SINES

9609)
1
PICAL
ST
PERS
piled by:
bdul Basit
Sheikh
Table of Contents
Unit 1: Business and Its Environment..............................................................2
Chapter 1: Enterprise.............................................................................................................3
Chapter 2: Business Structure...............................................................................................4
Chapter 3: Size of Business....................................................................................................5
Chapter 4: Business Objectives.............................................................................................6
Chapter 5: Stakeholders in a Business..................................................................................8
Unit 2: People in Organisations.......................................................................9
Chapter 10: Management and Leadership.........................................................................10
Chapter 11: Motivation.......................................................................................................11
Chapter 12: Human Resource Management......................................................................13
Unit 3: Marketing..........................................................................................15
Chapter 16: What is Marketing?.........................................................................................16
Chapter 17: Market Research..............................................................................................18
Chapter 18: The Marketing Mix – Product and Price.........................................................19
Chapter 19: The Marketing Mix – Promotion and Place....................................................21
Unit 4: Operations and Project Management................................................22
Chapter 22: The Nature of Operations................................................................................23
Chapter 23: Operations Planning........................................................................................24
Chapter 24: Inventory Management...................................................................................25
Unit 5: Finance and Accounting.....................................................................26
Chapter 28: Business Finance..............................................................................................27
Chapter 29: Costs.................................................................................................................29
Chapter 30: Accounting Fundamentals...............................................................................30
Chapter 31: Forecasting and Managing Cash Flows...........................................................31

Page 1 of 33
 Unit
1:
Busin
ess
and
Its
Enviro Chapter 1: Enterprise

nmen
QUESTION 1:
a. Define the term ‘entrepreneur’. [2] (S1; Q1: a;
9609/12/M/J/16)

t
b. Briefly explain two reasons why new businesses often fail.
[3] (S1; Q1: b; 9609/12/M/J/16)

QUESTION 2:
Explain why many new businesses fail within their first
year. [5] (S1; Q3; 9609/13/O/N/16)

Page 2 of 33
QUESTION 3:
Analyse the qualities of a successful entrepreneur. [8] (S2; Q5: a; 9609/13/O/N/16)

QUESTION 4:
Analyse problems a business could experience in its first year of trading. [8]
(S2; Q5: a; 9609/12/M/J/17)

QUESTION 5:
a. Define the term ‘opportunity cost’. [2] (S1; Q1: a; 9609/13/M/J/17)
b. Briefly explain how business decisions involve opportunity cost, using an appropriate
example. [3] (S1; Q1: b; 9609/13/M/J/17)

QUESTION 6:
a. Define the term ‘social enterprise’. [2] (S1; Q1: a; 9609/12/O/N/17)
b. Briefly explain two aims of a social enterprise. [3] (S1; Q1: b; 9609/12/O/N/17)

QUESTION 7:
a. Define the term ‘entrepreneur’. [2] (S1; Q2: a; 9609/12/M/F/18)
b. Briefly explain two qualities of a successful entrepreneur. [3] (S1; Q2: b; 9609/12/M/F/18)

QUESTION 8:
a. Analyse the potential advantages to a community of a business with triple bottom line
targets. [8] (S2; Q7: a; 9609/13/M/J/18)
b. Discuss the role of business enterprise in the development of a country. [12]
(S2; Q7: b; 9609/13/M/J/18)

QUESTION 9:
Analyse the qualities of a successful entrepreneur. [8] (S2; Q5: a; 9609/11/O/N/18)

QUESTION 10:
a. Define the term ‘value added’. [2] (S1; Q4: a; 9609/12/O/N/18)
b. Briefly explain two ways a restaurant could increase its value added. [3]
(S1; Q4: b; 9609/12/O/N/18)

QUESTION 11:
Analyse the impact of social enterprises on the development of a country. [8]
(S2; Q7: a; 9609/12/M/J/19)

Chapter 2: Business Structure

QUESTION 1:
Analyse the advantages of a co-operative as a legal form of business. [8]
(S2; Q5: a; 9609/13/M/J/16)

QUESTION 2:
a. Distinguish between the ‘private sector’ and the ‘public sector’. [2]
(S1; Q1: a; 9609/12/F/M/16)
b. Briefly explain two advantages of public sector businesses. [3] (S1; Q1: b; 9609/12/F/M/16)

Page 3 of 33
QUESTION 3:
a. Define ‘joint venture’. [2] (S1; Q1: a; 9609/12/O/N/16)
b. Briefly explain two advantages of joint ventures to the businesses involved. [3] (S1; Q1: b;
9609/12/O/N/16)

QUESTION 4:
Analyse the strengths and weaknesses of a ‘public limited company’ legal structure for
business. [8] (S2; Q5: a; 9609/13/F/M/17)

QUESTION 5:
a. Define the term ‘private limited company’. [2] (S1; Q1: a; 9609/13/O/N/18)
b. Briefly explain one advantage and one disadvantage to a business of operating as a public
limited company, rather than as a private limited company. [3] (S1; Q1: b; 9609/13/O/N/18)

QUESTION 6:
Analyse the advantages of a partnership as a legal structure for the owners of a small
business. [8] (S2; Q5: a; 9609/13/O/N/18)

QUESTION 7:
‘The purchase of an internationally recognised fast food franchise guarantees business
success.’ Discuss this view. [12] (S2; Q7: b; 9609/12/M/J/19)

Chapter 3: Size of Business

QUESTION 1:
‘A family retail business should stay small rather than setting growth as an objective.’ Do you
agree? Justify your answer. [20] (S2; Q6; 9609/12/M/F/18)

