Business PDF

WORKSHEETS
CLASS XII
BUSINESS STUDIES
COURSE AND VENUE DIRECTOR

Mrs Sham Chawla
Principal,KV 3BRD,AFS CHD
ASSOCIATE COURSE DIRECTOR

Mr.Mohit Gupta
Principal,KVJutoghCantt Shimla
RESOURCE PERSONS
Mr. Islam Khan
PGT (Commerce)
KV NO. 3 AMBALA CANTT
Mrs. RENUKA CHAWLA

PGT (Commerce)
KV 3BRD, AFS CHANDIGARH
WORKSHEET NO. 1
TOPIC: NATURE AND SIGNIFICANCE OF MANAGEMENT
Time Allowed: 15 Minutes Max. Marks: 10
1 Management is…………………………………………………through others. 1
2. …………………………………..is doing the task with minimum cost. 1
3. Best Foods Limited is to produce 20,000 packets of ‘Biscuit’ per month at cost of 1
Rs. 12.50 per packet. Vinod Sharma, the Production Manager could achieve the
target in given time but at a cost of Rs. 12.75 per packet. Do you think the
Production Manager is efficient? Give reason in support of your answer.
4. Management activities are performed in all types of organizations in all 1

departments and at all levels. Which management character is highlighted here?
5. In the absence of management, the productive resources will remain resources and 6
shall never become production.” Explain the importance of management in the
light of the above statement with the help of any four points.
(i.)
(ii.)
(iii.)
(iv.)
WORKSHEET NO. 2
TOPIC: NATURE AND SIGNIFICANCE OF MANAGEMENT
1 State any two social objectives of management. 1
2. State any two personal objectives of management. 1
3. Mr. Ajay Sharma has been working as Production Manager in Bhushan Steel 4
Limited since 2000. At which level of management is he working. State any three
functions performed by him.
4. Name the level of management at which managers are responsible for the welfare 3
and survival of the organization. State any two functions of such level of
management.
5. Match the following:- 6
(a.) Managing Director (i.) Middle Level Management

(b.) Sales Manager (ii.) Lower Level Management
(c.) C. E. O. (iii.) Top Level Management
(d.) Plant Superintendent (iv.) Middle Level Management
(e.) Supervisor (v.) Lower Level Management
(f.) Foreman (vi.) Top Level Management
WORKSHEET NO. 3
TOPIC:FUNCTIONS OF MANAGEMENT
1 Arun, a finance manager applies his knowledge in a personalized manner while 1

taking managerial decisions. Which nature of management is highlighted here.
2. Briefly explain the functions of Management. 5
ii
iii
iv
3. Identify the nature of Management when it is said to be a systematized body of 1

knowledge that explains certain general truths.
4. 3+3
=6
Mark the levels of Management in the above diagram and give two designations
each of the respective levels.
WORKSHEET NO. 4
TOPIC: CO-ORDINATION
1 Sumit Electricals Limited, Panipat has production, purchase, marketing, finance 1

and human resource departments. All departments are working together to achieve
organizational goals. Highlight the concept of management mentioned here.
2. Mr. Ravi Sharma, working as Production Manager in Surya Roshni Limited, 4

Kashipur, directed his employees to put different types of wastes like papers,
plastics and chemicals in the respective ear-marked dust bins. By this which values
he want to inculcate among his employees. State any four.
i.
ii.
iii.
iv.
3. Explain any three features of Co-ordination. 3
i.
ii.
iii.
4. “Co-ordination is not a separate function of management. It is the essence of 4

management”. Give any four reasons in support of your answer.
i.
ii.
iii.
iv.
WORKSHEET NO. 5
TOPIC: MANAGEMENT: PRINCIPLES OF MANAGEMENT
1 State any two features of Principles of Management. 1
(a.)
(b.)
2. Mr. Rakesh Mishra is working as a Purchase Manager in ‘Euro Spinner Limited’. 1

He is to purchase raw materials and then supply to Production Department. The
required material is available in the market @ Rs. 850 per quintal, but he
purchased the raw material from his relative’s shop @ Rs. 900 per quintal. Which
management is violated here by Mr. Rakesh Mishra?
3. What does the principle’ Initiative’ indicate? 1
4. Mr. Ram Kumar , a manager, very often speaks to people at all levels, passing on 1
instructions regarding his department and also the other departments. Which
principle of management is being overlooked?
5. Write a short note on the following principles:-

6
(a.) Discipline:-
(b.) Unity of Command:-
(c.) Stability of tenure of personnel:-

WORKSHEET NO. 6
TOPIC: PRINCIPLES OF SCIENTIFIC MANAGEMENT
1 What is Mental Revolution? 1
2. Explain the following: - 6

(a.) Science, not rule of thumb:-
(b.) Harmony, not discord:-
(c.) Cooperation, not individualism:-
(d.) Development of each and every person to his/her greatest efficiency and
prosperity:-
3. Basis of difference Henry Fayol F. W. Taylor 3

1. Perspective
2. Focus
3. Expression
WORKSHEET NO. 7
TOPIC: TECHNIQUES OF SCIENTIFIC MANAGEMENT
1 What is main objective of ‘Time Study.’ 1
2. Who is Gang Boss. 1
3. Mr. Rohit Sharma is the Production Manager of Sanchi Milk Limited, Jabalpur. 4
He is producing several milk products. Various alternatives are available for
producing each product. It is the endeavor of Mr. Sharma that best and cheap
alternative be adopted in production. He has made a special arrangement in his
department. According to it, a proper place will be earmarked for everything used
in the production department. He has also directed the employees of the
department that everything should be available at its decided place. There is a
provision for awarding punishment to those who ignore the director. All activities
of Mr. Sharma’s department are closely related to each other. To maintain the
balance among them he makes special efforts so that there is no obstruction in
production.
(i) Which technique of scientific management is being practiced by the

company in the above paragraph?
(ii.) Explain briefly the above mentioned technique.
4 Name and explain the technique of Taylor which is the strongest motivator for a 3
worker to reach standard performance.
5. Explain the following:-
6
(a.) Functional Foremanship
(b.) Simplification
MARKING SCHEME (WORKSHEET 1)
1 An art of getting work done through others. 1
2. To achieve the targets irrespective of cost factor. 1
3. No, He is effective but not efficient. 1
4. Management is pervasive. 1
5. (a.) Management helps is achieving group goals. 6
(b.) Management increases efficiency.
(c.) Management helps in achieve personal objectives.
(d.) Management creates a dynamic organization.
1 (a.) Supply of good quality products and services at reasonable prices. 1
(b.) Generating employment opportunities to the society.
2. (a.) To give fair remuneration to workers. 2
((b.) To ensure job security tom workers.
3. He is working at Middle Level of Management. 4
Functions:- (a.) Interpreting the policies framed by top level management.
(b.) Organising Activities
(c.) Appointing necessary personnel in their respective departments.
4. Top Level Management. 3
(a.) Determining objectives of the organization.
(b.) Formulate organizational goals and policies.
5.
(a.) Managing Director (i.) Top Level Management
(b.) Sales Manager (ii.) Middle Level Management
(c.) C. E. O. (iii.) Top Level Management
(d.) Plant Superintendent (iv.) Lower Level Management
(e.) Supervisor (v.) Lower Level Management
(f.) Foreman (vi.) Lower Level Management

Management is an art. 1
`1
2. (i.) Planning: 5
(ii.) Organizing
(iii.) Staffing
(iv.) Directing
(v.) Controlling.
3. Management is a science. 1
4. (i.) Top Level Management: General Manager, C. E. O. Chairman 6
(ii.) Middle Level Management: Production Manager, Finance Manager
(iii.) Lower Level Management: Supervisor, Foreman, Overseer
1 Coordination 1
2. (a.) Protection of Environment 4
(b.) Usage of Environment Friendly Bags
(c.) Social Responsibility/Discipline
(d.) Adherence to rules/laws.
3. (a.) Coordination integrates group efforts. 3
(b.) Coordination ensures unity of action.
(c.) Coordination is a continuous process.
4. (a.) Coordination is a valuable tool for effective planning. 6
(b.) Coordination makes the Organization Structure and functions smooth.
(c.) Coordination makes the direction work fruitful.
(d.) Without Coordination Controlling may not be done with success.
MARKING SCHEME( WORKSHEET No 5)
(a.) Universal 1
1 (b.) Based on experiments.
2. Subordination of Individual Interest over General Interest. 1
3. Principle of Scalar Chain. 1
4. It indicates that workers should be encouraged to develop and carry out their plans 1
for improvement.
5. (a.) Discipline: - Obedience, proper conduct of relationship with others complying
with rules and regulations. 6
(b.) Unity of Command: - One subordinate should receive orders from a single and
particular superior at a time.
(c.) Stability of tenure of personnel: - According to this principle there should be job
security for workers in organization.
1 Change in the attitude of the workers and the management towards each other. 1
2. (a.) Science, not rule of thumb: To replace the old and out dated techniques with the 6
latest and new techniques and application of science in all areas.
(b.) Harmony, not discord: - Complete harmony between workers and management.
(c.) Cooperation, not individualism: - Competition should be replaced by cooperation.
(d.) Development of each and every person to his/her greatest efficiency and
prosperity:- Scientific selection and training of employees.
3. Basis of difference Henry Fayol F. W. Taylor 3

1. Perspective Top Level Management Shop Floor Management
2. Focus To improve over all Experiment and

efficiency observations
3. Expression General Theory of Scientific Management
Management

` To determine the standard time required to perform a task.. 1
1
2. Who is to keep the machines and tools ready for the workers. 1
3. (i.) Motion Study, a principle of scientific management is used here. 4
The main objective of Motion Study is to find out one best way of doing job.
4. Differential Piece Rate System, 3
It is a technique of scientific management, by which a business can make a
difference between an efficient worker and inefficient worker
5. (a.) Functional Foremanship: - Under it a worker has to work under 8 specialist.
(b.) Simplification: - Elimination of superfluous varieties sizes and dimensions 6
BUSINESS ENVIRONMENT
WORKSHEET:1
NATURE AND IMPORTANCE
Time:30 minutes
Q.1 Define Business Environment. 1
Q.2 Give the meaning of General Environment. 1
Q.3 What is the name of economy where both public and private sectors coexists? 1
Q.4 Give the meaning of Specific Environment. 1
Q.5 Write any three importance of business environment. 3
Q.6 State any three features of business environment 3
PREPARED BY: NEERU,K.V. HAZRATPUR
AGRA REGION
BUSINESS ENVIRONMENT
WORKSHEET:2
DIMENSIONS OF BUSINESS ENVIRONMENT
Q.1 ‘Demand for reservation in jobs for minorities’ refers to an example of key 1
component of general environment of business. Name the component.
Q.2 Which component of general environment of business prohibits advertisement of 1

alcoholic beverages?
Q.3 Define Technological Environment. 1
Q.4 Which policy of the government has moved India towards globalisation? 1
Q.5 Which sector of the Indian economy was given greater importance after 1
independence ?
Q.6 Name the process under which the government of India lifted unnecessary 1
controls over the economy.
Q.7 Explain any two impacts of Government policy changes on business and industry. 2
Q.8 Describe any three negative impact of liberalisation and globalisation on business 3
and industry in India.
Q.9 What are the various dimensions of business environment? Explain. 6
Q.10 Indian companies have benefitted in many ways because of liberalisation policy of 6
the government. Explain.
Q.11 No country is capable enough to produce all the goods and services itself required
for its use. Almost all the countries have certain goods and services in surplus and
in certain others, deficiency. In this way all of them feel the necessity for
exporting the goods and services in surplus and those of deficiency , to import. In
order to solve this problem several countries have zeroed in the complexities of
import export business. Consequently, balance is getting established in the
demand and supply of goods and services.
Identify the concept of business environment described in the paragraph above
and explain in detail.
6
PREPARED BY:
NEERU,K.V. HAZRATPUR
AGRA REGION
ANS KEY BUSINESS ENVT. WORKSHEET:1
Ans.3 mixed economy
Ans.5 Identification of opportunities to get first mover advantage
Image building
Better performance
Tapping useful resources
Ans.6 interrelated elements
General and specific forces
Dynamic nature
WORKSHEET: 2
Ans.1 Social Envt.
Ans.2 Legal Envt.
Ans.4 The New Industrial Policy 1991.
Ams.5 Public sector
Ans.6 Liberalization
Ans.7 Increased competition, Demanding customers, Necessity for change…
Ans.8 Degradation of the Indian social values
Introduction of latest technology has meant loss of employment by many
People,
SSIs have been the worst sufferers
The benefit is not available for poor people
Ans.9 Economic, social, technological, political, legal regulatory environment
Ans.10 Better standard of living, Improvement in BOP, Up gradation of industries
Increased flow of foreign direct investment, Reduction of international trade
Barriers, Increased competition and improvement in the supply of goods and
Services
Ans.11 Globalization and its explanation

Planning
Worksheet -1
Time 40 min marks 20
Q No marks
1 This is the primary function of management. Name the function 1
2 Name the first two steps in planning process? 1
3 Name the type of plan which provides the broad contours of an 1

organization’s business?
4 Differentiate between policy and rule? 3

Basis Policy Rule
Meaning
Formulated
Nature
5 Planning eliminates changes / uncertainties do you agree? Give reasons 3
in support of your answers.
6 Removal of mobile towers from the residential area is being planned by 3

the government to promote which value?
7 State the various steps of the planning process? 4
8 Most government across the world have banned smoking in public places 4
but we still see people smoking all over the place
1 state the type of plan formulated by government
2 identify the values government wants to put in place
3 state the values which people ignore or violate while smoking in the
public places
Worksheet -2 Planning
Q.NO marks
1 This function of management decides what to do and how to do 1
……………….
2 Define planning? 1
3 What is method? 1
4 Differentiate between policy and procedure ? 3

Basis Policy Procedure
5 Give two features of planning ? 3

1
6 Define premises as related to planning process? 3
7 The CEO of XYZ ltd an automobile enterprises dreams of his company 4

becoming the best players in future for which he the objectives , forecasts
the future and develops various courses of action
1 identify the management function which is highlighted here
2 what are the various values the CEO is striving to achieve
1
2
8 A company is manufacturing garments . the mangers wants to increase 6
profits by purchasing new high speed machines or increasing the sale
price or using waste material in manufacturing stuffed toys
He decided that using waste material to increase the profits is the best
solution for him
1 Identify the concept of management involved
2 Mention the steps involved in the above process by quoting the lines
from the question
3 To complete the process of the concept identify above what further
steps
does manager have to take
Worksheet -3
Planning
marks
Qno
1 What is meant by planning? 1
2 In an organization rules are different for different types of employees of 1

same level .What values are being ignored?
3 This plan decides what is to be done? 1
4 Is planning actually worth the huge cost involved? Explain 3
5 Differentiate between policy and strategy? 3

