1. ¯ÖÆü»Öê ¯ÖéÂ�ü �êú �ú¯Ö¸ü ×­ÖµÖ�Ö Ã£ÖÖ­Ö ¯Ö¸ü �¯Ö­ÖÖ ¸üÖê»Ö ­Ö´²Ö¸ü ×»Ö×�Ö� �

2. »Ö�Öã ¯ÖÏ¿­Ö �Ö£ÖÖ ×­Ö²ÖÓ¬Ö ¯ÖÏ�úÖ¸ü �êú ¯ÖÏ¿­ÖÖë �êú �¢Ö¸ü, ¯ÖÏ�µÖê�ú ¯ÖÏ¿­Ö �êú ­Öß�Öê µÖÖ¯ÖÏ¿­ÖÖë �êú ²ÖÖ¤ü ´Öë פüµÖê Æãü� ׸ü��Ö Ã£ÖÖ­Ö ¯Ö¸ü Æüß ×»Ö×�ÖµÖê �

�ÃÖ�êú ×»Ö� �úÖê�Ô �×�Ö׸ü��Ö �úÖ�Ö�Ö �úÖ �¯ÖµÖÖê�Ö ­ÖÆüà �ú¸ü­ÖÖ Æîü �

3. ¯Ö¸üß�ÖÖ ¯ÖÏÖ¸ü´³Ö ÆüÖê­Öê ¯Ö¸ü, ¯ÖÏ¿­Ö-¯ÖãÛÃ�Ö�úÖ �Ö¯Ö�úÖê ¤êü ¤üß �ÖÖµÖê�Öß � ¯ÖÆü»Öê ¯ÖÖÑ�Ö×´Ö­Ö�ü �Ö¯Ö�úÖê ¯ÖÏ¿­Ö-¯ÖãÛÃ�Ö�úÖ �ÖÖê»Ö­Öê �Ö£ÖÖ �ÃÖ�úß ×­Ö´­Ö×»Ö×�Ö�Ö �ÖÖÑ�Ö �êú×»Ö� פüµÖê �ÖÖµÖë�Öê, ×�ÖÃÖ�úß �ÖÖÑ�Ö �Ö¯Ö�úÖê �¾Ö¿µÖ �ú¸ü­Öß Æîü :

(i) ¯ÖÏ¿­Ö-¯ÖãÛÃ�Ö�úÖ �ÖÖê»Ö­Öê �êú ×»Ö� �ÃÖ�êú �ú¾Ö¸ü ¯Öê�Ö ¯Ö¸ü »Ö�Öß �úÖ�Ö�Ö �úßÃÖᯙ �úÖê ±úÖ�Íü »Öë � �Öã»Öß Æãü�Ô µÖÖ ×²Ö­ÖÖ Ã�üß�ú¸ü-ÃÖᯙ �úß ¯ÖãÛÃ�Ö�úÖþÖß�úÖ¸ü ­Ö �ú¸ëü �

(ii) �ú¾Ö¸ü ¯ÖéÂ�ü ¯Ö¸ü �û¯Öê ×­Ö¤ìü¿ÖÖ­ÖãÃÖÖ¸ü ¯ÖÏ¿­Ö-¯ÖãÛÃ�Ö�úÖ �êú ¯ÖéÂ�ü �Ö£ÖÖ ¯ÖÏ¿­ÖÖë�úß ÃÖÓ�µÖÖ �úÖê ���ûß �Ö¸üÆü �Öî�ú �ú¸ü »Öë ×�ú µÖê ¯Öæ¸êü Æïü � ¤üÖêÂÖ¯Öæ�ÖÔ¯ÖãÛÃ�Ö�úÖ ×�Ö­Ö´Öë ¯ÖéÂ�ü/¯ÖÏ¿­Ö �ú´Ö ÆüÖë µÖÖ ¤ãü²ÖÖ¸üÖ �Ö �ÖµÖê ÆüÖë µÖÖ ÃÖß׸üµÖ»Ö´Öë ­Ö ÆüÖë �£ÖÖÔ�Ö ×�úÃÖß ³Öß ¯ÖÏ�úÖ¸ü �úß ¡Öã×�ü¯Öæ�ÖÔ ¯ÖãÛÃ�Ö�úÖ Ã¾Öß�úÖ¸ü ­Ö�ú¸ëü �Ö£ÖÖ �ÃÖß ÃÖ´ÖµÖ �ÃÖê »ÖÖî�üÖ�ú¸ü �ÃÖ�êú ãÖÖ­Ö ¯Ö¸ü ¤æüÃÖ¸üß ÃÖÆü߯ÖÏ¿­Ö-¯ÖãÛÃ�Ö�úÖ »Öê »Öë � �ÃÖ�êú ×»Ö� �Ö¯Ö�úÖê ¯ÖÖÑ�Ö ×´Ö­Ö�ü פüµÖê �ÖÖµÖë�Öê ��ÃÖ�êú ²ÖÖ¤ü ­Ö �ÖÖê �Ö¯Ö�úß ¯ÖÏ¿­Ö-¯ÖãÛÃ�Ö�úÖ ¾ÖÖ¯ÖÃÖ »Öß �ÖÖµÖê�Öß �Öî¸ü ­ÖÆüß �Ö¯Ö�úÖê �×�Ö׸ü��Ö ÃÖ´ÖµÖ ×¤üµÖÖ �ÖÖµÖê�ÖÖ �

