievances) 13) Describe the procedure involved in Grievance handling.

9.

Current issues in HRM

Conceptual Question: 1) Human Resource Accounting 2) Human Resource Management Audit 3) Group Dynamics 4) Team Building 5) Emotional Quotient (EQ) 6) Career Planning 7) Career Development 8) Succession Planning 9) Employee Empowerment 10) Employee Participation 11) Downsizing 12) Outsourcing Long Answers: 1) What are the elements of Human Resource in Human Resource Accounting? 2) Explain the need for Human Resource Accounting. 3) Describe the advantages & limitations of Human Resource Accounting. 4) State & explain the objectives of Human Resource Management Audit. 5) Elaborate on the scope of Human Resource Management Audit.

6) Describe the nature & significance of Group Dynamics. 7) List & explain the signals that are generally shown to a team to engage in team building process. 8) Explain the process & significance of Team Building. 9) Describe the importance of career planning & development.
10) Justify the need for succession planning in an organization.

11) Explain the significance of Employee Empowerment & Participation. 12) List & explain the emerging challenges in HRM. 13) Employee safety & security brings benefits to the employees as well as to the organization. Explain.

9.

Case studies OR Short Notes

Note : For clear understanding and correct analysis of the given case in the Examination, Students are advised to practice more case studies over & above the cases that were discussed in the class.

Business Management - 1

Syllabus
1. Introduction To Management 2. Evolution of Management Thought 3. Planning & Decision Making 4. Organising 5. Organisation Structure 6. Delegation of Authority 7. Staffing & Coordination 8. Human Resource Management 9. Job Analysis 10. Training & Development 11. Performance Appraisal 12. Motivating & Leading 13. Directing & Communicating 14. Controlling 15. Management of Change 16. Organisation Development 17. Case Study Method

Contd

..

Question Paper Format 1. The total marks allotted to the paper is 100. 2. Question no.1 is compulsory. (Concepts) ((Any 5 out of 8 Four Marks Each (4x5= 20)) 3. Attempt any Four question from Q. nos. 2 to 8 (20 marks each - 20x4 = 80 ) 4. Question no. 8 will be a case study.

Tips
1. The moment you get the Question paper on hand devote at least 5 minutes with the paper to select the Questions for which you could write the BEST of the answer. 2. After selecting the Questions that you are going to attempt , fix the priority within the selected Questions, in order to attempt in the order of THE BEST, THE SECOND BEST, THE THIRD BEST and so on. 3. This act on your part will not only enable you to complete the paper on time but also, to gain good impression in the eyes of the examiner. 4. Start Answer to new Question on a new page.

5. Allot 15 minutes each for writing the answer to each Question from Question no. 2 to 8 (Any FOUR you need to attempt) (For each Question A & B, 15 minutes each)

6. This will take exactly TWO hours to finish the long answers (8X15 = 120 minutes) 7. Case Study is Optional. 8. Allot 25 minutes for attempting the CONCEPT Questions (Question no. 1) ((5 minutes each concept question ( 5x5 = 25))

9. This gives you 30 more minutes left on hand so, even if, there is a spillover of time for some long answers or Case Study the student will find it comfortable to finish the paper on time and also will be able to write quality answers.

Question Bank
Concept Questions (COMPULSORY - ANY 5 OUT OF 8)
1. Conceptual Skill 2. Technical Skill 3. Human Skill 4. Scalar chain 5. Gang Plank 6. Time & Motion Study 7. Mission 8. Objectives 9. Strategies 10. Policies 11. Procedures 12. Rules 13. Programmes 14. Budget 15. Schedule

16. Tactical/Operational Planning 17. Corporate Planning 18. Strategic Planning 19. MBO(Management By Objective) 20. Linear Programming 21. Game Theory 22. Simulation 23. Queuing Theory 24. Network Techniques 25. Probability Decision Theory 26. Pay-Off Matrix 27. Decision Tree 28. Brain Storming Techniques 29. Nominal Group Techniques 30. Delphi Techniques 31. Quality Circles 32. Heuristic Techniques 33. Formal Organisation 34. Informal Organisation 35. Unity of Command 36. Span of Control 37. Graicunas Theory of Span of Control 38. Tall Organisation 39. Flat Organisation 40. Departmentation 41. Decentralisation 42. Matrix Organisation 43. Line Organisation

44. Line & Staff Organisation 45. Functional Organisation 46. Committees 47. Delegation of Authority 48. Authority, Responsibility & Accountability 49. Self-Control 50. Internal Sources of Recruitment 51. External Sources of Recruitment 52. All Types of Employment Test 53. All Types of Interview 54. Exit Interview 55. Group Discussions 56. Assessment Centres 57. Recruitment & Selection 58. Coordination 59. Departmentation 60. Basis/Types of Departmentation 61. Monetary Incentives 62. On The Job Training 63. Off-The Job Training 64. Grapevine 65. Planning Premises 66. Negative Motivation 67. Fatigue Study 68. Job Analysis 69. Time Management 70. Team Motivation

DESCRIPTIVE QUESTION

(Any FOUR 10 Marks each)

Chapter 1- Introduction to Management

Q1. Define Management. Discuss the scope of management. Q2. Bring out a comprehensive definition of management & explain any 4 importance of management Q3. Define Management. Discuss various managerial roles. Q4. Define Management & bring out its characteristics. Q5. Is management, a science or an art? Substantiate your answer Q6. Explain Henry Fayol principles of management.

