Roll No .

BBA-501 •.
B. B. A. (FIFTt1 SEMESTER)
MID SEMESTER EXAMINATION, '2018
CUSTOMER RELATIONSHIP
MANAGEMENT
Time: 1:30 Hours
Maximum Marks: 50
Note: (i) This question paper contains two
Sections. -
4

(ii) Both Sections are compulsory.

Section-A
1. State True/False : (lx5=5 Marks)
(a) Online retailing today is dominated by the
themes of superior customer experience,
personalization and customer relationship
) management.
(b) An individual's comfort level with
technology can affect shopping behaviour
on the Internet.
(c) E-tailing has a very low failure rate.
(d) Operational CRM includes applications
that analyze customer data generated by
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 (2 ) BBA-501 (3)

operational CRM applications to provide (c) Being a manager, what strategies you will
information for improving business adopt to acquire new customers for the
performance management. business?
(e) Inefficiencies in, the supply chain are 4. Attempt any two parts of choice from (a), (b)
caused by inaccurate information, and (c). (5x2=lO Marks)
2. Attempt any five parts : (3x5=15 Marks) \f) (a) What analysis is involved in assessing the
value of a customer?
(Define/Short Numerical/Short Programming!
(b) Illustrate situations' where you think
Draw)
companies are following CRM practices;
(a) Lead Management
(c) Explain the Buyer Matrix with the help of
(b) Campaign Management a diagram.
(c) Pipeline Management 5. Attempt any two parts of choice from (a), (b)
(d) Explain Customer Retention with suitable and'(c). (5x2=lO Marks)
example. (a) What customer backlashes can be
(e) Opportunity Cost expected when a company introduces
CRM practices ? What cautionary steps
(.f) Event Based Marketing
would you advise companies to take to
Section-B avoid these?
3. Attempt any two parts of choice from (a), (b) (b) "Practicing CRM without technology is
and (c). (5x2=lO Marks) , } not possible." Do you agree with this
(a) How are CRM activities similar / different statement?
from marketing activities? Discuss. (c) Companies want relationships with
customers, but do customers want
(b) Imagine yourself to be man;;tger of XYZ
'relationships with companies. Discuss.
Company. What means you will take in
order to retain customer ? Justify your
answer with suitable examples. BBA-SOl 200

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 Roll No .

BBA-502.
B. B. A. (FIFTH SEMESTER)
) MID SEMESTER EXAMINATION, 2018
QUANTITATIVE TECHNIQUES IN
MANAGEMENT
Time: 1:30 Hours
Maximum Marks: 50
Note :(i) This question' paper contains two
Sections. -
(ii) Both Sections are compulsory.
'"
Section-A
1. Write True-False: (1 x5=5 Marks)
(a) Operations research is inter-disciplinary in
nature and requires a term approach to the
solutions to a problem. (True/False)
(b) A feasible solution is one which satisfies
all the constraints of the given problem
while an infeasible solution is one which
satisfies none of them. (TruelFalse)
(c) All constraints in an LPP as well as its
objective function must be linear in nature.
(True/F alse)

F. No. : b-37 P. T. O.

If.
JA
 (2) BBA-502
(3) BBA-502
(d) An LPP can have only two decision
tyres of type A, Band C is 2500, 3000 and
. variables. (True/False)
7000 units respectively. The daily cost of
(e) An unbalanced Transportation problem I

operation of Factory 1 is ~ 2,500 and that

must be converted into a balanced problem
of Factory 2 is ~ 3,500. Formulate the
before solving it. (TruelFalse)
above as a LPP so as to meet the monthly
2. Attempt any five parts: (3x5=15 Marks)
demand at minimum operating cost.
(Define/Short Numerical/Short Programming!
(b) What are the components of a linear
Draw)
programming problem? What does the
(a) Objective Function
non-negativity constraint mean ?
(b) Infeasibility
(c) A thermal power plant is in urgent need of
(c) Iso-profit line \ .

