ch-1

Q. ‘Management is the process of getting things done.’ State the

meaning of the term ‘process’ used in this statement.2015-16(1)
Q. State any five characteristics of co-ordination. 2017-18(5)
Q. Science is a systematized body of knowledge that
explains certain general truths or the operation of
general laws.’ In the light of this statement,
describe management as a science. 2018-19 (3)
OR
Q. Management is a complex activity that has three
main dimensions. Explain these dimensions.2018-19(3)
Q. Explain any four points of importance of management.2015-16(4)
ch-2
Q. Appliances India Ltd is engaged in
manufacturing and distribution of home appliances
since 1987.
It has a good name in the market as the company is
producing good quality appliances. It has separate
departments for manufacturing, finance, sales,
maintenance services and technical services to
achieve specialisation.
Since the areas of operation of the company have
increased and customers have become more
demanding, the company decided to modify the
existing principle of management to meet the
changing requirements of the environment.
State the general principle of management which
the company wants to modify to meet the changing
requirements.(1) 2018-19
Q. State the role of ‘gang boss’ in functional foremanship.2015-16(1)
Q. Deewan Ltd. is a multinational consulting company with its
headquarters at Washington D.C. It hires young people from
different countries of the world.
It is a company in which people dream to work because
of its work-environment, pay and growth prospectus. The
company has a culture of open communication and people of
various nationalities work together in a discrimination free
environment. The behaviour of managers of Deewan Ltd.
emphasizes kindliness and justice which ensures loyality and
devotion of workers.
It also promotes mutual trust and belongingness among team
members. In this way management of Deewan Ltd. is able to
achieve its objectives by promoting team work. By doing so
managers of Deewan Ltd. are following some principles of
management.
Identify and explain any two such principles. 2017-18(5)
Q. Explain any five points of significance of
Principles of Management.2018-19(5)
 or
OR
Q. Explain the following Techniques of Scientific
Management:
(a) Fatigue Study
(b) Differential Piece Wage System2018-19(5)
Q. Explain any four characteristics of ‘principles of management.’2015-16(6)
ch-3
Q. Mahinder Agro Ltd. started a new venture for
distribution of harmful and chemical free fertilizers
vegetables. They conducted a survey to find out
consumer preferences for such vegetables.
They found that most of the consumers were
concerned about the harmful chemicals being used
in growing the vegetables. They found out that
90% of the households were searching for
alternatives. The company contacted a group of
agricultural experts to lay down the procedure for
growing the vegetables by the farmers. They
decided to train the farmers in new technology to
grow chemical free vegetables according to new
innovative methods. The experts also suggested soil
management techniques through which farmers
would be able to create an abundant and lasting
harvest.
Identify and explain the two dimensions of business
environment highlighted in the above para.2018-19 (4)
Q. A recent rate cut in the interest on loans announced by the Banks
encouraged Amit, a science student of Progressive School to take a
loan from State Bank of India to experiment and develop cars to be
powered by fuel produced from garbage. He developed such a car and
exhibited it in the Science Fair organized by Directorate of Education.
He was awarded first prize for his invention.
Identify and explain the dimensions of business environment
discussed in the above case.2015-16(4)
Q. With rapid advancements in the field of replacing manual
work with machines, a Robot named ‘Sujan’ has been invented
and developed and is likely to get the citizenship of the country
of its origin.
It has led to a stage where machines are being used in
place of human beings. ‘Sujan’ is doing all types of work
whether routine or hazardous and even answering the queries
of people. However, this issue has to be carefully looked into
keeping in mind the consumer attitude towards product
innovations, problem of unemployment and its impact on the
quality of life. Through the orders and decisions of various
commissions and agencies at Centre, State or local level the
Indian Government is playing a very significant role in
balancing the use of human and machine power. Various
dimensions of business environment are being discussed in the
above para.
By quoting the lines from the above identify and explain any
three dimensions. 2017-18(5)

