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Business Administration Paper 2015


Q. No. 2 Discuss the nature and scope of Management and also discuss functions of the
Management. (20)

Q. No. 3 What is difference between leader and Manager and identify important approaches
to effective leadership? (20)


Q. No. 4. Explain what is meant by "the marketing concept" compare this with a product
orientation and a sales orientation. (20)

Q. No. 5. What is plan, planning and strategic planning and its role in effective marketing
management? (20)

Q. No. 6. What do you know about MARKETING MIX and how its effect on increasing the
sales volume of a company? (20)


Q. No. 7. Discuss the nature and scope of FINANCE and FINANCIAL MANAGEMENT and also
its role in financial efficiency.. (20)

Q. No. 8. What is the importance of port folio Management and describe different types of
investment and financial securities? (20)

Business Administration 2014

1. 20 objectives (MCQs paper was not given to candidates)

Part A
2. Discuss the contingency factors that affect planning. Discuss how managers can
effectively plan in today's world?
3. What issues do today's leaders face? Do you think that most managers in real life use a
contingency approach to increase their leadership effectiveness?
Part B
4. What constitutes good marketing research? How can company correctly measure and
forecast demand?
5. How can companies evaluate and select specific foreign markets to enter? What are the
differences between marketing in a developing and developed market?
Part C
6. How is a net present value profile used to complete projects? What causes conflicts in
making of projects via net present value and internal rate of return?
7. How are total risk, non- diversifiable risk, and diversifiable risk selected? Why is non-
diversifiable risk the only relevant risk?
8. The financial statement of the Remington Pharmaceuticals for Year ended Dec 31, 2012,
Remington Pharmaceuticals Income Statement
For the Year Ended Dec 31, 2012
Sales Revenue 160,000
Less: Cost of Goods Sold (106,000)
Gross Profit 54,000
Less Operating Expenses
Selling Expenses 16,000
General administrative Expenses 10,000
Lease Expense 1,000
Depreciation expense 10,000
Total Expenses 37,000
Operating profit 17,000
Less: Interest Expense 6,100
Net profit Before taxes 10,900
Less: Taxes 4,360
Net profit after taxes 6,540

Remington Pharmaceuticals Balance Sheet

As on Dec 31, 2012
Cash $ 500
Marketable securities 1,000
Accounts Receivables 25,000
Inventories 45,500
Total Current Assets 72,000

Equities and Liabilities

Accounts payable 22,000
Notes Payable 47,000
Total Current Liabilities 69,000
Long term debt 22,950
Common Stock equity 31,500
Retained earnings 26,550
Total Liabilities and Retained earnings 150,000

Total firms 3000 stock outstanding shares of common stock closed on 2012 at a price of $
25 per share

a. Use the preceding financial statements to complete following table assume industry
average given in table are applicable for both 2011 and 2012

Ratio Industry average 2011 2012

Current Ratio 1.80 1.844 -----
Quick Ratio 0.70 0.78 -----
Inventory turnover* 2.50 2.59 -----
Average collection period* 37.5 days 36.5 days - ---
Debt ratio 65% 67% -----
Times interest earned ratio 3.8 4.0 -----
Gross profit margin 38% 40% -----
Net profit margin 3.5% 3.6% -----
Return on total assets 4.0% 4.0% -----
Return on equity 9.5% 8% -----
Market/Book ratio 1.1 1.2 - ------
*bases on 365 days a year and end of year figures




Q2. Discuss importance of Planning in the organization. Briefly describe types of plans.

Q3. What criticism has been levelled against scientific approach to management? How the
scientific approach to management is compared with behavioural approach?

Q4. Briefly comment upon contemporary theories of motivation.


Q.5 Briefly describe how marketing strategy is formulated.

Q6. Discuss product attributes. Product can be differentiated on the basis of product
attributes. Explain

Q7. What is integrated marketing communication? Comment on its major components.


Q.8 You wish to borrow $10,000 for three years. The bank agrees to lend this amount if you
are willing to pay them $16,000 at the end of three years. What is the implicit rate of
interest implied if it is applied 1) Annually 2) Semiannually (to the nearest whole percent)?
b) An investment of $10,000 will return $130 per year forever. What is its internal rate of
Q9. Sapphire corporation is considering cash outlay of $ 800,000 for acquistion of new
equipment. The useful life is four years and residual value is zero at the end of four years.
After-Tax cash inflows of $200,000 are expected in year 1, 250,000 in year 2, $300,000 in
year 3, $400,000 in year 4. The company falls in the tax bracket of 50%.

i) If the required rate of return is 15 percent, what is the net present value of the project?
Is the project acceptable?

ii) What is the internal rate of return?

Q10. A stock currently sells for %50 per share. The market requires a 13% return on the
firm's stock. If the company maintains a constant 5% growth in dividends, what was the
most recent dividend per share paid on the stock?


Q.1 (i) Select the best option and fill in the appropriate circle on the OMR answer sheet ( 20
* 1 = 20 )

1. what are the earning per share (EPS) for a company that earned $ 100,000 last
year in the after-tax profits, has 200,000 common shares outstanding and $1.2
million in retained earning at the year end ?
(i) $ 100,000 (ii) $ 6.00 (iii) $ 0.50 (iv) $ 6.50

2. The decision function of financial management can be broken down into the
decisions :
(a) financing and investment (b) investment,financing & asset management
(c) financing and dividend (d) capital budgeting, cash management and credit management.

3. You want to buy an ordinary annuity that will pay you $400,000 a year for next
20 years. You expect annual interest rate will be 8 percent over that time period.
the maximum price you would be willing to pay for the annuity closest to :
(a) $32,000 (b) $39,272 (c) $40,000 (d) $80,000

4. Which of the following would NOT improve the current ratio ?

(a) Borrow short term to finance additional fixed assets
(b) Issue long term debt to buy inventory
(c) sell common stock to reduce current liabilities
(d) sell fixed assets to reduce accounts payable

5. Alto industry has a debt to equity ratio of 1.6 compared with the industry
average if 1.4. this means that the company :
(a) will not experience any difficulty with its creditors
(b) has less liquidity than other firms in industry'
(c) will be viewed as having high credit worthiness
(d) has greater than average financial risk when compared to other firms in industry.