coal' that can be supplied from a coal

(d) Degeneracy
,,,- reserve situated nearby. There are two
(e) Unbalanced Transportation problem . '.
types of trucks available at the coal reserve
(1) Redundant constraint
that can supply coal. Type A can carry 2
Section-B
tons per truck and Type, B that can carry ~
3. Attempt any two parts of choice from (a), (b)
tons per truck. Type A truck consumes
and (c). (5x2=10 Marks)
100 litres of fuel per trip whereas type B
(a) A rubber company produces three types of
truck consumes 200 litres of fuel. Further,
tyres A, Band C. These tyres are produced
there are 25 Type A and 18 Type B trucks,
at two different factories with different
but only 30 drivers are available on the
production capacity. In one day, factory 1
can produce 50 type A, 100 type Band given day. There is an unlimited
100 type C tyres; whereas factory 2· can . availability of coal; the availability of fuel
produce 60 type A, 60 type B, and 200 for the trucks is only 4000 liters.
types C tyres. The monthly demand for Formulate the above situation as an LPP

F No.: b-37
F No.: b-37 P. T.O.

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 (6) BBA-502

(c) Solve graphically:

Max. :
Z=10XI + 15X2
Subject to. :
2x, + X2 ::;26
'. 2 x, + 4 X2 ::; 56
Xl - X2~- 5
X2,X2 ~O

.s,

BBA-502 200

F. No. : b-37

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 Roll No .

BBA-503
B. B. A. (FIFTH SEMESTER)
MID SEMESTER EXAMINATION, 2018
INTERNATIONAL TRADE POLICIES AND
STRATEGIES
Time: 1:30 Hours
Maximum Marks: 50
Note: (i) This -question paper contains two
Sections.
(ii) Both.Sections are compulsory. .•.
Section-. A
1. Fill in the blanks: . (lx5=5 Marks)
(a) The apex body of foreign trade is .
(b) How many country signed the Marrakesh
) agreement? .
(c) MI GA stands for .
(d) Reflection of nostro account is known
as .
(e) Which of the following is central nodal
agencies for implementing the price
support operation for commercial crop in
India?
F No.: b-27 P. T. O.

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 (2)

2. Attempt any five parts: (3x5=15 Marks)

(a) Explain why countries trade and the gains
from trade.
(b) What is currency devaluation ?
(c) Comment on trade politics.
(d) Explain Globalisation.
(e) Explain BREXIT.
(f) Explain Trade war in current world order 1
context.
" Section-B
3. Attempt any two parts of choice from (a), (b)
and (c). (5x2=10 Marks)
(a) Explain GATT.
(b) Explain WTO.
(c) Explain Purchase power parity. '"
4. Attempt any two parts of choice from (a), (b)
and (c). / (5x2=10 Marks)
(a) Explain trade dynamics ofSAARC.
(b) Explain trade policy instrument and their
impact.
(c) Explain trends in Global trade. f (
5. 'Attempt any two parts of choice from (a), (b) l.
and (c). (5x2=10 Marks)
(a) What is the basis of international trade? \
\
(b) Explain distributional issues. ,
(c) Explain changes' occur in India after
GATT.
BBA-503 200 ~
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F. No, : b.27
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 Roll No .

BBA-504(F)
B. B. A. (FIFTH SEMESTER)
MID SEMESTER EXAMINATION, 2018
INVESTMENT ANALYSIS AND
PORTFOL.IO MANAGEMENT
Time: 1:30 Hours
Maxim urn Marks : 50
Note: (i) This question paper contains two
Sections.
(ii) Both Sections are compulsory. ".

Section-A
1. Multiple choice questions: (1 x5=5 Marks)
(a) Putting money into something with the
expectation of gain that upon thorough
analysis with security for principal amount
and security of return is termed as .
[Investment or Disinvestment]
(b) A statistical measure of the degree to
which two variables (e.g., securities
returns) move together .
[coefficient or variation or covariance]
F. 1\0. : /)·::7 P. T. O.

/A
 (2) BBA-504(F) (3 ) BBA-504(F)