ch-4
Q. Explain any three features of ‘Planning’. 2015-16(1)
Q. How does planning reduces the risks of uncertainty? 2017-18 (1)
Q. Name the type of ‘organisational structure’ which promotes
efficiency in utilisation of manpower. 2015-16(1)
Q. Varsha Jain after completing her fashion
designing course from Indian Institute of Fashion
Technology planned to enter into designer clothing
venture. She had to address issues like her target
customers, channel of distribution to be used,
5
pricing policy etc. Identify the type of plan that
Varsha Jain needs to develop to provide direction
and scope to her organisation in the long run.(1) 2018-19
Q. Mega Ltd. holds an Annual Management
Programme every year in the month of March in
which the top managerial personnel formulate
plans for the next year by analysing and
predicting the future to meet future events
effectively.
As they are responsible for providing direction to
the organisation, facts are thoroughly checked
through scientific calculations. Detailed plans are
prepared after discussion with professional
experts. Preliminary investigations are also
undertaken to find out the viability of the plan.
Since it is an intellectual activity requiring

intelligent imagination and sound judgement, it is

mainly done by the top management. Usually rest
of the members just implement the plans. Middle
level managers are neither allowed to deviate from
the plans nor are they permitted to act on their
own. The top management ensures that the
expenses incurred in formulating the plans justify
the benefits derived from them.
State two limitations and two features of planning
discussed above.2018-19(4)
Q. Vardan Patel started the business of preparation and
supplying sweets through home delivery at a production cum
show-room ‘Express Sweets’ at Ahmedabad.
He made a plan forecasting the sales of different types of
sweets in various localities of Ahmedabad for each month of the
year to earn a profit of 20% on Capital employed.
He sets a sales target of ₹20,00,000 in the current year with
a 10% increase every year.
He then set the criteria for selecting suppliers from whom
he would make purchases of raw material. The planning paid
off and the business was able to achieve its targets.
(a) (a) Identify any two types of plans by quoting the lines from the
above.
(b)Also give the meaning of the types of plans identified in part (a)
above. 2017-18.(4)
Q. Two years ago Madhu completed her degree in food technology.
She worked for sometime in a company manufacturing chutneys,
pickles and murabbas. She was not happy in the company and
decided to have her own organic food processing unit for the same.
She set the objectives and the targets and formulated action plan to
achieve the same.
One of her objectives was to earn 10% profit on the amount invested
in the first year. It was decided that raw materials like fruits,
vegetables, spices etc. will be purchased on three months credit from
farmers cultivating organic crops only. She also decided to follow the
steps required for marketing of the products through her own outlets.
She appointed Mohan as a Production Manager who decides the exact
manner in which the production activities are to be carried out.
Mohan also prepared a statement showing the number of workers
that will be required in the factory throughout the year. Madhu
informed Mohan about her sales target for different produts, areawise
for the about her sales target for different products, areawise for the
forthcoming quarter. While working on the production table a
penalty of ₹100 per day for not wearing the caps, gloves and apron
was announced.
Quoting lines from the above para identify and explain the different
types of plans discussed.2015-16(5)
ch-5
Q. Give the meaning of ‘authority’ as an element of delegation.2015-16(1)
Q. What is meant by ‘functional structure’ of an organization? 2017-18(1)
Q. Zamon Ltd. is manufacturer of electronics goods based in Pune.
On one hand it deals in items like books, music instrument,
videotapes etc., and on the other hand it deals in laptops and mobile
phones.
The company had a functional structure with separate heads for
production, marketing and finance. All the functional heads were
looking after the products, but at times their activities overlapped.
This led to problems related to coordination and inter-departmental
conflicts. To facilitate specialization Ramit, the CEO of the company
decided to group books, music instrument, videotapes etc. under
‘Media’ and laptops and mobile phones under ‘consumer
electronics’. While doing so Ramit has performed a step in the
process of one of the functions of management. Identify the step. 2017-18(1)
Q. Distinguish between ‘delegation‘ and ‘decentralization’ on
the basis of
(i) Freedom of action; (ii) Status and (iii) Purpose. 2017-18(3)