6. According to the capital-asset pricing model (CAPM), a security's expected

(required) return is equal to the risk free rate plus a premium :
(a) Equal to the security's beta
(b) based on the unsystematic risk of the security
(c) Based on the total risk of the security
(d) Based on the systematic risk of the security

7. " How people feel about corporations, government agencies, trade unions and
universities " refers to which of the following views ?
(a) People's view of others
(b) People's view of societies
(c) People's view of themselves
(d) People's view of organizations

8. Gathering secondary information is one of the steps of developing the research

plan. W hat does the meaning of secondary information in marketing research?
(a) That does not currently exist in an organized form.
(b) that already exist somewhere, having been collected for another purpose.
(c) that the researcher can obtain through surveys and observation.
(d) that already exist somewhere in an organized form.

9. which one of the following factor is NOT used for measuring the social class ?
(a) Income
(b) Number of children in family
(c) Occupation
(d) Education

10. which one of the following three-steps process represents "perception" ?

(a) Motivation, personality and attitudes
(b) Collecting, eliminating, and organizing information inputs.
(c) Receiving, organizing and interpreting information inputs.
(d) anticipating, classifying and discarding information inputs.

11. Demographic segmentation divides the market into groups based on which of
the following variables?
a. size, location, industry, customer
b. size, company, industry, technology
c. location, size, occupation, race
d. customer, technology,industry,company

12. Which of the following are those products purchased for further processing or
for use in conducting a business ?
a. Unsought products
b. specialty products
c. shopping products
d. industrial products

13. After concept testing, a firm would engage in which stage for developing and
marketing a new product ?
a. Marketing strategy development
b. Business analysis
c. Product development
d. Test marketing

14. Fredrik Taylor advocated which of the following management principles?

a. Work and responsibility should be divided almost equally between management and
b. workers should perform all work , while management should maintain responsibility for
the work performed.
c. Managers should perform more work than workers, because managers are generally
more skilled.
d. Workers can be highly productive even if they are randomly selected for a job.

15. General administrative theory focuses on ?

a. The entire organization.

b. Managers and administrators
c. The measurement of organizational design relationship.
d. Primarily the accounting function.

16. Bureaucracy is defined as a form of organization characterized by:

(a) Division of labor
(b) Clearly defined hierarchy
(c) Detailed rules and regulations
(d) All of these

17. The quantitative approach involves applications of:

(a) Statistics, information models, and computer simulations
(b) Psychology testing, focus groups, and mathematics
(c) Optimization models, interviews, and questionnaries
(d) Survey, strategic planning, and group problem solving

18. The Hawthorne Studies were initially devised to study:

(a) Productivity levels of groups versus individuals
(b) The effect of noise on employee productivity
(c) The effect of illumination levels on employee productivity
(d) The effect of cooperative versus competitive organizational environments on

19. Which of the following is considered a systems input?

(a) Management activities
(b) Financial results
(c) Operations methods
(d) Raw materials

20. A manager who believes that no one set of principles applies equally to all
work environments is most likely advocating which management approach?
(a) Contingency
(b) Workplace diversity
(c) Organizational behaviour
(d) Knowledge management

Business administration 2012



2. WHAT IS LEADERSHIP? List and explain different type of leaders. discuss any one theory
of leadership (6+7+7=20)

3. why motivation is considered necessary in todays organization to increase the efficiency

of the employees? briefly describe any theory of motivation (10+10=20)

4. describe major functions of management. discuss its significance for modern business
organization (10+10=20)


5. briefly explain main features of marketing environment (20)

6. what is "marketing mix"? discuss the role of marketing mix in the marketing processs for
increasing sales volume (8+12=20)

7. describe main features of marketing role in the society. discuss its impact on human life


8. describe main features of financial management. discuss the role of finance manager in
any orghanization (10+10=20)

9. do adjusting entries affect income statement accounts, baslance sheet accounts or both?
discuss (20)

10. how the financial statements are analysed and interpreted through ratio analysis (20)


Part 2

Attempt only four questions from part 2, attempting atleast one question from
each section.


1. What do you understand by Mckinsey's 7's framework for management analysis, and
how it is different from operational management approach? (20)
2. How do you differentiate between strategy, policy and procedure? Discuss the
various steps in planning process. (10+10)


1. What is productline and product mixed? What kind of marketing strategy and
procedures are required for new product development? (20)
2. Differentiate between marketing and selling? Describe how the actions of a shoe
manufacturer engaged in "marketing" might be different from a shoe manufacturer
engaged in "selling"? (10+10)

Financial Management

1. Discuss the major functions of "financial manager". Explain why judging the
efficiency of any financial decision required the existence of a financial goal? (20)
2. Explain types of long-term debt instruments and also discuss the advantages and
disadvantages of issuing/ buying the three types of long-term securities from the
perspective of both the issuer and investor.

3. MCQs
i) You wish to borrow $ 8000 to be repaid in 24 monthly installments at an annual
interest rate of 8%. What is your monthly payment?

a) $ 262.82 b) $ 361.82 c) $ 150.5 d) $ 325.00 e) none

ii)If you invest $ 600 every six months at 8% compounded semi annually, how much
would you accumulate at the end of 10 years?

a) $15,883.20 b) $ 16,926.82 c)$ 17, 866.85 d) $ 18,233.45 e) None

iii) A commercial bank will loan you $ 12,250 for three years to by a car. The loan
must be repaid in 36 equal monthly payments. The annual interest rate on the loan
is 12% of the unpaid balance. How large are the monthly payments?
a) $425.00 b) $350.67 c) $375.09 d) $406.88 e)none

iv) What is the future value of $500 investment, with a stated rate of 6%
compounded monthly for 7 years.

a) 700 b) 730 c)760 d)790 e) none

v) You are considering investing in a preferred stock that has a dividend of $ 3.25
per share. The market price of this stock is $ 48.625. What is the rate of return you
would expect to make on this perpetuity?

a) 6.68% b) 6.24% c) 6.05% d) 6.28% e) none

vi) What is not a disadvantage of traditional file processing system?

a) Program-data dependence b) Reduce data redundancy c) Limited data sharing d)

Lengthy development time e)none

vii) An enterprise data model is a (n) _______ model.

a) numerical b) mathematical c) narrative d) graphical e)none

viii) Which is not a component of relational database?