Chapter2- Evolution of Management Thought

Q1. Discuss contribution of F.W.Taylor to the management thought. Q2. What is Behavioural School of management? Q3. Describe the contribution of Elton Mayo in the development of management Q4. Discuss the Contingency approach to management. Q5. Examine & evaluate the System approach to management. Q6. Contrast between Taylorism & Fayolism . OR Who should be called as the Father of Scientific Management , Taylor or Fayol ? Substantiate your answer.

Chapter 3-

Planning & Decision Making

Q1. Account for the importance of Planning. What is its limitation? Q2. Define Planning. What are its importance & limitations? Q3. Define Business Planning. What are its characteristics? OR Define Planning. Bring out its nature & characteristics. Q4. Define Planning. How does it benefit an organisation (importance)? Q5. State & explain pros & cons of planning. Q6. Define Planning. Describe the steps in planning process. Q7. Discuss the components of planning. Q8. What is meant by Decision Making? What are the types of managerial decision? Q9. Discuss the various steps in Scientific Decision Making process. Q10. Discuss the steps in MBO process. Q11. Right decision making is the acid test of managerial ability? Explain. Contd

Chapter 4 -

Organising

Q1. Define Delegation of Authority. What are the barriers to effective delegation (problems encountered in delegation of authority)? Q2. How to overcome obstacles in delegation ? (Principles of effective delegation)

Q3. Discuss the factors affecting Span of Control. Q4. What is meant by Matrix organisation? Is it still relevant & useful? Q5. What is meant by Span of Management? With modern means of communication, can be it increased to any extent? Q6. Suggest measures to resolve & prevent conflict between Line & Staff. Q7. Explain the reason for the conflict between Line & Staff organisation OR Discuss the nature of conflict between Line & Staff organisation. Q8. What is meant by departmentation? Give the advantage & limitation of departmentation. Q9. What is Departmentation? What is the basis of departmentation?

Chapter 5 -

Organisation structure

Q1. Define Organisation. What are the principles of sound organisation? Q2. With the help of suitable diagram, explain the Functional Organisation and discuss its advantages. Q3. What is meant by Matrix organisation? Is it still relevant & useful? Q4. Suggest measures to resolve & prevent conflict between Line & Staff.

Q5. Explain the reason for the conflict between Line & Staff organisation OR Discuss the nature of conflict between Line & Staff organisation.

Chapter 6 - Delegation of Authority

Q1. Define Delegation of Authority. What are the barriers to effective Delegation? (Problems encountered in delegation of authority) Q2. How to overcome obstacles in delegation ? (Principles of effective delegation) Q3. What is Delegation of Authority? Describe the steps (process) involved in the delegation process. Q4. What is Delegation of Authority? Explain the importance (advantages) of delegation. Q5. Distinguish between Delegation & Decentralization of Authority. Explain why manager hesitate to delegate. Q6. Explain the principles of Authority, Responsibility & Accountability. OR Explain the inter-relation between Authority, Responsibility and Accountability

Chapter 7 - Staffing and Co-ordination

Q1. Explain the external sources of Recruitment. Q2. What is Recruitment? Explain the internal sources of recruitment.

Q3. Define Recruitment. How does it differ from Selection? Q4. Describe the Selection process in detail. OR What are the steps included in Scientific Selection process? Q5. Describe the role (advantage) of Interview both to the company as well as to candidates. Q6. Co-ordination is an essence of management . Explain. Q7. What are the principles of effective co-ordination?

Chapter 8 - Human Resource Management

Q1. What are the causes of turnover of managerial staff? How can it be prevented? Q2. Define Human Resource Management. (Go through Nature & objectives) Q3. Describe the scope (importance) of HRM. Q4. Need and importance of Human Resource Planning. Q5. Explain why strategic human resource management can help an organization gain a competitive advantage?

Chapter 9 -

Job Analysis

Q1. What is Job Analysis? Explain the need & importance of job analysis. (Include components in definition).

Chapter 10 - Training & Development

Q1. Discuss any 5 methods of training managerial staff. Q2. Why is training important? What are the different methods of employer training? Explain. Q3. Elaborate on the essentials of a good training programme? (Principles & Essentials).

Chapter 11 -

Performance Appraisal

Q1. What are the various methods of Performance Appraisal? Discuss them. (Techniques). Q2. What is meant by Performance Appraisal? What are the limitations? Q3. What is Performance Appraisal? Explain the purpose of P.A. (Needs, Importance, and Uses). Q4. Explain the principles to be followed to make P.A. more effective. (Guidelines) Contd

Chapter 12 -

Motivating & Leading

Q1. Define motivation. Why people have to be motivated? With what incentives can they be motivated? Q2. Discuss in detail the Maslow s contribution to the theory of motivation.

