REG NO:

ST. JOSEPH’S COLLEGE OF COMMERCE (AUTONOMOUS)

END SEMESTER EXAMINATIONS – MARCH / APRIL 2019
B.B.A.(Entrepreneurship) – II SEMESTER
M3 17 AR 204: BUSINESS OPPORTUNITY IDENTIFICATION
Duration: 3 Hours Max. Marks: 70
SECTION - A
I) Answer any TEN questions. Each carries 1 mark. (10x1=10)
1. What is opportunity identification in entrepreneurship?
2. List the characteristics of a successful entrepreneur.
3. The first step in the creative process is ‘Idea generation’. Explain the next step
that follows.
4. “It is a process which involves the translation of a useful idea into an
application which has commercial value. It takes persistent effort to work out
analytically the details of the enterprise or service, to develop marketing
strategies, to organize finances and strategize operations”. Identify the process.
5. What is DISRUPT?
6. “A diagram used to visually organize information. It is a hierarchical and shows
relationships among pieces of the whole. It can also be drawn by hand, either as
"rough notes" during a lecture, meeting or planning session.” Give the name of
this activity.
7. What is decision matrix analysis?
8. “Recognizing “what” to build is the first step. Understanding “how” to develop
is the next one. And this is where a Prototype of the system you have in mind
comes in very, very handy.” Describe the statement.
9. What is Effectuation?
10. How do you get customer insights?
11. What is lean design process?
12. What is a pairwise comparison chart?
SECTION - B
II) Answer any THREE questions. Each carries 6 marks. (3x6=18)
13. Some important factors are involved in the process of sensing entrepreneurial
opportunity. State these factors.
14. VipinTaneja has completed his Masters degree in Computer Science from IIT,
Delhi. He thought of an attractive economic idea which could be implemented
to create a business, earn profits and ensure further growth. The idea was to
link the different restaurants with the Indian railway network so that while
travelling, the railway passengers can order food as per their liking. List the five
elements of the concept discussed above.
15. Mahesh is a young man of 20 years. He has completed a tailoring course from
an industrial training institute. He wants to start a big size tailoring shop in a
modern locality where young men and women working in various
multinational companies live. He went to one of his friends who had completed
a diploma course in textile designing to discuss about the opening of the

Page 1 of 3
 tailoring shop. His friend advised him to prepare a written document
describing formally all the relevant external and internal elements involved in
starting a new venture. It will not only help in understanding the feasibility and
viability of the proposed venture but also facilitate in assessing and making
provisions for the bottlenecks in the progress and implementation of idea. State
any six points of importance of the concept discussed by Mahesh with his
friend.

16. What are the brainstorming techniques?

17. What are the Benefits of Using an MVP process for design?
SECTION - C
III) Answer any TWO questions. Each carries 15 marks. (2x15=30)
18. Why is it important to gain insights about the customer by segmenting and
targeting? By understanding your market segments, you can leverage this
targeting in product, sales and marketing strategies. Elaborate.

19. What is a 30 second elevator speech? What is the main purpose of an elevator
speech? Write the Nine C’s of an Effective Elevator Pitch.

20. What is Blue Ocean Strategy in business? Explain with example.

21. Mr. Nataraj, Regional Manager of Alpha Pvt. Ltd. Alpha makes and distributes
products from more than 10international pharmaceutical and health care
companies. Mr. Nataraj is responsible for managing existing clients and also to
get new clients. He manages a number of sales representatives. Important
customers have a dedicated sales representative, while other sales
representatives try to get new clients. One day an important customer (Good
Health Hospital) called Mr. Nataraj and complained that Mr. Bhavan (the sales
representative) was ineffective and insisted he be removed, or else they would
not give any business. Here are Mr. Nataraj's thoughts:
•In an internal enquiry, Mr. Nataraj found that the real reason waspersonal diff
erences between Mr. Bhavan and the hospitalsuperintendent.
• The track record of Mr. Bhavan was good, and he was liked within the
company. Dismissing him or even transferring him to a new region will affect
the morale of the work force.
•Good Health Hospital is a major customer and gives good business. Loosing
the hospital is not an option. Therefore the demands of the hospital have to be
met.
If You were Mr. Natraj, how will you solve this issue?

SECTION - D
IV) Case Study – Compulsory question. (1x12=12)
22. The Snoozy Inn is a 40-unit, no-frills operation in the less scenic part of a major
Queensland resort town. The owner, Mr. Smith, firmly believes that there is a

Page 2 of 3
need for his style of low-cost family accommodation amid the luxury and
beauty of the area. His rooms are large, family-style rooms (there is no
television, for example). Although there is plenty of room for future expansion,
the grounds are fairly bare with a bit of landscaping, but mostly grass.

Mr. Smith can serve breakfast to the rooms and provides tea-making facilities.
There are now a lot of good restaurants and take-aways in the area. Mr..
Smith’s prices are less than half of what similar motels charge and only a
fraction of what the big five-star properties are charging. And, really, he isn’t
all that far away from the beach, shops and other attractions.

The problem is occupancy. He has some regulars who come every holiday
period (and have been doing so for the four years he has owned the property).
Overall, occupancy is about 50% year round and he knows from the local
tourist office that the other properties average around 68% occupancy year
round. New developments could mean trouble. This lack of occupancy can be
quite frustrating for Mr. Smith. Cars pull in, drive around the parking areas,
and then drive away.

Currently Mr. Smith does very little advertising in local district guides and the
holiday papers, mainly because he really thinks word-of-mouth is the best form
of advertising. He is a member of the local tourist committee, but too busy to
go to meetings. However, he does receive the local statistics and knows the
average stay in the area is 3.8 nights, and that local families and couples and
increasingly overseas visitors are his potential customers.

He’s not desperate yet, but he’s getting worried and disillusioned. He thought
he would be overrun with guests, but that hasn’t happened.

Complete the S.W.O.T. Analysis of Snoozy Inn.

&&&&&&&&&&&&&&&&&&&&&&&&&&

Page 3 of 3