a) Entity b) Table c) Attribute d)hierarchy e) none

ix) Data base application can be divided into 5 categories. which is NOT a database
application category?

a) Personal b) Department c) Enterprise d) Relational e) none

x) A data base that supports organization wide operations and decision making is a
(n) ________ database.

a) department b) enterprise c) work group d) extra-net e) none

xi) As small companies begin to achieve success, they ten to adopt some of the tools
used in professionally run marketing commas. This is a sign that the firm is in the
________ stage of marketing practice.

a) Entrepreneurial marketing b) formulated marketing c) intrapreneurial marketing

d) effective marketing e) none

xii)The concept of a _______ is used to describe a cluster of complementary

products that are closely related in the minds of the consumers but are spread
across a diverse set of industries.

a) Metamarket b)Metamediary c) Market place d) Marketspace e) none

xiii) Marketers can increase the value of customers offering by:

a) raising benefits and reducing cost

b) raising benefits by more than raising the cost
c) lowering benefits by less than the reduction in cost
d) All of the above can increase the customers value

xiv) When a firm sees its competitors as all companies that compete for the same
consumer dollars, they are concerned with the ________ level of competition.

a) brand b) industry c) form d) generic e) none

xv) The number of channel levels from raw material to final product which a
company will participate defines the firm's _________ scope.

a) industry b) geographical c) vertical d) competence e) none

xvi) Which of the following best describes the organizational members who integrate
and coordinate the work of others?

a) Managers b) Operatives c) Subordinates d) Customers e) all of these

xvii)_________ represent the lowest level of management

a) Team leaders b) First line managers c) Operatives d) Laborers e) none

xviii) Which of the following roles is more important for lower-level managers than
for either middle or top-level managers?

a) Negotiator b) Leader c) Coordinator d) Entrepreneur e)none

xix) Which of the following skills involve working well with other people?

a) Technical b) Human c) Computer d) Empirical e) none

xx) The phrase most associated with scientific management is ________?

a)Management Relations b) one of the best c) supply and demand d) quality control
e) none

5. -----------------------------------------------------------------------------------

i) b (loan amortization)
ii) c (annuity)
iii) (this is a question of amortization schedule and pretty lengthy and am in no mood

to solve it )
iv) (again havn't solved it but can be solved by annuity formula)
v) a
vi) a
vii) d
viii) d
ix) c (is what i did and am not sure about this)
x) b
xi) b
xii) b ( metamarket is a place where metamediary is done)
xiii) a ( i wanted to mark d but unfortunately marked a value= benefit/ cost)
xiv) b
xv) c
xvi) a
xvii) b
xviii) e (Because the are more into the technical side)
xix) b
xx) d (what i believe is true)v
7. Q.1. Select the best option/answer and fill in the appropriate box on the Answer
Sheet. (20)

(i) The key inputs into Discounted Cash Flow analysis are projected future cash
a) True
b) False
(ii) Market demand for a product is the total volume that would be sold by a defined
customer group.
a. True
b. False
(iii) Operational plans apply to the entire organization and establish the
organizations overall goals.
a. True
b. False
(iv) Preferred stock has a fixed divided paid every period forever so preferred stock
is essentially a perpetuity.
a. True
b. False
(v) The cost of debt is the return that the firms debtors demand on new borrowing.
a. True
b. False
(vi) With the Internal Rate of Return, we try to find a single rate of return that
summarizes the merits of a project.
a. True
b. False
(vii) IBM is example of a manufacturer brand.
a. True
b. False
(viii) Modifying job responsibilities is an example of structural change.
a. True
b. False
(ix) ---------- is a statement reporting the effects of a firms operating, investing and
financing activities on cash flows over an accounting period.
a. Income statement
b. Annual report
c. Cash flow statement
d. Balance sheet
e. None of these
(x) ---------- studied five chief executives at work and identified ten managerial
a. Max weber
b. Henry fayol
c. Henry mintzberg
d. Fredrick taylor
e. Michael porter
(xi) A product life cycle -----------------.
a. Shows how a product sales or profits may rise or fall over its life
b. Tells you how long a product will sell for and make a profit
c. Is divided into three stages
d. Show how profitable a product will
e. None of these

(xii) All of the following are fixed assets except

a. Building
b. Stocks
c. Production plant
d. Vehicles
e. None of these
(xiii) What is the influencing environmental factor when interest rates increase and
firms find it difficult to borrow funds
a. Political factor
b. Social factor
c. Economic factor
d. Technological factor
e. Competitive factor
(xiv) Which of the following is not a market entry strategy
a. Licensing
b. Indirect exporting
c. Joint venture
d. International marketing
e. None of these

(xv) ------------ is information about physical working conditions, work schedule and
the organizational and social context of the job.
a. Job specification
b. Job context
c. Work activities
d. HR policy manual
e. None of these

(xvi) The liquidity of a firm is a measure of ---------------

a. Its ability to pay bills
b. Its ability to respond to changes in demand
c. How flexible it is in its production plannning
d. How quickly and easily a firm could relocate to another site
e. None of these
(xvii) Market share means ---------------
a. How well a firm is doing
b. How much power affirm has in the market
c. How many firms are there in the market
d. How big a market is
e. None of these
(xviii) -------------- refers to a management philosophy that requires employers to
continuously set and relentlessly meet ever high quality, cost , delivery and
availability goals.
a. Performance management
b. Performance appraisal
c. Continuous improvement
d. Management by objective
e. None of these
(xix) Beta ------------.
a. Is a measure of firm specific risk
b. Is a measure of market risk
c. Is a measure of total risk
d. All of these
e. None of these

(xx) What is the price of a stock that is expected to pay a 1.00 divided next year if
the cost of capital is 14% and the growth rate is zero
a. 7.14
b. 6.75
c. 11.9
d. 6.13
e. None of these


Q.2. What do you understand by efficiency and effectiveness in management? In
todays environment, which one of the two is more important to organizations?
Explaining your choice. (10+ 10)
Q. 3. what is work specialization ? how can the concept of specialization be applied
to institutions such as universities and government agencies?