Q3. State & explain any 2 theories of motivation. Q4. What do you understand by motivation? Explain different factors influencing motivation? Q5. Explain Mc Gregor s theory X & theory Y. Q6. Explain Herzberg s two factors theory. Is it similar to Maslow s need hierarchy theory? Q7. Define Leadership & bring out the qualities or characteristics of a good leader. Q8. Discuss the different leadership styles.

Chapter 13 -

Directing & Communicating

Q1. With the help of diagram, explain the process of communication & point out the barriers of communication likely to occur. OR Describe diagrammatically, the process of communication with common hindrance in it. Q2. What is Communication? Explain the guidelines for improving communication. Q3. Define Communication. Explain an organisational communication process. Q4. What are the barriers in effective communication? How communication can coax & kindle team spirit. OR Discuss the factors that hinder the organisational communication

process. Q5. What is Communication? How can be barriers to communication be removed?

Chapter 14 -

Controlling

Q1. What is Controlling? Explain any 4 modern techniques of controlling. OR State & explain any 4 control techniques in detail. Q2. What is Controlling? Discuss the various stages (steps) in a standard control process. Q3. Explain the purpose & process of controlling. How control can be minimized without affecting quality of work? Q4. Highlight the features control system & discuss the steps in controlling.

Chapter 15 -

Management of Change

Q1. What is Change Management? Why do people resist change? Q2. What are the ways in which a manager can initiate changes positively? OR What is suitable process of Management of Change without antagonizing people? Q3. Why do people resist change? How can resistance to change be

minimized? Q4. Suggest method for managing changes in organisation.

Chapter 16 - Organisation Development

Q1. Discuss the various method of organisational development. Q2. Discuss the factors & forces that create an ideal organisation climate.

Business Management 2
CONTENT TABLE 1 Contents as per text book 1. Nature of Financial Management 2. Study of Financial Statements 3. Comparative Statements, Common-size Statements, and Trend Analysis 4. Ratio Analysis 5. Sources of Finance 6. Statement of Sources and Application of Funds 7. Capital Budgeting 8. Working Capital 9. Receivable Management 10. Cash and Marketable Securities Management 11. Basic Principles of Cost Accounting 12. Marginal Costing 13. Case Study Out of the above 13 topics, the students need to concentrate more on 7 topics from which the practical questions are being asked. The rest of the topics contain more of theory. CONTENT TABLE 2 Contents as per Importance from the Examination point of view 1. 2. 3. 4. 5. 6. 7. Statement of Sources and Application of Funds (Funds flow Statement) Basic Principles of Cost Accounting (Cost Sheet) Working Capital Ratio Analysis Comparative Statements, Common-size Statements, and Trend Analysis Marginal Costing Capital Budgeting

8. Receivable Management 9. Cash and Marketable Securities Management 10. Sources of Finance 11. Nature of Financial Management 12. Study of Financial Statements 13. Case Study

But the above order is decided based on the importance and the frequency of the topic being asked in the exam, which means the topics listed as No.1 is the most important topic but may not be the easiest one to handle. Hence, the following list is prepared keeping in mind the difficulty level of the topics. Hence, Topic No.1 would be the easiest to understand and to score and the students are advised to attempt the questions in the exam also based on the following order. It is not compulsory to attempt Q.1 as the very first question in the exam.

CONTENT TABLE 3 Contents as per the Difficulty Level (Easiest topic 1st) 1. Marginal Costing 2. Comparative Statements, Common-size Statements, and Trend Analysis 3. Working Capital 4. Ratio Analysis 5. Capital Budgeting 6. Basic Principles of Cost Accounting (Cost Sheet) 7. Statement of Sources and Application of Funds (Funds flow Statement) 8. Receivable Management 9. Cash and Marketable Securities Management 10. Sources of Finance 11. Nature of Financial Management 12. Study of Financial Statements 13. Case Study Paper Pattern as printed in the text book There must be 8 questions out of which 5 questions must be practical orientation. Total questions to be attempted 5 out of which 1 will be compulsory. Practical question be asked on Chapter No. 3, 4, 5, 10, and 11. Case Study question should be asked on 8 and 9.

Actual Paper Pattern

y y y

8 Questions out of which 5 will be practical oriented, 2 will be Theory questions and 1 will be case study. Hence Q.1 to Q.5 will be practical, Q.6 & Q.7 will be theory & Q.8 will be case study. Q.1 will be a compulsory question, entirely practical, carrying 20 marks. The practical questions would be from Topic No. 1-7 from content table 2 and the case study question will be from 8 and 9 from content table 2. The theory questions would be most probably from topic nos. 10, 11 & 12 from content table 2. The students have to attempt 5 questions in all. Each question carries 20 marks each. Most of the practical questions would be single question of 20 marks. Approx, 2 questions out of the 5 practical questions may have a combination of practical and theory with 15 marks being allocated for practical and 5 marks for a small theory question. 2 questions would be pure theory questions, which will have 2 questions of 10 marks each and 1 question will be a case study worth 20 marks.