Q. A.V.M.Ltd. set-up its electric appliances manufacturing

factory in a backward area of Himachal Pradesh where
subsidies are provided by the government and labour is
available at cheaper rates.
A.V.M Ltd. was able to produce its products at low cost thereby
generating enough profits in the first year itself. It was because of
the fact that the limits of authority and responsibility of the
employees were clearly defined and the activities of various
departments were coordinated and integrated. The Production
Manager of the company also came to know about the availability
of raw material at cheaper rates from a vendor. For this he wrote a
letter to the Managing Director of the company for getting
sanction. But because of procedural delays in getting this sanction
and procuring funds from the Finance Manger, the order could
not be placed.
(a)Identify the type of organization that led to procedural
delays and because of which the company could not get the
advantage of procuring raw material at cheaper rates.
(b)State an advantage of the type of organization identified in
(a) above other than those discussed in the above case.
(c)Also, state any two values communicated by A.V.M Ltd. to
the society. 2017-18(4)
Q. Organising involves a series of steps that need to
be taken in order to achieve the desired goal.
Explain the steps.2018-19(4)
or
OR
Q. Explain any four points of importance of
‘Organising’. 2018-19(4)
Voltage fluctuations have been common and quite
high in India. They harm our electrical appliances
like television, refrigerators and air conditioners,
often leaving them in a permanently damaged
condition.
N-Guard Company decided to manufacture
stabilizers for North India where the voltage
fluctuation ranges from 220V-230V. Once the
demand for the North India was taken care of, they
decided to launch stabilizers of varying voltages
from 90 V -260V for meeting the requirements of
voltage fluctuations in other regions of India also.
Three engineers were appointed for South, West
and East regions of India, as the voltage was
different in all the three regions. Though all the
engineers were appointed to manufacture
stabilizers but the product differed from region to
region.
(a) Identify the organisational structure of NGuard
Company.
(b) State any two advantages and two limitations of
the structure identified in the above para.2018-19(5)
Q. ‘Steelo Ltd.’ decided to set-up its steel manufacturing factory in
the backward area of Orissa where very less job opportunities were
available. People of that area welcomed this effort of ‘Steelo Ltd.’ To
attract people to work in its factory it also decided to provide many
other facilities like school, hospital, market etc. in the factory
premises.
‘Steelo Ltd.’ started earning huge profits. Another competing
company asked its production manager ‘Aslam’ to investigate the
reasons of earning huge profits by ‘Steelo Ltd.’
Aslam found that in both the companies there was systematic
coordination among the various activities to achieve organisational
goals. Every employee knew who was responsible and accountable to
whom. The only difference was that in his organisation
communication took place only through the scalar chain whereas
‘Steelo Ltd.’ was allowing flow of communication in all the directions
as per the requirement which lead to faster spread of information as
well as quick feedback.
(a) Identify the type of organisation which permits ‘Steelo Ltd.’ the
flow of communication in all the directions.
(b) State another advantage of the type of organisation identified in
(a) above.
(c) State any two values which ‘Steelo Ltd.’ wanted to communicate to
the society.2015-16(5)