Q.4. identify some major factors that drive the new economy and explain what
changes these factors have brought to marketing ? (20)
Q.5. what is the role of advertising in marketing? Select an example to illustrate
what you believe to be good advertising and why? (20)

12. Financial Management

Q.6. what is ration analysis? List four ratios and explain what they are used for?
Discuss various benefits and drawbacks of ratio analysis? (5+5+10)

Q.7. it was a Halwa Question of Annual compount Interest

NOTE: (i) Attempt FIVE questions in all including question No. 8 which is
compulsory. All questions carry EQUAL marks.
(ii) Extra attempt of any question or any part of the attempted question will
not be considered
(iii) Candidate must draw two straight lines (==================) at
the end to separate each question attempted in Answer Books.


1. Explain the concept of Motivation. Describe any two major theories of
motivation. (5+15)

2. What is controlling? State main steps involved in control process. Discuss

different types of control.


3. Define Marketing. Discuss various internal and external environmental factors
affecting firms marketing strategies.

4. Explain Marketing Mix. Discuss the role of marketing mix in managerial decision-


5. ABC Company deals in computer chips and buys these chips from several
manufacturers. Chips are ordered in lot sizes of 1000 and each order costs Rs. 40.00
to place. Monthly demand is expected to be 20,000 chips. ABC works out Rs. 0.10 as
carrying cost for each chip.
(a) What is optimal order quantity with respect to so many lot sizes (that is, what
multiple of 1000 units should be ordered)?
(b) What would be the optimal order quantity if the carrying costs were cut in half to
Rs. 0.05 a chip per month?
(c) What would be the optimal order quantity if ordering costs were reduced to Rs.
10.00 per order?

6. (a) Suppose you were to receive Rs. 100,000 at the end of 10 years. If your
opportunity is 10%. What is present value of this amount assuming the interest
(opportunity rate) is compounded annually?
(b) If, instead of compounding annually, interest (opportunity rate) is compounded
quarterly, what will be the present value?


7. (A) Write only True or False in the Answer Book. Do not reproduce
the question.
(1) A decision is a choice made between two or more alternatives. (True/False)
(2) Frank Gilbreth is known as father of Scientific Management. (True/False)
(3) The responsibility for organizational planning rests with middle level
management. (True/False)
(4) The Hawthrone Experiments found that people were more concerned with
preserving the work group than with maximizing their pay. (True/False)
(5) Selling concept assumes that heavy selling and promotional efforts are needed to
stimulate more demand for the product. (True/False)
(6) Any paid form of non-personal presentation and promotion of ideas, goods or
services by identified sponsor is known as public relation. (True/False)
(7) Market Segmentation is concerned with dividing the market demographically and
geographically. (True/False)
(8) Joint Venturing is a form of entering foreign markets by joining with foreign
companies to produce or market a product or service. (True/False)
(9) Another name of cash flow is accounting profit. (True/False)
(10) The Financial Manager has full control over his firms stock price. (True/False)
(11) Systematic risk can be diversified away by adding more securities to a portfolio.
(12) Discounting is the process of finding present value. (True/False)

(B) Write only correct answer in the Answer Book. Do not reproduce the

(13) Extreme division of labour leads to result in:

(a) Motivation
(b) Boredom
(c) Decreased work skill
(d) Non-specialization
(e) None of these

(14) Fayol defines 14 principles of management. Which of the following is not one of
those principles?
(a) Scalar chain
(b) Espirit de corps
(c) Centralization
(d) Directedness of command
(e) None of these

(15) An example of precontrol established by management would be:

(a) Rules
(b) Policies
(c) Budgets
(d) All of these

(16) Firms credit policy usually includes establishing:

(a) Credit standards
(b) Credit terms
(c) Collection policy
(d) All of these
(17) Liquidity ratios are computed by using information from:
(a) Balance Sheet
(b) Income statement
(c) Cash flow Statement
(d) Both (a) and (b)

(18) Conservative working capital management strategies involve:

(a) Low risk, Low return
(b) Low risk, High return
(c) High risk, High return
(d) High risk, Low return

(19) Product life cycle has the following stages:

(a) Introduction and Maturity
(b) Growth and Maturity
(c) Introduction, Maturity and Decline
(d) Introduction, Growth, Maturity and Decline

(20) Which product is most likely to be purchased through routine decision-making?

(a) Car
(b) Desk
(c) Soft Drink
(d) Shirt
(e) None of these


Attempt any five questions including Question No.7, which is compulsory. Select at least
one question from each part. Extra attempt of any question will not be considered.


Q.1 (a) what is negotiation ? What are the major negotiation strategies ? How do the two
major bargaining strategies differ? (4+10+6)

Q.2 How can a manager serve as change agent? Describe the major organizational
development techniques used to facilitate the change process. (4+16)


Q.3 Retailers can position themselves at four of service. List and describe those level. Also
discuss supply chain management.

Q.4 Diamond Machine Technology makes a tool for sharpening the blades of pruning sheers
and glass clippers. The company has invested $ 250,000 in developing this sharpener. This
tool is about the size of a piece of chewing gum and costs $ 3 to make. Fixed costs for the
sharpener is $ 10,000. The company expects to sell 100,000 sharpeners this year. Diamond
Machines markup on sales is 30 % and it wants to earn a 20 % ROI. Calculate its markup
price and its target-return price, as well as its breakeven volume at both prices. Which price
should Diamond Manufacturing use? (4+4+4+4+4)


Q.5 General Electric Company has annual sales (all on credit) of $ 1.6 million. Their average
collection period is 40 days and they typically have an inventory turnover of 8. Their gross
profit margin is 20 percent. Assume, for ease of collection, a 360 day year:

(a) Calculate the companys accounts receivable.

(b) Calculate the amount in inventory. (10+10)

Q.6 Cavalier Construction Company is considering buying one of two machines, A or B; the
respective costs and benefits of each are listed below:

Machine Cost Life of Machine Savings for Company

A $ 100,000 4 years $ 56,000

B $ 125,000 5 years $ 60,000

(a) Calculate the after-tax cash flow for each machine. Assume, for ease of calculation,
straight line depreciation and no salvage value for either machine. The firms tax rate is 40
percent and its required rate of return is 16 percent.

(b) Calculate the NPV of each machine and which would you select and why?