Basis Policy strategy
Nature
Scope
example
6 Why is planning an expensive and time consuming exercise? 3
7 Government recently put restrictions on selling fast food in school

canteens
1 Identify the type of plan government has implemented
2 state the values government wishes to achieve through this policy
8 An auto company C ltd is facing a problem of declining market share due 6
to increased competition from other new and existing players in the
markets . its competitors are introducing lower priced models for mass
consumers , who are price sensitive .for quality conscious consumers ,
the company is introducing new models with added features and new
technological advancement
1 prepare a model business plan for C ltd Specify the type of plan .you
will prepare
2 Identify the limitation of such plan
3 how will you seek to remove these limitations
Worksheet 4
Qno marks
1 Which is the primary function of management? 1
2 What is planning – thinking or doing ? give one reason 1
3 Give one feature of planning? 1
4 Differentiate between objectives and strategy? 3

Basis Objective strategy
Aim
formulated
example
5 State the steps followed in the process of planning ? 3
6 In addition to providing direction and reducing the risk of uncertainty 6

planning helps managers in the many other ways . explain any four such
ways
Worksheet -5Planning
Q no marks
1 State the primary function of planning ? 1
2 Each and every individual working in an organization is directly or 1

indirectly involved in the planning .Name the feature of planning
3 In an organization rules are different for different types of employees of 1
same level .What values are being ignored?
4 Differentiate between method and procedure? 3

Basis Method procedure
Meaning
Purpose
Example
5 If you fail to submit your homework for third time in succession you will 3
required to do your homework twice. Identify the type of plan
6 Planning bridges the gap between where we are and where we want to be 3
.Identify the feature of planning ?
7 Employees of K creations are directed to strictly follow the plans for 4

organization .Identify the limitations of planning indicated in the given
statement
8 Explain the process of planning ? 6

MARKING KEY
Worksheet -1
Planning
1 planning 1
2 Setting objectives 1
Developing premises
3 strategy 1
4 basis policy rule 3
meaning Policies are general Rules are specific
statement statements
formulated Policy are established by Rules are established by
top level middle level in
consultation with
supervisory level
nature Policy are fixed but Rules are strict and
managers have the cannot be changed
discretion while
implementing
5 No, planning can only predict possible changes in the future and suggest the 3
course of action to be followed to deal with changes. planning any helps
toprepare for future
6 Value points environment protection , safety of birds , safety of health of 3
society
Developing premises
Listing alternative courses of action
Evaluating various courses of action
Selection of best course of action
Implementing plans
Follow up
8 1 policy 4
b) 1 social welfare
2 concern for health
3 protect youngsters from social evil
c)obedience
2 concern for society
3 self-discipline
Worksheet -2
Qno marks
1 planning 1
2 Planning is thinking is advance what is to be don, who will do this , by whom it 1
will be done
3 A method is a single use plan which prescribes a way or manner in which a 1
specific task has to be performed
5 Planning is futuristic 3
Planning is continuous
Planning is pervasive
Planning involves decision making
6 Premises represent the assumptions or basic material required to start the 3
planning process example market survey competitors strategies , government
policies
7 1 planning 4
2 values that are tired to achieve
Hard work
Confidence
Growth
Initiative
8 1 planning 6
Steps involved
Setting objectives increasing profits
Developing planning premises making assumptions
Identify alternative course of action purchasing machines,increase sale
price,using waste material
Evaluating alternatives and selecting using waste material
Further steps
Formulating derivative plans
Implementating the plan and follow up
Worksheet -3
Qno marks
1 Planning is thinking is advance what is to be don, who will do this , by whom it 1
will be done
2 Equity discipline 1
3 objective 1
4 It involve huge cost as expertiseare called, resources are used 3
5 basis Policy strategy 3
nature Policy are fixed but Strategies are fixed
managers have the
discreation while
implementing
scope Broad parameters within Strategies are
which the manager formulated to achieve
function specific goals
example Advertising in Choice of magazine
international magazine
6 It needs lots funds , resources experts 3
7 1 policy 4
b) concern for children’s health
responsible behavior
develop healthy food habits
8 1 strategy 6
2 limitations of planning
Planning reduces creativity
Planning involve huge cost
Planning is rigid
3 efforts to remove the limitations
Budgets should be fixed
The plan should be reviewed at regular basis
Continuous control
Worksheet -4
Qno marks
1 planning 1
2 Planning is thinking because it decides the means and ways of achieving 1
organization goals
3 Planning is continuous ,futuristic pervasive 1
4 basis Objective Strategy 3
aim Objective are the end A strategy is a
result comprehensive
formulated Objectives are Strategies are formulated
established at top level with the aim to counter
for future state of affairs future threats
example Increase in growth rate Performance appraisal
by 20 % technique
Developing premises
Implementing plans
Follow up
6 Importance of planning 6
Planning reduces overlapping
Planning promotes innovative ideas
Planning facilitates decision making
Planning establish standards
Worksheet -5
1 planning 1
2 Planning provides directions 1
3 Equity discipline 1
4 basis Method procedure 3
meaning Procedure are Method is prescribed
chronological steps to be way
followed
purpose Procedures lay the exact Methods specify the
manner details of how the
routine jobs are to be
done
example How to place purchase Workshops to introduce
order new tecohnology
5 Rule 3
6 Planning is futuristic 3
7 Planning is rigid 4
Developing premises
Implementing plans
Follow up
ORGANISING
WORKSHEET NO. 1
Q.No Questions Marks

1 The Managing Director – MD of ‘Rahi Footwear Limited’, Mr. Jisan 5
Ahmed wants to expand his business. Currently, this company deals in
leather shoes. Mr. Ahmed called a meeting of all the four Departmental
Managers. He asked all of them to express their views on the expansion of
the company. One of them said that a factory should br set up to make
school bags. The other one said that a factory for making Ladies’ Leather
Purses should be setup. The third one suggested for setting up a factory to
manufacture socks and the forth manager was in favour of a factory for
making plastic shoes. There was a discussion on all the four options in the
meeting and ultimately, the option for making ladies’ leather purses was
thought to be right. Mr. Ahmed took his job in his own hands.
Mr. Ahmed purchased the factory making ladies leather purses
which had already been set up and was running in a loss. Now he
determined the different activities to be performed in the new business. He
established five departments, so that all activities could be completed
easily. Trees in a large number were planted all around the factory so as to
provide protection against the bad effect of leather.
(a)Identify the concepts of management described in the paragraph given
above.
(b) Quote the lines which help in identifying the concepts identified in the
point ‘a’.
(c) Identify the values which this company wants to deliver to the society.
Ans (a)
(b)
(c)
2 ‘Surakhshit Service Providers Limited’ is a well known company for 5

removing the routine problems of the people. This company provides all
types of big or small services; namely, Health services, complaints
regarding electricity faults, complaint about faults in electronic items.
Complaint about faults in vehicles, etc. This company has opened its
offices at different places. The policy of the company is that women
should be proffered to the appointed as the heads of every office. Besides,
under this policy, some positions shall be reserved for handicapped
women also. The head of every office shall have the full authority to take
decisions concerning the activities of her office. For example, every head
shall be completely free to bargain with customers regarding the fee to be
realized from them.
(a)Which concept of management has been mentioned in the paragraph
given above?
(b) Write about two of the advantages of the concept identified in point
Ans ‘a’?
(c) Identify two of the values of the company?
(a)
(b)
3 Define Organising? 2
Ans
Ms. Anu Kalra, PGT Commerce, K V AFS Kasauli, Solan (H.P)

WORKSHEET NO. 2 (ORGANISING)

1 “Organizing is the process of defining and grouping the activities of 5
the enterprise and establishing the authority relationship among
them.” In the light of this statement, explain the steps in the process
Ans or organizing.
1.
2.
3.
4.
2 “Delegation is the entrustment of responsibility and authority to

another and the creation of accountability for performance.” In the 6
light of this statement identify and explain the essential elements of
Ans delegation?
1.
2.
3.
3 It is formed by grouping together the entire work to be done into 1

major functional departments. Name it.
Ans


1 Distinguish between Functional structure and Divisional structure? 6
Ans
Basis Functional structure Divisional structure
1 Formation
2
Specialization
3
Responsibility
4 Managerial
Development
5 Cost
6
Coordination
2 A company X limited manufacturing cosmetics, which has enjoyed a 6

preeminent position in business, has grown in size. Its business was very
good till 1991. But after that, new liberalized environment has seen entry
of many MNCs in the sector. With the result the market share of X ltd. has
declined. The company had followed a very centralized business model
with Directors and divisional heads making even minor decisions. Before
1991, this business model had served the company very well as consumers
had no choice. But now the company very well as consumers had no
choice. But now the company is under pressure to reform.
(i)What organization structure changes should the company bring about in
order to retain its market share?
(ii)How will the changes suggested by you help the firm? Keep in mind
that the sector in which the company is FMCG?(Fast Moving Consumer
Ans goods)
Ms. Anu Kalra, PGT Commerce, K V AFS Kasauli, Solan (H.P

1 Define ‘delegation’. Distinguish between delegation and Decentralization 5
on the basis of (i) Scope (ii) Significance (iii) Control (iv) Essentiality
Ans
Basis Delegation Decentralization
1 Scope
2
Significance
3 Control
4
Essentiality
2 “Organisation is the harmonious adjustment of specialized parts for the 5

accomplishment of some common purpose or purposes.” In the light of
this statement, explain any five points on importance of organizing?
Ans 1


1 ‘Madan Gopal Foods limited’ is a famous company making different food 5
materials. Mr. Madan Gopal Rai is the Managing Director of the company.
He is fully attached to the employees of his company. This is the very
reason that before taking every decision he consults all the concerned
employees. A suggestion box has also been provided in the company. It is
opened once a week. The employees giving positive suggestions are
rewarded. Besides, all the employees of the company also enjoy full
freedom to communicate with any senior officer any time, concerning
matters of both types related to their jobs or their personal lives.
(a)Identify the form of organization described in the paragraph given
above and write about two of its advantages.
(b)Which values have been highlighted in this paragraph? Write about any
two of them.
Ans
2 Distinguish between formal and informal organization? 5

Ans
Basis Formal Organization Informal Organization
1
Meaning
2 Origin
3
Authority
4
Behaviour
5 Nature
3 A manager is of the view that he is not responsible for the quality of work 2
that he has delegated to his subordinates. Do you agree with this view
point? Justify your answer by giving proper arguments.
Ans

ORGANISING
MARKING SCHEME 1
1 (a) Planning and organizing 1+1+3=5

(b) “Now the main question before them……set up the departments”
(c) (i)Purchase department (ii) production department (iii) Marketing
(iv) Finance (v) Personnel department
2 (a)Decentralisation 1+2+2=5
(b)Correct advantages
©Correct values
3 Correct meaning 2
MARKING SCHEME 2
1 Identification and division of work, Departmentalisation, Assignment of 1*5=5

duties, Establishing reporting relationships (correct explanation of these
points)
2 Authority, responsibility, accountability (correct explanation of these 2*3=6
points))
3 Functional structure 1
MARKING SCHEME 3
1 Correct difference 1*6=6

2 (i) Company should shift from centralized to decentralized 1
structure. 1*5=5
(ii) Correct explanation of 5 benefits of decentralisation
MARKING SCHEME 4
1 Correct definition 1
Correct difference 1*4=4
2 Correct explanation of points 1*5=5

MARKING SCHEME 5
1 Informal Organization 1+3+1=5

Correct explanation of advantages of it
Correct values

3 Authority can be delegated but responsibility can not 2

WORKSHEET 1 (STAFFING)

1 “Staffing is an important function of management in all organization.” 4
Why. Explain any four reasons.
Ans
2 Sahil, the Director of a garments company, is planning to manufacture 5

bags for the utilization of waste materials of one of his garments units.
He decided that the manufacturing unit will be set up in a rural area of
Odisha where people have very less job opportunities and labour is
available at very low rate. He also thought of giving equal opportunities
to men and women.
(i)Identify and state the next two steps that Sahil has to follow in the
staffing process after selecting the above heads.
(ii)Also, identify two values which Sahil wants to communicate to the
society by setting up this manufacturing unit.
Ans
3 Himesh is working as a supervisor in a company. Due to his hard work, 6
he is promoted to the post of Production Manager. Now, the post of
supervisor is vacant and no one can be transferred or promoted to this
post. Name the source of recruitment the company will use to fill up
this post. State any three advantages of using this source of recruitment.
Ans


1 You are the Personnel Manager of Kapila & Company Ltd. You have 5
been directed by the Directors of the company to select a Charted
Accountant for the company. Explain the selection procedure you will
follow for the same.
Ans
2 A newly appointed Personnel Manger is of the view that there is no 4

need for training the workers. Do you agree with this statement? Give
reasons in support of your answer.
Ans
3 ‘External source of recruitment are better than internal source of 4

recruitment.’ Do you agree with this statement? Give two reasons in
support of your answer.
Ans
4 ‘Staffing is a part of human resource management/personnel 4
management,’ Discuss.
Ans
5 Why is it said that recruitment is a positive step in the process of 3

Ans staffing?