(c) A financial market of a group of securities (d) Blue Chip Stocks

in which prices are rising or are expected
to rise. The term is most often used to
refer to the stock market, but can be
applied to anything that is traded, such as
bonds, currencies and commodities is
known as ---
[Bear Market or Bull Market]
(d) Do not believe that markets are
efficient, puts efforts to search mispriced
securities in the market, are relatively
active traders in securities to acquire
abnormal returns.
[Active Portfolio Manager
or Passive Portfolio Manager]
(e) equips with the potential of a
superior level of earnings in the future.
The earnings are used for reinvestment in
order to maintain the growing trend of
these stocks. Therefore, stocks do not pay
dividends.
(
[Growth Stock or Defensive Stock]
2. Attempt any five parts: (3x5=15 Marks)
(a) Value Investment Style
(b) Market Capitalization
(c) Uniform Price Auction
(e) Intrinsic Value of Stock
(t) Fixed Income Security
Section-B
3. Attempt any two parts of choice from (a), (b)
and (c). (5x2=10 Marks)
(a) Explain some of the key ratios that you
will be considering before investing in
stocks, can you depend only on these
rations for making the decisions.
(b)' A company has a book value per share of
~ 137.80. Its return in equity is 15% and it
follows a policy of retaining 60% of its
""
earnings. If the opportunity cost of capital
is 18%, what would be the price of the
share today?
(c) "The investment cycle depends on the risk
profile of individuals." Substantiate you
view to the age brackets and their risk
return expectations.
4. Attempt any two parts of choice from (a), (b)
and (c). (5x2=10 Marks)
(a) An investor who ignores risk will not
diversify his portfolio and an investor who

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F. So, : h-:'7 P. T. O.
 (5) BBA-504(F)
(4 ) BBA-504(F)

ignores portfolio expected return will
diversify his portfolio ? What is your
opinion about these two statements?
(b) A is offered a T-Bills of ~ 1000 for ~ 987,
90 days before the date of 'maturity. A
expect a minimum of 6.25% yield on his
investment. Would A by the T-Bill~
offered?
(c) The current market price is ~ 300. An
investor by 100 shares, after one year he
sells these shares at price ~ 360 and also
.received the dividend of ~ 15 per share.
Find out his total returns, percentage of
returns, dividend yield and capital gain.
5. Attempt any two parts of choice from (a), (b)
(c) A company is currently paying a dividend
of ~ 2 per share. The dividend is expected
at 15% annual rate for three years, then
10% for next three years, after which it is
expected to grow at 5% rate forever. What
is the present value of share if the
capitalization rate is 9% ?
[PVF 15% 1Y : 0.917, PVF 9% 2Y : 0.842,
PVF 9% 3Y : 0.772, PVF 10% 4Y : 0.708,
PVF 10% 5Y: 0.650, PVF 10% 6Y: 0.596]
,:.
/

and (c). (5x2=10 Marks)

(a) "Primary and secondary market are
complementary to each other."
Substantiate you view with roles of
primary market and secondary market and I
their interdependence.
(b) If you were told that more family than
ever before would have second cars next
year and that the expected life of cars had
increased. which industry do you suppose
would benefit most and whv ? 80
BBA-504(F)

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Roll No .

BBA-504(H)
B. B. A. (FIFTH SEMESTER)
( ) MID SEMESTER EXAMINATION, 2018
HRD SYSTEMS AND STRATEGIES
Time: 1:30 Hours
Maximum Marks: 50
Note: (i) This question paper contains two
Sections.
(ii) Both Sections are compulsory.
.:.
Section-A
1. Fill in the blanks/True-False: (1 x5=5 Marks)
(a) is a proactive process that focuses
on the interpersonal and decision-making
skills.
(b) HRD concept was first introduced by
............. in 1969 in a conference in US.
(c) Productivity is one of the output of HRM
model. (True/F alse)
(d) At macro level HRD is concerned with
development of people by providing them
right environment to grow and realize his
fullest potential. (True/False)

F /1'0. : b-21 P. T. O.

JA
 (2 ) BBA-504(H) (3)

(e) is concerned with development 4. Attempt any two parts of choice from (a), (b)
of specific skills rather is and (c). (5x2=10 Marks)
concerned with development of total (a) Differentiate between HRM and HRD in
personality. detail.
(b) What is HRM model? Discuss.
2. Attemptany five parts: (3x5=15 Marks)
(c) What is the need of training? Discuss its
(a) Write a short note on Sensitivity Training. importance in terms of organization
(b) Explain the need and importance of HRD perspective.
in detail.
5. Attempt any two parts of choice from (a), (b)
(c) Discuss the output of HRM model. and (c). (5x2=10 Marks)
(d) What is Career Management? (a) Explain the step by step process of training
(e) Explain the importance of Training In in detail.
(b) Discuss the techniques of HRD in context /'
detail.
4.to organization perspective.
(f) Write a short note on the concept ofHRD.
(c)· Discuss the role of HR professional inan
Section-B
organization.
3. Attempt any 11170 parts of choice from (a), (b)
and (c). (5x2=10 Marks)
(a) Explain the skills and competencies of HR
professional. Discuss its importance In
terms of organization perspective.
(b) Define the need of training in an
organization and explain the types of
training in detail.
(c) Explain the need and benefits of Human
Resource Development. BBA-504(H) 80
I·. \'0. b-21 F. No. : 0-21
 BBA
Roll No.
L--...l..--....-----'----'-~
J Paper Code: BBA 504

