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1.

Consumer Relationsip Management seeks to establish short-term, committed, trusting, and cooperative relationships with customers
A.
B.
C.
D.

True
False
NA
NA

2. ---------- depicts changes in cash or cash equivalents during a period


A.
B.
C.
D.

Profit and Loss Statement


Balance Sheet
Cash Flow statement
None of these

3. ---------- highlights changes in retained earnings over a period of time


A.
B.
C.
D.

P/L Statement
Statement of earning
Both a and b
None of these

4. ---- ------ is ?snapshot? of the financial condition of the enterprise as on a particular date, typically last date of a financial year
A.
B.
C.
D.

Profit and Loss Statement


Balance Sheet
Cash Flow statement
None of these

5. ---------- is a sales deal that can be forecasted


A. Lead
B. Opportunity
C. RFQ

D. None of the above


6. ----- ----- is an entity where financial transaction of a particular nature are recorded
A.
B.
C.
D.

Trial Balance
Balance sheet
Account
General Ledger

7. ---------- is international body for laying down Accounting Standards (AS) which to a great extent act as guiding force for local accounting
standards of its member countries.
A.
B.
C.
D.

Security Exchange Commission (SEC)


Financial Accounting Standards Board (FASB)
International Accounting Standards Board (IASB)
None of these

8. ---------- is used for describing the process of writing down the long-term investments in intangibles such as patents, copyrights, trade
marks, etc.
A.
B.
C.
D.

Depreciation
Amortization
General Ledger
None of these

9. ---------- permit a company to modify generally accepted accounting principles without reducing the usefulness of the reported information
A.
B.
C.
D.

Assumptions
Principles
Constraints
International Accounting standards

10. ---------- report, list the customer balances, arranged in ?buckets? such as Due for 0-15 days, 16-30,31-90 etc

A.
B.
C.
D.

Customer listing report


Customer trial balance report
Aging report
Both b and c

11. ---------- statement gives a snapshot of how the earnings has been utilized by the business
A.
B.
C.
D.

Profit and Loss statement


Balance sheet
Statement of Retained earnings
Cash flow statement

12. ---------- System helps in recording information like additions, transfer, retirement of fixed assets
A. Treasury management systems
B. Financial management systems
C. Asset management systems
13. ------------type of accounts are not carried forward to subsequent period/year
A.
B.
C.
D.

Income and Expense


Assets and Liabilities
Owners? Equity
All of the above

14. ?Copyright? is a ---------- asset:


A. Intangible asset
B. Non-depreciable asset
C. Its not an asset

15. ?Debit what comes in? is the accounting rule for Personal accounts. (True/False)
A. True
B. False
16. ?Dividend pay-out? from accumulated profits ? is reflected in which financial statements? 1. Profit and Loss statement 2. Balance sheet 3.
Statement of Retained earnings 4. Cash flow statement
A.
B.
C.
D.

1 and 2
3 and 4
1, 2, 3 and 4
None of the above

17. 1099 is a categorization of suppliers for tax reporting purposes. This practice is prevalent in Europe. (True/False)
A. True
B. False
18. A ---------- is a document evidencing a debit to be raised against a party i.e. reduction in payables amount.
A.
B.
C.
D.

Credit Note
Debit Note
Both a and b
None of these

19. ___________ is represented in a chart and defines how power and control is cascaded throughout the organization.
A.
B.
C.
D.

Appraisal sheet
HR strategy Plan
HR Bill
Reporting structure

20. ____________ plays a great part in helping an organization to identify its star performers and helping them in their career development.
A.
B.
C.
D.

Recruitment planning
Performance management and Appraisal
Payroll administration
Training plan

21. _____________ seeks feedback for the person being rated from a variety of sources: such as peers, supervisors, and customers.
A.
B.
C.
D.

360 degree appraisal


Multi person comparison
Behaviorally anchored rating scales
90 degree appraisal

23. ______________ organizations will have fewer levels


A.
B.
C.
D.

Tall
Flat
Oblique
Single sided

24. ______________ Systems reward employees for the job skills and competencies they can demonstrate.
A.
B.
C.
D.

Skill based or Competency based


Seniority based
Environment based
Competitor based

25. _______________ do not generate the diversity and mix of employees that is desirable
A. Employee referrals
B. Internet and websites
C. Newspapers

D. All of the above generate the diversity


26. ________________ component has more to do with immediate recognition of an employee?s contribution to a particular project or cause.
A.
B.
C.
D.

Base pay
Variable pay
Long term incentives
Recognition awards

27. ________________ is responsible for deciding when employees are in need of training and development and what form it should take.
A.
B.
C.
D.

Management
Employee union
Government
Customers

28. ___________is a learning experience that seeks a relatively permanent change in employees such that their ability to perform increases
A.
B.
C.
D.

Training
Appraisal
Event management
Payroll

29. A job is
A.
B.
C.
D.

a specific role within a Business Group, which is independent of any single organization
a generic role within a Business Group, which is independent of any single organization
a generic role within a Business Group, which is fixed within an organization
a specific role within a Business Group, which is fixed within an organization

30. A position is
A.
B.
C.
D.

A specific occurrence of one job, fixed within one organization.


A generic occurrence of one job, fixed within one organization.
A generic occurrence of one job independent of organization.
A specific occurrence of one job independent of organization

31. A position, at a given point of time, will have:


A.
B.
C.
D.

One holder
Many holders
No holders
Any of the above

32. A systematic process of matching the interests, skills and talents of an individual with the long term goals and economic opportunities in
the community is:
A.
B.
C.
D.