1 Distinguish between internal and external source of recruitment on the 3
basis of economy, quality of recruitment and time involved?
Ans
Basis Internal recruitment External recruitment
1 Economy
2 Quality
3Time
Consuming
2 Silverline Industries wants to hire staff for its steel division. The 4
Personnel department lists out the following methods of recruitment:
(i)Sudhir Consultants can be asked to look out for suitable personnel on
behalf of the company.
(ii)Participate in placement programme organized by different colleges
in Delhi University.
(iii)Consider voluntary applications received earlier from various job-
seekers.
(iv)Using www.jobstreet,com or www.naukri.com to search for
prospective candidates.
Identify the source of recruitment indicated in the given cases.
Ans
3 Ramesh is working under the guidance of Harish, a carpenter, for the 3

last three years to learn the different skills of this job. Name and explain
the method of training Ramesh is undergoing.
Ans
4 Manu, a Chief Manager in a company using highly sophisticated 3
machines and equipments, wants that every employee should be fully
trained before using the machines and equipments. Suggest and describe
the best method of training that Manu can use for training of the
Ans employees.
5 An organization places an advertisement for employment mentioning 2

some terms there in. those terms are not followed during selection of
employees. Which values are ignore here?
Ans


1 Explain ‘Personnel Consultants’, ‘Employment Exchanges’ & ‘Media 6
Advertising’ as external source of recruitment.
Ans
2 It is a test used for selection of employees to measures individuals’ 5

potential for learning new skills. Mention its name and explain two
other tests also.
Ans
3 These are run by the government as a source of recruitment for 1
unskilled and skilled operative jobs, What is being referred here?
Ans
4 It implies introducing the selected employee to other employees and 1

familiarizing him with the rules and policies of organization. Name it.
Ans
5 A company gets applications on and off even without declaring any 1

vacancy. However, as and when the vacancy arises, the company makes
use of such applications. Name the source of recruitment used by the
company.
Ans
6 It is described as the managerial function of filling and keeping filled 1

the positions in the organization structure. Which function of
management is referred here?
Ans


1 Describe internal sources of recruitment being economical, why do 3
companies not always use this source? Explain any three reasons.
Ans
2 Differentiate between on the job training and off the job training? 4
Ans
Basis On the job training Off the job training
1Principal
adopted
2Place of
training
3Techniques
of training
4Trainers
3 In an organization the female employees are getting promotion late as 1

compared to male employees. Which value is missing here?
Ans
4 An automobile company runs a factory in a backward area. It has 1

opened a training centre to train the people. Which value has been kept
in mind here?
Ans
5 Which resource of recruitment is needed to bring new blood in the 6
organization. Explain any three advantages and two limitations of this
source?
Ans


1 Mr. Sanjeev is working as a Personnel Manager in a company of Delhi. 4
Although he is not well educated, he is an experience person. Before
this, he has worked on this post in three large companies. His intention
is always in promoting an efficient employee to a higher post and in
demoting inefficient one to a lower vacant posts.
State on what source of recruitment is Mr. Rajeev concentrating. What
are the benefits of which the company is depriving itself by using
Ans sources?
2 ‘Filling vacancies from within the organization has some advantages as 6

well as limitations.’ Explain any three such advantages and such
limitations?
Ans
3 Employees of a company working at all posts have been told about the 2
relations among them in very clear terms. All of them know from whom
to receive orders and to whom they are to report.
HR manager of the company interviewed MBA students of
management institute. He selected five of them. They were asked to
join the company immediately. They did so. On joining the company,
they were introduced to their superiors and subordinates. Objectives and
policies of the company were also brought to their notice in a clear and
distinct manner.
In the above paragraph mention has been made of the two concepts
of management. Identify the same by quoting the lines.
Ans


1 Mr. Vikas Goel is an H R Manager of “Sandhya Furniture Pvt. Ltd.”. At
the beginning of the new year he anticipated that the company will need
new 30 additional persons to fill up different vacancies. He gave an
advertisement in the newspaper inviting applications for filling up
different posts. As many as 120 applications were received. The same
were scrutinized. Out of these, conditions of 15 applicants were not
acceptable to the company. Letters of regret, giving reasons, were sent
to them. Remaining candidates were called for preliminary interview.
The candidates called for were asked to fill up blank application form.
Thereafter, they were given four tests.
The objective of the first test was to find out how much interest the
applicant does take in his work.
The objective of the second test was to find out ‘specialisation’ of the
applicant in any particular area.
Third test aimed at making sure whether the applicant was capable of 6
learning through training or not.
The purpose of the forth test was to find out how much capability a
person has to mix up with other persons, and whether he can influence
other persons and get influenced by them.
Answer the following questions on the basis of the above information:
(a)Quoting the lines, identify the first two steps of staffing.
(b)Identify different tests given to the applicants by Mr. Goel.
Ans
2 Mr. Anil Garg is working as Managing Director of “CLS Packaging 6

Limited”. He is not in favour of selling waste material in the market.
Instead he is planning to make himself new products of this material.
For this purpose, a new unit will have to be set up. Accordingly, he
decided to establish this unit in an area where large number of persons
is unemployed and so labour is available at cheap rate.
In order to attract workers to this new unit, a special Remuneration
Scheme was introduced. As per this scheme, workers will get their
remuneration on the basis of their work. There will be two rates of
wages; higher wage rate and lower wage rate. A worker who will work
upto a given standardized units or beyond will be paid his/her
remuneration at a higher rate. On the other hand, a worker who will
work less than the given standardized units will be paid his/her
remuneration at a lower rate.
In order to operate this new unit, Mr. Garg established a separate
‘Waste Material Division’. It consisted of four departments, such as
Purchase, Sales, Production and Accounts. Company required four
managers to run these departments, of these, two managers were
appointed from the existing business, by way of promotion; while the
other two were selected out of the waiting list maintained by the
company.
(i)Which form of organization structure is being adopted by the
company?
(ii)Identify and give the meaning of wage payment scheme adopted by
the company to motivate the workers.
Ans (iii) What methods of recruitment have been adopted by the company?
(iv)Identify these two values that Mr. Garg has been dedicating to the
society by establishing this new unit.
3 Business of “Shardha Auto Pvt. Ltd.” is confined only to one state. 3

Now it intends to extend the same to two states. Mr. Jatin Jain, the
managing Director of the company, is busy in making a plan to this
effect. First of all, he contacted Mrs. Rukmani Devi Rana, the H R
Manager of the company. Both were of the opinion that they would
require 75 more employees to extend business to two now states. On
looking at the record of the existing employees, it transpired that 8
employees were going to retire very shortly. Besides, two employees
were proceeding on long term study leave abroad for two years. Thus,
company would now require 85 employees in all. Mrs. Rana
recommended to Mr. Jatin that out of the total vacant posts, 15 be
reserved for women. Mr. Jatin gladly accepted the proposal. Now, HR
Manager was to decide as to what arrangement be made for the
appointment of needed persons. She hit upon a plan. According to this
plan some employees would be recruited with help of existing
employees, for some other internet would be approached and for the
remaining potential employees placement agencies operating in the
market would be contacted.
(a)Describe what function of management has been referred to in the
above paragraph?
(b)What sources of recruitment are being used by HR Manager?
Ans Explain briefly.
©Identify the value hinted at.


1 Differentiate between Recruitment and Selection? 3
Ans
Basis Recruitment Selection
1 Meaning
2 Stage
3 Process
2 State any three differences between Training and Education? 3

Ans
Basis Training Education
1 Meaning
2 Purpose
3 Scope
3 The workers of a factory are unable to work on new machines and 3

always demand for help of supervisor. The supervisor is overburdened
with their frequent calls. Suggest the remedy.
Ans
4 The workers of a factory remain idle because of lack of knowledge of 3
hi-tech machines. Frequent visit of engineer is made which causes high
overhead charges. How can this problem be removed?
Ans


1 A majore insurance company handled all recruiting, screening and 6
training processes for data entry/customer service representatives. Their
competitor was attracting most of the qualified, potential employees in
their market. Recruiting was made even more difficult by the strong
economy and the ‘job seeker’s market’. This resulted in the client
having to choose from candidates who had the ‘soft’ skills needed for
the job, but lacked the proper ‘hard’ skills and training.
(i)As an HR Manager, what problems do you see in the company?
(ii)How do you think it can be resolved?
Ans
2 A public transport corporation has hired 1000 buses for the different 6
routes for the passengers of metropolitan city. Most of the 3000
crewmen (drivers, conductors, helpers etc.) of these buses have been
found to be waiting in satisfactorily dealing with public and daily
commuters. They seem to be little interested in the job and the job seem
to have lost all meaning to them.
(a)As manager of the public transport company what measures do you
suggest to improve the working of crewmen in question?
(b)Is it possible to modify their behavior by planning a suitable type of
training? Suggest one.
Ans

STAFFING
Marking Scheme 1

2 Staffing Process 1
Correct explanation of steps 1*4=4
3 External source of recruitment 2*3=6
Correct explanation of advantages
Marking Scheme 2
1 Correct Answer 1*5=5

2 No, Importance of Training & development 1+3=4
3 Yes, correct reasons 2+2=4
4 Correct explanation of points 4
5 Correct points 3
Marking Scheme 3
1 Correct difference 1+1+1

2 1.Placement agencies & management consultants 2. Campus 1*4=4
recruitment
3. Casual callers 4. Web publishing
3 Apprenticeship training 1+2=3
Correct explanation of points
4 Vestibule training 1+2=3
5 Correct values 1+1=2
Marking Scheme 4
1 Correct explanation 2+2+2=6

2 Aptitude test 1
Correct explanation of other two tests 2.5*2=5
3 Employment exchange 1
4 Orientation 1
5 Casual callers 1
6 Staffing 1
Marking Scheme 5

3 Correct value 1
4 Correct value 1
5 External source of recruitment 1+3+2=6
Marking Scheme 6
1 Internal source of recruitment 1+3=4

3 “Employees of a company…..very clear terms’.=Formal Organization 1+1=2
‘On joining the company…..clear and distinct manner’ = Induction
training
Correct meaning of them
Marking Scheme 7
1 “At the beginning of the new……different vacancies = Estimating 1+1+4=6

Manpower Requirement.
“He gave an advertisement……were received = Recruitment
Correct explanation of tests
2 1.Divisional Organization Structure 1
2.Different wage system 2
3.Promotion, Casual callers 1
4. correct values 2
3 Staffing 1+2=3
Marking Scheme 8

2 Correct Difference 1*3=3
3 Job training, correct explanation 1+2=3
4 Vestibule training, correct explanation 1+2=3
Marking Scheme 9


Directing Work – sheet – 1
Prepared by Deepak Verma (P.G.T. Commerce, K.V. Dwarka)
1 Which function of management is known as management – in – action 1

______________________________________________________________
2 Ramesh, a supervisor in a factory always aspects that his subordinates should obey 3
him. He is not prepare to listen to any suggestion made by workers. Do you think this
quality of Ramesh will help him to become a good leader? Why?
3 What is mean by motivation? Briefly explain the needs which management may fulfil 5
for motivating employees.
4 Five students of BBA took part I a discussion. They subject for their discussion was. 6
“Why do people get motivated to do anything” The main point of discussion are as
under – The first student said. “People work because they want to deposit wealth
enough to, protect themselves f4rom diseases and to be relieved of the tension of old
age”.The second student said “People work because they want to arrange food cloth
and shelter for themselves at the any rate.”
The third student said. “People work because they want to reach the top of the field in
which they are. They, therefore, put in untiring efforts.”
The forth student said, “People work, so that when they have money, people will
become friendly with them and they will stand by them through think and thin.”
The fifth student said, “People work, so that they may get respect in the society and
that they may be recognised as exceptional persons. ”
a. The discussion given above relates to which function of managements.
b. The five friends spoke about the different needs of people as the basis of their
doing work. Identify these needs.
1 One of the employee of “Hindustan agriculture limited” receive an order from the 1
departmental manager and passes it on to the Non-managerial Members. Because
actual work in the organization is done by the Non-managerial Members, therefore
even a little carelessness in delivering the massage can lead to heavy loss. This
employee performs the role of the human relation special also.
Identify the designation of the employee describe above.
2 Kartika is posted at lower level Management at “Ram Pvt. Ltd” the daily sale of the 1
company is about Rs. 50 lac only. The company has given her the responsibility that
the production work of the company should continue uninterrupted. The Managing
Director has asked her to focus her attention especially on the speed and quality of
production. She is doing her job efficiently. Her reputation that of a successful
leader. She takes every decision after discussion it will all the concerned persons.
Her subordinates are very happy with her.
Identify the leadership Style adopted by Kartika.
3 Supervision is related which level of management? 1
4 Give the meaning of “monetary” and “non – monetary” incentives. 3
5 Differentiate between oral and written communication. 4

S.No Base oralcommunication written communication
6 What Is communication? Explain how communication is an important function of 5

management.
1 Give one criticism of Maslow’s Theory. 1
2 Explain, in brief, the term directing as a function of management. 3
3 Define motivation. Explain briefly how motivation contributes to the success of an 1

organization. +
4
4 Two friends, Nancy and Poonam are as working manager in the different 6
departments of the “Libra Ltd.”. They often talk about the performance level in their
respective departments. Both of them are not satisfied with their subordinates. They
tried to – ascertain when the employees got their full salaries. What problem they
had working honestly. After investigating for some days, they arrived at the
conclusion that there was lack of motivation in their company. Both held a meeting
together in order to find out the solution of the problem. Nancy suggested
participated of the employees in the company’s profits, which the thought would
create in the employees the feeling of belongingness of the company. Such a feeling,
she was of the view, would have a direct influence on their performance level.
Poonam on the basis of her experience said that if the feeling of the job security
was aroused in the employees, there could be improvement in their performance
level. Both of them contact their chief – executive officer – CEO with their
suggestion. All the three of them deliberated over this issue. The CEO listened to
them every attentively. He said, “Both of you are right, but I too have a suggestion.
If the employees are made participants in taking decision, they will feel good and
their performance level will improve “Ultimately the Company implemented the
suggestion of all the three of them.
In the above paragraph, three different have spoken about the three method of the
motivation. Identify all these methods and explain.
1 What is mean by Grapevine? 1
2 Enumerate any four monetary incentives. 2
3 Briefly explain any there elements of directing. 3
4 How does informal communication differ from formal communication? 4
5 Mr. Ekant Muglani, after completing his studies of BBA is working in the 1
production department of “Jai Camicals LTD”. There are fifty persons working in +
different posts in his Department. He tries hard to keep a watch over the routine 2
activities of all the employees. He observed one of the employees, Bhola Ram and a +
few other working on machines. They were running the machines in a wrong 1
manner. The machines were very sophisticated. Mr. Muglani at once explains the +
right method of working to them. He wanted to solve this problem of the employees 1
for good. He called a meeting of his subordinates. He took this decisions that the
company will have to organize training of the employees immediately. They also
decided that all the employees will drop a suggestion each in the suggestion – box
daily, so that the different activities of the department may be improved speedily. It
was announced that the employees giving valuable suggestions shall be rewarded
On the basis above paragraph answer the following questions: -
a. Which function of the management is being discharged by Mr. Muglani by
keeping a watch over the routine activities?
b. Which method of training of the employees will be suitable to be adopted
here? Explain.
c. Which style of leadership is being followed by Mr.Muglani?
d. Which method of motivation will be decided to be adopted in the meeting of
employees?
1 What type of barriers to communications to take place when a symbol or word of 1
the massage has more than one meaning?
2 One of the Newspapers had an article printed under the title “Business success 1
mantra - Motivation”. Some portion of the article are as under:-
‘’If an employee has a sense of fear or insecurity in his mind, that he can be
removed from his job any tome, he will never work wholeheartedly and this worry
continues troubling him. On the other hand if he has a feeling that his job is secure
and permanent and he cannot be removed from his job easily, he will work’ without
any worry and with an easy mind. Consequently, his efficiency increases. This is the
reason why people prefer a permanent job with less salary to a temporary job with
more salary”
Which concept of motivation has been described in the above portion of the article?
Identify.
3. One of the teacher of business studies class XII delivered lecture on the concept of 1
management. The main part of the lecture was as under.
“The chief function of the Manager is to achieve the predetermined objectives of the
organization by organizing the activities of various persons working in the
organization. By various people we mean human factor in productions on whose
efficiency the utility of non-human factor like machine, material etc. depends It is
clear that human factor in production has an important place in the organization.
Now the important question is as to how to utilize the available utility of the human
factors efficiently. The efficiency of the person depends on two factors, firstly the
level of the ability to do a certain work and secondly willingness s to do the work.
As far as the first factor is concerned, it can be acquired by education and training
but the second factors can be created through a special concept of the management.”
Identify the concept of management described in the lecture given above.
4. In the annual function of Sharda club some employees of Sharda Ltd. joined. There 1
were managers, supervisors, foremen and others-all were among them. During the
function some of the people were busy liking about their personal matters while
some others were sharing their company experiences. One of the foremen, Mr. B
had wanted to give a suggestion to the manger of his department but he could not
dare doing so because of the official fear. In the party of the club, he got an
opportunity. There in the course of conversation, he gave his suggestion to the
manger. The manager appreciated the suggestion very much. The manager gave an
appreciation letter to Mr. B in the course of the function in order to encourage him.
This gesture had a positive effect on the other employees also.
(a) Identify the type of communication used in the passage stated above.
(b) What is the method of motivation in giving the appreciation letter to one of
the employees?
5. The managing director of ABC Ltd. held a meeting of the departmental managers. It 3
was attended by the five departmental managers. In the meeting the managing
director said that besides doing their current work efficiently, he had also to make it
capable of shouldering more responsibility in future. For the realization of the
objective, he invited the suggestion of all of them. He said that on the basis of
suggestion of all of them the decision to do so would be taken. The managing
director prepared a plan on the basis of suggestion received. Out of the five
managers three of them carried out the plan but two of them did not care for it.
(a) Identify the factor of staffing described in the paragraph above.
(b) Two of the managers did not carry out the plan. ON the basis of this fact, can
we take it that the communication process has been incomplete? Explain.
(c) What leadership style is being referred tohere?
6 Enumerate any two importance of directing as a function of management. 3
7. Maslow’s Need hierarchy is considered fundamental of understanding of 5