Examination Tips for Students y As mentioned in content table 3, while attempting the paper, the 1st question that the students should begin with should be marginal costing. Its a topic which can be attempted in 10 minutes and maximum marks can be scored, but while attempting this question, care should be taken to first prepare the cost structure, then write the formula for each answer and to highlight each answer, because marks are allocated not only for the final answers but for formulae as well. The second question to be attempted should be either comparative or common size or trend but caution should be exercised because this topic, although one of the easiest topics in the syllabus is also one of the lengthier topics. Hence, the students should look at the question carefully. If the question appears to be long, and contains both P/L account as well as balance sheet, it is advisable to attempt other questions first because attempting this question then will consume a considerable amount of time. Also, another point that needs to be taken care of is to read the question carefully because most of the time the students will be required to write their comments in this question, which most of the students forget to write. But if the question does not specifically ask you to write comments there is no need to write comments.

The third question to be attempted should be Working Capital. This is a topic which can be solved in approx 20 minutes hence, takes less time and gives you good marks. Care

should be taken to show calculations for each figure of the working capital, especially Work In Progress. y The 4th question to be attempted should be Ratio Analysis. Again, the students are advised to read the question carefully because sometimes in this topic the students would be asked to convert the given P/L account and balance sheet in the vertical form and then calculate the required ratios. But, if not asked specifically the students can omit converting the given P/L account and balance sheet in the vertical from, but it is recommended that the students do so whether asked or not as this will reduce the errors which most students commit while calculating ratios.

The 5th question to be attempted should be Capital Budgeting. Although a small and easier topic, still it is suggested to attempt it later because sometimes this topic is not asked in the exam. Care should be taken while preparing the calculation table because if you make a mistake in the table, the entire question goes wrong. Hence, this is a little risky topic as well because one small mistake can lead to dire consequences. The 6th question to be attempted should be Cost Sheet. This is one of the difficult topics in the paper and sometimes lengthy as well. The format of this topic is a lot similar to topic no. 2 and 4 from content table 3. Hence, the students get confused between the 3 topics on a regular basis.

The last topic to be attempted should be Funds Flow Statement. Not only is this the most difficult topic, but also the lengthiest of all and hence it is recommended to attempt it at the end. Otherwise, the students might be left with very little time to attempt the other questions. There is 1 question in the paper which will be a case study question based on topic no. 8 or 9 from content table 3. It is advised to avoid this question as far as possible because most students face difficulty in solving it.

As mentioned earlier, there will be 3 theory questions in the paper, 2 having 2 long questions of 10 marks each and 1 having 4 short questions of 5 marks each. The students are expected to write a minimum of 2 sides for a 10 mark question and 1 side for a 5 mark question. The theory questions are very repetitive in nature and hence the students are advised to go through the last 5 years papers and identify the most common questions and study those only.

The compulsory question is usually asked from topic nos. 1 4 from content table 2.

Business Management 3 (Marketing Management)

Syllabus
1. Marketing Management- Definition-need and importance-core concepts-need, wants, demand, value, satisfaction, exchange and transaction-supply chain-customer satisfaction-retention-case studies 2. Current Marketing Environment in India with special reference to Liberalization, Globalization and Privatization- economic environment-demographic-technological natural - political - socio cultural. Change in market practices- e-marketing -global marketing- case studies 3. Product Positioning - meaning - importance - strategies product life cycle marketing strategies - total offering of a product- case studies 4. Promotion Mix- Meaning- objectives- elements-factors influencingpromotion strategy- case studies 5. Pricing- meaning-objectives-methods-strategies- case studies 6. Sales Forecasting- meaning- importance - methods analyzing consumer markets and buyer behaviour- buying decision process - organizational buying behaviour 7. Strategic Marketing Process - Meaning- importance - steps - corporate mission - SBU - BCG model - SWOT analysis strategic formulation - strategic alliances implementation - feedback and

control 8. Dealing with Competition - competitive forces - identifying competitors - designing competitive strategies- case studies 9. Services Marketing - meaning- characteristics of services and their marketing implications strategies for service firms - managing service quality - managing productivity - managing product support services - marketing mix for service marketing 10. Rural Marketing - meaning - current Indian rural market scenario scope - difficulties strategies to cope up- case studies

Question Paper Format

Q. 1 will be Compulsory (Concept Testing) (20 Marks)

Any Five out of Eight (5x4 = 20) Attempt any FOUR questions, From Q.2 to Q.8 (20 marks each) Of which Q.8 will be a case study. (4X20 = 80) TOTAL (80 Marks) ______________ 100 Marks ______________

Tips
6. The moment you get the Question paper on hand devote at least 5 minutes with the paper to select the Questions for which you could write the BEST of the answer. 7. After selecting the Questions that you are going to attempt fix the priority within the selected Questions, in order to attempt in the order of THE BEST, THE SECOND BEST, THE THIRD BEST and so on.