QUESTION 2:

Page 4 of 33
 Analyse the impact of small businesses on the development of a country. [8]
(S2; Q5: a; 9609/13/M/J/19)

Chapter 4: Business Objectives

QUESTION 1:
a. Analyse the importance to a large business of setting corporate objectives. [8]
(S2; Q7: a; 9609/12/M/J/16)
b. Discuss how a large food retailer, with many shops, could effectively communicate corporate
objectives to its workforce. [12] (S2; Q7: b; 9609/12/M/J/16)

QUESTION 2:
a. Distinguish between ‘strategy’ and ‘tactics’. [2] (S1; Q1: a; 9609/11/M/J/16)
b. Briefly explain two stages of business decision-making. [3] (S1; Q1: b; 9609/11/M/J/16)

Page 5 of 33
QUESTION 3:
a. Define the term ‘mission statement’. [2] (S1; Q1: a; 9609/11/O/N/16)
b. Briefly explain two limitations of mission statements. [3] (S1; Q1: b; 9609/11/O/N/16)

QUESTION 4:
Explain why corporate objectives are important to a business. [5] (S1; Q3; 9609/11/M/J/17)

QUESTION 5:
Explain why a mission statement might be important for a multinational business. [5]
(S1; Q3; 9609/13/F/M/17)

QUESTION 6:
Discuss how ethics may influence the decisions of private sector banks. [12]
(S2; Q5: b; 9609/13/F/M/17)

QUESTION 7:
a. Analyse the importance of corporate objectives and departmental objectives to the success
of a business. [8] (S2; Q7: a; 9609/12/O/N/17)
b. Discuss why a bank might change its corporate objectives over time. [12]
(S2; Q7: b; 9609/12/O/N/17)

QUESTION 8:
Explain how a business might benefit from acting ethically. [5] (S1; Q3; 9609/11/O/N/17)

QUESTION 9:
Explain how ethics may influence the objectives of a business. [5] (S1; Q3; 9609/11/M/J/18)

QUESTION 10:
‘A business mission statement is only important if it directly affects the strategy and tactics
of that business.’ Discuss this view. [20] (S2; Q6; 9609/11/M/J/18)

QUESTION 11:
In recent years a significant number of businesses have been accused of being unethical.
Discuss whether senior managers should consider ethics when making business decisions.
[20] (S2; Q6; 9609/12/M/J/18)

QUESTION 12:
Explain why the objectives of a business might change over time. [5]
(S1; Q3; 9609/13/M/J/18)

QUESTION 13:
Discuss why the shareholders of a public limited company might disagree with having
corporate social responsibility (CSR) as a business objective. [12] (S2; Q5: b;
9609/11/O/N/18)

Page 6 of 33
 Chapter 5: Stakeholders in a Business
QUESTION 1:
‘Because there is conflict between profit and corporate social responsibility (CSR), private
sector businesses should not have CSR as an objective.’ Do you agree? Justify your view. [20]
(S2; Q6; 9609/11/M/J/16)

QUESTION 2:
Discuss how and why a multinational food manufacturer might have corporate social
responsibility (CSR) as a business objective. [20] (S2; Q2; 9609/12/F/M/16)

QUESTION 3:

Page 7 of 33
 Discuss why senior managers leading large public limited companies might decide not to
have corporate social responsibility (CSR) as a business objective. [12] (S2; Q5: b;
9609/13/O/N/16)

QUESTION 4:
a. Analyse why a business needs to be accountable to its stakeholders. [8]
(S2; Q5: a; 9609/11/M/J/17)
b. Discuss how there could be conflict between the stakeholders of a fast food retailer. [12]
(S2; Q5: b; 9609/11/M/J/17)

QUESTION 5:
a. Analyse the rights and responsibilities of employees as stakeholders in a business. [8]
(S2; Q7: a; 9609/13/M/J/17)
b. Discuss how the stakeholders of a public sector organisation might be affected by a
reduction in Government financial support for the organisation. [12] (S2; Q7: b;
9609/13/M/J/17)

QUESTION 6:
Explain the responsibilities employees have to the business that employs them. [5]
(S1; Q3; 9609/13/O/N/17)

QUESTION 7:
Discuss the extent to which the stakeholders of a large clothing retailer might want the
business to become more ethical and socially responsible. [20] (S2; Q6; 9609/12/O/N/18)

QUESTION 8:
Explain why there might be conflict between two stakeholder groups of a large mining
company. [5] (S1; Q3; 9609/12/F/M/19)

QUESTION 9:
Discuss the view that a public limited company should prioritise the aims of its shareholders
rather than those of other stakeholder groups. [12] (S2; Q5: b; 9609/13/M/J/19)

QUESTION 10:
Explain how the interests of two stakeholder groups could affect the decisions of a business.
[5] (S1; Q3; 9609/12/M/J/19)

Page 8 of 33
 Unit
2:
Peopl
e in
Organ
isatio
ns
Chapter 10: Management and
Leadership
QUESTION 1:
Discuss the view that managers and leaders perform very different functions in business
organisations. [12] (S2; Q5: b; 9609/12/F/M/16)

QUESTION 2:
a. Define ‘leadership’. [2] (S1; Q2: a; 9609/12/O/N/16)
b. Briefly explain two advantages of autocratic leadership. [3] (S1; Q2: b; 9609/12/O/N/16)

Page 9 of 33
QUESTION 3:
a. Define the term ‘emotional intelligence’. [2] (S1; Q4: a; 9609/11/M/J/17)
b. Briefly explain two of Goleman’s emotional intelligence competencies. [3]
(S1; Q4: b; 9609/11/M/J/17)