BBA
Mid Semester Examination 2018
V Semester

Paper Name': CONSUMER BEHAVIOR

Time: 1:30 Hours MM:50

Note:
(I) This question paper contains two sections.
(ii) Both sections are compulsory.

Section - A
Q1. True-False
(1 X 5 = 5 Marks)
a) In the Psychoanalytic Model "Il)" functions on the pleasure principle (True /False)
b) Behavior of Consumers is not influenced by various factors (True/False)
c) Influencers are those who may have a persuasive role in relation to the deciders
(True/False)
d) The consumer decision making process includes "Input, Process & Output"
(True/False) <f
e) In the oral stage of personality development, the focus is on .

Q2. Attempt any five parts. (3 X 5 = 15 Marks)

a) Self Concept
b) Tri component Model
c) Explain the difference between Industrial & Retail Consumer
d) List the factors which influences Consumer Behaiour
e) Decision Making Units
f) Define Cultural Impact on Consumer decision Making

Section - B

Each question contains three parts a, b & c. Attempt any two parts of choice from each
question.
Q3. (5 X 2 = 10 Marks)
a. Why is the study of consumer Behavior important for marketers?
b. What is Motivation? How does it affect the consumers?
c. What are Industrial Consumers? How do they differ from Retail consumers?

Q-1. I
(5X 2= 10 Marks)
a. Elaborate the process of Motivation with apposite example.
b. How clo Culture Factors Influences Consumer Behavior
c. What are consumer altitudes? How do they effect consumer?

Q5. (5X 2= 10 Marks)

a. Explain Tri Component model of Consumer Attitude
b. What are decision-making units? Explain with example.
c. Explain McClelland's APA theory

'2.
 Roll No .

BBA-505(M)
B. B. A. (FIFTH SEMESTER)
MID SEMESTER EXAMINATION, 2018
PERSONAL SELLING AND SALES FORCE
MANAGEMENT
Time: 1:30 Hours
Maximum Marks: 50
Note: (i) This _question paper contains two
Sections.
(ii) Both Sections are compulsory. "-
Section-A
1. Write True/False: (1 x5=5 Marks)
(a) Personal selling is a personal
communication of information to persuade
a prospective customer to buy something
)
that satisfies an individual's needs.
(b) Relational selling is level of relationship
marketing in which seller contacts the
customer after the purchase to determine if
they are satisfied.
(c) Situation response theory is also called as
Right set of circumstances theory.
F. So . .-b-L! P. T. O.

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 (2) BBA-505(M) (3 )

(d) Augmented selling is the selling process 4. Attempt any two parts of choice from (a), (b)
where the salesperson' sells services to and (c). (5x2=lO Marks)
customers. (a) Discuss various sales strategies that can be
(e) In Transaction relationship selling, useful for a sales organisation.
salespeople make one time sale to price (b) Explain AIDAS theory of selling with its
oriented customers, who are not contacted relevance.
again.
(c) How the buying situations of household
2. Attempt any five parts: (3xS=lS Marks) consumers are different from those of
(a) Differentiate between selling and business buyers ?
marketing S. Attempt any f1110 parts of choice from (a), (b)
(b) Institutional selling and (c). (Sx2~10 Marks)
(c) Ins~de order takers (a) Why is it necessary for a salesperson to
(d) Canned approach acquire sufficient knowledge about the
(e) Sales strategies '" competitors and his own company?

(f) Qualities of a salesman (b) Discuss right set of circumstances theory.

(c) What all are the key points that have to be
Section-B
kept in mind while giving sales
3. Attempt any 11110 parts of choice from (a), (b) presentation?
and (c). (Sx2=lO Marks)
(a) "Salesman should prepare himself with
adequate knowledge about the product he
will sell.' Comment.
(b) Differentiate between sales management
and marketing management.
(c) Discuss sampling with its advantages and
disadvantages. BBA-505 80
F. So. : h-:!I F So. : 0-21

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 Roll No .