8. This act on your part will not only enable you to complete the paper on time but also, to gain good impression in the eyes of the examiner. 9. Start Answer to new Question on a new page. 10.Allot 5 minutes each for writing the answer to each Concept Question. (Question No.1). 11.Allot 30 minutes for writing answers to Questions from Question no.2 to Question no.8. (Question A 15minutes & Question B 15 minutes). 12.This gives you 25 more minutes left on hand so, even if, there is a spillover of time for some long answers, the student will find it comfortable to finish the paper on time and also will be able to write quality answers.

Question bank
I) Marketing Management
a) Define Marketing : Explain itsfeatures and functions of Marketing. b) What are the functions of Marketing Management ? (Note : This is not same as Q.1.) c) Explain the following concepts (changing philosophies) of Marketing. (i) Production Concept (iii)Selling Concept (ii)Product Concept (iv)Marketing Concept (vi) Relationship marketing.

(v)Societal Marketing Concept.

d) Why is Marketing an important business function? (importance and role of Marketing) e) Know following core concepts as well (imp) for Q.1

(1)Customer Delight (2)Customer Relationship Management (3)Customer Satisfaction (4) Needs, wants and demand. (5) Customer value (6) Customer Retention.

II) Marketing Environment

V.IMP.

1. Explain / list the Macro Environmental factors and discuss how the Post liberalization Macro Environmental changes have created

marketing opportunities. (Suitable examples are must) (Have sufficient material for each MACRO Environment) 2. a)Explain Micro environmental factors. b) Why is environmental scanning important for designing Marketing Strategy? 3. Explain in brief the current Indian Marketing environment

III) Global marketing and E-marketing

a) Explain the reasons for entry in global markets. b) Briefly explain the various options available to a marketer to enter in global markets. c) Explain in brief global marketing strategies. d) Explain the guidelines to get success in the global markets.

e) Write a note on e-marketing

IV. Product Positioning, Product life cycle, product offering

a. Explain the steps in product positioning b. Explain the various product positioning strategies. c. Explain the theory of Product Life Cycle (PLC) along with marketing strategies to be adopted at each stage. (Diagram is must)

d. Write a note on Branding(essentials) and packaging.(essentials and importance) e. What are the steps in developing new products? Why is new product development important? f. Explain product mix. Product line and product positioning.

g. Write a note on Product concept in detail.

(V) PROMOTION
a) What are the various components/elements of Promotion mix? b) What factors influence Promotion decisions?

(VI) PRICING
a) What factors influence pricing decisions? b) What are the principal pricing methods? c) Explain pricing strategies (Penetration & skimming imp.)

VII) SALES FORECASTING

a) Define sales / Demand forecasting. b) Explain qualitative and quantitative methods of sales forecasting. d) Distinguish between consumer and organizational buyer behaviour. e) Explain Factors influencing buyer behaviour. f) Explain the consumer purchase decision process. g) Write a detailed note on Organisational Buying Behaviour

VIIII)Strategic Marketing Process

a) Explain the steps in strategic marketing process. b) Explain the steps in strategic Marketing Planning. (Student must understand that answers to (a) and (b) will be somewhat different) c) Write a note on: (i) Business Mission (iii) SBU (v)BCG Matrix. (ii) Business Objectives (iv)Swot analysis

IX) Dealing with competition

a. Write a note on Michael Porters model of competitive forces. b. How would you identify competitors and suggest competitive strategies to deal with competitors in India.

c. How would you design competitive strategies---As a market leader As a market challenger As a market follower As a niche marketer

X) Services Marketing
a) Define Service Marketing. Explain the characteristics of services b) How will you prepare a marketing mix for services ?

XI) Rural Marketing

a) Explain briefly the profile of rural markets. b) What are the main problems/difficulties faced by marketers in rural markets? c) Suggest measures to resolve rural marketing problems.

Write notes on
a) Global Marketing b) Customer Service. c) Rural Marketing d) Internet Marketing/Emarketing.

CONCEPT QUESTIONS (Not more than eight lines)

1. Brand Piracy 2. Market Penetration 3. Packaging 4. Delighted Customer 5. Global Marketing 6. Product Positioning 7. Niche Marketing 8. Product Line and Product Mix 10. 11. 12. 14. 15. 17. 18. 19. 21. 22. 24. Marketing Mix Internet Marketing Selling Concept Advertising Product Mix Skimming Strategy Market Forecast Customer Service Rural Marketing Branding Packing and Packaging