QUESTION 4:
a. Define the term ‘leadership’. [2] (S1; Q1: a; 9609/12/M/J/17)
b. Briefly explain two styles of leadership. [3] (S1; Q1: b; 9609/12/M/J/17)

QUESTION 5:
‘Senior business managers must have a high level of emotional intelligence to be effective.’
Do you agree with this view? Justify your answer. [20] (S2; Q6; 9609/13/M/J/17)

QUESTION 6:
a. Analyse how a business might use Mintzberg’s roles of management. [8]
(S2; Q7: a; 9609/11/O/N/17)
b. ‘Emotional intelligence is the most important quality of an effective leader.’ Do you agree
with this view? Justify your answer. [12] (S2; Q7: b; 9609/11/O/N/17)

QUESTION 7:
Discuss which leadership style is likely to be the most effective for a large clothing
manufacturer. [12] (S2; Q5: b; 9609/12/M/F/18)

QUESTION 8:
a. Define the term ‘leadership’. [2] (S1; Q1: a; 9609/13/M/J/18)
b. Briefly explain two styles of business leadership. [3] (S1; Q1: b; 9609/13/M/J/18)

QUESTION 9:
Briefly explain two ways autocratic leadership might affect the motivation of employees. [3]
(S1; Q4: b; 9609/11/O/N/18)

QUESTION 10:
‘An effective manager must perform all of Mintzberg’s roles of management.’ Do you agree
with this statement? Justify your view. [20] (S2; Q6; 9609/12/F/M/19)

QUESTION 11:
a. Define the term ‘emotional intelligence’. [2] (S1; Q4: a; 9609/13/M/J/19)
b. Briefly explain two of Goleman’s emotional intelligence competencies. [3]
(S1; Q4: b; 9609/13/M/J/19)

QUESTION 12:
a. Define the term ‘business leadership’. [2] (S1; Q2: a; 9609/12/M/J/19)
b. Briefly explain two styles of business leadership. [3] (S1; Q2: a; 9609/12/M/J/19)

Chapter 11: Motivation

QUESTION 1:
‘The most effective way to realise human potential in a manufacturing business is to give
high rates of financial rewards to the workforce.’ Do you agree? Justify your view. [20]
(S2; Q6; 9609/13/M/J/16)
QUESTION 2:

Page 10 of 33
 Briefly explain two ways in which employees can participate in business decision making. [3]
(S1; Q4: b; 9609/12/M/J/16)

QUESTION 3:
Analyse the importance of employee motivation for the achievement of business objectives.
[8] (S2; Q5: a; 9609/12/F/M/16)

QUESTION 4:
‘Herzberg’s theory of motivation can ensure success for all private sector businesses.’
Discuss this statement. [20] (S2; Q6; 9609/11/O/N/16)

QUESTION 5:
Analyse the advantages and disadvantages to an employer of using performance related
pay. [8] (S2; Q7: a; 9609/12/O/N/16)

QUESTION 6:
Discuss how Maslow’s ‘hierarchy of needs’ theory could be used by the managers of a retail
business to motivate employees. [20] (S2; Q6; 9609/11/M/J/17)

QUESTION 7:
‘Money is the most important factor for motivating teachers in a school.’ Discuss this view.
[20] (S2; Q6; 9609/12/M/J/17)

QUESTION 8:
‘Maslow’s theory of motivation can ensure success for all businesses.’ Discuss this
statement. [20] (S2; Q6; 9609/13/F/M/17)

QUESTION 9:
Analyse the methods managers might use to help employees satisfy their self-actualisation
needs, as identified by Maslow. [8] (S2; Q7: a; 9609/13/O/N/17)

QUESTION 10:
a. Define the term ‘job re-design’. [2] (S1; Q2: a; 9609/11/O/N/17)
b. Briefly explain the benefits to a business of job re-design. [3] (S1; Q2: b; 9609/11/O/N/17)

QUESTION 11:
Analyse the possible disadvantages to a business of using performance related pay to
motivate its employees. [8] (S2; Q7: a; 9609/11/M/J/18)

QUESTION 12:
Explain the possible long-term consequences for a business of low levels of employee
motivation. [5] (S1; Q3; 9609/12/M/J/18)

QUESTION 13:
Discuss how the motivational theory of Maslow differs from that of Vroom. [20]
(S2; Q6; 9609/13/M/J/18)

QUESTION 14:
Define the term ‘motivation’. [2] (S1; Q4: a; 9609/11/O/N/18)

QUESTION 15:
a. Define the term ‘empowerment’. [2] (S1; Q2: a; 9609/12/O/N/18)

Page 11 of 33
 b. Briefly explain two reasons why a business might decide to empower its employees. [3]
(S1; Q2: b; 9609/12/O/N/18)

QUESTION 16:
A poorly performing business is considering changing its method of employee payment from
a salary scheme to a performance related pay scheme. Discuss the likely advantages and
disadvantages to the business of this change. [20] (S2; Q6; 9609/13/O/N/18)

QUESTION 17:
The human resources manager of a hotel has said: ‘If we empower our employees, work
performance will definitely improve.’ Discuss this view. [20] (S2; Q6; 9609/13/M/J/19)

Chapter 12: Human Resource Management

QUESTION 1:
a. Define the term ‘workforce planning’. [2] (S1; Q2: a; 9609/13/M/J/16)
b. Briefly explain two benefits to a business of workforce planning. [3]
(S1; Q2: b; 9609/13/M/J/16)