4. �­¤ü¸ü פüµÖê �ÖµÖê ×­Ö¤ìü¿ÖÖë �úÖê ¬µÖÖ­Ö¯Öæ¾ÖÔ�ú ¯Ö�Íëü �

5. �¢Ö¸ü-¯ÖãÛÃ�Ö�úÖ �úêú �­�Ö ´Öë �ú��ÖÖ �úÖ´Ö (Rough Work) �ú¸ü­Öê �êú ×»Ö�´Ö滵ÖÖÓ�ú­Ö ¿Öß�ü ÃÖê ¯ÖÆü»Öê ��ú ¯ÖéÂ�ü פüµÖÖ Æãü�Ö Æîü �

6. µÖפü �Ö¯Ö �¢Ö¸ü-¯ÖãÛÃ�Ö�úÖ ¯Ö¸ü �¯Ö­ÖÖ ­ÖÖ´Ö µÖÖ �êÃÖÖ �úÖê�Ô ³Öß ×­Ö¿ÖÖ­Ö ×�ÖÃÖÃÖê�Ö¯Ö�úß ¯ÖÆü�ÖÖ­Ö ÆüÖê ÃÖ�êú, ×�úÃÖß ³Öß ³ÖÖ�Ö ¯Ö¸ü ¤ü¿ÖÖÔ�Öê µÖÖ �Ó×�ú�Ö �ú¸ü�Öê Æïü �ÖÖê¯Ö¸üß�ÖÖ �êú ×»ÖµÖê �µÖÖê�µÖ �ÖÖê×ÂÖ�Ö �ú¸ü פüµÖê �ÖÖµÖë�Öê �

7. �Ö¯Ö�úÖê Ö¸üß�ÖÖ ÃÖ´ÖÖ¯�Ö ÆüÖê­Öê Ö¸ü �¢Ö¸ü-¯ÖãÛÃ�Ö�úÖ ×­Ö¸üß�Ö�ú ÖÆüÖê¤üµÖ �úÖê »ÖÖî�üÖ­ÖÖ�Ö¾Ö¿µÖ�ú Æîü �Öî¸ü �ÃÖê ¯Ö¸üß�ÖÖ ÃÖ´ÖÖÛ¯�Ö �êú ²ÖÖ¤ü �¯Ö­Öê ÃÖÖ£Ö ¯Ö¸üß�ÖÖ ³Ö¾Ö­Ö ÃÖê²ÖÖÆü¸ü ­Ö »Öê�ú¸ü �ÖÖµÖë �

8. �êú¾Ö»Ö ­Öß»Öê/�úÖ»Öê ²ÖÖ»Ö ¯¾ÖÖ�Õ�ü ¯Öê­Ö �úÖ Æüß �Ã�Öê´ÖÖ»Ö �ú¸ëü �

9. ×�úÃÖß ³Öß ¯ÖÏ�úÖ¸ü �úÖ ÃÖÓ�Ö�Ö�ú (�îú»Ö�ãú»Öê�ü¸ü) µÖÖ »ÖÖ�Ö �êü²Ö»Ö �Öפü �úÖ¯ÖϵÖÖê�Ö ¾ÖÙ�Ö�Ö Æîü �

1. Write your roll number in the space provided on the topof this page.

2. Answer to short answer/essay type questions are to begiven in the space provided below each question orafter the questions in the Test Booklet itself.

No Additional Sheets are to be used.

3. At the commencement of examination, the questionbooklet will be given to you. In the first 5 minutes, youare requested to open the booklet and compulsorilyexamine it as below :

(i) To have access to the Question Booklet, tear off thepaper seal on the edge of this cover page. Do notaccept a booklet without sticker-seal and do notaccept an open booklet.

(ii) Tally the number of pages and number of questionsin the booklet with the information printed on thecover page. Faulty booklets due to pages/questionsmissing or duplicate or not in serial order or anyother discrepancy should be got replacedimmediately by a correct booklet from theinvigilator within the period of 5 minutes.Afterwards, neither the Question Booklet will bereplaced nor any extra time will be given.

4. Read instructions given inside carefully.

5. One page is attached for Rough Work at the end of thebooklet before the Evaluation Sheet.

6. If you write your name or put any mark on any part ofthe Answer Sheet, except for the space allotted for therelevant entries, which may disclose your identity, youwill render yourself liable to disqualification.

7. You have to return the test booklet to the invigilators atthe end of the examination compulsorily and must notcarry it with you outside the Examination Hall.

8. Use only Blue/Black Ball point pen.

9. Use of any calculator or log table etc., is prohibited.

D-17-10 P.T.O.

Signature and Name of Invigilator

Roll No.

(In words)

1. (Signature) __________________________

(Name) ____________________________

2. (Signature) __________________________

(Name) ____________________________

Roll No.________________________________

D

PAPER-III

[Maximum Marks : 200Time : 2 1/2 hours]

Number of Pages in this Booklet : 32 Number of Questions in this Booklet : 19

Instructions for the Candidates ¯Ö¸üß�ÖÖÙ£ÖµÖÖë �êú ×»Ö� ×­Ö¤ìü¿Ö

(In figures as per admission card)

MANAGEMENT

1 7 1 0

D-17-10 2

MANAGEMENT

��··°°��··����··��··

PAPER – III

��··°° � �··��··��·�·�– III

Note : This paper is of two hundred (200) marks containing four (4) sections. Candidates

are required to attempt the questions contained in these sections according to the

detailed instructions given therein.

��····ËzËzÝÝ���� �·§Ý��·° �·�·�·����ÝÝ··Ë�Ë�¤¤····Ï�Ï������������h´oÛ·Ì�oÛ·�§ÏÝ�m�·�i¤·�·Ì�tt····��Ý�Ý��������p·|Ý�§ÐÝ�g�h��·º�·�··Ì�oÛ·Ë�i�·�·Ì�¤·�··¸§Ý�·��·° �··Ì�oËÛ�j�·�Ýh�·q·�¸�Ý�·Ë�q·�·Ë�¸�·¤�·Ê�·�¸�·�ÍÝ ··Ì�oËÛ�h�·Ä¤··�Ý��ËÝ�··�§ÏÝ�g

D-17-10 3 P.T.O.