Public relations
Human Resource Plan
Payroll mechanism
Compensation review

33. An employer decides to position pay scales so that 75% of the firms pay above and 25% of the firms pay below. The employer is in the
third quartile.
A. True
B. False

34. An HR Plan development plan should include benefits like


A.
B.
C.
D.

Highlighting opportunities for strategic partnerships that would allow all internal stakeholders
Providing for the small successes that are encouraging for the employees
Making it easier to track and evaluate progress
All of the above

35. An individual?s performance is a function of


A.
B.
C.
D.

Skill and ability to perform task


Knowledge of facts, rules, principles, and procedures
Motivation to perform
All the above

37. '4 inch screw and 2 inch screw are two SKUs. SKUs refers to
A.
B.
C.
D.

Smallest Kind of Unit


Smallest Keeping Unit
Stock Keeping Unit
Stock Kind of Unit

38. ____________ is that portion of a firm's inventory and planned production that is not already committed and is available to the customer
A.
B.
C.
D.

a. Available to Promise
b. Made to Promise
c. Work in Process
d. None of these

39. A bill-of material primarily for transient (non stocked) subassemblies is called

A. a.Phantom BOM
B. b.Single Level BOM
C. c.Pegging BOM
40. A Sales Forecast would be more accurate for
A.
B.
C.
D.

Groups of items rather than that for individual items


7 days period rather than that for 30 days period of time
Physical units rather than the monetary units
When done by geographies rather than for product categories.

41. A bill of materials contains:


I. Components used to make a product.
II. Labor needed to build the product.
III. Assemblies at various stages of production.
IV. Safety stock by item.
A.
B.
C.
D.

I and II.
I and III.
II and III.
III and IV.

42. A Boiler manufacturing company like Thermax will be an example of


A. Make-to-stock (MTS)
B. Make to Order
C. Assemble to order

44. A CD/DVD manufacturing company having their website, where the customers can also place their orders and have the product(s)
delivered would come under

A.
B.
C.
D.

a. Business to Business
b. Retail Supply Chain
c. Mixed supply chain
d. Direct to Consumer

45. A cement factory can be termed as a


A.
B.
C.
D.

a.Process industry
b.Continuous flow shop
c. Rigid flow shop
d.All the above

46. A Company follows the basic EOQ model. Annual demand of raw material is constant. Holding cost per unit of the Raw Material is
insignificant compared to the cost of Raw Material. However, the cost of transportation has increased drastically. The Company should take
the following decision:
I. Increase the order point
II. Increase the order quantity
III. Decrease the order point.
IV. Decrease the order quantity.
A.
B.
C.
D.

I and II
II
III and IV
IV

47. A company needs to produce 4000 units over the next two months. There are 21 working days the first month and 19 working days the
second month. What must the daily rate be with a level strategy?
A.
B.
C.
D.

a.50
b.75
c.100
d.125

48. A Company plans to launch a new product. They resort to expert opinions to estimate volume of sales in the first 3 days. What sort of a
forecasting method would come to mind:
A.
B.
C.
D.

Judgmental
Statistical
Informal
Any of the above

49. A company produced parts which are sold through distributors who in turn sell them to retail stores. These parts could be described by
which of the following?
A.
B.
C.
D.

Independent demand
Dependent demand
Distribution demand
Sales demand

50. A forecast based on a correlated leading indicator, such as estimating furniture sales based on housing starts, is based on
______________________
A. a.Extrinsic Technique
B. b.Intrinsic Technique
52. A low level code is best defined as the:
A.
B.
C.
D.

a.First work center in which the part is processed.


b.Lowest level on which a part resides in the BOM.
c.Product family which the part belongs.
d.The most accurate forecast level.

53. A manufacturer in a 'Assemble-To-Order' environment would most likely stock


A. Raw Materials
B. Sub-Assemblies and components

C. Manufactured Parts but not in sub-assembly stage


D. Long shelf life Parts
54. A manufacturer in a 'Made-To-Order' environment would most likely stock
A.
B.
C.
D.

a.Raw Materials
b.Sub-Assemblies
c.Manufactured Parts but not in sub-assembly stage
d.Long shelf life Parts

55. 70% of complaining customers will remain loyal if


A.
B.
C.
D.

Prices are reduced


the problem is solved
they are called regularly
they have no where else to go

56. A ________________ is issued on return of a product to company


A.
B.
C.
D.

credit memo
debit memo
memo
none of the above

57. A consumer contest is an example of


A.
B.
C.
D.

Personal Selling
Sales Promotions
Indirect Selling
Public Relations

59. a segment should have predominantly have


A. similar buying behaviour

B. similar needs
C. similar requirements
D. either or all of the above
61. Account in CRM means
A.
B.
C.
D.

An ID awarded to each individual


A profitably retained customer
A customer, prospect, partner, supplier or competitor
None of the above

62. After manufacturing the products the manufacturer needs to find


A. consumers
B. dealers
C. customers
D. all of the above
63. are sales promotions always a win-win relationship for companies and brands
A.
B.
C.
D.

True
False
NA
NA

64. Attempt to maximize profits on each individual transaction with the people they serve is the prime motive of an organization
A.
B.
C.
D.

True
False
NA
NA

65. Availability Check is usually done at the time of


A. Quotation / Order Creation
B. Inquiry Validation

C. Order Scheduling
D. Order Fulfillment and Delivery