motivation. Explain the role of Need hierarchy in motivation.
1 Rumours and distortion take place in which type of communication? 1
2 “Directing is the heart of the management process”. Do you agree? Give any four 3
reasons for support of your answer.
3. Mr. Deepak Verma after completing his studies in MBA was appointed in the 3
research and development department of “ABC flour mills PVT. Ltd”Soon after his
appointment, the company placed a problem before him. The company said that
most of its employees did not appear to be happy, and he should do a research on his
problem and give his suggestion to them. Mr. Verma interacted with hundreds of
employees of the company and tried to know their expectations from the company.
About 22% of people told him that they were with happy with the company. The
remaining 78 % of people stated different reasons for their not being happy. About
80% out of them told that they were never consulted regarding any of the decisions
of the company; every decision was imposed upon them. After doing complete
analysis, Mr. Verma told the company that the people who were working as
Managers would have change their leadership style.
On the basis of paragraph given above identify the leadership style often use in the
company, and states its meaning.
4 “It is through motivation that managers can inspire their subordinate to give their 4
best to the organization”. In the light of this statement, explain in brief the
importance of motivation.
5 The CEO of “Ramu textile Ltd.” Mr. Om Prakash had gone to attend the marriage of 4
one of his friend’s daughter. There, he happened to meet an old friend ofhis, Mr.
Ramesh, Who was posted as marketing manager in other textile company. Both of
them began chatting . While doing so, They came to a stage when they
startedsharing the secret information of their respective companies. Mr. Ramesh told
Mr. Om Prakash that some of the big costumers of the latter’s company were getting
associated with the former’s company. All of them were unhappy with the treatment
given to them by the latter’s company. Mr. Om Prakash made a note of this fact. No
sooner did he reach his office than he called his P.A and asked him to arrange an
urgent meeting of all the big costumers of the company. Mr. Om Prakash explained
to his P.A the detailed massage to be sent to the costumers. The P.A. prepared a
brief form of the massage and e-mailed it to all the big costumers. Very soon, the
acknowledgement of the massage from the costumers and the information of their
attendance of the meeting started reaching the company’s office.
a. Between which people the formal and informal Communication is taking
place in the above paragraph?
b. Identify the different stages of communication process along with some
clues.
c. Which value has been destroyed here?
1 ‘The greater number of managerial level in an organization makes it more complex. 1
‘This statement is which type of organizational barrier to communication.
2 What is the need of incentives? State the main form of incentives. 3
3 Mr. A is working as the manger in the marketing department of “XYZ Ltd.”B,C,D 3

and E are his four subordinates. All the four of them have to often communicate
with their manager Mr. A in connection with their job requirement. Besides,
communication directly with one another. This job has to be done through Mr. A.
For example, if B has to send some massage to C, he will send this massage first to
A and the latter will pass it on to C. According to the subordinates, this type of
communication becomes a hurdle in the speed of work. They are not at all happy
with this system.
a. What main form of communication has been used in the paragraph given
above?
b. What system of communication is being used by A, B, C, D and E?
c. .Which value is being ignored here?
4 “Informal communication supplements the formal communication in many ways’. 4

How?
5 Whenever a Business Organization is set up, the decision taken first of all is ‘what is 3
to be done, how is it to be done , when is it to be done, and who will do it?’ After +
this the division of work is done and the different departments are set up. At the 1
second stage, the organizational chart is ready. From this the information obtained is
how many position will be there at a particular level. Soon after this, the post are
filled up with people. All the employees get installed on their respective posts. But
the movement in the organization it yet to be come. Just as until the refree blows the
whistle, the race does not start, in the same way in order to make an organization
start its movement, a special activity is performed by the manager. No Sooner than
his activity is completed, there beings the movement in the organization. All the
employees posted at different positions in the organization start doing their
respective work.
a. Quoting lines from the above paragraph, identify the functions of
management.
b. Name the function which brings movement in the organization.
1 State any two points of importance of communication in management. 1
2 “Enumerate any three advantages of ‘Informal Communication ‘from the point of 3

view of members of an organization and from the point of management.
3 Distinguish between direction and supervision. 3
4 ‘Zorik Ltd.’ Is multinational company. It has two divisions: Plastic Utensils and 4
steel Utensils. Antima Jain is the head of Plastic division, while Deepak Verma
Verma is the head of steel division.
Antima is in the habit of taking all the decisions all by herself .She is of the view
that her subordinates cannot take a right decision. This type of her thinking as
resulted in the fall of moral of the employees of her department. In order to boost
the morale of the employees, she placed a proposal before the Board of Directors for
the increase in the their salary .The Board of Director accepted it.
Deepak’s nature is quite opposite of Antima. He has full faith on his subordinates.
He takes every decision after consulting his subordinates. Consequently , the moral
of his employees has gone up .It is directly influenced their performance. IN order
to further improve performance of his employees. He has insured promotion to those
who succeed achieving the target fix by him.
a. Identify the organizational structure adopted by the company.
b. Which leadership style is being followed by both the divisional managers?
c. On which motivators is the company focusing its attention?
d. Which value of the division of Steel Utensils delivering to its employees?
5 Kumari Khyati Mavani is working as the personal manager In Dwarka Pvt. Ltd. The 1
specialty of her company is that the financial position of its employees is good. The +
CEO of Kumari Khyati asked her to suggest a method of motivation .He said that 2
the method should be such as should be happily acceptable to all the employees. +
Khyati spoke to several employees in this connection. The thoughts of some 1
employees gave the feeling that they give more importance Individual Autonomy.
One group of the company stressed that good performance should be rewarded.
Another group of employees pleaded for recognising the importance of the
employees in the company. On the basis of this investigation Khyati suggested to
the CEO avery good method of motivation, which made him very happy .This
method was immediately implemented. Consequently, within a few days the
company’s growth rate appeared to have become fast.
a. Identify the sub – function of management describe in the paragraph above.
b. Which motivation method, in your view, might have been suggested by the
personnel manager? Explain this motivation method.
c. .Identify the value that has been discussed here.
1 Directing is related to which factor of production? 1
2 Out of managing and directing which term has the wider scope? 1
3 Briefly explain any three barriers to effective communication. 3
4 Usually we see that on the occasion of Diwali people buy large number of gifts. 1
“Dharnat Electrinics Ltd.’ wants to take advantage of this habit of people . It +
decided to prepare a big range of attractive gifts. All the employees of the company 3
Co – operated fully to implement this decision .On day some of the employees were +
chatting together in the canteen. One of them, Mr. Rajdeep Odich had secret and 1
enjoyable information about one of his colleagues. He was telling them all as he
stood amidst them. All of them were enjoying themselves the information he shared
with them.
a. Identify this factor of Business Environment.
b. In which method of communication comes the chatting going on in the
canteen. Describe this method.
c. To which main type of communication belongs the method referred to in
point “b”?
Answer key Directing Work – sheet – 1
1 Directing 1
2 Esteem needs – These needs are needs for self-esteem and need for other esteem. Self 3
needs include needs for self-respects, self – confidence,competence, autonomy and
knowledge. Other esteem needs relate to reputations,prestige,power, status
recognition and respects for others.
3 Give definition of motivation 5

The types of needs – 1. Physiological needs 2. Safety needs 3.Social needs
4. Esteems needs 5. Self – actualisation need.
4 Motivation 6
Frist friend – Safety needs
Second friends - . Physiological needs
Third friend - Self – actualisation need.
Fourth friends - Social needs
Fifth friends – Esteem needs
1 Supervisor 1
2 Democratic Leadership Style 1
3 To all the three levels 1
4 Give definitions both incentives. 3
5 Explain minimum four different. 4
6 Give the definition of communication and explain importance of communication 5
almost 60 words.
1 Maslow’s hierarchies of needs are not permanent. 1
2 Directing is function of management is concerned with instructing, guiding and 3
inspiring people in the organization to achieve its objectives. It involves overseeing
people at work , making provision for necessary facilities and creating a work
environment whereby employees may perform to the best of their abilities , This
process of direction includes four elements…. 1. Supervision 2. Motivation
3. Leadership and 4. Communications
3 Give Definition of motivation And 5
We can understand that motivation contributes to the success of an organization by
these points
High performance level 2. Better industrial relation 3. Low employee turnover
and absenteeism 4. Acceptance of organizational changes 5. Better
organizational image
4 Nancy gave the suggestion about profit sharing. 6
Profit sharing – explain
Poonam gave the suggestion of Job – Security.
Job – Security -- explain
CEO be the suggestion of employee participation – employees get encourage to
notice their participation in managerial works. Therefore , they offer their fulfill
cooperation in making successful the policies prepared with their help.
1 It refers to a pathway of informal communication in which information moves in 1
zigzag manner leaving no indication from where it started.
2 Profit sharing 2. Bonus 3. Leave with pay 4. Housing facility 5. Medical Re – 2
imbursement etc.
3 Supervision --- explain 3
Leadership --- explain
communication --- explain
4 Give minimum four differences between formal and informal communications. 4
5 supervision 1
Here the vestibule training method will be suitable to be adopted. +
For this training method a separate training center is set up. In this center factory 2
like atmosphere and circumstance is/are created and the employees are trained to +
work on sophisticated machines. 1
Democratic Leadership Style +
Employee recognition programme. 1

1 Informal communication. 1
2 In it the “Job security method” has been described which comes under ‘non – 1
monetary incentives’.
3. Motivation 1
4. Informal communication 1
Employee recognition programmes.
5. Employee development 3
No, it cannot be taken the communication process has been incomplete, because for
the completion of communication process, only to understand the communication is
necessary, not acting upon it.
Democratic Leadership Style.
6 It Initiates Action – explain 3
It Integrates Employees’ Efforts – explain
7. Give definition of motivation 5
The types of needs – 1. Physiological needs 2. Safety needs 3.Social needs
4. Esteems needs 5. Self – actualisation need.
1 Informal communication 1
2 Explain basic importance of direction. 3
Four reason supporting our answer
Initiativeaction 2. Integrate the efforts of employees 3. Provide for motivation to
subordinates 4. Facilitates changes 5. Provide stability and balance in the
organization.
3. The autocratic leadership style is being used in the company. 3
Meaning of autocratic leadership style – it refers to that leadership style in which the
leader tends to run the show all by himself.
4 Motivation is an importance function of management – explain 4

Importance –
High performance level 2. Better industrial relation 3. Low employee turnover
and absenteeism 4. Acceptance of organizational changes 5. Better
organizational image
5 Formal communication - between the CEO and costumers. 4
Informal communication - between Mr. Om Prakash and Mr. Ramesh
Write all stage of communication process
Destruction of the value of Loyalty; Here Mr. Ramesh is not loyal towards his
company.

1 Complexity of organizational structure . 1
2 Individual have different type of needs. These needs work as driving force. The 3
management tries to govern the behavior of employees in satisfying their needs. The
objects which satisfy their needs are called incentives. Such incentives may take two
forms; -
Financial Incentives
Non – financial Incentives
3 Formal communication 3
Wheel Communication
Free communication
4 It is flexible, dynamic and reacts quickly to changing circumstances 4
It helps in achieving in better human relation in the organization
It is quick an d fast , free from all barriers
.It facilitates communication even on those matters which can be done through the
official channel
It helps in satisfying the social needs of the workers
It fills the possible gaps in the formal communication
5 Function of management – 3
Planning – “The decision taken first --------will do it” +
Organization – “After this the division of work------chart is ready” 1
Staffing – “Soon after this --------filled up with people”
Directing
1 Act as basis of communication 1
Helps in smooth working of an enterprise
2 Write any four suitable advantages 3
3 Explain any two differences 3
4 Divisional organizational structure 4
Plastic division – autocratic leadership style
Steel division – Democratic
Plastic division – salary and allowances
Steel division –Career advancement opportunity
Increase in moral
5 Here on of the elements f directing function of management , motivation has been 1

describe +
In my view , The personnel manager might have suggested the motivating method 2
of organizational climate +
Organizational climate – organizational climate means the working system within 1
the organization. This includes individual freedom, receipts of awards, the
importance of employees etc.
Motivating the employees.
Answer key Directing Work – sheet –9

1 Human factor 1
2 The term managing is wider as directing is the component of it 1
3 Barriers to effective communication 3
Badly Expressed Massage
Technical Jargon
Distrust
4 Social environment 1
Gossip chain – explain +
Informal communication 3
+
1
Controlling
Worksheet 1
Q no marks
1 Name the function of management which compares the standard performance 1
with actual performance …………………….
2 Name the two functions of management which are inter dependent and 1
interrelated …………………………………………………………
3 On coming to know the negative deviations fines are imposed on employees 1

.Which value is being violated here.
4 You are a management expert .you have been asked by a business firm to make 3
its managers understand the importance of controlling function of management
.how will you explain this to the manager
5 State the steps involved in controlling process 3
6 Planning and controlling are two inseparable twins of management? 6