SECTION – I

pp··||ÝÝ – I

Note : This section consists of two essay type questions of twenty (20) marks each, to be

answered in about five hundred (500) words each. (2 ×× 20 = 40 marks)

��····ËzËzÝÝ���� i¤·�p·|Ý��·Ì���·À·À¤¤··–��·À·À¤¤·�·����������h´oÛ·Ì�oËÛ���ÝÝ··ËË�¸�·�·��··��·oÛ��·° �·�§ÐÝ�g��·°��·ËoÛ�oÛ·�j�·�Ý��·q·�·q·���····²²tt·�·�¤¤····Ï�Ï������������ ·��Ý·Ì��·Ìh�·Ë¸c·�·�§ÏÝ�g� (2 ×× 20 = 40 hh´oÛoÛ)

1. Differentiate between Human resource management and Human resource

development. Discuss the functions and objectives of Human resource management.

�··�·�·�¤·¤··�·�·��·°�·��·�·�h·Ï�Ý��··�·�·�¥··Ë�·�¸�·oÛ·¤·��·Ì�h��·�Ý�oÛÀ¸v·m�g��··�·�·�¤·¤··�·�·��·°�·��·�·�oËÛ�oÛ·�··Î�m�·�j�ËÝ �··ÌoÛÀ�¸�·�·Ët·�··�oÛÀ¸v·m�g

OR / hh��·�···�··What is Brand Equity ? Describe some of the major brand building tools. If you have

to build a new brand in the apparel category, suggest a brand building strategy.

�··|Ý�i¼n�·zÝÀ�n�··�§ÏÝ�"��··|Ý�¸�·�··µ~·�oËÛ�oÄÛuÜ��·Äp�·�j�·oÛ�Ý~··Ì�oÛ·�¸�·�·�Ý~·��ÝÀ¸v·m�g��·¸�Ý�h·�·oÛ·Ë��··Ë ··oÛ�¢·Ë~·À��·Ì�·�··��··|Ý�p·|®Ý·�oÛ�Ý�··�§Ý·Ë���··Ë�¸oÛ�·��··|Ý�¸�·�··µ~·��Ý~·�·À¸�·�··Ì�oÛ·�h·�·�¤·Äx··�·��ÌÝq·Ë�"

OR / hh��·�···�··

Describe the steps involved in calculating Weighted Average Cost of Capital. Explain

Security Market Line (SML) approach to estimate cost of equity.

�··¸�Ý�·� h·Ï¤·�·� �·Ç²v·À� �··q·�·� �·¸�ÝoÛ�·�·� oËÛ� �·q··Ì� oÛ·� ¸�·�·�Ý~·� �ÝÀ¸v·m� g� ¤·�·�··� �··q·�·� h�·Ä�··¸�·�·� oÛ�Ý�·Ë� oËÛ� ¸�·m�·°¸�·�·Ç¸�·��··v··�Ý��ËÝp··��ݼ£zÝoÛ·Ë~·�oÛ·Ë�¤�·£zÝ�oÛÀ¸v·m�g

OR / hh��·�···�··What is the thrust of trade policy in India since 1990-91 ? What are the different types

of schemes/incentives that have been announced through EXIM policies in India ?

�··�Ý�·� �·Ì� ��··�··�Ý� �·À¸�·� oÛ·� �������� ¤·Ë� �·�·� ¸oÛ¤·� �·�Ý� �ݧݷ� §ÏÝ� "� �··�Ý�·� oÛÀ�h·�··�·�¸�·�··µ�·� �·À¸�·�··Ì� �Ý·�Ý·� ¸oÛ�·¸�·¸�·��·��·°oÛ·�Ý�oÛÀ�¤oÛÀ�··Ì����·°·Ë�¤··§Ý�··Ì�oÛÀ�r··Ë£·~··�oÛÀ�q·iµ�§ÏÝ�"

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D-17-10 4

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D-17-10 5 P.T.O.

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D-17-10 6

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D-17-10 7 P.T.O.

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2. Distinguish between ‘Recruitment’ and ‘Selection’. Explain the steps in the selection

process.

‘�·�·Â’�m�·�·¬�‘t·�·�·’��·Ì�h��·�Ý�¤�·£zÝ�oÛ�ÌÝ�g�t·�·�·��·°¸oÛ�··�oËÛ��·q··Ì�oÛÀ���··p�··�oÛ�ÌÝ�gOR / hh��·�···�··

Explain the stages in the new product development.

�·�·�j��··�Ý�¸�·oÛ·¤·�oËÛ�¤··Ë�··�··Ì�oÛ·Ë�¤�·£zÝ�oÛÀ¸v·m�gOR / hh��·�···�··

What are the motives for holding cash ? Describe the strategies and options to invest

surplus cash.

�Ý·ËoÛ|®Ý��··�Ý~·�oÛ�Ý�·Ë�oËÛ�h¸�·�·°Ë�ÝoÛ�n�··�n�··�§ÐÝ�"�h¸�· ·Ë£·��Ý·ËoÛ|®Ý�oÛ·Ë�¸�·¸�·�··Ë¸v·�·�oÛ�Ý�·Ë�oÛÀ��Ý~·�·À¸�·�··Ì��·�¸�·oÛ��··ÌoÛ·��·~·µ�·�oÛÀ¸v·m�g

OR / hh��·�···�··What are the different types of foreign capital flows ? Why do the countries usually

follow a very cautious approach towards opening up the economy for these flows ?