BBA-505(F)
B. B. A. (FIFTH SEMESTER)
MID SEMESTER EXAMINATION, 2018
)
INVESTMENT BANKING AND FINANCIAL
SERVICES
Time: 1:30 Hours
Maximum Marks: 50
Note: (i) This 'question paper contains two
Sections.
"'-
(ii) Both Sections are compulsory.
Section-A
1. Write True or False: (lx5=5 Marks)
(a) Mortgage is secured long term loan.
(b) Equity shares are long term financial
)
securities.
(c) Debentures are short term securities.
(d) Investment banking and merchant banking
can be performed on same balance sheet.
(e) A trustee is mandatory in case of
debenture.

F. .\'0 .. b-L! P. T. O.

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/A
 (2) BBA-505(F) (3)

2. Attempt any jive parts: (3x5=15 Marks) (b) What are the various types of issues in a
(Define/Short Numerical/Short Programming/ primary market ? What role does a
Draw) Merchant Banker plays in such issue?
(a) Define primary market. (c) Write short notes on the following:
(i) Green shoe option
(b) Explain the demerits of preference stock.
(ii) Book building
(c) What are participating preference shares?
(iii) Prospectus
(d) Define money market. ) )
5. Attempt any I1vo parts of choice from (a), (b)
(e) What is new issue market? and (c). (5x2=lO Marks)
(f) What is hypothecation? (a) Discuss the role of SEBI in an new issue
Section-B market.
(b) What are different discrepancies in Indian
3. Attempt any two parts of choice from (a), (b)
Financial System?
and (c). (5x2=lO Marks)
(c) Discuss all the methods of issue share in
"'"-
(a) Explain the financial system of India. primary market.
What are its different components?
(b) Discuss the role and functions of financial
intermediately.
(c) Discuss the recent development and
challenges in Investment Banking.
)
4. Attempt any two parts of choice from (a), (b)
and (c). (5x2=10 Marks)
(a) Differentiate between Merchant Banking
and Investment Banking. Give an account
or the recent developments in Merchant
Banking in India. BBA-505(F) 80
F \() .. h-:'/ F. .\'0. : (1-21
 Roll No .

BBA-505(H)
B. B. A. (FIFTH SEMESTER)
MID SEMESTER EXAMINATION, 2018
TRAINING AND DEVELOPMENT
Time: 1:30 Hours
Maximum Marks: 50
Note : (i) This question paper contains two
Sections.
(ii) Both Sections are compulsory.
Section-A "-

1. Fill in the blanks/True-False: (1 x5=5 Marks)

(a) Education and Training are similar as per
Hamblin. (True/False)
(b) Assessment centres are part of _
based TNA.
(c) Training is panacea for all organizational
problems. (True/False)
(d) Unconscious incompetence is step number
___ of learning.
(e) Vestibule training is type of
training.

F. No. " b-27 P. T. O.

Ib
JA
 (2 ) BBA-505(H) (3 )

2. Attempt any five parts: (3x5=15 Marks) (b) Discuss benefits of knowledge based
(a) Role of Training Head. training methods. In which instances will

. (b) Proactive TNA. you choose them for your organization?

(c) Apprenticeship. (c) Bring out problems and pitfalls in training

and development.
(d) Vision in relation to training.
(e) Enlist what all material is required for 5. Attempt any two parts of choice from (a), (b)
training? and (c). (5x2=10 Marks)
(f) Coaching (a) How does strategic planning and
networking facilitate in training?
Section-B
(b) What would be the broad steps involved in
3. Attempt any two parts of choice from (a), (b)
completing training at an organization?
and (c). (5x2=10 Marks)
(c) Discuss the spiral model of training.
(a) Compare organization based and "'-

individual based TNA.

(b) As a Training manager what will you
consider for setting training objectives for
training programme?
(c) Explain benefits of on-job-training and
give any two examples.

4. Attempt any two parts of choice from (a), (b)

and (c). (5x2=lO Marks)
(a) Explain the uniqueness of sensitivity and
simulation based trainings. BBA-505(H) 80
F \'0 . b-T? F No.: b-27