Worksheet 2
Controlling
Qno marks
1 Name the function of management in which actual performance is compared 1
with standards
2 Name the function of management which precedes controlling …………………… 1

3 In controlling process standards are set according to the efficiency of the 1
average worker. Which value has been kept in mind while settingthe standards
4 Controlling is a backward looking function explain 3
5 The employees in an organization are aware of the standards which their 3

performance will be compared .Highlight the significance of controlling function
.Identify the value highlighted in this statement.
6 Kanu is appointed as a factory manager in a gel pen manufacturing company. 6

He was given a target of producing one lac gel pens per month . He knew that
essence of management is to achieve desired results but does not know how
to ensure that the work goes on according to plans . guide him by explaining
the process so that he is able to achieve the desired results
Worksheet -3
Controlling
Q no Marks
1 Controlling starts where …………………… ends 1
2 State any one feature of controlling……………. 1
3 What is the main motive behind controlling 1
4 State the two aspects of performance which are compared in controlling 3
5 The production manager of pearl exports informed his workers that if defective 3
production is 2%of total output ,it would be acceptable. Suggest,what action
must be taken if defective production is beyond acceptable limits
Controlling is considered to be blind without planning and planning is meaning 6

6 less without controlling
Worksheet -4
Controlling
Qno marks
1 Name the function of management which monitors actual performance of each 1
and every employee to accomplish organizational goals ……………………………..
2 State first two steps of controlling process 1
3 Why it is said controlling is continuous 1
4 A supervisor observes that during working hours some employees are busy 3
gossiping instead of working. In spite of instructions they did not start working.
Whenthe matter was brought to the notice of management the union
threatened to go on strike. In your view was the behavior of employees and the
union is justified.
5 On coming to know the negative deviations ,fines are imposed employees are 3
responsible for deviations which value is being violated in such situation
6 Explain how controlling helps in 6

1 accomplishing organizational goals 2 judging accuracy of standards
Worksheet -5
Controlling
Qno marks
1 Define controlling 1
2 What values does the manager establish through a proper measurement of 1

actual performance
3 Corrective action is a part of ……………………….. 1

4 State the steps of controlling process 3
5 Controlling is an indispensable function of management. give four reasons in 3

support of your answer
6 Explain the relationship between planning and controlling 6

Controlling Worksheet -1
Marking scheme
Q No marks
1 Controlling 1
2 Planning and controlling 1
3 Employees motivation is violated, safety and security of employees 1
4 Accomplishment of goals efficiently, judging accuracy of standards , making 3
efficient use of resources, ensuring order and discipline
5 Setting standards 3
Measurement of actual performance
Comparing of actual performance with standards
Analyzing deviations
Taking corrective actions
6 Relationship between planning and controlling 6

Controlling is blind without planning
Planning is meaningless without controlling whereascontrolling evaluates
whether decisions have been translated into desired actions
Planning gives an appropriate course of action for achieving objectives
Planning and controlling are both backward looking and forward looking
Worksheet -2
Marking scheme
Q No marks
1 Controlling 1
2 Planning 1
3 Increase in the morale of employees 1
Improving the quality of employees
4 Controlling is like a post mortem of past activities to find out deviations 3
5 To improve employees motivation 3
The values highlighted are
Motivation
Being fair and just
6 Process of controlling 6
Setting standards
Worksheet -3
Marking scheme
Q No marks
1 Planning 1
2 Controlling is continuous 1
3 To achieve objectives efficiently and effectively 1
4 Actual performance and standards 3
5 3
6 Controlling is blind without planning because it is the planning which sets 6
standards in advance , which act as basis for assessment and comparisons . if
there are no standards then there is nothing to control.
Controlling ensure that all plans are implemented as planned and if there are
any deviations then controlling initiates corrective actions
Worksheet -4
Marking scheme
Q No marks
1 Controlling 1
2 Setting standards , measuring actual performance 1
3 1
4 No, the behaviour of employees is not appropriate and the union is not 3
justified
Loyalty to the organization
Optimum utilization of resources
Respect for work and superior
Work ethics
5 Employees motivation is violated, safety and security of employees 3
Worksheet -5
Marking scheme
Q No marks
4 Process of controlling 1
Setting standards
5 Accomplishment of goals efficiently, 3
judging accuracy of standards ,
making efficient use of resources,
ensuring order and discipline
6 Relationship between planning and controlling 3
Controlling is blind without planning
Planning is meaningless without controlling whereas controlling evaluates
whether decisions have been translated into desired actions
Planning gives an appropriate course of action for achieving objectives
Planning and controlling are both backward looking and forward looking
FINANCIAL MANAGEMENT
CONCEPT, IMPORTANCE AND OBJECTIVES
WORKSHEET :1
Que.1 What is financial management ? 1
Que.2 What is the main objective of financial management? 1
Que.3 “lotus fools ltd.” Is a multi national company. Mr.Raghav is its finance 1
manager. He is making efforts to increase the market value of capital invested
by the equity shareholders. He had already read in 10+2 Business Studies text
books that it could be possible only when market price of share increases. And
the market price of the share could increase only when he takes optimum
investment decision, optimum financing decision and optimum dividend
decision.He did the same and achieve success.
Which objective of financial management has been referred to in the above

paragraph.
Que.4 Besides wealth maximisation , write any two other objectives of financial 3
management
Que.5 Explain any two importance of financial management. 3
PREPARED BY: NEERU,K.V. HAZRATPUR AGRA REGION

WORKSHEET 2
FINANCIAL DECISION AND CAPITAL STRUCTURE
Que.1 Name the decisions taken by the financial manager. 1
Que.2 A financial decision is taken to put capital of the company in different assets. What is 1
the decision called ?
Que.3 A decision is taken to raise money for long term capital needs of the business from 1
certain sources. What is this decision called ?
Que.4 A decision is taken to distribute a certain portion of the profit after tax among the 1
shareholders. What is this decision called ?
Que.5 List the factors affecting the capital structure of a company . 3
Que.6 What is meant by Investment Decision? Explain any two factors which affect 3
investment decision.
Que.7 What is meant by Financial planning ? Explain any two points which highlight its 3
importance.
PREPARED BY: NEERU ,K.V. HAZRATPUR(AGRA REGION)

WORKSHEET 3
FINANCIAL DECISIONS AND CAPITAL STRUCTURE
Que.1 Canara bank wants to open a new branch of his bank. What is this decision called ? 1
Que.2 A decision is taken to distribute certain part of profit to shareholders after paying 1
tax.What is this decision called ?
Que.3 Name two types of capital which are part of capital structure ? 1
Que.4 Which is considered the cheapest source of finance ? 1
Que.5 What is financial risk ? 1
Que.6 The market price of a company’s shares is linked to the three basic financial
decisions.Name these financial decisions. Explain any one of them. 3
Que.7 Give any two examples of owner’s fund. Explain any one of them. 3
PREPARED BY: NEERU, K.V. HAZRATPUR (AGRA REGION)

WORKSHEET 4
FIXED CAPITAL AND WORKING CAPITAL
Que.1 With which are working capital decisions concerned ? 1
Que.2 What are current assets ? 1
Que.3 Give any two examples of current assets ? 1
Que.4 What are current liabilities? 1
Que.5 Give any two examples of current liabilities. 1
Que.6 Give the concept of working capital. 1
Que.7 Explain any two factors affecting the requirement of working capital. 3
Que.8 Explain any two factors affecting the requirement of fixed capital. 3
PREPARED BY: NEERU K.V. HAZRATPUR (AGRA REGION)

Worksheet 5
Que.1 What is fixed capital ?
1
Que.2 What is working capital?
1
Que.3 How is working capital determined ?
1
Que.4 You are the finance manager of a newly established company. The directors
have asked you to determine the amount of fixed capital requirement of the
company.Explain any four factors that you will consider while determining
the Fixed Capital requirement of the company.
Que.4 Manish is engaged in the business of garment manufacturing. Generally he

sells his garments in Delhi. Identify the working capital requirement of
Manish giving reasons in support of your answer. Also explain the factors
affecting working capital. 3
PREPARED BY: NEERU, K.V. HAZRATPUR (AGRA REGION)

ANS KEY…. FINANCIAL MAMAGEMENT.
WORKSHEET:1
Ans.2 Wealth maximisation
Ans.3 Wealth maximisation
Ams.4 Safty of funds
To attain optimum capital structure
Effective utilisation of funds
Ans.5 The importance can be observed in the following activities:
Items in the profit and loss account
Debt Equity ratio.
WORKSHEET:2
Ans.1 Investment decision, financing decision and dividend decision
Ans.2 Investment decision.
Ans.3 Financing decision.
Ans.4 Dividend decision.
Ans.5 Financial leverage, Expected cash flow, Cost of equity, tax rate, cost of debt, Risk consideration
Ans.6 Cash flow of the project, Rate of return, Risks involved
Ans.7 Helps in coordination, Financial control, Preparation for future challenges.
WORKSHEET :3
Ans.1 Investment decision
Ans.2 Dividend decision
Ans.3 Debt and Equity
Ans.4 Debt
Ans.5 The risk of default on payment is known as financial risk.
Ans.6 Investment decision, financing decision and dividend decision
Ans.7 Equity share capital, preference share capital , reserves, retained earnings.
WORKSHEET:4
Ans.1 concerned with the decisions about the level of cash, inventory and receivables.
Ans.2 Those assets which can be converted into cash and cash equivalents within a period of one
year.
Ans.3 Cash in hand, cash at bank,bills receivables.
Ans.4 Those payment obligations which are due for payment within one year.
Ans.5 Bills payables, creditors.
Ans.6 Excess of current assets over current liabilities.
Ans.7 Size of operations, length of production cycle.
Ans.8 scale of operation , type of technology.
WORKSHEET: 5
Ans.2 Current assets – Current liabilities
Ans.3 Factors:
1) Nature of business
2) Volume of operations
3) Type of technology
4) Plan for growth and diversification
Ans.4 Requirement will be higher…
Factors:
1) Length of production cycle

2) Size of operation
3) Credit availed from vendors
4) Credit allowed to customers
WORKSHEET-1
FINANCIAL MARKET AND MONEY MARKET
Q.NO QUESTIONS MARKS

1 What is meant by Financial Markets? 1
Ans:
…………………………………………………………………………………………………………………
……………………..……………………………………………………………………………….
2 Give the meaning of Money Market. 1
Ans:……………………………………………………………………………………………………………
………………………………………………………
3 It is a market for short – term funds which deals in monetary assets 1
whose period of maturity is upto one year. Name it.
Ans: ………………………………………………………….
4 It is basically an instrument of short-term borrowings by the 1
Government of India maturing in less than one year. Name this money
market instrument.
Ans: ……………………………………………………………..
5 It is a short –term unsecured promissory note, negotiable and 1
transferable by endorsement and delivery within a fixed maturity period.
Name it.
Ans: ………………………………………………………………
6 It is used for inter-bank transactions. It is short-term finance repayable on 1
demand with a maturity period of one day to fifteen days. Which
instruments does it indicate?
Ans: ………………………………………………………………
7 Briefy explain the concept of” Commercial Bill”? 3
Ans: ………………………………………………………………..
……………………………………………………………………
…………………………………………………………………………………………………………………
…………………………
…………………………………………………………………………………………………………………
…………………………………………………………………………………………………….
8 “Financial Market plays an important role in the allocation of scarce 3
resources in an economy by performing various functions”. Explain any
three functions of financial market.
Ans:
…………………………………………………………………………………………………………………
…………………………………………………………………………………………………………………
…………………………………………………………………………………………………………………
………………
WORKSHEET-2
CAPITAL MARKETS AND ITS COMPONENTS
Q.NO QUESTIONS MARKS
1 What is meant by Capital Markets? 1
Ans:
……………………………………………………………………………………………………………………
…………………..……………………………………………………………………………….
………………………………………………………………………
2 List any two characteristics of secondary market. 1
Ans: ………………………………………………………………..
………………………………………………………………………
………………………………………………………………………
3 Distinguish between ‘Primary Market’ and ‘Secondary Market’ on the basis 4
of:
BASIS PRIMARY MARKET SECONDARY MARKET
1. Sale of Securities
2.Capital Formation
3. Determination of
price
4. Location
4 Explain following methods of floatation of new issue in the ‘Primary 4

Market’.
Ans: 1. Offer for Sale-………………………………………………
……………………………………………………………………..
………………………………………………………………………
……………………………………………………………………….
2. Private Placement-
………………………………………………………………………
………………………………………………………………………
………………………………………………………………………
3. Right issue-
………………………………………………………………………
………………………………………………………………………...
………………………………………………………………………..
4. e-IPOs-………………………………………………………………………
………………………………………………………………………
………………………………………………………………………
……………………………………………………………………….
5 5
Distinguish between ‘Capital Market’ and ‘Money Market’ on the basis of:
BASIS CAPITAL MARKET MONEY
MARKET
1.Participants
2.Instruments traded
4. Expected return
5.Safety
WORKSHEET 3
SECURITIES AND EXCHANGE BOARD OF INDIA AND STOCK EXCHANGE OF INDIA
Q.N QUESTIONS MARKS

O
1 It is an institution which provides a platform for buying and selling of existing securities. 1
Mention it.
Ans: …………………………………………………………………..
2 Stock Exchange gives investors the chance to disinvest and reinvest. Which function of 1
stock exchange is highlighted here?
Ans: …………………………………………………………………..
………………………………………………………………………
3 ‘All securities can be traded in the stock exchange.’ Do you agree? 1
Ans: ……………………………………………………………………
…………………………………………………………………………..
4 Give the full form of BOLT. 1
Ans: ……………………………………………………………………..
5 State one developmental function of SEBI. 1
Ans: ……………………………………………………………………..
6 State one protective function of SEBI. 1
Ans: ……………………………………………………………………
7 Explain any regulatory functions of SEBI. 3
Ans :i………………………………………………………………………………………………
.
………………………………………………………………………………………………
ii………………………………………………………………………………………….
……………………………………………………………………………………………
iii………………………………………………………………………………………….
…………………………………………………………………………………………….
……………………………………………………………………………………………..
……………………………………………………………………………………
8 Few years back, people were not in the habit of saving .Its main reason was lack of good 1+2+1
opportunity for investment. Lack of saving and investment habit of the people had direct
affect on the economic development of the country. As a result, pace of economic
development of the country remained quite slow. When the country was grapping with
the problem, a kind of market emerged that helped in establishing industries and at the
same time made good opportunities for investment available. With the setting up of such
a market, people acquired habit of affecting saving . These savings were invested
.Gradually economic development proceeded ahead. It is a kind of market that can be
called as barometer of a country’s economic development. It has its own rules and bye-
laws which help in its operations and also in safeguarding the interests of the investors.
Moreover, it has to comply with the guidance issued by SEBI. The market operates under
the supervision of a management committee.
i) Identify the market mentioned in the above paragraph.
………………………………………………………………………………………….
ii) Explain two characteristics of the market as identified vide point(i) above
………………………………………………………………………………………..
………………………………………………………………………………………………..
iii) Identify any two values that this market provides to the society.
……………………………………………………………………..
……………………………………………………………………..
9 ‘In today’s commercial world, the Stock Exchange performs many vital functions which 5
leads the investors towards positive environment.’ Explain how by giving any five reasons.
Ans:…i………………………………………………………………………………
………………………………………………………………………………………
…ii……………………………………………………………………………………
………………………………………………………………………………………
…iii……………………………………………………………………………………
…………………………………………………………………………………………
…iv……………………………………………………………………………………
…………………………………………………………………………………………
…v……………………………………………………………………………………
WORKSHEET 4
TRADING AND SETTLEMENT PROCEDURE
Q.NO QUESTIONS
MARKS
1 What does dematerialization of securities refer to? 1
Ans:
…………………………………………………………………………..
……………………………………………………………………………
2 Explain the concept of depository. 1
Ans: ………..…………………………………………………………………………….
3 Name and explain two types of depositories in India? 3