¸�·�ËÝ ·À��·Ç²v·À��·°�··§Ý�oËÛ�¸�·¸�·��·��·°oÛ·�Ý�oÛ·Ï�·�¤·Ë�§ÐÝ�"�i¤·��·°�··§Ý�oËÛ�¸�·m��ËÝ ·��·°·�·��h�·�·À�h·º�·oÛ�··�oÛ·Ë�p··Ë�·�·Ë��·Ì�·§ÄÝ�·�¤··�·�··�·À�oËÛ��ݼ£zÝoÛ·Ë~·�oÛ·Ë�n�··Ì�h�·�··�·Ë�§ÐÝ�"

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D-17-10 8

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D-17-10 9 P.T.O.

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D-17-10 10

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D-17-10 11 P.T.O.

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SECTION – II

pp··||ÝÝ – II

Note : This section contains three (3) questions from each of the electives/specializations.

The candidate has to choose only one elective/specialization and answer all the three

questions from it. Each question carries fifteen (15) marks and is to be answered in

about three hundred (300) words. (3 ×× 15 = 45 marks)

��····ËzËzÝÝ���� i¤·�p·|Ý��·Ì��·°��·ËoÛ�m˼tuÜoÛ�ioÛ·iµ���¸�· ·Ë£·w·�··�¤·Ë���·À·À��·�·���������·° �·�§ÐÝ�g�h��·�·Â�oÛ·Ë�oËÛ�·�·�moÛ�m˼tuÜoÛ�ioÛ·iµ��¸�· ·Ë£·w·�··�oÛ·Ë�t·Ä�·oÛ�Ý�j¤·À�oËÛ��·À�··Ì��·° �··Ì�oÛ·�j�·�Ý��ËÝ�··�§ÏÝ�g��·°��·ËoÛ��·° �·���··����Ýݧ§Ý�Ý����������h´oÛ·Ì�oÛ·�§ÏÝ��·�j¤·oÛ·�j�·�Ý�·q·�·q·���··ÀÀ��·�·�¤¤····Ï�Ï������������ ·��Ý·Ì��·Ì�h�·Ë¸c·�·�§Ï�g (3 ×× 15 = 45 hh´oÛoÛ)

Elective – I

¸�·¸�·oÛoÛ����·· – I

3. Describe various causes of grievances. Discuss the procedure adopted in Corporate

India for handling grievances.

�·¸�Ý�·Ë�Ý�··h·Ì�oËÛ�¸�·¸�·��·�oÛ·�Ý~··Ì�oÛ·��·~·µ�·�oÛ�ÌÝ�g��··�Ý�·À�·�oÛ·Ó�··Í�ËÝzÝ��·Ì� �·¸�Ý�·Ë�Ý�··h·Ì�oËÛ� ¸�·�··�Ý~·�§ËÝ�·Ä� �·�Ý �·�··Ì�oÛÀ¸�·�·Ët·�··�oÛÀ¸v·m�g

D-17-10 12

4. Explain ‘Trade Union’. Discuss the tactics adopted by unions to influence the

management.

‘¢·�·�¤·r·’�oÛÀ���··p�··�oÛ�ÌÝ�g�¤·r·�oËÛ��Ý·�Ý·��·°�·��·�·�oÛ·Ë��·°�··¸�·�·�oÛ�Ý�·Ë��··�·Ë��·�ÝÀoÛ·Ì�oÛÀ�¸�·�·Ët·�··�oÛÀ¸v·m�g5. What do you mean by ‘Employees’ Welfare’ ? Present the arguments for and against

Employees’ Welfare.

oÛ�·µt··�ÝÀ�oÛ��··~·�¤·Ë�h·�·oÛ·�n�··�h· ·�·�§ÏÝ�"�oÛ�·µt··�ÝÀ�oÛ��··~·�oËÛ�¤·��·��·��·Ì� �·c·�m�·�·¬� ¸�·�·c·��·Ì� �·oµÛ� �·°¤�·Ä�·oÛ�ÌÝ�g

OR / hh��·�···�··Elective – II

¸�·¸�·oÛoÛ����·· – II

3. How do you plan and execute advertising ?

h·�·�¸�·w··�·�·�oÛÀ��··Ëv·�··�h·Ï�Ý�i¤·Ë�oÏÛ¤·Ë�oÛ·�··µ¼��·�·�oÛ�ÌÝq·Ë�"4. How do you evaluate the performance of channel members ?

t·Ï�·�·�¤·�ݤ�··Ì�oËÛ�oÛ·�·µ�¸�·£�··�Ý�·�oÛ·��·Ç��··oÛ�·�h·�·�oÏÛ¤·Ë�oÛ�ÌÝq·Ë�"5. Explain the different tools used in sales promotion.

¸�·oÛÀ�h¸�·�·Ê¸�Ý��·Ì��·°�··Ëq·�§Ý·Ë�·Ë��··�·Ë�¸�·¸�·��·�¤··�·�··Ì�oÛÀ���··p�··�oÛÀ¸v·m�g

OR / hh��·�···�··Elective – III

¸�·¸�·oÛoÛ����·· – III

3. Critically evaluate profit maximization versus wealth maximization goals of finance.

�··�·�h¸�·oÛ�·�·oÛ�Ý~·��·�··�·��·�·�h¸�·oÛ�·�·oÛ�Ý~·�¸�·�·À�·��·c�··Ì�oÛ·�¤·�·Àc··��·oÛ��·Ç��··oÛ�·�oÛÀ¸v·m�g4. In what respects do ‘common size financial statements’ and ‘comparative financial

statements’ differ from each other ? Give their uses and limitations also.