ch-5
ch-6

Q. Define ‘Workforce Analysis’.(1) or Q. Define ‘Selection’. 2018-19 (1)

Q. After passing his secondary school examination, David left the

school at the age of 15 years and started getting training under his
father. His father, a renowned electrician, had worked for many
companies. He everyday started accompanying his father on work
and watched him carefully while working. David was a good
learner and learnt the techniques of work quickly. Now his father
started passing on the tricks of the trade to David. With the
passage of time David acquired a high level skill and became a
well-known electrician at Indore. Big business-houses started
calling him for electrical -wiring .
(a)Name the method of training discussed in the above para.
(b) State any three benefits which David could get on being trained. 2017-18(4)
Q. Biru Nandan, Chairman of Lalit group of
companies founded ‘Biru University’ for
undergraduate and postgraduate courses in diverse
disciplines. The Information Technology
department of the Lalit Power Ltd., had few
vacancies related to Cyber security. The Human
Resource Department of the Company decided to
recruit fresh engineering graduates from ‘Biru
University’ for the same. Identify the type of source
of recruitment.(1) 2018-19
Q. Ashish, the Marketing Head, Raman, the Assistant Manager and
Jyoti the Human Resource Manager of ‘Senor Enterprises Ltd.’
decided to leave the company.
The Chief Executive Officer of the company called Jyoti the Human
Resource Manager and requested her to fill up the vacancies before
leaving the organisation. Informing that her subordinate Miss Alka
Pandit was very competent and trustworthy, Jyoti suggested that if
she could be moved up in the hierarchy, she would do the needful. The
Chief Executive Officer agreed for the same. Miss Alka Pandit
contacted ‘Keith Recruiters’ who advertised for the post of marketing
head for ‘Senor Enterprises Ltd., They were able to recruit a suitable
candidate for the company.
Raman’s vacancy was filled up by screening the database of
unsolicited applications lying in the office.
(a) Name the internal/external sources of recruitment used by ‘Senor
Enterprises Ltd.’ to fill up the above stated vacancies.
(b) Also state any one merit of each of the above identified source of
recruitment.2015-16(3)
Nisha Sethi was working as a Human Resource
Manager in a famous consultancy firm, KLI Global
Services. Her job included preparing job
descriptions, recruitment, developing compensation
and incentive plans and facilitating employee
learning. They had entered into alliances with
institutes to ensure continuous learning of their
employees. With the jobs becoming more and more
complex, KLI Global Services invested large
amount of money in making the employees learn
the skills necessary to complete the jobs. State by
giving any five points, how this investment is likely
to benefit the organisation.2018-19(5)
Q. There were two vacancies for the post of Assistant Manager in
‘Gyan Electrics Private Ltd.’ ‘Parth’ the Human Resources Manager
identified one suitable candidate ‘Vishwas’ from within the
organization and promoted him to the post of Assistant Manager.
For another post, the Manager ‘Parth’ took help of a placement
agency and selected ‘Saleem’. After six months, Parth observed that
‘Vishwas’s’ performance was much better than ‘Saleem’s’
performance though ‘Vishwas’ was less qualified than ‘Saleem’.
Hence, ‘Parth’ decided that in future he will not
make any appointment with the help of an outside source.
Explain any four reasons on the basis of which ‘Parth’ would
have taken the above decision. 2017-18(6)
ch-7