1………………………………………………………………….
2………………………………………………………………….
4 Explain the advantages of electronic trading system or screen- based trading? 4

Ans: ……………………………………………………………………
…………………………………………………………………………
…………………………………………………………………………
…………………………………………………………………………..
………………………………………………………………………….
………………………………………………………………………….
………………………………………………………………………….
5 Explain the trading procedure of securities in the stock exchange? 5
Ans:…………………………………………………………………..
………………………………………………………………………
…………………………………………………………………………..
………………………………………………………………………..
………………………………………………………………………….
………………………………………………………………………………….
………………………………………………………………………….
MARKING KEY1
FINANCIAL MARKET AND MONEY MARKET
Q.NO ANSWERS MARKS
1 It is a market for the creation and exchange of financial assets. 1
2 It is for short term funds which deals in monetary assets with a maturity 1
period are upto one year.
3 Money Market 1
4 Treasury Bill. 1
5 Commercial paper 1
6 Call Money 1
7 It is a bill of exchange used to finance the working capital requirement of 3
business firms.
8 1. Facilitating Price Discovery 3
2. Providing liquidity to financial Assets
3. Reducing the cost of transactions
MARKING KEY 2
CAPITAL MARKETS AND ITS COMPONENTS
Q.NO ANSWERS MARKS

1 It is for long term funds which deal in monetary assets with a 1
maturity period of more than one year.
2 i) It creates liquidity 1
ii) It has a particulars place
3 BASIS PRIMARY MARKET SECONDARY MARKET

1. Sale of Securities New issues of Trading of existing 4
securities shares only.
2.Capital Formation Directly promote Indirectly capital
capital formation formation
3. Determination of Decided by the mgnt. Determined by
price of the company demand and supply
for the security.
4. Location No fixed Located at specified
geographical places.
location.
1. Offer for Sale-… Sale of securities through intermediaries 4
4 2. Private Placement- Allotment of securities to institutional investors’
3.Right issue-privilege to existing shareholders to subscribe new issue.
4. e-IPOs- Issue of shares through online system of stock exchange.
5 CAPITAL MARKET MONEY MARKET 5
1.Participants Institutions and Institutions
individual
2.Instruments traded Shares, bonds, CP,CD,T-Bill
debentures
3. Duration of Long term Short term
securities traded
4. Expected return More less
5.Safety Less more
MARKING KEY 3
SECURITIES AND EXCHANGE BOARD OF INDIA AND STOCK EXCHANGE OF INDIA
Q.N ANSWERS MAR
O KS
1 Stock Exchange 1
2 Providing liquidity and marketing to existing securities 1
3 No, Because securities of only those companies can be traded in the stock 1
exchange, which have completed its listing requirements.
4 Bombay online system is known as BOLT. 1
5 Training of intermediaries of the securities market. . 1
6 Undertaking steps for investor protection 1
7 1 Registration of brokers and sub- brokers and other players in the market. 5
2 Registration of collective investment schemes and mutual funds
3 Regulation of takeover bids by companies.
8 i) Share market/Stock exchange 1+2
ii) Characteristics: +1
a) Organised market
b) Necessary to obey the rules and bye-laws
c) VALUES
i) Saving habits
ii) Economic development
9 i) pricing of securities iv) contribution to economic growth 5
ii) safety of transaction v) providing scope for speculation
iii) spreading of equity cult
WORKSHEET 4
TRADING AND SETTLEMENT PROCEDURE
Q.NO ANSWERS MARKS
1 Process of cancelling the physical form of securities and converting 1
them into electronic form.
2 A depository is a service organisation which holds securities in 1
electronic form on behalf of the investors.
3 NSDL-National Securities Depositories Limited 3
and CDSL- Central Depository Services Limited
4 Advantages: 5
1. Ensures transparency
2. Increases efficiency
3. Increases efficiency of operation
4. Improving the liquidity of the market
5. Provide single trading platform.
5 Procedure: 5
1. Selection of Broker
2. Opening Demat Account with Depository
3. Placing the order
4. Executing the Order
5. Settlement
CLASS XIIBUSINESS STUDIES
MARKETING MANAGEMENT – SELLING AND MARKETING CONCEPT
WORKSHEET– 1
S.N. Marks
Q.1. Why is marketing called a social process? 1
Ans. ------------------------------------------------------------------------------------------------
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Q.2 Distinguish between ‘Selling Concept’ and ‘Marketing Concept’ of marketing 1
management philosophies on the basis of ‘main focus’.
Ans. ------------------------------------------------------------------------------------------------
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Q.3 Before buying a thing a customer analyse its cost and the satisfaction that he is 1
to get from it. He will buy the thing only when he feels that its satisfaction will
be more than its cost. Seller is to make the thing while keeping in mind this
tendency of the buyer. A seller , who does not pay heed to the importance that
the buyer gives to the product, certainly lags behind in competition.Which
feature of marketing has been highlighted in the above paragraph?
Ans. ------------------------------------------------------------------------------------------------
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----
Q.4 ‘Bending the customer according to the product’ and ‘developing the product 5
according to customer-needs’ are the two important concepts of marketing
management.
Identify the concepts and differentiate between the two.
Ans. ------------------------------------------------------------------------------------------------
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CLASS XIIBUSINESS STUDIES
MARKETING MANAGEMENT – MARKETING FUNCTIONS
WORKSHEET– 2
Q.1 Explain the following two functions of marketing: 3
(i) Product designing and development
(ii) Marketing Planning
Ans -------------------------------------------------------------------------------------------------
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Q.2 Explain the following functions of Marketing: 3
(i) Gathering and analyzing market information
(ii) Customer support services
(iii) Physical distribution
Ans -------------------------------------------------------------------------------------------------
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Q.3 Radhika was a student of Business Studies of class XII. Her father was a farmer 3
who grew different varieties of rice and was well versed about various aspects of
rice cultivation . He was also selected by the government for a pilot- project on
rice cultivation. As a project work in Business Studies she decided to study the
feasibility of marketing good quality rice at a reasonable price.Her father
suggested her to use internet to gather customer’s view and opinions. She found
that there was a huge demand for packaged organic rice. She knew that there
were no pre-determined specifications in case of rice because of which it would
be difficult to achieve uniformity in the output.To differentiate the product from
its competitors, she gave it the name of ‘Malabari Organic Rice’ and classified it
into three different varieties namely—Popula,Classic and Supreme, based on the
quality. She felt that these names would help her in product differentiation.
Explain the three functions of marketing, with reference to the above paragraph.
Functions of marketing:
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MARKETING MANAGEMENT – PHILOSOPHIES AND MARKETING MIX
WORKSHEET– 3
S.N Mar
. ks
Q.1 It is the belief of ‘Suvidha Grments Pvt. Ltd.’ That is the quality of 1
goods/services is good then the customers can easily be attracted. The basis of
this thinking is that the customers get attracted towards the product of good
quality. On the basis of this thinking the company directs its marketing efforts
towards improving the quality of its product.
Identify the marketing philosophy as mentioned in para.
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Q.2 What is meant by ‘Product Concept’ of marketing? 3
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Q.4 What is meant by ‘Selling Concept’ of marketing? 3
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Q.5 Nisha a school bag manufacturer decided to improve the product for profit 3
maximization and thus added a water bottle holder to the existing design.
(i) Identify the marketing management philosophy adopted by Nisha and
(ii) Explain this philosophy on the basis of
(a) Main focus
(b) Means and Ends
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PRODUCT-CONCEPT, BRANDING, LABELLING AND PACKAGING
WORKSHEET– 4
S.N. Marks
Q.1 State any three features of a good brand name. 3
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Q.2 Good living Ltd. Manufactures mosquito repellent tablets. These tablets are 1
packed in strips of 12 tablets each. Each of these strips are packed in a cardboard
box, 48 such boxes are then placed in a big corrugated box and delivered to
various retailers foe sale. State the purpose of packaging the tablets in a
corrugated box.
Ans -------------------------------------------------------------------------------------------------
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Q.3 ‘Though branding adds to the cost, it provides several advantages to the 3
consumers.’ In the light of the statement, state any three advantages of branding
to customers.
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Q.4 Crackers Ltd., a free cracker manufacturing company launched some new 3
products on eve of Diwali which attracted many buyers. To meet the increased
demand, the company employed children from nearby villages. Although the
product was in great demand, appropriate safety warnings for use were not
mentioned on the packets that, led to many accidents.
(a) Identify and explain the important product related decision that was not taken
into consideration by the company.
(b) Also, identify any two values which were violated by the company.
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Q.5 Explain the various levels of packaging. 3
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Q.6 What is meant by packaging? State any four functions of packaging. 5

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PRICE---CONCEPT, FACTORS DETERMINING PRICE
WORKSHEET– 5
S.N. Marks
Q1. Explain ‘Price’ as an element of marketing mix . Also explain any four 5
factors that affect the fixation of price of a product.
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MARKETING MANAGEMENT – PHYSICAL DISTRIBUTION
WORKSHEET – 6
Q.1 ‘Choice of an appropriate channel of distribution is a very important 6
marketing decision which depends upon on various factors.’
Explain any four such factors.
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Q.2 Physical distribution includes some components for physically moving the 6
goods from manufacturers to the customer. Explain these components.
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Q.3 Ajay was appointed as marketing head of ‘Alfa Enterprise’ manufacturers of 4
toothbrushes. His target sale was 2000 units a month. Apart from thinking
about various channels of distribution to achieve the target he himself started
visiting schools in backward areas. He found that even after taking various
steps and counseling, some school children had not started brushing their
teeth. He investigated and found that they could not afford to buy toothbrush
and toothpaste.So with due permission he started donating 200 toothbrushes
and toothpaste evry month to the school.
(i) Identify the channel of distribution ‘Ajay’ would adopt for distribution of
toothpaste and toothbrushes and justify it by giving one reason.
(ii) State any two values which Ajay wants to communicate to the society.
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Q.5 “Every time I travelled, people asked me to bring them chips, khakra and 4
pickles from all over the country,” says Anoushka. Finally, she and her
colleague, Sumeet, decided to make a business out of it. They launched a
facebook page, asked people what they wanted, and they came up with a list
of about 100 places and tied up with two dozen vendors to begin with. They
were servicing people from Jaipur who wanted spices from Kerala, people
from Panipat who wanted halwa from Jammu and people from Delhi who
ordered for fresh tea leaves from Darjeeling. Through their business they
wished to bridge the gap between sellers and buyers. The business is now
worth millions.
Explain any two important activities that Anoushka and Sumeet will have to
be involved in for making the goods available to the customers at the right
place, in the right quantity and at the right time.
Ans. Activities/ Components of Physical Distribution: (Any two)
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MARKETING MANAGEMENT – PROMOTION MIX
WORKSHEET–7
Q.1 ‘Various tools of promotion are used by the marketer to promote their products’ 1
Name and explain any one most commonly used sales promotion tool of
promotion by the marketer.
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Q.2 Why it is said that ‘Advertising confuses rather than help’? 1
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Q.3 What is meant by promotion mix? 1
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Q.4 ‘100 grams of extra material in a pack of one kg’ is an example of one of the 3
technique of Promotion Mix.
Name the technique and explain any two other techniques of promotion mix.
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Q.5 Mr. Ramaya is a sales manager in a multi product company. The main products 5
of the company are cars, Washing Powder, Readymade Garments and Noodles.
The sales manager has four alternatives for sales promotion, e.g., selling the
product at 40% discount, selling at 0% interest through instalments, giving
packets of sauce with the product and distributing samples. He is not able to
understand as to what alternate should be offered with which product.
(i) Make combinations of alternatives of sales promotion.
(ii) Name the method of sales promotion with different combinations.
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Time: 30 Minutes WORKSHEET – 8 Marks :

12
Q.1 Expalin the role of ‘Advertisisng’ in marketing management. 6
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Q.2 ‘Through advertising is one of the most frequently used media of promotion of 6
goods and services, yet it attract lot of objections.’ Explain any four such
objections.
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Time : 30 Minutes WORKSHEET – 9 Marks : 12
Q.1 Explain the method of sales promotion in the following cases; 6

(i) A mobile company offers a discount of Rs.1,000 to clear off excess
inventory.
(ii) A customer gets Rs.5 off on return of an empty wrapper while making a
new purchase of the same product.
(iii) A company offers a pack of ½ kg. of sugar with the purchase of a 5 kg.
bag of wheat flour.
(iv) A company offers 40% of extra shaving cream in a pack of 500 gms.
(v) Scratch a card and get a gold coin with the purchase of a cold drinks.
(vi) Purchase goods worth Rs.50,000 and get a holiday package worth
Rs.10,000 free
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Q.2 “Expenditure on advertisement is a social waste.” Do you agree? Discuss. 6
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08
Q.1 Radha found a worm crawling out of newly opened tetra pack of a juice 3
manufactured by a company, Zest Ltd. She went back to the shopkeeper from
whom the pack was purchased who directed her to call up the customer care
centre. When all her efforts failed, she went to a consumer activist group to seek
help. The group decided to help Radha and take measures to impose restrictions
on the sale of the firm’s products of the particular batch and urge customers to
refrain from buying the products of the company. Zest Ltd. Lost its image in the
market. The CEO gives the responsibility of bringing back the lost image of the
company to a manager.
(i) Identify the concept of marketing management which will help the manager
getting the firm out of the above crisis.
(ii) Also explain the role of the above identified concept by stating any two
points.
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Q.2 Explain the concept of personal selling and any four qualities of a good 5
salesman.
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Time : 30 Minutes WORKSHEET – 11 Marks :