‘¤··x·Ë�h·oÛ·�Ý��··�·Ë�¸�·�·À�·�¸�·�·�Ý~·’��·�‘�·Ä�·�··��·oÛ�¸�·�·À�·�¸�·�·�Ý~·’�moÛ��Çݤ·�ËÝ�¤·Ë�¸oÛ¤·��·°oÛ·�Ý�¸�·��·�§ÐÝ�"�j�·oËÛj�·�··Ëq·��·�¤·À�··m²��·À��·�··im�g

5. What are different financial risk management tools ? Explain the situations in which

they are applicable.

¸�·�·À�·�v··Ë¸p·�·��·°�·��·�·�¤·��·��·À�j�·oÛ�Ý~·�n�··�n�··�§ÐÝ�"�j�·��·¸�ݼ¤�·¸�·�··Ì�oÛ·Ë�¤�·£zÝ�oÛÀ¸v·m�¸v·�·�·Ì��·Ë��··q·Ç�§Ý·Ë�·Ë���§ÐÝ�g

OR / hh��·�···�··Elective – IV

¸�·¸�·oÛoÛ����·· – IV

3. Discuss the various export financing schemes available to Indian exporters.

�··�Ý�·À�·�¸�·�··µ�·oÛ·Ì�oÛ·Ë�j�·�·��·�¸�·¸�·�·�¸�·�··µ�·�¸�·�·À�·��··Ëv·�··h·Ì�oÛ·�¸�·�·�Ý~·�oÛ�ÌÝ�g4. Bring out the objectives and the functions of W.T.O.

¸�· �·���··�··�Ý�¤·q·{Ý�·��|Ý���·Ç�zÝÀ�h·Ë���oËÛ�j�ËÝ �··Ì�h·Ï�Ý�oÛ·�··Î�oÛ·Ë�¤�·£zÝ�oÛÀ¸v·m�g5. Briefly explain the merits and demerits of Globalisation.

�·Ï �·ÀoÛ�Ý~·�oËÛ�q·Ä~·��Ý·Ë£··Ì�oÛÀ�¤·¸c·��·���··p�··�oÛ�ÌÝ�g

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D-17-10 13 P.T.O.

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D-17-10 19 P.T.O.

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SECTION – III

pp··||ÝÝ – III

Note : This section contains nine (9) questions of ten (10) marks, each to be answered inabout fifty (50) words. (9 ×× 10 = 90 marks)

��····ËzËzÝÝ���� i¤·�p·|Ý��·Ì���Ýݤ¤··����Ýݤ¤·�·����������������h´oÛ·Ì�oËÛ���····Ï�Ï���������·° �·�§ÐÝ�g��·°��·ËoÛ��·° �·�oÛ·�j�·�Ý��·q·�·q·���··tt····¤¤·�·���������� ·��Ý·Ì��·Ìh�·Ë¸c·�·�§ÏÝ�g� (9 ×× 10 = 90 hh´oÛoÛ)

6. Differentiate the price and output determination under perfectly competitive marketand monopoly by the firm in the long run.

�ÝÀr·µoÛ·�·� �·Ì� ¤·��·Ç~·µ� �·°¸�·¤�·�·Â� �··ºoÛzÝ�h·Ï�Ý� moÛ·¸�·oÛ·�Ý� �Û�·µ� oËÛ�h�·À�·� oÛÀ�·�·�h·Ï�Ý� j��··�Ý�¸�·�··µ�Ý~·� �·Ì�h��·�ÝoÛÀ¸v·m�g

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D-17-10 21 P.T.O.

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7. Explain the physical and psychological barriers in Communication.

¤·´�·°Ë£·~·��·Ì�h·�·Ë��··�·À��··Ï¸�·oÛ�m�·�·¬��·�··Ë�·Ïw··¸�·oÛ��··�··h·Ì�oÛÀ���··p�··�oÛ�ÌÝ�g

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8. What is ‘Induction’ ? Discuss its main features.

‘�·¸�Ýt·�·’�n�··�§ÏÝ�"�i¤·oÛÀ��·°�·Äp·�¸�· ·Ë£·�··h·Ì�oÛÀ�¸�·�·Ët·�··�oÛÀ¸v·m�g

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D-17-10 22

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9. Describe the important sources of long term finance for capital budgeting projects.

�·Ç²v·Àq·�·��·v·¹zÝq·��·¸�Ý�··Ëv·�··h·Ì�oËÛ�¸�·m��ÝÀr·µoÛ·�·À�·�¸�·�·�oËÛ��·§Ý��·�·Ç~·µ�¥··Ë�··Ì�oÛ·�¸�·�·�Ý~·��ÝÀ¸v·m�g

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D-17-10 23 P.T.O.

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10. Examine the concept of Customer Relationship Management.

q·°·§ÝoÛ�¤·��·��·��·°�·��·�·�oÛÀ�h�·�··�Ý~··�oÛ·��·Ç��··oÛ�·�oÛÀ¸v·m�g

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11. Fit a linear trend to the following data by the least square method and estimate thedemand for the 2011.Year 2000 2001 2002 2003 2004 2005 2006Demand (000 units) 75 70 72 69 50 54 37

¸�·��·¸�·¸p·�·�h·²oÛ|®Ý·Ì� �·�Ý� ��·Ç�·�·�·� �·q·µ� �·°~··�·À� �Ý·�Ý·� �ÏÝ p·oÛ� j�·�·¸�·� �·q··�·Ì�h·Ï�Ý� ����� �·Ì� j��··�Ý� oÛÀ� �··²q·� oÛ·h�·Ä�··�·��·q··im���·�·££··µµ 2000 2001 2002 2003 2004 2005 2006

��····²²q·�q·�(000 ��··ÇǸ��··zzÝÝ) 75 70 72 69 50 54 37

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D-17-10 24

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12. Describe the role of MIS in the modern business system. How the modern computersystem facilitates the implementation of MIS effectively ?

h·�·Ä¸�·oÛ���·�·¤··�·��·°~··�·À��·Ì�m�·�h·iµ�m¤·�oÛÀ��·Ç¸�·oÛ·�oÛ·�¸�·�·�Ý~·��ÝÀ¸v·m�g�m�·�h·iµ�m¤·�oÛ·Ë��·°�··�· ··�·À�}Ýq·¤·Ë��··q·Ç�oÛ�Ý�·Ë��·Ì�h·�·Ä¸�·oÛ�oÛ���·ÇzÝ�Ý�¸¤·¤zÝ�·�oۧݷ²��·oÛ�¤·§Ý·�·oÛ�§Ý·Ëq··�"

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D-17-10 25 P.T.O.