Compulsory Question

Q.7 (A) write true (T) or false (F) in your answer boo. Do not reproduce the question:

1) The three stages of marketing practices through which a company may pass are
entrepreneurial marketing, formulate marketing and entrepreneurial marketing.
2) The continual segmenting or fragmenting of markets impedes the new product
development process.
3) Reverse-flow channels refer to situations where one channel level acquires a level back in
the channel, such as Sears owning its own suppliers
4) Planning is concerned with defining an organizations goals and objectives and how to
integrate and coordinate activities.
5) Leadership and management are two terms for the same process.
6) Effective control systems monitor everything happening in the organization.
7) In informal planning, the organizations objectives are rarely verbalized.
8) The trait approach to leadership has identified a specific set of personality characteristics
that determine leader success.
9) A brand is an offering from a known source.
10) The concept of compounding deals with finding the future value of a present sum.
11) Short term creditors would be most interested in the firms of leverages ratios.
12) Working capital management includes in part the administration of case, marketable
securities, receivables and inventories.

(B) Write only the correct answers:

13) Which of the following is NOT one of the four specific drivers that underpin the new
a. Industry convergence
b. Disintermediation and reintermediation
c. Customer delivered value
d. Customization and customerization
e. Digitalization and connectivity

14) ___ lays out the target markets and viable propositions that organization will offer
based on an analysis of the best market opportunities
a. the strategic market plan
b. the portfolio analysis
c. the human resource plan
d. the tactical marketing plan
e. marketing research

15) the attractiveness of a market offering is based:

a. on the product, its placement, its price and its promotion
b. on the match between customer needs and wants and distribution and pricing of the
c. almost entirely on the product being offered
d. on product features and quality, services mix and quality, and price appropriateness
e. entirely on the match between perceived product and actually product

16) high levels of efforts are unlikely to lead to favourable job performance unless:
a. technology is also considered
b. quality of the effort is also considered
c. team work is also considered
d. management efforts are also considered

17) In order to bring about effective organizational change, changes in technology need to
be accompanied by making changes in _____:
a. Strategies
b. Structure
c. People
d. Both (b) and (c)

18) A capital investment is one that:

a. has the prospect of short term benefits
b. has the prospect of long term benefits
c. is only undertaken by large corporations with large amounts of capital
d. applies only to investment is fixed assets

19) If the general level of interest rates rises, the prices of already issue bonds will:
a. Rise
b. Remain unchanged
c. Fall
d. Fluctuate

20) If the EOQ for an item decreases, the average level of inventory will:
a. Decrease
b. Increase
c. Remain the same
d. There is no relationship between EOQ and inventory levels




NOTE: Attempt FIVE questions in all, including question No. 7 which is

COMPULSORY. Select at least ONE QUESTION from each of the PARTS I, II AND
III. All questions carry EQUAL marks.


1. What is leader ship? Discuss any two theories of leadership.

2. Briefly explain planning. Discuss various steps involved in planning process in any
business organization.


3. Explain briefly marketing. Describe various functions of marketing?

4. Explain global marketing discuss its significance for the modern business organization of
21st century.


5. Star corporation is considering a project with a cost of Rs. 40,000/= net investment and
net operating cash inflows of Rs. 11,652/= each year for the next five years. The firm uses
10% discount rate for projects with similar risks.

(a) What is projects net present value? (7)

(b) What is its initial rate of return? (7)
(c) Should the project be accepted assuming that funds are available? (6)
6. Royal corporation current assets inventories and current liabilities for four year period are
as follows:

Item 2000 2001 2002 2003

Current assets Rs. 20,000 Rs. 22,400 Rs. 25,600 Rs. 28,100
Inventories Rs. 8,200 Rs. 10,000 Rs. 12,500 Rs. 14,000
Current liabilities Rs. 10,000 Rs. 10,200 Rs. 10,700 Rs. 11,000

a. Calculate the firms current and quick ratios for each year. (10)
b. Discuss the firms liquidity position over the four year period of time. (10)


7. Write only True or False in the Answer Book. Do not reproduce the

(1)Planning initiates other functions of management.

(2) Managements make things to happen.
(3) The ultimate criterion of control is the extent that activities are complete in ways that
lead to more profits.
(4) Computer Technology helps the management but does not replace the management.
(5) Promotional mix is also known as communication mix.
(6) Marketing environment is made up of micro-environment and macro-environment.
(7) Promotional mix is the part of marketing mix.
(8) Marketing strategy consists of specific strategy for target markets, positioning, the
marketing mix and marketing expenditure levels.
(9) A Financial manager has a full control over its firms stock price.
(10) Liquidity ratios measure a firms ability to meet short term obligations.
(11) The internal rate of return method is the most widely used capital budgeting
(12) Stock exchange facilitates investment in real assets by providing secondary market to
the financial securities.

(B) Write only correct answer in the Answer Book. Do not reproduce the

(13) The organizing function of management includes:

(a) How tasks to be grouped.
(b) Conflict resolution among sub-ordinates.
(c) Comparison of actual results with a budget.
(d) Definition of organizations goals.

(14) The key to motivating todays diversified work force lies in:
(a) Creativity
(b) Goal setting
(c) Support
(d) Flexibility

(15) Control should be placed:

(a) Where they are cost-effective
(b) On all activities
(c) Where there are problem areas
(d) On the single most important

(16) The marketing logic by which the business unit hopes to achieve its marketing
objective is called:
(a) Business strategy
(b) Marketing strategy
(c) Production & distribution strategy
(d) All of these

(17) Strategic planning is the process of developing a formal strategy for:

(a) Identifying clear objectives
(b) Long run survival & growth
(c) Continuity & Consistency
(d) All of these

(18) Who are the true owners of Corporation?

(a) Debt holder
(b) Common stock holders
(c) Managers of the firm
(d) Board of directors

(19) What does an efficient port folio provide?

(a) Highest return for a given amount of risk
(b) Least rick for a given level of return
(c) Highest possible return and least amount of risk
(d) Both a and b

(20) The economic order quaintly (ECQ) increases when which of the following increases?
(a) Sales
(b) Ordering costs
(c) Carrying costs
(d) Both a and b




NOTE: Attempt FIVE questions in all, including question No. 7 which is

COMPULSORY. Select at least ONE QUESTION from each of the PARTS I, II AND
III. All questions carry EQUAL marks.

1. How does effective managing take advantage of motivation? Explain any Three Special
Motivational Techniques used by managers.