Q. State any three financial incentives other than ‘Pay and

Allowances’ to motivate employees2017-18(3)
Q. Lakhan, an expert in the area of Financial Management,
sent an e-mail to his subordinate Thomas about a new project
for a client in France. Though, the mail was in English, a
language known to Thomas, he was not able to understand the
actual meaning of many
words used in the mail. He was also not a specialist in the field
of Financial Management. Not only this, some portions of the
mail were translated from French to English in such a manner
that many mistakes crept in, causing different meaning to the
message.
(a) Identify two specific barriers to communication in
Lakhan’s e-mail.
(b) State any two measures which can be taken by Lakhan to
overcome the barriers identified in part (a)above to improve in
future the effectiveness of his communication. 2017-18(3)
Q. State ‘Job Enrichment’ and ‘Employee
Participation’ as non-financial incentives. How do
they motivate employees?2018-19(3)
Pratap Singh is the Chief Executive Officer of Nissar
Enterprises. It is an automobile parts manufacturing
company. The enterprise has a functional structure, in
which jobs of similar nature have been grouped
together as Production, Finance, Marketing and
Human Resource. Nissar Enterprises has its
manufacturing unit at Manesar. The factory has been
plagued with many problems for a long time which was
in the knowledge of the Production Manager, Varun
Sharma. The workers had internal differences. Time
and again, there were misunderstandings between the
management and the workers. Keeping the problems in
mind, Varun Sharma appointed, Siyaram Singh who
52
had 14 years of experience of working with the actual
work force and passing on instructions of the middle
management to the workers.
Siyaram Singh met Varun Sharma to understand what
the management wanted. Thereafter he met the
workers and conveyed the ideas of management to
them. He also promised the workers to convey their
problems to the management. In this way, he cleared
the misunderstanding between the management and the
workers.
He also sorted out internal differences and was able to
unite the workers within a month of his joining. His
work was acknowledged and he was given a certificate
of good performance along with 10% increase in salary.
(i) Siyaram Singh performed some of the functions
which are required to be performed at the position he is
working at. State any five other functions Siyaram
Singh is expected to perform.
(ii) Name the incentives provided to Siyaram Singh.2018-19(6)
Q. Mr. Shubhendu Bose is the owner of ‘Bikmac Enterprise’ carrying
on the business of manufacturing various kinds of biscuits. There was
a lot of discontentment in the organization and the targets were not
being met. He asked his son, Naval, who had recently completed his
MBA, to find out the reason.
Naval found that all decision making of the enterprise were in the
hands of his father. His father didn’t believe in his employees. As a
result both the employer and the employees were not able to
understand each other’s messages in the same sense. Thus, the
employees were not happy and targets were not met.
(a) Identify any two communication barriers because of which
Bikmac Enterprise was not able to achieve its target.
(b) State one more barrier each of the types identified in (a) above.2015-16(3)
Q. ‘Alfa Ltd.’ was dealing in renewable energy. To get the business,
the team leader and his team used to travel to different states to give
presentation to their clients. As per the policy of the company, the
leader used to travel by air, whereas his team travelled by road/train.
It was not only time consuming but also at time forced female team
members to travel alone.
As a result, the subordinates were not acting in desired manner to
achieve organisational goals. The CEO came to know about it. He
called the team leader, discussed the matter with him and decided to
change the travel policy of the company. It was decided that all the
members including the leaders would travel together in future and
would usefully utilize the travelling time in discussion with the
subordinates about presentation to be given to the clients. This made a
positive impact and every member of the team started acting in a
manner as desired by the team leader.
State the features of the element of the function of management used
by the CEO.2015-16(4)
Q. Arun is working in a multinational company in Gurgaon. He was
running temperature for the last many days. When his blood was
tested, he was found positive for dengue with a very low platelet
count. Therefore, he was admitted in the hospital and a blood
transfusion was advised by the doctors. One of his colleagues sent a
text message about it to his immediate superior ‘Mr. Narain’. ‘Mr.
Narain’ in turn sent a text message to the employees of the
organisation requesting them to donate blood for Arun. When the
General Manager came to know about it, he ordered for fumigation in
the company premises and cleanliness of the surroundings.
(a) From the above para quote lines that indicate formal and informal
communication.
(b) State any two features of informal communication.
(c) Identify any two values that are being communicated to the society
in the above case.2015-16(5)
ch-8

Q. Vinber Ltd. set up a manufacturing unit at

Bhiwadi at Himachal Pradesh to manufacture
electric geysers and supply them to dealers all over
the country. Their production target was 500 geysers
per week. It was decided by the management that
15
variation in production upto 10 units would be
acceptable.
At the end of the first week, the production was 450
geysers. The next week, production increased to 470
geysers. A week later, production was 460 geysers.
On investigation, it was found out that fluctuation in
production was due to irregular supply of electricity.
(a) The above para discusses some of the steps of one
of the functions of management. Explain the steps.
(b) Also, state the step(s) not discussed in the above
para. 2018-19(4)

Q. Explain the steps to be followed in the process of controlling

function of management after ‘Setting Standards’. 2017-18(4)
Q. Explain any five points which highlight the importance of
controlling function of management.2015-16(5)
ch-9

Q. The size of assets, the profitability and competitiveness are affected

by one of the financial decisions. Name and state the decision.2015-16(1)

Q. Radhika and Vani who are young fashion designers left their job
with a famous fashion designer chain to set-up a company ‘Fashionate
Pvt. Ltd.’ They decided to run a boutique during the day and
coaching classes for entrance examination of National Institute of
Fashion Designing in the evening. For the coaching Centre they hired
the first floor of a nearby building. Their major expense was money
spent on photocopying of notes for their students. They thought of
buying a photocopier knowing fully that their scale of operations was
not sufficient to make full use of the photocopier.
In the basement of the building of ‘Fashionate Pvt. Ltd.’ Preveen and
Ramesh were carrying on a printing and stationery business in the
name of ‘Neo Prints Pvt. Ltd.’ Radhika approached Praveen with the
proposal to buy a photocopier jointly which could be used by both of
them without making separate investment, Praveen agreed to this.
Identify the factor affecting fixed capital requirements of ‘Fashionate
Pvt. Ltd.’2015-16(1)