QUESTION 2:

Page 12 of 33
 Distinguish between a ‘job description’ and a ‘person specification’. [2]
(S1; Q4: a; 9609/12/M/J/16)

QUESTION 3:
a. Analyse why it is important for a business to have policies on diversity and equality. [8]
(S2; Q5: a; 9609/11/M/J/16)
b. Discuss the importance of ‘work-life balance’ for employee welfare in a tertiary sector
business. [12] (S2; Q5: b; 9609/11/M/J/16)

QUESTION 4:
a. Define the term ‘redundancy’. [2] (S1; Q2: a; 9609/11/O/N/16)
b. Briefly explain two ways a human resource management department could help employees
who are to be made redundant. [3] (S1; Q2: b; 9609/11/O/N/16)

QUESTION 5:
Discuss the importance for a large hotel of staff development and training. [12]
(S2; Q7: b; 9609/12/O/N/16)

QUESTION 6:
a. Distinguish between external and internal recruitment. [2] (S1; Q1: a; 9609/13/O/N/16)
b. Briefly explain two advantages to a business of internal recruitment. [3]
(S1; Q1: b; 9609/13/O/N/16)

QUESTION 7:
a. Define the term ‘induction training’. [2] (S1; Q2: a; 9609/13/O/N/17)
b. Briefly explain two benefits to a business of training employees. [3]
(S1; Q2: b; 9609/13/O/N/17)

QUESTION 8:
Discuss the view that the ability to motivate others is the most important quality of an
effective business leader. [12] (S2; Q7: b; 9609/13/O/N/17)

QUESTION 9:
Explain the importance of workforce planning for the effective performance of a university.
[5] (S1; Q3; 9609/12/O/N/17)

QUESTION 10:
A hospital requires employees to work long and often unsociable hours. Discuss why and
how the hospital should assist its employees to achieve a good work-life balance. [20]
(S2; Q6; 9609/12/O/N/17)

QUESTION 11:
a. Define the term ‘labour turnover’. [2] (S1; Q4: a; 9609/12/M/F/18)
b. Briefly explain two possible causes of high labour turnover in a business. [3]
(S1; Q4: b; 9609/12/M/F/18)

QUESTION 12:
Analyse the benefits of a job description and a person specification when recruiting a new
employee. [8] (S2; Q5: a; 9609/12/M/F/18)

QUESTION 13:

Page 13 of 33
 Discuss the view that the most important role of human resource management (HRM) in all
businesses is to maintain a high level of staff morale and welfare. [12]
(S2; Q7: b; 9609/11/M/J/18)

QUESTION 14:
a. Analyse why many human resource departments have developed policies for diversity and
equality. [8] (S2; Q7: a; 9609/12/M/J/18)
b. ‘A significant investment in training and development is the best way to improve employee
effectiveness in a retail business.’ Discuss this view. [12] (S2; Q7: a; 9609/12/M/J/18)

QUESTION 15:
Discuss the possible consequences for a tertiary sector business that decides to reduce its
expenditure on employee training and development. [20] (S2; Q6; 9609/11/O/N/18)

Page 14 of 33
 Unit
3:
QUESTION:
Marke
ting
Discuss the best ways a car manufacturer could use the
marketing mix to increase its share of the market. [12]
(S2; Q7: b; 9609/11/M/J/16)
QUESTION:
Discuss how a large national fast food retailer could develop effective marketing during a
period of economic recession. [20] (S2; Q6; 9609/13/O/N/16)

Chapter 16: What is Marketing?

Question 1:
a. Define the term ‘market segmentation’. [2] (S1; Q1: a; 9609/13/M/J/16)

Page 15 of 33
 b. Briefly explain two reasons why a business might segment the market for its products. [3]
(S1; Q1: b; 9609/13/M/J/16)

Question 2:
a. Define ‘product differentiation’. [2] (S1; Q4: a; 9609/12/F/M/16)
b. Briefly explain two marketing benefits of product differentiation. [3]
(S1; Q4: b; 9609/12/F/M/16)

QUESTION 3:
Explain why the distinction between market orientation and product orientation could be
important for a business operating in a very competitive market. [5]
(S1; Q3; 9609/11/O/N/16)

QUESTION 4:
a. Define the term ‘demand’. [2] (S1; Q4: a; 9609/12/M/J/17)
b. Briefly explain two factors that could influence the demand for restaurant meals. [3]
(S1; Q4: b; 9609/12/M/J/17)

QUESTION 5:
a. Define the term ‘product orientation’. [2] (S1; Q4: a; 9609/12/O/N/17)
b. Briefly explain two advantages of customer (market) orientation to a business. [3]
(S1; Q4: b; 9609/12/O/N/17)

QUESTION 6:
a. Analyse the role of marketing in adding value to a product. [8] (S2; Q5: a; 9609/11/O/N/17)
b. Discuss how market segmentation could be used to improve the profitability of a hotel. [12]
(S2; Q5: b; 9609/11/O/N/17)

QUESTION 7:
a. Define the term ‘niche marketing’. [2] (S1; Q2: a; 9609/11/O/N/18)
b. Briefly explain two limitations of niche marketing. [3] (S1; Q2: b; 9609/11/O/N/18)

QUESTION 8:
a. Define the term ‘unique selling point’ (USP). [2] (S1; Q1: a; 9609/12/O/N/18)
b. Briefly explain two benefits to a business of having a USP. [3] (S1; Q1: b; 9609/12/O/N/18)