2. Briefly explain the BASIC CONTROL PROCESS. Also explain the requirement for effective
controls. (5+15)


3. Explain the several types of channels available to the manufacturer. What influence does
each of the following factors have on the choice of marketing channels? (5+15)
(a) the product
(b) the market
(c) the manufacturers organization

4. Explain the following management activities relating to staffing and operating a sales
(a) Recruitment and Selection
(b) Training a sales force
(c) Supervising a sales force


5. The Royal Corporation manufactures only one product: Yewa. The single raw material
used it Yewa is the larg. For each Yewa manufactured, 12 largs are required. Assume that
the company manufactures 150,000 Yewas per year, that demand for largs is perfectly
steady throughout the year, that it consts Rs. 200 each time largs are ordered, and the
carrying costs are Rs. 8 per larg per year.
(a) Determine the economic order quantity (EOQ) of largs. (7)
(b) What are total inventory costs for Royal (total carrying costs plus total ordering costs)?
(c) How many times per year would inventory be ordered? (7)

6. (a) Why might it be possible for a company to make large operating profits, yet still be
unable to meet debt payments when due? What financial Ratios might be employed to
detect such a situation? (10)
(b) Briefly explain the key variable considered by the portfolio manager of a company for
purchasing marketable securities. (10)


7. Write only True or False in the Answer Book. Do not reproduce the

(1) In a large corporation, the firms owners are usually its top managers.
(2) The basic information needed to construct a flow of funds statement is found on the
income statement.
(3) The operating break-even point is the point at which operating profits equal revenues
minus operating costs.
(4) A sinking fund is a poorly performing mutual fund whose net asset value is declining.
(5) Penetration Pricing is used when a marketer introduces a new product at a relatively
high price.
(6) The most common channel for consumer products is manufacturer-retailer-consumer.
(7) In the classification of consumer products, convenience products are usually more
expensive than shopping products.
(8) During the maturity stage of the PLC, sales increase at faster rate than during any other
(9) A wide span of management results in few organizational levels, and a narrow span
results in many levels.
(10) The LINE relationship involves making decisions and acting on them.
(11) Data is defined as formal system of gathering, integrating, comparing, analyzing, and
dispersing information internal and external to the enterprise in a timely, effective and
efficient manner.
(12) A manager who believes that people inherently dislike work probably accepts
McGregors Theory X.

(B) Write only the correct answer in the Answer Book. Do not reproduce the

(13) If a manufacturer gives a 30 percent discount to retailers and a 10 percent discount to

wholesalers, which type of discount is being given?
(a) Quantity
(b) Cash
(c) Functional
(d) Seasonal

(14) Publicity differs from advertising in as much as:

(a) It is directed at large numbers of consumers.
(b) Its message is of a non personal nature.
(c) It is carried by the mass media.
(d) It is a non paid Form of reaching the public.

(15) In which stage of the PLC are promotion expenses per product item usually highest?
(a) Introduction
(b) Growth
(c) Maturity
(d) Decline

(16) Which of the following is not a disadvantage of using a Committee?

(a) High cost in time and money
(b) Splitting responsibility
(c) Group deliberation and judgment
(d) Compromise decisions

(17) Identify the Organization established by our Federal government to regulate security
(a) SBP
(b) SEC
(c) NAB
(d) NFC

(18) If the credit terms are 2/10, net 30 and the amount of invoice is Rs. 4000, how much
is the discount if the invoice is paid in 20 days?
(a) Zero
(b) Rs. 30
(c) Rs. 60
(d) Rs. 120

(19) Which of the following is not part of the promotion-mix?

(a) Public relations
(b) Product planning
(c) Personal selling
(d) Advertising

(20) Selling activities include:

(a) Sales presentations
(b) Demonstrations
(c) Handling objections
(d) Closing the sale
(e) None of these




NOTE: Attempt FIVE questions in all, including question No. 7 which is

COMPULSORY. Select at least ONE QUESTION from each of the PARTS I, II AND
III. All questions carry EQUAL marks.


1 Compare and contrast the Maslow and Herzberg theories of motivation. On what grounds
has the Herzberg theory been criticized?

2. How is staffing function related to other managerial functions and activities? List and
evaluate external factors affecting staffing.


3. Marketing is a total system of business activates designed to plan, price, promote and
distribute want-satisfying products and services to present and potential customers.
Comment on this statement comprehensively.

4. Explain the following terms:

(a) Sales promotion policies
(b) Global marketing
(c) Marketing mix variable and marketing environment variables


5 What is meant by the term the time value of money? How is the concept of present
value related to the time value of money?

6. (a) Discuss the effects of the three approaches to working capital financing policy.

(b) Assuming that current ratio is 2. State in each of the following cases, whether the ratio
will improve, or decline, or have no change:

(i) Payment of current liabilities

(ii) Purchase of fixed assets
(iii) Cash collected from customers
(iv) Issue of new shares

(c) A corporation has total assets of Rs. 500,000 and its equity is Rs. 200,000. what is the
Companys debt-to-total asset ratio?


7. Write only True or False in the Answer Book. Do not reproduce the

(1)Business risk is influenced by the firms decision to use debt in its financial structure.
(2) The most important function of management is controlling.
(3) A short term creditor would consider liquidity ratios to be more important than efficiency
(4) According to Maslow, when a need is satisfied, it tends to lose its ability to motivate.
(5) The term marketing mix refers to the degree of advertising Vs personal selling used to
market product.
(6) The difference between an agent and a merchant wholesaler is that an agent always
takes title but a merchant whole saler does not.
(7) The management of working capital is required because of a lack of short term
synchronization between demand and supply.
(8) A manager who believes that people inherently dislike work probably accepts McGregors
Theory X.
(9) Inventory carrying costs can be minimized by carrying fewer units in inventory.
(10) A balance sheet is an accounting report used solely for the corporate form of business.

(B) Write only correct answer in the Answer Book. Do not reproduce the

(11) For management, budgeting is perhaps the most powerful.