Q. Explain the objectives of Financial Planning. OR

Q. What is meant by ‘Financial Management’?
State the primary objective of Financial
Management.2018-19(3)
Q.VXL Ltd. is a company dealing in dairy products. It procures
these products from Rajasthan and sells them to various parts of
Delhi. A month before ‘Merio Ltd.’ a Haryana based company
entered Delhi market with a similar range of products. State the
impact of entry of Haryana based ‘Merio Ltd.’ on the working
capital requirements of VXL Ltd. Also, name the factor affecting the
working capital requirements of VXL Ltd. 2017-18(1)
Q. Neelabh Sarin, the Finance Manager and Atul Chopra, the
Managing Director of Ghokerns Ltd. were discussing regarding
the source of finance to be raised for modernization of their
existing plant. Quoting that ‘Sensex has soared by 5078 points’
in the last three years, Neelabh Sarin suggests that equity
should be preferred while Atul Chopra wanted to opt for debt.
Keeping in mind the high operating costs of the company,
suggest the source of finance that should be used for
modernization of existing plant. Also, explain the two factors
highlighted above which should be kept in mind for taking this
decision.(3)
Q. Determining the relative proportion of various
types of funds depends upon various factors.
Explain any six such factors.2018-19(6)
or
Q. Explain any six factors affecting the decision
that determines the amount of profit earned to be
distributed and to be retained in the business. 2018-19(6)
Q. “Sound Financial Planning is essential for the
success of any enterprise.” Explain this statement by
giving any six reasons. 2018-19(6)
Q. ‘Viyo Ltd.’ is a company manufacturing textiles. It has a share
capital of rupees 60 lakhs. The earning per share in the previous year
13
was rupees 0.50. For diversification, the company requires additional
capital of rupees 40 lakhs. The company raised funds by issuing 10%
debentures for the same. During the current year the company earned
profit of rupees 8 lakh on capital employed. It paid tax @40%.
(a) State whether the shareholders gained or lost, in respect of earning
per share on diversification. Show your calculations clearly.
(b) Also, state any three factors that favour the issue of debentures by
the company as part of its capital structure.2015-16(6)
ch-10