Export Marketing
Syllabus
1. Introduction to Export Marketing Meaning and features of Export Marketing - Importance of Exports for a nation and a firm- Difference between domestic marketing and export marketingMotivations for export marketing - Present problems faced by Indian exports Trends in World Trade - the sunrise exports, review of Services Export, Composition and Direction of India's Export trade since 2000, Reasons for India's poor share in world trade. 2. International Marketing Meaning, trade barriers- tariffs and non-tariffs- WTO and its implications on International Marketing with reference to agreements : TRIPS, TRIMS, GATS, Agreements on Agriculture and its implications on developing Nations- Regional Economic Groupings - Implication of Trade blocs for International MarketingMajor regional economic grouping - EU, NAFTA, ASEAN, SAARC- Global System of Trade Preferences among Developing Countries (GSTP) 3. Preliminaries for Starting Export Business Overseas market research - Identifying foreign markets- factors for selecting foreign markets Products planning strategies for export- New product development Process- International Product Life cycle- Methods of entry in foreign markets- Channels of Distribution in export markets- Warehousing and its Case Studies. 4. Export Marketing and Promotional Organizations in India Export Marketing Organisation - Export Promotion Organisations- Export Promotion Councils- Commodity Boards- MPEDA- APEDA- FIEO- IIFT- National Council for Trade Information (NCTI)- ITPO- EIC- IIPICA- Department of

Commercial Intelligence and Statistics- Directorat General of Foreign TradeChamber of Commerce- STPs- EOUs- SEZs- Sales in DTA- Incentives to nits in SEZsContributor of SEZs in India's exports. 5. Foreign Trade Policy (FTP) Main objective- Highlights of FTP 2009-2014- Special Focus Initiative- Towns of Export Excellence- Eligibility Criteria for Export Houses/ Star Export Houses/ Trading Houses / Star Trading Houses / Premier Trading Houses- Privileges of Export and Trading House Status Holders- Negative list of exports. 6. Export Pricing Factors determining export price- Basic data required for export pricing decisions, Marginal cost pricing- Export Pricing Strategies- Main Export Pricing QuotationsBreak even point- Simple problems on FOB Pricing

7. Export Finance Meaning and types of export finance- Features of Pre-shipment and Postshipment Finance- Role of Commercial banks, EXIM bank, SIDBI and ECGC in Export Finance scheme of EXIM bank- Methods of payment used in international trade- Terms of Payment an factors determining payment terms- Letter of CreditProcedure for opening L/C, Parties involved, Important types of L/C. 8. Export Procedure Stages in export procedure- Excise clearance procedure- Role of Custom House Agents (CHA)- Shipping and Customs formalities- Marine Insurance- Negotiation of Export Documents- Realization of Export Proceeds- ISO Certification- Procedure for obtaining ISO Certification. 9. Export Documentation

Main documents used in export trade and their importance in export tradeCommercial Invoice- Shipping Bill- Certificate of Origin- Consular Invoice- Mate's Receipt- Bill of Lading- GR Form. 10. Export Assistance and Incentives Main export incentives extended to Indian exporters by the Indian governmentDuty Drawback- EPCGScheme- MDA- MAI- DEPB Scheme- Deemed ExportsASIDE- Other incentives available to Indian exporters. List of books for reference : 1. International Marketing- P K Vasudeva- Excel Books, New Delhi. 2. International Marketing Management- An Indian Perspective- R.L.Varshney & B.Bhattacharya Sultan Chand & Sons, New Delhi. 3. Foreign Trade Policy 2009-14, Government of India, Ministry of Commerce and Industry.

Question Paper Format

NB Attempt all Questions 1) Explain the meaning of the following terms/concepts in about 30 words(any eight) (Twelve terms/ concepts from the entire syllabus 8x2 16 marks) 2) Answer the following (Any Two from Four question from module one and Two) marks 3) Answer the following (Any Two from Four question from module three, four and Five) marks 16

16

4) Answer any two from the following 16 marks a) Simple problem on calculation of minimum FOB price(module V) b) One case study with two question (relating to module three) c) One Question from module six d) One question from module seven 5) Answer the following marks (Any Two from Four Question from module eight, nine, 16

Tips
y Start each question on New page. y Don t leave Blank space in between the answer. y Underline the heading of the points. y Always end up your answer with the good conclusion. y Always select that question which you can attempt very well as first impression last forever. y Leave blank line after every point s explanation. y Distinguish between should always be written in paragraph form. y Draw charts wherever necessary.

y Use facts and figures wherever possible as it enhances the quality of your answer. y For 8 marks question write at least 10 points explanation for each points about 4-6 lines. y For 2 marks objective question answer should be about 4-6 lines. y Write question and sub question number clearly y Problems on FOB Price- block or underline the answer both in rupees and in foreign Currency.

Question Bank
Section I

Objective questions

1. Export marketing 2. Sunrise exports 3. Four specific problems in export manager 4. Service as the engine of exports 5. Four measures to improve India s share of export 6. TRIMS 7. TRIPS 8. Dumping 9. Trade blocs 10. Quota

11. Group of 77 12. SAARC 13. Free trade Area 14. NAFTA 15. ASEAN 16. warehousing 17. Direct exporting 18. Indirect exporting 19. Product positioning 20. International product life cycle 21. Star Export house 22. NCTI 23. Export promotion council 24. IIP 25. IIFT 26. FIEO 27. DGFT 28. Town of excellence 29. Free Trade Zone 30. Special Economic Zone 31. Break even point 32. ITPO 33. Negative list of Export 34. Four features of FTP 2009-14 35. WTO 36. VAT 37. Skimming Pricing strategy Descriptive Questions 1. 2. 3. 4. 5. 6. 7. Define export marketing and explain its features. State the difficulties in export marketing. Discuss the motivations for export marketing Explain India s export trade scenario. Briefly explain the composition and direction of India s export trade. Explain the reasons /causes of poor export performance. Suggest the measures to increase India s share in world market.