12
Q.1 ‘Various tools of communication are used by the marketers to promote their 6
products.’ Answer the following questions:
(a) Why do companies use all tools at the same time.
(b) Name and explain the most commonly used non-personal tool of
promotion which is paid for by the marketer.
(c) Which tool of promotion will primarily be used for the following:
(i) To promote or protect a company’s image or its individual products.
(ii) An existing product meant for mass usage by literate people,
(iii) To introduce a new product to a particular class of people through
door to door visits.
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Q.2 Explain the role of ‘Public Relations’ in marketing management. 6
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08
Q.1 Explain briefly any six technique of sales promotion. 6

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Q.2 ‘Introducing a scheme of 50%+40% less by the KOUTONS’ is the example of 1
which sales promotion technique?
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Q.3 Names the sales promotion technique in which ‘Scratch Cards’ are used? 1
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Prepared by:
CHANDRA MOHAN SINGH (PGT COMMERCE KV PITHORAGARH)
MARKETING MANAGEMENT – SELLING AND MARKETING CONCEPT

WORKSHEET - 1
S.N. Mar
ks
Q.1. Why is marketing called a social process? 1
Ans. As it involves interaction of people.
Q.2 Distinguish between ‘Selling Concept’ and ‘Marketing Concept’ of marketing 1
management philosophies on the basis of ‘main focus’.
Ans. Main focus of selling concept is on the attracting consumers while main focus of
marketing concept is on consumer satisfaction.
Q.3 Before buying a thing a customer analyse its cost and the satisfaction that he is to 1
get from it. He will buy the thing only when he feels that its satisfaction will be
more than its cost. Seller is to make the thing while keeping in mind this tendency
of the buyer. A seller , who does not pay heed to the importance that the buyer
gives to the product, certainly lags behind in competition. Which feature of
marketing has been highlighted in the above paragraph?
Ans. Customer value.
Q.4 ‘Bending the customer according to the product’ and ‘developing the product 5
according to customer-needs’ are the two important concepts of marketing
management.
Identify the concepts and differentiate between the two.
Ans. (i) ‘Bending the customer according to the product.’- This statement is related
with selling concept.
(ii) ‘Developing the product according to customer needs.’- This statement is
related with marketing concept.
Following are the main differences:
1.Starting Point
2. Main focus
3. Means
4. Ends
WORKSHEET - 2
Q.1 Explain the following two functions of marketing: 3

(i) Product designing and development
(ii) Marketing Planning
Ans. Explain the functions
Q.2 Explain the following functions of Marketing: 3
(i) Gathering and analyzing market information
(ii) Customer support services
(iii) Physical distribution
Ans. Explain the functions
Q.3 Radhika was a student of Business Studies of class XII. Her father was a 3
farmer who grew different varieties of rice and was well versed about
various aspects of rice cultivation . He was also selected by the
government for a pilot- project on rice cultivation. As a project work in
Business Studies she decided to study the feasibility of marketing good
quality rice at a reasonable price.Her father suggested her to use internet
to gather customer’s view and opinions. She found that there was a huge
demand for packaged organic rice. She knew that there were no pre-
determined specifications in case of rice because of which it would be
difficult to achieve uniformity in the output.To differentiate the product
from its competitors, she gave it the name of ‘Malabari Organic Rice’
and classified it into three different varieties namely—Popula,Classic
and Supreme, based on the quality. She felt that these names would help
her in product differentiation.
Explain the three functions of marketing, with reference to the above
paragraph.
Ans. Functions of marketing:
(i) Gathering and analyzing market information.
(ii) Standardisation and Grading
(iii) Branding
WORKSHEET - 3
S.N. Marks
Q.1 It is the belief of ‘Suvidha Grments Pvt. Ltd.’ That is the quality of 1
goods/services is good then the customers can easily be attracted. The
basis of this thinking is that the customers get attracted towards the
product of good quality. On the basis of this thinking the company
directs its marketing efforts towards improving the quality of its product.
Identify the marketing philosophy as mentioned in para.
Ans. Product marketing philosophy
Q.2 What is meant by ‘Product Concept’ of marketing? 3
Ans. Those companies who believe in this philosophy are of the opinion that
if the quality of goods or services is of good standard, the customer can
be easily attracted. The basis of this thinking is that the customers get
attracted towards the products of good quality. On the basis of this
philosophy or idea these companies direct their marketing efforts to
increasing the quality of their product.
Q3. What is meant by ‘Production concept’ of marketing? 3
Ans. Those companies who believe this philosophy think that if
goods/services are cheap and they can be made available at many places,
there cannot be any problem regarding sale. Keeping in mind the same
philosophy these companies put in all their marketing effort in reducing
the cost of production and strengthening their distribution system.
Q.4 What is meant by ‘Selling Concept’ of marketing? 3
Ans. Those companies who believe in this concept think that leaving alone the
customers will not help. Instead there is a need to attract the customers
towards them. They think that goods are not bought but they have to be
sold. The basis of this thinking is that the customers can be attracted.
Keeping in view this concept these companies concentrate their
marketing efforts towards educating and attracting the customers. In
order to achieve it, they resort to advertising, personal selling, sales
promotion etc.
Q.5 Nisha a school bag manufacturer decided to improve the product for 3
profit maximization and thus added a water bottle holder to the existing
design.
(i) Identify the marketing management philosophy adopted by Nisha and
(ii) Explain this philosophy on the basis of
(a) Main focus
Ans. (b) Means and Ends
(i) It is product philosophy.
(ii) (a) Main focus: Quantity of product.
(b) Means: Product improvement
Ends: Profit through providing better quality products.
WORKSHEET - 4
S.N. Marks
Q.1 State any three features of a good brand name. 1
Ans. A good brand name should contain the following characteristics:
(i) Simple and Short: A brand name should be simple and short so that
there is no complication or oddity related to its name. For example, the
brand names like LUX,BATA etc.
Q.2 Good living Ltd. Manufactures mosquito repellent tablets. These tablets 1
are packed in strips of 12 tablets each. Each of these strips are packed in a
cardboard box, 48 such boxes are then placed in a big corrugated box and
delivered to various retailers foe sale. State the purpose of packaging the
tablets in a corrugated box.
Ans. The packaging of tablets in a corrugated box is necessary for the purpose
of storage, identification and transportation.
Q.3 ‘Though branding adds to the cost, it provides several advantages to the 3
consumers.’ In the light of the statement, state any three advantages of
branding to customers.
Ans. (i) Shopping consumers lesser time as branded products can be easily
identified.
(ii) The quality of branded product undoubtedly is better.
(iii) Prices of branded products are fixed by the companies themselves and
there are no frequent changes.
Q.4 Crackers Ltd., a free cracker manufacturing company launched some new 3
products on eve of Diwali which attracted many buyers. To meet the
increased demand, the company employed children from nearby villages.
Although the product was in great demand, appropriate safety warnings
for use were not mentioned on the packets that, led to many accidents.
(a) Identify and explain the important product related decision that was not
taken into consideration by the company.
(b) Also, identify any two values which were violated by the company.
Ans. (a) The important product related decision that was not taken into
consideration by the company is labeling.
(b) Values violated by the company are the following:
(i) Concern for safety of human being.
(ii) Respect for law.
Q.5 Explain the various levels of packaging. 3
Ans. Levels of packaging: There are three levels of packaging:-
(i) Primary packaging: It refers to that container which is very close to the
product. In some cases, it is kept throughout the entire life of the product,
such as shaving cream, match box, etc.
(ii) Secondary packaging: It refers to that container which is used for extra
care of the product till the product is come into use, such as, card board
box of shaving cream tube.
(iii) Transportation Packaging: It refers to that packaging which is
necessary to use for transportation,identification and storage.
Q.6 What is meant by packaging? State any four functions of packaging. 5

Ans. Meaning: It refers to the group of those activities which are related with
the designing and production of the containers in which the products are
packed.
Fuctions of packaging:
1. Product Identification
2. Product protection
3. Convenience
4. Product promotion
WORKSHEET - 5
Q1. Explain ‘Price’ as an element of marketing mix . Also explain any four 5
factors that affect the fixation of price of a product.
Ans. Meaning: It refers to all those decisions which are concerned with the
price fixation of any product or service.
Factors to be kept in mind before pricing:
(i) Cost of production:
(ii) Demand for product
(iii) Price of competitive firms
(iv) Purchasing power of customers
(v) Government and legal regulation
(vi) Pricing objective
WORKSHEET – 6
Q.1 ‘Choice of an appropriate channel of distribution is a very important 6

marketing decision which depends upon on various factors.’
Explain any four such factors.
Ans. A manufacturer shpuld keep into consideration the following factors while
selecting a channel of distribution.
(i) Consideration Related to Product
(a) Unit value of the product
(b) Perishability
(ii) Consideration related to market
(a) Number of buyers
(b) Types of buyers
(iii) Consideration related to manufacturer/Company
(a) Desire to control the channel of distribution
(b) Financial strength
(iv) Consideration related to government
Q.2 Physical distribution includes some components for physically moving the 6
goods from manufacturers to the customer. Explain these components.
Ans. In physical distribution of products four activities are included and
decisions related to these activities are taken. These four activities are as
follows:
(i) Transportation
(ii) Inventory
(iii) Warehousing
(iv) Order processing
Q.3 Ajay was appointed as marketing head of ‘Alfa Enterprise’ manufacturers 4
of toothbrushes. His target sale was 2000 units a month. Apart from
thinking about various channels of distribution to achieve the target he
himself started visiting schools in backward areas. He found that even after
taking various steps and counseling, some school children had not started
brushing their teeth. He investigated and found that they could not afford
to buy toothbrush and toothpaste.So with due permission he started
donating 200 toothbrushes and toothpaste evry month to the school.
(i) Identify the channel of distribution ‘Ajay’ would adopt for distribution
of toothpaste and toothbrushes and justify it by giving one reason.
(ii) State any two values which Ajay wants to communicate to the society.
Ans. (i) Ajay would adopt ‘Direct Channel of Distribution’. Because he is
distributing goods as charity.
(ii) Concern for the underprivileged.
Sensitivity towards health.
Q.5 “Every time I travelled, people asked me to bring them chips, khakra and 4
pickles from all over the country,” says Anoushka. Finally, she and her
colleague, Sumeet, decided to make a business out of it. They launched a
facebook page, asked people what they wanted, and they came up with a
list of about 100 places and tied up with two dozen vendors to begin with.
They were servicing people from Jaipur who wanted spices from Kerala,
people from Panipat who wanted halwa from Jammu and people from
Delhi who ordered for fresh tea leaves from Darjeeling. Through their
business they wished to bridge the gap between sellers and buyers. The
business is now worth millions.
Explain any two important activities that Anoushka and Sumeet will have
to be involved in for making the goods available to the customers at the
right place, in the right quantity and at the right time.
Ans. Activities/ Components of Physical Distribution: (Any two)
1. Order processing- A good physical distribution system should provide
for an accurate and speedy processing of orders, in the absence of which
goods would reach the customers late or in wrong quantity or
specifications.
2. Transportation- It is the means of carrying the goods and raw materials
from the point of production to the point of sale. It is important because
unless the goods are physically made available, the sale cannot be
completed.
3. Warehousing- It refers to the act of storing and assorting products in
order to create time utility in them.
4. Inventory Control- Higher the level of inventory, higher will be the level
of service to customers but the cost of carrying the inventory will also be
high because lot of capital would be tied up in the stock. Thus, a balance is
to be maintained in respect of the cost and customer satisfaction.
WORKSHEET – 7
Q.1 ‘Various tools of promotion are used by the marketer to promote their 1
products’ Name and explain any one most commonly used sales promotion
tool of promotion by the marketer.
Ans. Product Combination: Under this method, alongwith the main product
some other product is offered to the customer as a gift.
Q.2 Why it is said that ‘Advertising confuses rather than help’? 1
Ans. Because, many a time distorted version of reality is shown in the
advertising.
Q.3 What is meant by promotion mix? 1
Ans. It refers to the combination of promotional tools used by the business to
inform and persuade customers about the products.
Q.4 ‘100 grams of extra material in a pack of one kg’ is an example of one of 3
the technique of Promotion Mix.
Name the technique and explain any two other techniques of promotion
Ans. mix.
Quantity gift
Two other techniques are:-
(i) Rebate
(ii) Discount.
Q.5 Mr. Ramaya is a sales manager in a multi product company. The main 5
products of the company are cars, Washing Powder, Readymade Garments
and Noodles. The sales manager has four alternatives for sales promotion,
e.g., selling the product at 40% discount, selling at 0% interest through
instalments, giving packets of sauce with the product and distributing
samples. He is not able to understand as to what alternate should be offered
with which product.
(i) Make combinations of alternatives of sales promotion.
(ii) Name the method of sales promotion with different combinations.
Ans. S.n Product Sales promotion Name of method
alternative
1 Cars Selling the product Full Finance@0%
at 0% interest
recovering price in
instalments.
2. Washing Powder Distributing samples Samples
3. Readymade Garments Selling the product Discount
at 40% discount
4. Noodles Distributing packets Product
of sauce with the combination
product
WORKSHEET – 8
Q.1 Expalin the role of ‘Advertisisng’ in marketing management. 6

Ans. (A) Importance to manufacturers:
(i) Enhancing Customers’ satisfaction and confidence
(ii) Helpful to increase the demand of existing products
(iii) Helpful in facing competition
(B) Importance to society:
(i) Helpful to generate more employment
(ii) Helpful to improve the standard of living
(iii) Helpful in surviving of communication media
Q.2 ‘Through advertising is one of the most frequently used media of 6
promotion of goods and services, yet it attract lot of objections.’ Explain
any four such objections.
Ans. (i) Adds to costs
(ii) Undermines social values
(iii) Confuses the buyers
(iv) Encourage sale of inferior products
WORKSHEET – 9
Q.1 Explain the method of sales promotion in the following cases; 6