(a) Forecasting tool
(b) Control device
(c) Hiring tool
(d) Accounting measure

(12) The income statement is a summary of:

(a) Revenue and expenses
(b) Assets, liabilities and capital
(c) Increases and decreases in capital
(d) None of these

(13) One benefit of using ration analysis when interpreting financial statements is that:
(a) Rations facilitate comparisons between different companies.
(b) All ratios have exact standard values with which performance can be compared.
(c) Ratios take into account all the specific factors affecting particular companies and
(d) None of these

(14) Planting and policy making are primarily functions of:

(a) Top management
(b) Middle management
(c) Operating management
(d) None of these

(15) An informal organization often exists within a business because:

(a) Not all relationships can be specifically defined.
(b) Small organizations do not necessarily emphasize strict adherence to line authority.
(c) Human behavior naturally crosses established authority lines.
(d) All of these

(16) In marketing, selling and buying would be called the:

(a) Primary functions
(b) Exchange functions
(c) Profit functions
(d) Critical functions

(17) Institutional advertising is:

(a) Aimed only at people in institutions
(b) Run only by institutions
(c) Designed to promote a type of product rather than a particular brand.
(d) Designed simply to show that the firm is a good place to do business.

(18) The current ration of a firm having Rs. 25,000 of current assets, Rs. 30,000 of fixed
assets, Rs. 5000 of current liabilities and Rs. 10,000 of fixed liabilities would be:
(a) 5:1
(b) 7:1
(c) 10:1
(d) None of these

(19) The organizational form that replaces individual authority at all levels with group
representation is:
(a) Line
(b) Line and staff
(c) Functional
(d) Committee

(20) Working Capital may be expressed as:

(a) Current assets minus current liabilities
(b) Current and fixed assets minus current and fixed liabilities
(c) Current assets over current liabilities
(d) Current and fixed assets over current and fixed liabilities




NOTE: Attempt FIVE questions in all, including question No. 7 which is

COMPULSORY. Select at least ONE QUESTION from each of the PARTS I, II AND
III. All questions carry EQUAL marks.


1. What is organizational culture? Discuss the sources of organizational culture.

2. The ability to manage conflict is undoubtedly one of the most important skills a manager
Discuss what kinds of conflicts arise in the organizations and how managers can develop
effective conflict resolutions skills.


3. Discuss the evolution of marketing concept. Compare marketing concept with selling

4. Describe the process of formulation of marketing strategy.


5. Explain the following concepts/terms with examples:

Cash conversion cycle (CCC)
Book value per share
Modified internal rate of return (MIRR)
Yield to maturity (YTM)
Business Risk Vs. Financial Risk
6. The following data apply to A.L. Kaiser & Company (millions of dollars)

Cash and marketable securities $100.00

Fixed assets $283.50
Sales $1000.00
Net income $50.00
Quick ration 2.0 X
Current ratio 3.0 X
Average collection period 40 days
Return on equity 12%

Kaiser has no preferred stock only common stock equity, current liabilities and long term

Find Kaisers
1. Account receivable (A/R)
2. Current liabilities
3. Current assets
4. Total assets
5. Return on assets (ROA)
6. Common stock equity and
7. Long term debt




NOTE: Attempt FIVE questions in all, including question No. 7 which is

COMPULSORY. Select at least ONE QUESTION from each of the PARTS I, II AND
III. All questions carry EQUAL marks.


1. Explain the SELECTION PROCESS used in modern organizations. What techniques can be
used to improve the interviewing process used as a selection technique?

2. If you were a manager, would you decentralize authority? State several reasons for your
answer. How would you make that you did decentralize too much?


3. Explain how the following macro-environmental forces affect the marketing programmes
of business organizations: (5+15)
(a) Technology
(b) Economic Conditions
(c) Political and Legal Forces
4. Once a company decides to target a particular country, it has to determine the best mode
of entry. List the alternative available and explain the natures, advantages and limitations
of any TWO involving more commitment, risk, control and profit potential.


5. Explain the following concepts/terms with examples:

(a) Debt-to-Enquiry Ratio
(b) Return on Equity (ROE
(c) The Economic Order Quantity (EOQ)
(d) Cash Budget
(e) Classification of Working Capital on the basis of Time

6. Selected financial ratios for XYZ Co. are as follows..

_________________________19 x 1 ______ 19 x 2 _____19 x 3
Current ration ______________ 4.2 ________ 2.6 _______ 1.7
Acid test ration _____________ 2.1 ________ 1.0 ______ .6
Debt-to-total assets _________ 23% _______ 33% ______ 47%
Inventory Turnover __________ 8.7x _______ 5.4x ______ 3.5x
Average collective period _____33 days _____ 36 days ___ 49 days
Total asset turnover _________ 3.2x _______ 2.6x ______ 1.9%
Net profit margin ___________ 3.8% _______ 2.5% ______ 1.4%
Return on investment (ROI) ___ 12.1% ______ 6.5% ______ 2.8%
Return on Equity (ROE) _______ 15.7%______ 9.7% ______ 5.4%

(a) Why did return on investment decline?

(b) Was the increase in debt a result of greater current liabilities or of greater long-term?


7. Write only correct answer in the Answer Book. Do not reproduce the questions.

(1)Most preferred stock pays a fixed dividend at regular intervals.

(a) True
(b) False

(2) Any increase in an asset item is a source of funds.

(a) True
(b) False

(3) Depreciation is a book-keeping entry that allocates the cost of assets against income but
does not involve any movement of capital.
(a) True
(b) False

(4) The maturity of a security relates to the owners ability to convert it into cash on short
(a) True
(b) False

(5) The credit period represents the period of time during which a cash discount can be
taken on short notice.
(a) True
(b) False

(6) Which ratio is computed with the help of the following?

Cost of goods sold
(a) Receivable turnover
(b) Times interest earned
(c) Inventory Turnover
(d) None of these

(7) ________ is the right that is delegated to an individual or a department to control

specific processes, practices, policies and other matters relating to activities undertaken by
person in other departments.
(a) Line authority
(b) Functional Authority
(c) Line and Staff Authority
(d) None of these

(8) Decentralization is the tendency to disperse decision making in an organized structure:

(a) True
(b) False

(9) Programmes are plans which are general statements or understandings that guide or
channel thinking in decision making:
(a) True
(b) False

(10) _______ is that part of managing that involves establishing an international structure
of roles for people to fill in an organization:
(a) Leading
(b) Controlling
(c) Planning
(d) None of these

(11) Henri Fayol applied the principle of Division of Work to all kinds of work, managerial
as well as technical.
(a) True
(b) False

(12) ________ spell out specific required actions or non-actions, allowing no discretion:
(a) Procedures
(b) Budgets
(c) Rules
(d) None of these

(13) Business buyers are as geographically dispersed as final consumers.