QUESTION 9:
a. Analyse how the 4Cs marketing approach is different to the 4Ps marketing approach. [8]
(S2; Q5: a; 9609/12/O/N/18)
b. Discuss how a house construction business could improve its customer relations. [12]
(S2; Q5: b; 9609/12/O/N/18)

QUESTION 10:
a. Analyse the importance to a business of having clear marketing objectives. [8]
(S2; Q7: a; 9609/13/O/N/18)
b. Discuss the view that marketing objectives will not be achieved without a close relationship
between the marketing, finance and operations departments of a business. [12]
(S2; Q7: b; 9609/13/O/N/18)

QUESTION 11:
a. Define the term ‘demand’. [2] (S1; Q2: a; 9609/12/F/M/19)

Page 16 of 33
 b. Briefly explain two factors which might influence demand for digital cameras. [3]
(S1; Q2: b; 9609/12/F/M/19)

QUESTION 12:
a. Define the term ‘market segmentation’. [2] (S1; Q1: a; 9609/13/M/J/19)
b. Briefly explain two reasons why a business might segment its market. [3]
(S1; Q1: b; 9609/13/M/J/19)

QUESTION 13:
a. Define the term ‘supply’. [2] (S1; Q1: a; 9609/12/M/J/19)
b. Briefly explain two non-price factors which could increase the demand for a product or
service. [3] (S1; Q1: b; 9609/12/M/J/19)

Chapter 17: Market Research

QUESTION 1:
a. Distinguish between random sampling and quota sampling. [2] (S1; Q2: a; 9609/12/M/J/16)

Page 17 of 33
 b. Briefly explain two limitations of market research sampling. [3] (S1; Q2: b; 9609/12/M/J/16)

QUESTION 2:
a. Define ‘secondary market research’. [2] (S1; Q4: a; 9609/12/O/N/16)
b. Briefly explain two advantages of using ‘focus groups’ as a method of market research. [3]
(S1; Q4: b; 9609/12/O/N/16)

QUESTION 3:
Discuss whether market research will reduce problems that might be experienced by a new
start-up business. [12] (S2; Q2: b; 9609/12/M/J/17)

QUESTION 4:
a. Define the term ‘market research’. [2] (S1; Q1: a; 9609/13/F/M/17)
b. Briefly explain the limitations to a business of using secondary market research information.
[3] (S1; Q1: b; 9609/13/F/M/17)

QUESTION 5:
a. Analyse why primary market research could be more useful to a business than secondary
market research. [8] (S2; Q5: a; 9609/13/O/N/17)
b. Discuss the advantages and disadvantages to a business of using focus groups to collect
market information on a new product. [12] (S2; Q5: b; 9609/13/O/N/17)

QUESTION 6:
a. Define the term ‘random sampling’. [2] (S1; Q1: a; 9609/12/M/F/18)
b. Briefly explain two benefits of using quota sampling when carrying out market research. [3]
(S1; Q1: b; 9609/12/M/F/18)

QUESTION 7:
a. Define the term ‘market research’. [2] (S1; Q1: a; 9609/11/M/J/18)
b. Briefly explain two advantages to a business of primary (field) market research. [3] (S1; Q1:
b; 9609/11/M/J/18)

Page 18 of 33
 Chapter 18: The Marketing Mix – Product and
Price
QUESTION 1:
‘The 4Cs marketing model is more useful for a retail business than the 4Ps marketing model.’ Do you
agree with this statement? Justify your view. [20] (S2; Q6; 9609/12/M/J/16)

QUESTION 2:
Analyse how a business might use price elasticity of demand for pricing decisions. [8]
(S2; Q7: a; 9609/11/M/J/16)

QUESTION 3:
a. Analyse the benefits to a business of product portfolio analysis. [8]
(S2; Q7: a; 9609/11/O/N/16)
b. Discuss the importance of branding in the promotion of a soft drinks’ product. [12]
(S2; Q7: b; 9609/11/O/N/16)

QUESTION 4:
a. Define ‘product life cycle’. [2] (S1; Q2: a; 9609/13/O/N/16)
b. Briefly explain two uses of the product life cycle to business. [3] (S1; Q2: b;
9609/13/O/N/16)

QUESTION 5:
a. Define the term ‘price skimming’. [2] (S1; Q1: a; 9609/11/M/J/17)
b. Briefly explain why a business might use a price skimming strategy. [3]
(S1; Q1: b; 9609/11/M/J/17)

QUESTION 6:
Discuss the advantages and disadvantages for a multi-product business of using product life
cycles to help make effective marketing decisions. [12] (S2; Q5: a; 9609/13/M/J/17)

QUESTION 7:
a. Analyse the importance of a Unique Selling Point (USP) to a mobile (cell) phone
manufacturer. [8] (S2; Q7: a; 9609/13/F/M/17)
b. Discuss how a retail business could improve customer relations. [12]
(S1; Q7: b; 9609/13/F/M/17)

QUESTION 8:
a. Define the term ‘marketing mix’. [2] (S1; Q1: a; 9609/13/O/N/17)
b. Briefly explain the importance to a business of product in the marketing mix. [3]
(S1; Q1: b; 9609/13/O/N/17)

QUESTION 9:
Analyse how a business might use a price discrimination strategy to increase profit. [8]
(S2; Q5: a; 9609/12/O/N/17)

QUESTION 10:
a. Analyse why a train company might use a strategy of price discrimination. [8]
(S2; Q5: a; 9609/12/M/J/18)
b. Discuss whether having a large product portfolio is an advantage for a car manufacturer. [12]
(S2; Q5: b; 9609/12/M/J/18)