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13. What do you mean by Portfolio Analysis ? Discuss BCG Growth-Share matrix.

�··ËzµÝ�۷˸�·�··Ë�¸�· �·Ë£·~·�¤·Ë�n�··�h¸�·�·°·�·�§ÏÝ�"��·À�¤·À�v·À�q·°·Ë�·� ·Ë�·�Ý��·Ï z³ÝÝn¤·�oÛÀ���··p�··�oÛÀ¸v·m�g

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14. Elucidate the types and characteristics of Entrepreneurship.

j��·�··�oËÛ��·°oÛ·�Ý�h·Ï�Ý�¸�·¸ ·£zÝ�··h·Ì�oÛ·Ë�¤�·£zÝ�oÛÀ¸v·m�g

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D-17-10 26

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SECTION – IV

pp··||ÝÝ – IV

This section contains five (5) questions of five (5) marks each based on the following

passage. Each question should be answered in about thirty (30) words. (5 ×× 5 = 25 marks)

i¤·�p·|Ý� �·Ì� ¸�·��·¸�·¸p·�·� �·¸�ÝtuËÜ�Ý� �·�Ý�h·�··¸�Ý�·� ��····²²tt·�·� ������� �·° �·� §ÐÝ� g� �·°��·ËoÛ� �·° �·�oÛ·� j�·�Ý� �·q·�·q·� ��··ÀÀ¤¤·�·� ���������  ·��Ý·Ì� �·Ìh�·Ë¸c·�·�§ÏÝ�g��·°��·ËoÛ��·° �·���····²²tt·�·��������h´oÛ·Ì�oÛ·�§ÏÝ�g� (5 ×× 5 = 25 hh´oÛoÛ)

Late Prof. C.K. Prahlad of Michigan Business School has demonstrated the fallacy of

several traditional management, cliché’s about markets in developing countries which he had

termed ‘Bottom of the Pyramid’ or ‘Bop’ markets. The following are some of the illustrations

which he gave for explaining how the Bop markets are developing.

GSM handsets used to be sold for $ 1,000 in India, and the market was small. As

average price dropped to $ 300, sales began to pick up. However, when Reliance came up

with its ‘Monsoon Hungama’ offer with 100 free minutes, multimedia phone with up-front

payment of $ 10 and monthly payment of $ 9.25, the company received 1 million applications

D-17-10 27 P.T.O.

in 10 days. The product mix offered is of an incredible range including news, games, audio-

clips of movies and favourite songs, stock quotes and the availability of the internet..........

Today India is the fastest growing wireless market of the world.

Casa Bahia, a firm in Brazil provides credit to poor customers in order to enable them

to buy high quality home appliances through a sophisticated credit rating system. The size of

Indian shampoo market is as large as the US market. MNCs like Unilever, Proctor & Gamble

have made 90% in roads in that market through single serve sachets of high quality shampoo.

Similar devices have scored success in the market for jams, ketchups, biscuits and coffee.

The ITC e-choupal has become a runway success with Indian farmers who had earlier

to depend on Government managed markets (or mandis) once they went to a mandi they had

to sell at the then going price. Moreover, the local merchants who controlled the market often

ill-treated them. Now the same farmers can access information on the web and can decide

upon the price, quantity and the place of sale.

The Jaipur Foot invented by Mr. Ram Chandra, is India’s answer to the demand to the

prosthetics or artificial limbs. Based on the notion that ‘Indians do not wear shoes to the

temple or in the kitchen’, and on the fact that the Indian farmer has to work for long hours in

the paddy field in standing water, it is an unique invention, being durable, comfortable,

flexible as well as cheap. The success of the Jaipur Foot has led to large scale demand in

many countries.

In each of the above illustrations you will find one (or more) implicit problem

associated with Bop markets that have been addressed.

¤�·q·Â�·��·°·Ë��¤·À�oËÛ���·°¦�··�Ý��¸�·¸ ·q·�·��··¸~·v�·�¤oÇÛ�·���·Ë�r··Ë�Ý��··�Ý��·¸�ÝoÛ��·°�·��·�·�oÛÀ��·°·¼��·�··Ì�h·Ï�Ý� ¸�·oÛ·¤· ·À�·�ËÝ ··Ì�oËÛ��··ºoÛzÝ�oËÛ��··�ËÝ�¸r·¤·À�¸�·zÝÀ�j¼n�·�··Ì�oÛ·Ë�x·Ä{Ý�··�··�g�j�§Ý·Ì�·Ë�i¤·��··ºoÛzÝ�oÛ·Ë�‘¸�·�Ý·¸�·|Ý�oÛ·��·Ì�Ý·’�h�·�··�‘�·À�h·Ë��·À�··ºoÛzÝ’�oۧݷ�§ÏÝ�g�¸�·��·¸�·¸p·�·�oÄÛuÜ�¤·p�··m²�§ÐÝ�¸v·�·oÛ·�j�§Ý·Ì�·Ë��·À�h·Ë��·À��··ºoÛzÝ·Ì�oËÛ�¸�·oÛ·¤·�oÛ·Ë�¤�·£zÝ�oÛ�Ý�·Ë�oËÛ�¸�·m�t·Ä�··�g