8. Define international marketing and explain the features of export marketing. 9. Critically evaluate the working of WTO. 10. What is GSTP? How it is useful to the developing countries 11. Discuss the steps in New Product Development 12. What is direct exporting? What are its advantages? 13. Discuss the merits and demerit of indirect exporting 14. Explain the product planning strategies for exports 15. Explain the procedure to conduct the overseas marketing research 16. What are the methods of entry in foreign market? 17. Explain the necessity of warehousing in Export marketing 18. Explain the procedure to identify the foreign markets. 19. Discuss the role and functions of Export promotion council. 20. Explain the meaning of SEZ and highlight the distinctive features of SEZs 21. Discuss the role of Directorate general of foreign trade. 22. Discuss the incentives available to units in Special Economic Zones. 23. Explain in brief broad features of Foreign Trade Policy 2009-14 21 Discuss the functions and services of ITPO. 22. What is Star Export house? Explain their functions. 23. Discuss the factor determining the export pricing 24 Explain the various types of cost in the export pricing. 25 Discuss the type of export price quotation. Distinguish between 1. Domestic marketing /exports marketing 2. Tariff barrier / non tariff barriers 3. Direct marketing / Indirect marketing Short notes 1. 2. 3. 4. 5. unctions of export marketing Composition of India s export trade General implication of WTO Tariff barrier Non tariff barriers

6. SAARC 7. ASEAN 8. NAFTA 9. EU 10. Channels of distribution in export market 11. Export house 12. FIEO 13. APEDA 14. IIP 15. IIFT 16. Commodity Board 17. ICA 18. Techno parks 19. EPZz 20. STPs 21. SEZs 22. DGCI&S 23. FTP 2009-14 24. Town of excellence Section II Objective question 1. Letter of credit 2. Lines of credit 3. Seed capital scheme 4. overseas buyer credit 5. ECGC 6. Packing Credit 7. Deferred credit 8. Forfaiting Scheme. 9. Document against payment 10. Document against acceptance 11. Back to Back letter of credit 12. Break even point 13. FOB Quotation 14. Consignment stock payment 15. International money order

16. Green clause letter of credit 17. OGL 18. Canalization of exports 19. Deemed exports 20. Export under bond 21. Carting order 22. Export worthy unit 23. Customs appraiser 24. Skimming pricing strategy 25 Deferred credit 27 SIDBI 28 Certificate of Origin 29 Consular invoice 30 Bill of Lading 31 Mate receipt 32 Duty Draw back 33 IRMAC 34 EPCG Scheme 35 Post Shipment Credit 36 IEC number 37 Penetrating pricing strategy 38 Blanket permit 39 DEPB Scheme 40 Marketing Development Assistance 41 ASIDE 42 SIL Descriptive Questions 1. Explain the procedure involved in obtaining packing credit 2. Explain the procedure involved in post shipment credit 3. Discuss the function of EXIM Bank 4. Explain the role of ECGC in export development of India. 5. Discuss the role played by SIDBI in export development of India

6. What are the factors determining the payment terms? 7. Explain in brief various methods of payment. 8. What is letter of credit? Briefly explain the procedure involved in Letter of credit. 9. Explain in brief the preshipment stage of export procedure. 10 Explain the procedure to obtain ISO 9000 certification. 11 Explain the procedure to appoint custom house agent 12 Explain the procedure in obtaining marine insurance policy 13 Explain the custom clearance formalities 14. State and explain briefly main documents required by custom authorities at the port of shipment. 15. State various incentives available to Indian exporter. 16.What are the major lending programmes of EXIM bank 17.Write a note on non fund based assistance provided by commercial banks to exporters 18.Explain the procedure involved in realization of export incentives. 19What is shipping Bill? Explain its importance and contents. 20.What is Bill of Lading? Explain its importance in export marketing. 21.State the meaning and importance of Commericial Invoice. 22. Explain in brief , the various export pricing strategies 23 Discuss the forfaiting scheme of EXIM BANK. 24 Explain the procedure for excise clearance. Distinguish Between

1. Mate Receipt Vs Bill of Lading 2. Document Against Payment Vs Document Against Acceptance 3. Preshipment Finance Vs Post shipment Finance 4. Skimming Pricing Strategy Vs Penetrating Pricing Strategy 5. FOB Price Quotation Vs CIF Price Quotation Short Notes 1. Method of post shipment finance 2. letter of credit 3. ISO 9000 4. Quality control and pre-shipment Inspection 5. proforma Invoice 6. consular Invoice 7. Certificate of Origin. 8. Bill of lading 9. Export Promotion capital goods 10. MDA 11. Export incentives

MARKETING RESEARCH
Syllabus
Unit I - Introduction to Marketing Rsearch
Marketing Research - Definition and Growth - Marketing Information System and Marketing Research Growing importance of Marketing Rsearch - Advantages and Problems of Marketing Research Liberalisation and Marketing Research.