Page 19 of 33
QUESTION 11:
Explain how an understanding of the product life cycle might help a business manage its
product portfolio. [5] (S1; Q3; 9609/13/O/N/18)

QUESTION 12:
a. Define the term ‘competitive pricing strategy’. [2] (S1; Q1: a; 9609/11/M/J/19)
b. Briefly explain why a business might use a price skimming strategy. [3]
(S1; Q1: b; 9609/11/M/J/19)

Page 20 of 33
 Chapter 19: The Marketing Mix – Promotion and
Place
QUESTION 1:
a. Analyse, using examples, why packaging could be important in the marketing mix. [8]
(S2; Q5: a; 9609/12/O/N/16)
b. Discuss factors that could determine the success of a business that has decided to set up an
online shop to sell beauty products. [12] (S2; Q5: b; 9609/12/O/N/16)

QUESTION 2:
Explain how viral marketing could be an important part of marketing for a business. [5]
(S1; Q3; 9609/13/M/J/17)

QUESTION 3:
a. Define the term ‘channel of distribution’. [2] (S1; Q1: a; 9609/11/O/N/17)
b. Briefly explain two factors a manufacturing business might consider in deciding on an
appropriate channel of distribution. [3] (S1; Q1: b; 9609/11/O/N/17)

QUESTION 4:
a. Define the term ‘below-the-line promotion’. [2] (S1; Q2: a; 9609/12/M/J/18)
b. Briefly describe two methods of ‘above-the-line promotion’. [3] (S1; Q2: b;
9609/12/M/J/18)

QUESTION 5:
Discuss the likely impact on the marketing mix of a bank that decides to make increasing use
of the Internet to provide its services. [20] (S2; Q6; 9609/12/M/J/19)

Page 21 of 33
 Unit QUESTION:

4:
Analyse how the efficiency of the operations of a
manufacturing business could be influenced by its
human resources department. [8] (S2; Q7: a;

Opera
9609/12/O/N/18)
QUESTION:
Discuss how the actions of competitors could affect

tions the operational management decisions of a car

manufacturer. [12] (S2; Q7: b; 9609/12/O/N/18)

and
Projec
t
Mana
geme
nt
Chapter 22: The Nature of Operations
QUESTION 1:

Page 22 of 33
Explain why efficiency is important to a manufacturing business. [5] (S1; Q3; 9609/13/M/J/16)

QUESTION 2:
a. Define ‘productivity’. [2] (S1; Q2: a; 9609/12/F/M/16)
b. Briefly explain two ways of improving manufacturing productivity in a business. [3]
(S1; Q2: B; 9609/12/F/M/16)

QUESTION 3:
a. Analyse the benefits and limitations of a labour-intensive production process for a business.
[8] (S2; Q5: a; 9609/11/O/N/16)
b. Discuss the importance of ‘intellectual capital’ for a university. [12]
(S2; Q5: b; 9609/11/O/N/16)

QUESTION 4:
a. Define ‘transformation process’. [2] (S1; Q4: a; 9609/13/O/N/16)
b. Briefly explain two objectives of an operations management department. [3]
(S1; Q4: b; 9609/13/O/N/16)

QUESTION 5:
a. Define the term ‘productivity’. [2] (S1; Q2: a; 9609/11/M/J/18)
b. Briefly explain two ways a manufacturing business could improve productivity. [3] (S1; Q2: b;
9609/11/M/J/18)

QUESTION 6:
a. Define the term ‘operations management’. [2] (S1; Q2: a; 9609/13/M/J/18)
b. Briefly explain two ways in which changes in technology might affect the operations
management of a business. [3] (S1; Q2: b; 9609/13/M/J/18)

QUESTION 7:
Analyse the likely benefits to a car manufacturing company of using capital intensive
processes. [8] (S2; Q5: a; 9609/12/F/M/19)

QUESTION 8:
a. Define the term ‘transformation process’. [2] (S1; Q2: a; 9609/13/M/J/19)
b. Briefly explain two ways a manufacturing business might improve the efficiency of its
operations. [3] (S1; Q2: b; 9609/13/M/J/19)

Chapter 23: Operations Planning

QUESTION 1:

Page 23 of 33
 Discuss ways in which the operations management department of a car manufacturing
company could help the business survive during an economic recession. [20]
(S2; Q6; 9609/12/O/N/16)

QUESTION 2:
Explain the possible benefits of mass customisation to a computer manufacturer. [5]
(S1; Q3; 9609/12/M/J/17)

QUESTION 3:
Analyse how the features of an international market may differ from the features of a
national market. [8] (S2; Q5: a; 9609/13/M/J/17)

QUESTION 4:
a. Define the term ‘economies of scale’. [2] (S1; Q4: a; 9609/13/F/M/17)
b. Briefly explain two causes of diseconomies of scale. [3] (S1; Q4: b; 9609/13/F/M/17)

QUESTION 5:
a. Define the term ‘economies of scale’. [2] (S1; Q4: a; 9609/13/O/N/17)
b. Briefly explain two economies of scale. [3] (S1; Q4: B; 9609/13/O/N/17)

QUESTION 6:
‘Location is the most important factor determining the success of a large car manufacturing
business.’ Discuss this statement. [20] (S2; Q6; 9609/11/O/N/17)

QUESTION 7:
Explain why mass customisation might be used by businesses. [5] (S1; Q3; 9609/12/M/F/18)

QUESTION 8:
Discuss whether batch production is the best method of production for a small jewellery
manufacturing business. [12] (S2; Q5: b; 9609/12/F/M/19)