v·À�¤·À�m�·�§ÏÝ~|ݤ·ËzÝ� �··�Ý�·� �·Ì�$ �����oËÛ� ¸�·oÛ·�oÛ�Ý�·Ë� �·Ë�h·Ï�Ý� i¤·oÛÀ� �··ºoÛzÝ�uÜ·ËzÝÀ� �·À� g� v·�·� i¤·oÛÀ�h·Ï¤·�·�·oÛÀ�·�·��������·oÛ�¸q·�Ý�q·iµ��··Ë�i¤·oÛ·�¸�·oÛ�·��·}®Ý�·Ë��·q··�g��·q·�Ý��v·�·�¸�Ý�··�·¤·��·Ë�����¸�·�·zÝ�¸�·� ·Ä�oÛ��moÛ�··�Ýq·À�����oÛÀ�h�Ý·�·q·À�h·Ï�Ý���������··¸¤·oÛ�oÛÀ�h�Ý·�·q·À�oËÛ�‘�··�·¤·Ç�·�§Ýq··�··’�oËÛ�j�·§Ý·�Ý�oËÛ�¤··�·��··ºoÛzÝ��·Ì��·°�·Ë ·�¸oÛ�··���··Ë�oÛ��·�·ÀoÛ·Ë� ��� ¸�Ý�··Ì� �·Ì� moÛ� ¸�·¸�·�·�·�h·�·Ë�Ý�·��·�·� �·°·��·� §ÄÝm� g� �·§Ý� j��··�Ý�¸�·¢·~·� �·Ë�h¸�· �·¤·�·À�·� �·°c·Ë�·� �·�··� ¤·�··t··�Ý�� p·Ë�·�¸�Û��··Ì�oËÛ�¢·�·~·�¼n�·�·���·�·�··�·�·�q·À�·��¤zÝ·oÛ�oËÛ�j�··�Ý�t·}®Ý·�·�h·Ï�Ý�i~zÝ�Ý�·ËzÝ�oÛÀ�j�·�·¼��·�oËÛ�j�·§Ý·�Ý� ¸�Ý�·Ë�g�h·v·��··�Ý�·¸�· �·�oÛÀ�¤·�·¤·Ë��·Ëv·­À�¤·Ë��·}®Ý�·Ë��··�·À��··�·�Ý�·Ë¤·��··ºoÛzÝ�§ÏÝ�g

oÛ·¤··� �··¸§Ý�··�� �··v·­À�·�oÛÀ�moÛ� �Û�·µ�� ¸�·�·µ�·� q·°·§ÝoÛ·Ì� oÛ·Ë� ¤·¤oÛ·¸�Ý�·� ¤··p·� oÛ�·�¸�·�··µ�Ý~·� �Ý·�Ý·� lÛ~·� ¸�Ý�·Ë� v··�·Ë� §ÐÝ��··¸oÛ��·Ë�jtt·�q·Ä~·�·�··�··�·Ë�r·�ËÝ�·Ç�j�·oÛ�Ý~·�p·�ÝÀ�Ý�¤·oÌÛ�g��··�Ý�·À�·� ·Ì�·Ç��··ºoÛzÝ��·Ç�m¤·��··ºoÛzÝ�¸v·�·�·À�¸�· ··�·�§ÏÝ�g��·§ÄÝ�Ý·£z³ÝÀ�·oÛ��·¸�·�··²��·�··��·Ç¸�·�·À�·�Ý���·°·ÓnzÝ�Ý�m|Ý�q·Ë��·�·��·Ë�j¤·��··ºoÛzÝ��·Ì�jtt·�q·Ä~·�·�··�··�·Ë�moÛ���·¼n�·�oËÛ�¸�·m��·ÏoËÛzÝ��¤·Ït·Ë��v··�ÝÀoÛ�ÝoËÛ�h�·�·Ë�¸�·m�i¤·�c·Ë�·��·Ì�¤�··�·��·�··�¸�·�··�g�mˤ·Ë�}Ýq·�v·Ï�·��oÏÛt·�h�·��¸�·¤oÄÛzÝ�h·Ï�Ý�‘oÛ·�ÛÀ’�oÛÀ��··ºoÛzÝ��·Ì��·À�¤·�Û�·��ݧËݧÐÝ�g

D-17-10 28

h·iµ�zÝÀ�¤·À�iµ�–�t··Ï�··�·��··�Ý�·À�·�¸oÛ¤··�··Ì��·Ì�moÛ�Ý�·�¤·�Û�·�§ÄÝh·�§ÏÝ�g�j�§ÌÝ�i¤·¤·Ë��·Ç�·µ�¤·�ÝoÛ·�Ý��Ý·�Ý·��·°�·¼��·�·��··ºoÛzÝ·Ì�h�·�··��·¼~|Ý�··Ì���·�Ý�h·¸¢·�·��ݧÝ�··��·|®Ý�··��··�g�moÛ��··�Ý��·~|ÝÀ�v··�·Ë��·�Ý�j�§ÌÝ�h�·�··��··�·��·~|ÝÀ��··�·��·�Ý��·Ët·�··��·|®Ý�··��··�gh·Ï�Ý��··Ë�h·Ï�Ý��¤�··�·À�·���··�··�ÝÀ��¸v·�·oÛ·��··ºoÛzÝ��·�Ý�¸�·�·��·~·�§Ý·Ë�··��··���·°·�·��j�·oËÛ�¤··�·��ÄÝ��·µ�·§Ý·�Ý�oÛ�Ý�·Ë�g�h�·��·§ÝÀ�¸oÛ¤··�·�i¤·¤·��·��·À�¤·Çt·�··�oÛ·Ë��·Ï�·�¤·Ë��·°·��·�oÛ�Ý�¤·oÛ�·Ë�§ÐÝ��·�··��··�·���··�··�h·Ï�Ý�¸�·oÛ�·�¤�·�·�oËÛ��··�ËÝ��·Ì�¸�·~·µ�·��·Ë�¤·oÛ�·Ë�§ÐÝ�g