Unit II - Branches of Marketing Research

Importance - Components with reference to Product Research, Price Research, Placing Researcgh, Promotion Research, Sales and Advertising Research, Consumer's Research, Test Marketing - Shop Audit, Research for Marketing Events.

Unit III - Methods of Conducting Marketing Research

Desk Research - Field Investigation - Observation - Garbage Analysis Experimentation - Consumer Panel - Shop Audit.

Unit IV - Techniques of Conducting Marketing Research

a. Detailed study of steps involved in Marketing Research - Population Sampling - Methods of Sampling - Comparative study of Methods of Sampling. b. Sources of Collection of data - Primary Sources - Secondary Sources Comparative Advantages and Disadvantages - Methods of Collecting Primary and Secondary Data Questionnaire - Pilot and Final Questionnaire - Types of Questions - Why Test - Advantages of Questionnaire. c. Data Processing - Editing - Classification - Tabulation - Interpretation Use of Popular Statistical Methods - SPSS - Technology in Data Processing. d. Reporting - Types - Contents - Essentials - Significance.

Unit V - Organising Marketing Research Activity

Separate Research Department - Professional Agencies - Advantages and Limitations - Professional Marketing Research Agencies in India. Comparative Study between Owned and Hired Marketing Research activities.

Unit VI - Rural Marketing and Marketing Research

Features of Rural Market - Factors contributing to the growth of Rural Marketing - Significance of Marketing Research in Rural Marketing.

Unit VII - Current Issues

Profile of Marketing Research in Commodity Marketing - Financial Security Marketing - Service Marketing - International Marketing Professional Standards in Marketing Research - Ethics - Social Responsibility in Marketing Research.

Question Paper Format

Section I
Q1 Explain the following concepts (Any eight) (16 marks) Q2 Answer any two of the following (out of three): (16 marks)

Q3. Answer any two of the following(out of three): (16 marks) Q4 Answer any two of the following(out of three): (16 marks) Q5 Answer any two of the following(out of three): (16 marks)

Section II
(only for distance education students) Q6 Write Short notes (any four) (20 marks)

Tips
1. Answers to the new question must begin on a new page.

2. Read the given instructions carefully. 3. Regular students will have to attempt only Section I .
meant only for distance education students.

Section II is

80 for the regular students since 20 marks are allotted for the project work. 5. Allot 30 minutes for writing each answer to Questions from Question no.2 to Question no.5. 6. This gives you 30 more minutes left on hand so, even if, there is a spillover of time for some long answers, the student will find it comfortable to finish the paper on time and also will be able to write quality answers

4. The total marks allotted for the paper is

Question Bank
1.Introduction to Marketing Research Definition and features of M.R.

Functions of M.R Components and features of MIS Difference between MR and MIS Uses of MIS Need for marketing research Benefits of marketing research Scope of marketing research. Problems of marketing research

2.Branches of M.R. Areas covered by product research Methods of conducting product research Steps involved in new product development Importance of Packaging research Importance of brand research Objectives of Sales Research Scope of Sales Research Scope of Advertising Research Methods of Sales forecasting Marketing research in Event Marketing Importance of event marketing Scope of event marketing. Objectives and methods of consumer research 3.Methods of conducting research Types of research design Methods of data collection (desk research and field research)-merits and demerits Sources of secondary data Steps in the construction of Research design Interpretation of data Significance, and demerits of consumer panel.

4.Techniques of conducting Marketing Research Steps in Marketing Research Process Qualities of a good investigator Methods of Sampling

Types of sampling Process of sampling Essentials of a good Questionnaire Procedure of developing a Questionnaire. Importance of Pre-testing/Piloting of Questionaire (Why test) Types of questions Steps in analysis of data. Types of editing Methods of classification of data Guidelines for coding Methods of tabulation Procedure of interpretation of data SPSS overview. Types of reports Contents of Report Characteristics of a good research report Importance of research report 5.Organizing Marketing research activity Organization structure of Marketing Research Department Methods of organizing Marketing Research Department 6.Rural Marketing and Marketing research Factors contributing to the growth of rural markets Role and importance of marketing research in rural marketing Services offered by Professional Agencies Marketing research agencies in India Use of advanced techniques in marketing research Professional standards /ethics in marketing research 7.Current Affairs Role of marketing research in marketing financial securities. Role of marketing research in International Marketing Role of marketing research in service marketing

Concepts:
Marketing research Marketing Information System

Product research Packaging research Test Marketing Sales forecasting Recall test Projective test Advertising research Event marketing Brand image Test marketing Consumer Research Motivation Research Exploratory research Descriptive research Experimental research Desk research Secondary data Primary data Retail audit Shop audit Garbage analysis Research design Sampling Population Sampling errors Sampling frame Sampling unit Questionnaire Check -List Probability sampling Non-probability sampling Editing Classification of data Marketing research report Tabulation Research report