QUESTION 9:
a. Define the term ‘job production’. [2] (S1; Q4: a; 9609/12/M/J/19)
b. Briefly explain why a business might choose flow production as a method of operation. [3]
(S1; Q4: b; 9609/12/M/J/19)

Chapter 24: Inventory Management

QUESTION 1:

Page 24 of 33
 a. Explain the costs and benefits to a business of a decision to hold low levels of inventory. [5]
(S1; Q3; 9609/12/M/J/16)

QUESTION 2:
a. Define ‘inventory management’. [2] (S1; Q4: a; 9609/11/M/J/16)
b. Briefly explain two reasons why a business might decide to hold a high level of inventory. [3]
(S1; Q4: b; 9609/11/M/J/16)

QUESTION 3:
a. Analyse why effective inventory control is important to a manufacturing business. [8]
(S2; Q7: a; 9609/11/M/J/17)
b. Discuss the advantages and disadvantages for a manufacturing business of using the Just in
Time (JIT) method of inventory control. [12] (S2; Q7: b; 9609/11/M/J/17)

QUESTION 4:
a. Define the term ‘buffer inventory’. [2] (S1; Q2: a; 9609/13/M/J/17)
b. Briefly explain two likely consequences for a business of poor inventory management. [3]
(S1; Q2: b; 9609/13/M/J/17)

QUESTION 5:
a. Define the term ‘inventory management’. [2] (S1; Q1: a; 9609/12/M/J/18)
b. Briefly explain two reasons why a business might decide to hold a high level of inventory. [3]
(S1; Q1: b; 9609/12/M/J/18)

QUESTION 6:
Explain the costs and benefits to a business of holding low levels of inventory. [5]
(S1; Q3; 9609/11/O/N/18)

QUESTION 7:
a. Define the term ‘lead time’. [2] (S1; Q4: a; 9609/13/O/N/18)
b. Briefly explain two advantages to a business of effective inventory management. [3]
(S1; Q4: b; 9609/13/O/N/18)

QUESTION 8:
a. Define the term ‘Just in Time’ (JIT). [2] (S1; Q1: a; 9609/12/F/M/19)
b. Briefly explain two benefits for a manufacturing business of using Just in Time (JIT). [3]
(S1; Q1: b; 9609/12/F/M/19)

Page 25 of 33
 Unit
5:
Finan
ce
and
Accou
nting
Chapter 28: Business Finance
QUESTION 1:
a. Define the term ‘start-up capital’. [2] (S1; Q4: a; 9609/13/M/J/16)
b. Briefly explain two sources of start-up capital. [3] (S1; Q4: b; 9609/13/M/J/16)

QUESTION 2:
a. Analyse the importance for a business of distinguishing between revenue expenditure and
capital expenditure. [8] (S2; Q5: a; 9609/12/M/J/16)
b. Discuss the benefits and drawbacks to a business of using only internal sources of finance to
fund expansion. [12] (S2; Q5: b; 9609/12/M/J/16)

Page 26 of 33
QUESTION 3:
a. Define the term ‘debt factoring’. [2] (S1; Q2: a; 9609/12/M/J/17)
b. Briefly explain how leasing might be used by a business to improve cash flow. [3]
(S1; Q2: b; 9609/12/M/J/17)

QUESTION 4:
Briefly explain one advantage and one disadvantage of grants as a source of business
finance. [3] (S1; Q4: b; 9609/13/M/J/17)

QUESTION 5:
a. Define the term ‘working capital’. [2] (S1; Q2: a; 9609/13/F/M/17)
b. Briefly explain the difference between revenue expenditure and capital expenditure. [3]
(S1; Q1: b; 9609/13/F/M/17)

QUESTION 6:
a. Define the term ‘micro-finance’. [2] (S1; Q4: a; 9609/11/O/N/17)
b. Briefly explain two advantages of micro-finance for an entrepreneur. [3] (S1; Q4: b;
9609/11/O/N/17)

QUESTION 7:
Discuss the factors that directors of a large pharmaceutical company should consider when
choosing how to finance growth. [12] (S2; Q7: b; 9609/12/M/F/18)

QUESTION 8:
a. Define the term ‘capital expenditure’. [2] (S1; Q4: a; 9609/12/M/J/18)
b. Briefly explain two reasons why a bank might refuse to lend money to an entrepreneur. [3]
(S1; Q4: b; 9609/12/M/J/18)

QUESTION 9:
Analyse the advantages of venture capital as a source of finance for a small business. [8]
(S2; Q5: a; 9609/13/M/J/18)

QUESTION 10:
a. Define the term ‘crowd funding’. [2] (S1; Q1: a; 9609/11/O/N/18)
b. Briefly explain two advantages of crowd funding for a new business. [3]
(S1; Q1: b; 9609/11/O/N/18)

QUESTION 11:
Explain how a large manufacturing business could finance investment in new machinery. [5]
(S1; Q3; 9609/12/O/N/18)

QUESTION 12:
Define the term ‘debt factoring’. [2] (S1; Q2: a; 9609/13/O/N/18)

QUESTION 13:
Analyse the external sources of finance a multinational car manufacturer may use to finance
the production of a new electric car. [8] (S2; Q7: a; 9609/13/M/J/19)

QUESTION 14:
Analyse the advantages of crowd funding as a source of finance for small businesses. [8]
(S2; Q5: a; 9609/12/M/J/19)

QUESTION 15:

Page 27 of 33
 a. Define the term ‘retained earnings.’ [2] (S1; Q2: a; 9609/11/M/J/19)
b. Briefly explain the distinction between short-term and long-term sources of business
finance. [3] (S1; Q2: b; 9609/11/M/J/19)

Chapter 29: Costs

QUESTION 1:
a. Define ‘marginal costs.’ [2] (S1; Q2: a; 9609/11/M/J/16)
b. Briefly explain two other types of business costs. [3] (S1; Q2: b; 9609/11/M/J/16)

QUESTION 2:
Explain why accurate cost data is important to a business. [5] (S1; Q3; 9609/12/F/M/16)

QUESTION 3:
Explain why cost information is important for business decision-making. [5]
(S1; Q3; 9609/12/O/N/16)

QUESTION 4:

Page 28 of 33
 Analyse how a business might use break-even analysis when planning to launch a new
product. [8] (S2; Q7: a; 9609/12/M/F/18)

QUESTION 5:
a. Define the term ‘margin of safety’. [2] (S1; Q4: a; 9609/11/M/J/18)
b. Briefly explain two limitations of break-even analysis. [3] (S1; Q4: b; 9609/11/M/J/18)

QUESTION 6:
Analyse why accurate cost data is important for all businesses. [8]
(S2; Q5: a; 9609/11/M/J/18)

QUESTION 7:
a. Define the term ‘marginal cost’. [2] (S1; Q4: a; 9609/13/M/J/18)
b. Briefly explain, with examples, two other types of business costs. [3]
(S1; Q4: b; 9609/13/M/J/18)

QUESTION 8:
Explain why cost information is important for business decision-making. [5]
(S1; Q3; 9609/13/M/J/19)

Chapter 30: Accounting Fundamentals

QUESTION 1:
a. Analyse how profitability ratios could be useful for any two business stakeholders. [8]
(S2; Q7: a; 9609/13/M/J/16)
b. Discuss the view that the limitations of published accounts significantly weaken their
usefulness for business stakeholders. [12] (S2; Q7: b; 9609/13/M/J/16)

QUESTION 2:
Discuss how liquidity ratios could be useful for external stakeholders of a business. [12]
(S2; Q7: b; 9609/12/F/M/16)

QUESTION 3:
a. Define the term ‘window dressing’ with reference to published accounts. [2]
(S1; Q2: a; 9609/11/M/J/17)

Page 29 of 33
 b. Briefly explain how window dressing might limit the usefulness of published accounts. [3]
(S1; Q2: b; 9609/11/M/J/17)

QUESTION 4:
a. Analyse how any, one stakeholder group could use both an income statement and a
statement of financial position. [8] (S2; Q7: a; 9609/12/M/J/17)
b. Discuss the view that the quantitative information in published accounts does not present a
complete picture of business performance. [12] (S2; Q7: b; 9609/12/M/J/17)

QUESTION 5:
Define the term ‘share capital’. [2] (S1; Q4: a; 9609/13/M/J/17)

QUESTION 6:
a. Define the term ‘retained earnings.’ [2] (S1; Q2: a; 9609/12/O/N/17)
b. Briefly explain two uses of income statements for senior managers. [3] (S1; Q2: b;
9609/12/O/N/17)

QUESTION 7:
Discuss the view that non-financial measures of business performance are just as important
as financial measures of business performance. [12] (S2; Q5: b; 9609/13/M/J/18)

QUESTION 8:
a. Define the term ‘statement of financial position’. [2] (S1; Q4: a; 9609/12/F/M/19)
b. Briefly explain two uses an investor might make of a statement of financial position. [3]
(S1; Q4: b; 9609/12/F/M/19)

QUESTION 9:
Discuss how a large food retailer might best improve its profitability ratios. [12]
(S2; Q7: b; 9609/12/F/M/19)

QUESTION 10:
An ability to understand income statements and statements of financial position is the most
important quality required of a senior manager in a business. Discuss this view. [12]
(S2; Q7: b; 9609/13/M/J/19)

QUESTION 11:
‘Financial measures are the most important indicator of business performance.’ Discuss this
view. [12] (S2; Q5: b; 9609/12/M/J/19)
Chapter 31: Forecasting and Managing Cash
Flows
QUESTION 1:
Analyse why it is important for businesses to effectively manage their levels of cash. [8]
(S2; Q7: a; 9609/12/F/M/16)

QUESTION 2:
a. Define the term ‘working capital’. [2] (S1; Q4: a; 9609/11/O/N/16)
b. Briefly explain two reasons why the effective management of working capital is important
for all businesses. (S1; Q4: b; 9609/11/O/N/16)

QUESTION 3:

Page 30 of 33
 Discuss the view that cash flow forecasts for a new international airport may be of limited
use to its senior managers. [20] (S2; Q6; 9609/13/O/N/17)

QUESTION 4:
Discuss why a new business should focus more on managing its cash than making a profit.
[12] (S2; Q5: b; 9609/11/M/J/18)

QUESTION 5:
a. Analyse the advantages and disadvantages for a new business of using an overdraft to help
manage its cash flow. [8] (S2; Q7: a; 9609/11/O/N/18)
b. Discuss the view that a new business should be more concerned with cash flow than with
profit. [12] (S2; Q7: b; 9609/11/O/N/18)

QUESTION 6:
Briefly explain two disadvantages of using debt factoring to improve the cash flow of a
business. [3] (S1; Q2: b; 9609/13/O/N/18)

QUESTION 7:
Analyse the benefits for a new business of producing a cash flow forecast. [8]
(S2; Q7: a; 9609/12/F/M/19)

Page 31 of 33