(i) A mobile company offers a discount of Rs.1,000 to clear off excess
inventory.
(ii) A customer gets Rs.5 off on return of an empty wrapper while making
a new purchase of the same product.
(iii) A company offers a pack of ½ kg. of sugar with the purchase of a 5
kg. bag of wheat flour.
(iv) A company offers 40% of extra shaving cream in a pack of 500 gms.
(v) Scratch a card and get a gold coin with the purchase of a cold drinks.
(vi) Purchase goods worth Rs.50,000 and get a holiday package worth
Rs.10,000 free
Ans. (i) Rebate
(ii) Refund
(iii) Product combination
(iv) Quantity gift
(v) Instant draw and assigned gift
(vi) Lucky draw.
Q.2 “Expenditure on advertisement is a social waste.” Do you agree? Discuss. 6
Ans. No, I do not agree with this statement as it plays an important role for
various parties. The role of advertisement becomes clear through the
following points:
(A) Importance to Manufacturer:
(B) Importance to society:
(c) Importance to consumers:
(i) Reduction in prices
(ii) Knowledge of various products
WORKSHEET – 10
Q.1 Radha found a worm crawling out of newly opened tetra pack of a juice 3
manufactured by a company, Zest Ltd. She went back to the shopkeeper
from whom the pack was purchased who directed her to call up the
customer care centre. When all her efforts failed, she went to a consumer
activist group to seek help. The group decided to help Radha and take
measures to impose restrictions on the sale of the firm’s products of the
particular batch and urge customers to refrain from buying the products of
the company. Zest Ltd. Lost its image in the market. The CEO gives the
responsibility of bringing back the lost image of the company to a
manager.
(i) Identify the concept of marketing management which will help the
manager getting the firm out of the above crisis.
(ii) Also explain the role of the above identified concept by stating any two
Ans. points.
(i) Public Relation
(ii) Role of public relations
1. More Credible
2. Economical Medium
Q.2 Explain the concept of personal selling and any four qualities of a good 5
salesman.
Meaning of personal selling: It refers contracting prospective buyers of
product personally.
Qualities of a good salesman: A good salesman should posses the
following qualities:
(i) Physical qualities
(ii) Psychological qualities
(iii) Technical quality
(iv) Good communication skill
WORKSHEET – 11
Q.1 ‘Various tools of communication are used by the marketers to promote 6

their products.’ Answer the following questions:
(a) Why do companies use all tools at the same time.
(b) Name and explain the most commonly used non-personal tool of
promotion which is paid for by the marketer.
(c) Which tool of promotion will primarily be used for the following:
(i) To promote or protect a company’s image or its individual products.
(ii) An existing product meant for mass usage by literate people,
(iii) To introduce a new product to a particular class of people through
door to door visits.
Ans. (a) The companies use all tools at the same time because of the nature of
market, nature of product , promotion budget and objectives of promotion
being different at different times.
(b) The most commonly used non-personal tool of promotion which is
paid for by the marketer is advertising.
(c) The tools of promotion used are:
(i) Public relations
(ii) Advertisements
(iii) Personal Selling
Q.2 Explain the role of ‘Public Relations’ in marketing management.
Ans. Role of Public Relation:
(i) More Credible
(ii) Economical medium
(iii) Image building
(iv) Boosting slaes
(v) End of Obstruction
(vi) Easy to attract the public
WORKSHEET – 12
Q.1 Explain briefly any six technique of sales promotion. 6

Ans. Following are the some of the major activities in respect of sales
promotion:
(i) Rebate
(ii) Discount
(iii) Refunds
(iv) Product combination
(v) Quantity gift
(vi) Instant draw and assigned gift
Q.2 ‘Introducing a scheme of 50%+40% less by the KOUTONS’ is the 1
example of which sales promotion technique?
Ans. Discount
Q.3 Names the sales promotion technique in which ‘Scratch Cards’ are used? 1
Ans. Instant draw and assigned gift.
Consumer Protection Act.Work sheet -1

1 Mr. Deepak purchased a new Motor bike for ₨. 80,000 and his friend Mr S 1
purchased a new motor car for ₨. 22, 00,000. After a few days it was found that
Motorbike and car, both were defective. They were thinking to whom they should
complain about it.
You suggest to both them solution to their problem.
2 State the remedies available to a Consumer under the Consumer Protection Act 3
1986.
3 Mr. Soni a consumer purchased medicines without the noticing the date of expiry. 3
He also did not obtain the cash memo. Do you think he will be able to protect
himself by the loss caused due to expired medicine? Give reason in support of your
answer.
4 Explain the consumer protection? 3
Time -40 minutes Consumer Protection Act.Work sheet -2 Marks -10

1 Give any two remedies available to consumer under the Consumer Protection Act 1
1986.
2 Manisha purchased new motor car for ₨. 15, 00,000. Immediately after the 4
purchase she notices, some defect in its engine. Soon they contacted the dealer. But
the dealer paid no need to her complaint. Then she filed her complaint with the
District Forum. She was not satisfied with the decision of the District Forum. She
filed an appeal against the district forum in the State Commission. She was not
satisfied even with the decision of State Commission. Now she challenged the
decision of State commission before National Commission. Manisha was not
satisfied with the decision of the National commission also.
Tell whether Manisha can file appeal in the Supreme Court. Clarify your answer.
3 Give any five points; explain the importance of Consumer Protection Act 1986 in 5
India.

1 National Commission redresses the grievance of what amount? 1
2 Write at least two aspect of consumer protection. 2
3 Explain in brief any four rights of consumers as provided under the Consumer 3
Protection Act 1986
4 Government always endeavours to protect the interest of the customers. That is why 4
government has passed various legislations from time to time. Some years ago an
Act was passed. It protects the consumers against defective goods, deficient service,
and unfair trade practice and consumers exploitations. Similarly, measures have
been taken to protect the consumers against the losses suffered by them due to such
anti-social activities as profiteering, hoardings, black-marketing etc.. Not only have
their provisions also been made to protect the consumers against the consumption of
the adulterated food products.
(a) In the above paragraph mention has been made of three Acts related to the
protection of the consumer’s interest. Identify them by quoting the lines.
(b) Identify two values dedicated to the society as mentioned in the paragraph.
Time -40 minutes Consumer Protection Act. Work sheet -4 Marks -10
1 Establishing consumer service cell is the example of which consumer right? 1
2 A shopkeeper sold you some spices, claiming that these were pure. Later a 4
laboratory test showed that these were adulterated. What precautions should you
have taken before buying and what remedies are available to you for the wrong act.
3 Five friends used to go together for morning walk daily. Two of them were in 5
government service. One was social activist and two were businessman. While
sitting in the park for some time, they used to discuss the daily issues related with
job, society and business. Main points of their discussion, held one day were as
under.
The first friend said, “His manger has given all Right of decision making to them.
Our team takes itself all the decisions. Of course if required, we do take advice from
our manager”.
The second friend said, “Competition is on the rise in the market. To face this
problem, his company has launched a sales-promotion scheme. According to this
scheme, a customer who purchases goods worth ₨. 1, 00,000 or more at one time
will be given free a holiday package valued at ₨. 10,000.
The third friend drew their attention towards exploitation of the consumer in the
market, he said, “Till this day, the seller have been exploiting the consumers in more
than one way. I feel that the main cause of it was not raising any collective voice by
the consumer against exploitation. But now the consumer protection act has made
the consumer aware of it and this problem is almost over.”
Then the fourth friend (who was a businessman) said, “We are also under the
pressure of consumer satisfaction. We observe that those businessmen who feel this
pressure are getting its advantages.”
Finally the fifth friend said ,“It is the duty of the businessmen to keep the
satisfaction of the consumers in mind because the business is run by the resources
made available to them by the society”
Answer the following questions:
(a) Which Leadership Style is being practised by the Manager?
(b) Identify the Sales Promotion scheme launched by the company.
(c) Identify the importance of the Consumer Protection Act from the point view
of consumers. Give one point.
(d) Identify the importance of the Consumer Protection Act from the point view
of business. Give one point.

Prepred by Deepak Verma (P.G.T. Commerce, K.V. Dwarka)
1 State Commission redresses the grievance of what amount? 1
2 State the responsibilities of consumers to safeguard their interest. 4
3 Rajni is the commerce student of class XII. She listened attentively and understood 5
the lecture on consumer protection Act delivered by the teacher. Her teacher
remarked that currently consumer enjoys several Rights. In case goods purchased by
him/her cause harm to his/her health and property there is a provision for
compensating him/her. Besides, this Act has also some expectations from the
consumers. That during the course of his/her purchases he/she should keep certain
things in mind. Briefly provisions of the Act can protect the consumer only when
he/she has complied with certain fundamental things.
The very next day of this lesson Rajni purchased an ISI marked heater from Bharti
Electronics. She made cash payment but failed to get cash memo, While making use
of the heater she observed that it was not working properly. She contacted the
shopkeepers immediately and told him her problem. Shopkeeper paid no need to her
complaint rather he remarked that the good in question was not brought from his
shop.
(a) Identify and explain the Right and the Responsibility of the consumer as
referred to in the above paragraph.
(b) In addition to the Right and the Responsibility of the consumer identified in
the point (a) write one more Right and one more responsibility.
Can Rajni lodge a complaint against the shopkeeper?
Answer key Consumer Protection Act.Work sheet -1
1 Mr. Deepak should file his complain in the District Forum and Mr S in the State 1
Commission.
2 1. Removal of defectives goods. 3
2. Replacement of goods.
3. Return of price by the seller or manufacturers.
4. Payment of compensation if loss is suffered by the consumers.
3 Since , Mr. Soni did not obtain the cash memo , it I very difficult for him to protect 3
for himself by the loss caused due to expired use of medicine but still there are
some way of means of consumer protection .No he will not able to protect himself
by the loss caused due to expired use of medicine.
4 Meaning if loss caused due to expired use of medicine – Consumer protection 3
means the protection of the consumers from being exploited by the unfair tactics of
producer. And that way are : -
1. Supply of inferior quality of goods.
2. False information about the quality of goods.
3. Non – compliance of the term of guarantee.
4. Adulteration.
5. Less weight. Etc.

1 1. Removal of defectives goods. 1
2 No, Now Manisha cannot file appeal in the Supreme Court because appeal in 4
the supreme court can only be filed in those cases which are within the
original jurisdiction of the National Commission., in other words, which
involve a sum exceeding 1 crore.
3 1. Welfare state 5
2. Lengthy legal process
3. Means the Transport and communication.
4. Consumer awareness
5. Economic Development (Explain all)
1 Exceeding Rs. One crore. 1
2 1. Physical protection of the consumer 2
2. Protection of economic interest of the consumer.
3 1. Right to safety 3
2. Right to be informed
3. Right of choose
4. Right to be heard
5. Right to seek redress
6. Right to consumer education (Explain any 4)
4 (a) (i) Consumer Protection act 1983-“ This Act offers protection against defective 4
goods , defective services, unfair trade practices and consumers exploitations.”
(ii) The Essential Commodity Act 1955 –“Similarly measures _________
hoarding, black marketing etc.”
(iii) The Prevention of food Adulteration Act 1954-“Not only this _____Adulterated
food product.”
(b.) (i) Moral Justification
(ii) Consumer Protection

1 Right to be heard 1
2 Before Buying:- Precautions 4
1. First of all, see the name of product, manufacturers name and address.
2. See the direction for using the product.
3. Precautions to be taken while using the products.
4. Standardisation mark.
5. Net weight.
6. Repairs price.
Remedies available –
1. Removal of defectives goods.
3. Return of price by the seller or manufacturers.
4. Payment of compensation if loss is suffered by the consumers.
3 (a) Laissez Faire Leadership style. 5
(b) Usable Benefits
(c.) Unorganised Consumers
(d.) (i) Long term interest of the business (ii) Use of society’s resources by the
business
1 Exceeding Rs. 20 lakh but up to Rs. One crore. 1
2 1. Consumer must exercise his rights. 4
2. Caution Consumers.
3. Insist on cash memo.
4. Caution Reliance on advertisement
5. Quality Conscious
6. Redressal of Genuine Grievances
3 (a) Right – Right to safety (explain) 5
Responsibility – Don’t forget to get the cash memo and guarantee/warrantee card.
(explain)
(b.)Right - Right to be informed (explain)
Responsibility – Don’t buy in hurry. (explain)
(c.) No, Rajni cannot lodge a complaint against shopkeeper because she does not
possess the cash memo which is the proof of the purchase.

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WORKSHEETS

COURSE AND VENUE DIRECTOR

ASSOCIATE COURSE DIRECTOR

Mrs. RENUKA CHAWLA

TOPIC: NATURE AND SIGNIFICANCE OF MANAGEMENT

Time Allowed: 15 Minutes Max. Marks: 10

1 Management is…………………………………………………through others. 1

2. …………………………………..is doing the task with minimum cost. 1

4. Management activities are performed in all types of organizations in all 1

TOPIC: NATURE AND SIGNIFICANCE OF MANAGEMENT

Time Allowed: 15 Minutes Max. Marks: 15

1 State any two social objectives of management. 1

2. State any two personal objectives of management. 1

5. Match the following:- 6

(a.) Managing Director (i.) Middle Level Management

Time Allowed: 15 Minutes Max. Marks: 13

1 Arun, a finance manager applies his knowledge in a personalized manner while 1

2. Briefly explain the functions of Management. 5

3. Identify the nature of Management when it is said to be a systematized body of 1

Time Allowed: 15 Minutes Max. Marks: 12

1 Sumit Electricals Limited, Panipat has production, purchase, marketing, finance 1

2. Mr. Ravi Sharma, working as Production Manager in Surya Roshni Limited, 4

3. Explain any three features of Co-ordination. 3

4. “Co-ordination is not a separate function of management. It is the essence of 4

TOPIC: MANAGEMENT: PRINCIPLES OF MANAGEMENT

Time Allowed: 20 Minutes Max. Marks: 10

1 State any two features of Principles of Management. 1

2. Mr. Rakesh Mishra is working as a Purchase Manager in ‘Euro Spinner Limited’. 1

3. What does the principle’ Initiative’ indicate? 1

5. Write a short note on the following principles:-

(b.) Unity of Command:-

(c.) Stability of tenure of personnel:-

TOPIC: PRINCIPLES OF SCIENTIFIC MANAGEMENT

Time Allowed: 15 Minutes Max. Marks: 10

1 What is Mental Revolution? 1

2. Explain the following: - 6

(b.) Harmony, not discord:-

(c.) Cooperation, not individualism:-

3. Basis of difference Henry Fayol F. W. Taylor 3

TOPIC: TECHNIQUES OF SCIENTIFIC MANAGEMENT

Time Allowed: 25 Minutes Max. Marks: 15

1 What is main objective of ‘Time Study.’ 1

2. Who is Gang Boss. 1

(i) Which technique of scientific management is being practiced by the

(ii.) Explain briefly the above mentioned technique.

(a.) Functional Foremanship

MARKING SCHEME (WORKSHEET 3)

3. Basis of difference Henry Fayol F. W. Taylor 3

2. Focus To improve over all Experiment and

MARKING SCHEME (WORKSHEET 7)

NATURE AND IMPORTANCE

Q.1 Define Business Environment. 1

Q.2 Give the meaning of General Environment. 1

Q.4 Give the meaning of Specific Environment. 1

Q.5 Write any three importance of business environment. 3

Q.6 State any three features of business environment 3

PREPARED BY: NEERU,K.V. HAZRATPUR

Q.2 Which component of general environment of business prohibits advertisement of 1

Q.3 Define Technological Environment. 1

Ans.3 mixed economy

Ans.5 Identification of opportunities to get first mover advantage

Tapping useful resources

Ans.6 interrelated elements