Q.‘Vani Oil Refinery’ is a large company, engaged in

processing crude oil and refining it into more useful products
like Petroleum, Kerosene, LPG etc. It has build good reputation
over the years. It has been consistently earning profits and
paying regular dividend to its shareholders. It needs additional
working capital immediately to finance a project. It expects to
return this amount after seven to eight months. Ashish Batra,
the Finance Manager of the company does not want to get into
procedural requirements of securing finance from a
Commercial Bank.
Suggest how the company can raise the required finance for
meeting its additional working capital requirements. (1)
Q. State any two ‘Developmental Functions’ of Securities and Exchange Board of India.
OR Q. What is meant by ‘Allocative Function’ of Financial Markets?2018-19(1)
Q. How does Financial Market facilitate ‘Price
Discovery’ of financial assets? 2018-19(1)
Q. Mr. Sanjay Nehra was the Chairman of ‘Taran bank.’ The bank
was earning good profits. Shareholders were happy as the bank was
paying regular dividends. The market price of their shares was also
steadily rising. The bank was about to announce taking over of ‘Vena
Bank.’ Mr. Sanjay Nehra knew that the share price of ‘Taran Bank’
would rise on this announcement. Being a part of the bank, he was not
allowed to buy shares of the bank. He called one of his rich friends
Sudhir and asked him to invest ₹5 crores in shares of his bank
promising him the capital gains.
As expected the share prices went up by 40% and the market price of
Sudhir’s shares was now ₹7 crores. He earned a profit of ₹2 crores.
He gave ₹1 crore to Mr. Sanjay Nehra and kept ₹1 crore with
himself. On regular inspection and by conducting enquiries of the
brokers involved, Securities and Exchange Board of India (SEBI) was
able to detect this irregularity. The SEBI imposed a heavy penalty on
Mr. Sanjay Nehra.
By quoting the lines from the above para identify and state any two
functions that were performed by SEBI in the above case.2015-16(3)
Q. Describe any four functions of Financial Market. 2017-18(4)
Q. State any four functions of ‘Stock Exchange.’2015-16(4)
Q. Stock exchange acts as a regulator of the
securities market. It creates a continuous market
where the securities are bought and sold. It gives
investors the chance to disinvest and reinvest.
Through this process of disinvestment and
reinvestment, savings get channelised into their
most productive investment avenues.
To ensure that the investing public gets a safe and
fair deal in the market, the membership of the
stock exchange is well regulated and its dealings
are well defined according to the existing legal
framework. It also ensures wider share ownership
by regulating new issues, better trading practices
and taking effective steps in educating the public
about investments.
Various functions performed by the Stock
Exchange are discussed in the above para.
By quoting the lines from the above para, state any
four functions of stock exchange.2018-19(4)
Q. What is meant by ‘New Issue Market’? Explain the various
methods of flotation of new securities issues in this market. 2017-18(6)
ch-11
Q. Name the marketing function which is concerned with informing
the customers about the firm’s products.2015-16(1)
Q. Give the meaning of Marketing Mix. 2017-18 (1)
Q. If the company has enough funds and the management also
wants to have greater control on the channel members, which
channel of distribution should the company adopt? Give reason
in support of your answer. 2017-18(1)
Q. ‘My Bakery’, a biscuit manufacturing company, launched
biscuits with different flavours based on quality and
features like ‘Crunchy biscuits’, ’Sweet potato’, ‘Coffee Jolly’
etc.
The labels on the package of the biscuits are with pictures
and different colours indicating and specifying the flavours of
the biscuits and their contents.
Identify the two functions of labelling discussed above. 2017-18(1)
Q. Beena has been using ‘Klean’, a famous
detergent available in the market. On watching
numerous advertisements in the television, she
decided to try a new brand of detergent. When she
went to the near-by store to purchase the same, she
saw detergents of other producers making similar
claims of whiteness and stain removing abilities.
Hence she could not make up her mind as which
detergent to purchase. Name the objection of
advertising being discussed in this case.(1) 2018-19
Q. Give the meaning of ‘Physical Distribution’ as
an element of Marketing Mix. or Q. What is meant by ‘ Marketing Management’?2018-
19(1)
Q. Mita has a successful ice cream business at
Bikaner, namely ‘Smartflavours’. Her ice creams
are utterly delicious. She makes ice creams from
fresh milk and the same are available in a wide
range of flavours and packs. She sets viable
business objectives and works with the same in
mind in order to ensure that the customers will
come back for purchasing.
Having the first mover advantage, her business was
doing well. To earn higher profits, she started
cutting down costs. This would sometimes lead to
delay in delivery and the ice cream was not
reaching the market in time. Over a period of time,
the demand for her ice cream declined and because
of it the competitors entered the market. She lost
some of her market share to competitors.
At the beginning of summer season, she got back to
back orders for supply of 4,000 ice cream packs of
different flavours for special occasions. To ensure
that the task was completed and orders delivered in
time she hired additional workers. She was, thus
able to produce and deliver the ice cream packs but
at a high production cost.
While completing activities and finishing the given
task for achieving goals, Mita realised that she was
ignoring one of the important aspects of
management.
Identify the aspects of management that has been
ignored by Mita. Also explain the same with the
help of an example.2018-19(3)
Say, a company’s target production is 5
Q. JTM Ltd launched ‘Buddyline’, an exercise
book and comprehensive stationery brand name
comprising of ball pens, gel pens and geometry
boxes after identifying the target market and
understanding the needs and wants of the
consumers of that market. All their products were
of good quality and eco-friendly but expensive.
They wanted to distinguish their product from that
of their competitors. They spent lot of effort, time
and money in creating the brand name, as they
knew that without a brand name, they can only
create awareness for the generic product and can
never be sure of the sale of their products. The
effort paid off and the demand for the products
started growing. The customers liked the brand
and became habitual to it. They did not mind
paying a higher price.
Over a period of time, it became a status symbol to
buy ‘Buddyline’ brand because of its quality. The
consumers felt pride in using them.
(i) Identify the marketing management philosophy
followed by JTM Ltd.
(ii) Explain the advantages of branding to the
marketers highlighted in the above case. 2018-19(3)
Q :Explain any four points of difference between
Marketing and Selling.2018-19(4)
OR
Q. Explain the following functions of marketing:
(i) Product designing and development
(ii) Standardization and Grading2018-19(4)
Q. Sara was pursuing her graduation. Everyday she saw her mother
working tirelessly at home after coming back from her work-place.
She decided to start a tiffin service to increase her family income.
To begin with she started supplying tiffin only in the
neighbourhood. Everyday she detailed out the menu after
consulting her mother. For informing the people about her service
she designed a beautiful informative pamphlet, got it printed and
started distributing it through the daily newspapers. She also
appointed two delivery boys to deliver tiffins.
The business was slow to begin with but picked-up well
afterwards. She was able to earn a profit of 20% of the revenue in
the first month.
a) (a)Identify the promotional tool used by Sara to communicate
to the customers about her tiffin service.
(b)State any three roles of the promotional tool identified in (a)
above in marketing of goods and services. 2017-18(4)
Q. ‘Alfa Ltd.’ was dealing in renewable energy. To get the business,
the team leader and his team used to travel to different states to give
presentation to their clients. As per the policy of the company, the
leader used to travel by air, whereas his team travelled by road/train.
It was not only time consuming but also at time forced female team
members to travel alone.
As a result, the subordinates were not acting in desired manner to
achieve organisational goals. The CEO came to know about it. He
called the team leader, discussed the matter with him and decided to
change the travel policy of the company. It was decided that all the
members including the leaders would travel together in future and
would usefully utilize the travelling time in discussion with the
subordinates about presentation to be given to the clients. This made a
positive impact and every member of the team started acting in a
manner as desired by the team leader.
State the features of the element of the function of management used
by the CEO.2015-16(4)
Q. Ashima purchased a bottle of tomato-sauce from the local grocery
shop. The information provided on the bottle was not clear. She fell
sick on consuming it. She filed a case in the District Forum under
Consumer Protection Act and got the relief.
(a) Identify the important aspect neglected by the marketer in the
above case.
(b) Explain briefly the functions of the aspect identified in (a) above.