�Ý·�·t·��Ý� �Ý·�Ý·� ‘v·�·�·Ä�Ý� �·Ï�Ý’� oÛ·� ¸�·�··µ~·�oÛ·Ï ·�·� �··�Ý�·� �Ý·�Ý·� ¸�· �·� �·Ì� oÊÛ¸�·�·� hq··Ì� oÛÀ� �·Çº�·� oÛ·� moÛ� �·°�··¤·� §ÏÝ� g�··�Ý�·À�··Ì�oÛÀ��·§Ý��··��·�··�¸oÛ�‘�·Ë��·¸�Ý�Ý�h�·�··��ݤ··Ëiµ’��·Ì�v·Ç�··��·§Ý�·oÛ�Ý��·§ÝÁ�v··�·Ë��h·Ï�Ý��·§Ý��·��·�¸oÛ��··�Ý�·À�·�¸oÛ¤··�·��··�·�oËÛp·Ë�·� �·Ì�� p·|®ËÝ� �··�·À� oËÛ� �·Àt·�� r·�zÝ·Ì� �·q·Ë� �·Ï�Ý� p·|®ËÝ� �ݧÝ�··� �·|®Ý�··� §ÏÝ�� �·§Ý� ¸�·�··µ~·� oÛ·Ï ·�·�h�·Ç{Ý·� §ÏÝ� n�··Ì¸oÛ� �·§Ý� ‘v·�·�·Ä�ÝÀ� �·Ï�Ý’h·�Ý·�·�Ý·�·oÛ���·t·oÛÀ�··��¸zÝoÛ·kÛ�h·Ï�Ý�¤·¤�··�§ÏÝ�g�‘v·�·�·Ä�Ý� �·Ï�Ý’�oÛÀ�¤·�Û�·�··��·Ë�i¤·oËÛ� ¸�·m�oÛiµ��ËÝ ··Ì� �·Ì� ¸�· ··�·��··²q·�oÛ·Ë�·Ï�Ý·�¸oÛ�··�§ÏÝ�g

�·À�h·Ë��·À��··ºoÛzÝ�¤·Ë�¤·��·¼��·�·�h·�·oÛ·Ë�moÛ��h�·�··�h¸�·oÛ��¸�·¸§Ý�·�¤·�·¤�··�¸�·�·Ëq·À��¸v·¤·Ë�¤·��··Ë �·�·�¸oÛ�··�q·�··�§ÏÝ�g

Answer the following questions :

¸�·��·¸�·¸p·�·��·° �··Ì�oËÛ�j�·�Ý��ÝÀ¸v·m��

15. Identify the problems in each case and comment on the solutions offered.

�·°��·ËoÛ�oËÛ¤·�oÛÀ� ¤·�·¤�··h·Ì� oÛÀ� �·§Ýt··�·�oÛÀ¸v·m�h·Ï�Ý�j�·� ¤·�·¤�··h·Ì� oËÛ� �·°�Ý�·� ¤·�··�··�··Ì� oËÛ� ¤·��·��·� �·Ì� ¸zÝ��·~·ÀoÛÀ¸v·m�g

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16. Identify the beneficiaries and enumerate the benefits.

�··�·�··�··Ì�oÛÀ��·§Ýt··�·�oÛÀ¸v·m�h·Ï�Ý�j�·oËÛ��··�··Ì�oÛ·Ë�¸q·�··im�g

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D-17-10 29 P.T.O.

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17. What do you think are the so called cliche’s about Bop markets, customers and

environment that Prahlad sets out to demolish ?

h·�·oËÛ� ¸�·t··�Ý·�·Ä¤··�Ý� �·Ë�oÛ·Ï�·�¤·À� ¸r·¤·À¸�·zÝÀ�j¼n�·�··²�§ÐÝ� v··Ë� �·À�h·Ë� �·À� �··ºoÛzÝ�� q·°·§ÝoÛ�h·Ï�Ý� �··�··�·�Ý~·�oËÛ� �··�ËÝ� �·Ì�·°t·¸�·�·�§ÏÝ�h·Ï�Ý�¸v·�§ÌÝ��·°·Ë���·°¦�··�Ý�¤·�··��·�oÛ�Ý�··�t··§Ý�·Ë�§ÐÝ�?

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D-17-10 30

18. Comment on the underlying strategy for developing Bop markets.

�·À�h·Ë��·À��··ºoÛzÝ·Ì�oËÛ�¸�·oÛ·¤·�oËÛ�¸�·m�h��·º�·¸§Ý�·��Ý~·�·À¸�·��·�Ý�¸zÝ��·~·À�oÛÀ¸v·m�g

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19. Bring out the major contributions of Late Prof. C.K. Prahlad in the area ofmanagement.�·°·Ë��¤·À�oËÛ���·°¦�··�Ý��Ý·�Ý·��·°�·��·�·�c·Ë�·��·Ì�¸�Ý�·Ë�q·m��·°�·Äp·��··Ëq·�Ý·�·�oÛ·Ë�¤�·£zÝ�oÛÀ¸v·m�g

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D-17-10 31 P.T.O.

Space For Rough Work

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Question

Number

Marks Obtained

FOR OFFICE USE ONLY

Total Marks Obtained (in words) ...........................................

(in figures) ..........................................

Signature & Name of the Coordinator ...................................

(Evaluation) Date .........................

D-17-10 32

Marks

Obtained