(a) True
(b) False

(14) The distribution between a consumer good and an industrial good is based on the
purpose for which product is purchased:
(a) True
(b) False

(15) Intensive distribution occurs when the product is stocked in as many outlets as
(a) True
(b) False

(16) Merchant wholesalers are independently owned business that do not own (take title to)
the goods they sell:
(a) True
(b) False.

(17) Which of the following elements in a compensation package provides the greatest
amount of incentive for salespersons?
(a) Salary
(b) Fringe Benefits
(c) Commissions
(d) Use of Company Vehicle

(18) The process whereby the seller distinguishes between market segments, selects one or
more of these segments, and develops products and marketing-mixes tailored to each
segment is called _______ marketing.
(a) Mass
(b) Target
(c) Product Variety
(d) Service

(19) Goods that the consumer, in the process of selection and purchase, characteristically
compares on such bases as suitability, quality, price and style are called _______ goods.
(a) Shopping
(b) Specialty
(c) Unsought
(d) Convenience

(20) Product ______ is a period of rapid market acceptance and increasing profits.
(a) Development
(b) Introduction
(c) Growth
(d) Maturity
Business Administration Paper 2000


NOTE: Attempt FIVE questions in all, including question No.7. Which is
Compulsory. Select ONE question from each PART. All questions carry equal


1. Define strategic and operational planning and identify the important attributes of
strategic planning.

2. "Leaders are born, not made". Do you agree or disagree? Give reasons. How and why?


3. What do you understand by 4Ps in marketing and discuss the key differences and
similarities between selling and marketing concepts?

4. Describe the nature and scope of global marketing and discuss the role of MNCs
(Multinational co.) in developing countries.


5. Explain the following concepts/terms with examples:

(a) Net Present Value (NPV)

(b) Internal Rate of Return (IRR)

(c) Price earning ratio

(d) Dilutive Securities

(e) 6Ms

6. The following information has been taken from Mirza Cos unadjusted and adjusted Trail

Unadjusted Adjusted

Debit Credit Debit Credit

Prepaid Insurance 6,200 - 5,900 -

Salaries Payable - - - 1400

Office supplies 900 -- 800 -

The adjusting entries must have included these Items: Give reasons regarding how and
why: -

(a) A 300 debit to prepaid insurance, a 1400 credit to salaries payable and a 100 credit to
office supplies.

(b) A 300 credit to prepaid insurance, a 1400 debit to salaries payable, and 100 credit to
office supplies.

(c) A 300 debit to insurance expense, a 1400 debit to salaries expense and a 100 debit to
office supplies expense.

(d) A 300 insurance expense, a 1400 credit to salaries payable, and a 100 debit to office
supplies OR Adjust in your own understanding?


7. Write only the correct answer in the Answer Book. Dont reproduce the questions:

(1) Public Accountants generally perform these services:

(a) Income tax services, Management Advisory services, and independent auditing services
(b) Internal auditing, Income tax services and management controlling.
(c) Public accounting, private accounting and budgeting.
(d) None of the above is correct.

(2) Identify the organization created by Congress to regulate security markets including
flow of information from companies to public:

(a) TVM (b) NPV (c) IRR (d) SEC

(3) Select the term that describes a cash distribution to a Corporations Stockholders:

(a) Paid out Capital (b) Cash Management

(c) A dividend (d) None of these

(e) All of the above are correct

(4) Frederick Winslow Taylor work/book entitled the principles of Scientific Management is
published, in:

(a) 1875 (b) 1901 (c) 1911 (d) None of these

(5) One of the most successful Industrialists and the father of Modern Personnel
Management is:

(a) F.W. Taylor (b) James Watt

(c) C. Babbage (d) Robert Owen

(6) Who has the major Contributions in the Theory of Bureaucracy:

(a) Henry Gantt (b) Hanri Fayal
(c) W.D. Scatt (d) Max Weber
(e) None of these

(7) Which one, of the following MNCs (Multinational Co.) has the higher revenues during
mid. 1990s:

(a) General Motor (b) IBM (c) AT &T

(d) General Electric (e) None of the above

(8) Give the, name of the author who has the major contributions in the field of marketing:

(a) H. Koontz (b) W.J. Stanton

(c) P.B. Miller (d) Gitt Man
(e) All of these

(9) The profit margin is a ratio between the corporations net income and:
(a) Total expense (b) Total assets (c) Cost
(d) Total revenues (e) None of the above

(10) MNCs are responsible for the majority of Foreign Direct Investment (FDIs) and have a
higher revenues than the national income of some of the countries they serve:

(a) Fully agreed (b) Not agreed

(c) It is not possible (d) None of these

(11) Earned but uncollected revenues, that are recording the adjusted process, recorded
with a credit to the revenues and debit to the expense is called:

(a) Adjusted Trail balance (b) Expenses

(c) Accrued revenues (d) None of these

(12) Which one of the following is not a part/variable of the marketing Mix (4Ps):

(a) Product (b) Price (c) Place

(d) Person (e) None of these

(13) The major steps in the accounting cycle are the following:
(a) The procedure used in worksheet
(b) Begin with Trail Balance
(c) Completed only once in business life
(d) None of the above (e) All of these

(14) Which of the following items is not unique to the financial statements of merchandising

(a) Cost of good sold (b) Gross profit

(c) Account receivable (d) Net sales
(e) All of the above (f) None

(15) The repairs made to keep a plant/asset in normal and good operating condition are

(a) Plant Management (b) Operation Management (c) Ordinary repairs

(16) A company that owns more than 50s of another company and controls that
corporation is known as:

(a) Subsidizing (b) Consolidated CO.

(c) None of these

(17) The process of individual growth in the full utilization of a persons managerial
capabilities is called management development: (a) True (b) False

(18) Promotion is not a part of marketing:

(a) Agreed (b) Not agreed (c) None of these

(19) A way of analyzing leadership style where leaders are classified on a grid with TWO
dimensions is called:

(a) Managerial grid (b) Two way theory (c) None

(20) Robert Owen is known as the Father of Modern Personnel Management:

(a) Yes (b) No (c) May be Taylor