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Q. Manuj bought a packet of chips from a local shopkeeper and found

that the ingredients given on the label were not legible. He complained
about it to the company. The company sent a written apology stating
that they will make sure that existing packets are withdrawn from the
market and new packets with legible lables are soon made available.
State the consumer right which Manuj exercised.2015-16(1)

Q. State any three functions performed by non-governmental

organisations for consumer protection. 2015-16(3)

Q. Explain any three points of importance of consumer

protection from the point of view of consumers. 2017-18.(3)
Q. Aditi set-up a company ‘Dantik Ltd.’to manufacturer
toothpastes using herbs found in her village instead of
chemicals that are hazardous to health. The package of the
product was eco-friendly and had details like price, quantity,
ingredients, directions for use and other relevant information.
It also carries the contact details like address, phone number
and e-mail id of ‘Dantik Consumer Services and Grievance
Cell’. The toothpaste became very popular and she started
getting orders from reputed traders.
(a) Identify and explain any two Rights of Consumers
discussed above.
(b) State any two values being communicated by ‘Dantik
Ltd.’to the society. 2017-18(5)
‘VOICE’ is an an important consumer organisation.
It organised workshops in the months of December
in Delhi/ NCR for consumers. The theme was
‘Organic Food –From Farm to Plate’ to spread
awareness on the importance of organic farming
and to encourage consumers to switch from
conventional food that contains chemicals and
pesticides to organic food. Expert speakers from
farmers’ community explained the harmful effects
of usage of pesticides in farming and the importance
of organic food. People were informed that the
organisation regularly tests samples to detect
adulteration like presence of heavy metals or
pesticides. The results of the tests are published in
their monthly magazine’ Consumer Voice’ to make
people aware of quality of different products. It also
provides aid and legal advice to the consumers in
seeking a remedy.
State the functions performed by the Consumer
Voice for the protection and promotion of consumer
interest by quoting lines from the above para.2018-19(6)