Thursday, 15 October 2015

Case Study Project - Elective – Sales Marketing Management

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Case Study Project
Total Marks: 100


Elective – Sales Marketing Management



Q. 1. Create a multi-level strategic plan to help an industry (your choice) generate, track, capture and distribute more leads.
•             A Marketing Plan to build that show spending and starts needed to hit goal.
•             Calls to measure the effectiveness of all marketing and advertising efforts.
•             Internet spending in order to create better media mixes
•             Unique URLs along with micro sites added to all traditional media creative to enhance the tracking process.
•             Internet campaigns to generate more immediate response rather than taking a more brand-oriented approach.  
•             Monthly reporting on Marketing to ensure expectations are being met. 
•             Consistently to ensure integrity resulting in an increase in results, lower cost
•             Communication with media and vendors.


Answer:Multi-Level Marketing (MLM) is a marketing strategy in which the sales force is compensated not only for sales they generate, but also for the sales of the other salespeople that they recruit. This recruited sales force is referred to as the participant's "downline", and can provide multiple levels of compensation. Other terms used for MLM include pyramid selling,  network marketing, and referral marketing. According to the US FTC, some MLM companies constitute illegal pyramid schemes which exploit members of the organization.

MLM is one type of direct selling. Most commonly, the salespeople are expected to sell products directly to consumers by means of relationship referrals and word of mouth marketing. MLM salespeople not only sell the company's products but also encourage others to join the company as a distributor.

With advertising dollars following the consumer’s movement beyond the computer screen to mobile phones and tablets, it is more important than ever to measure competitive digital spend in order to capture the full story of the competitive advertising

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IB0014 - CERTIFICATE IN EXPORT IMPORT MANAGEMENT- IBSPECIALIZATION

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ASSIGNMENT

DRIVE
Summer 2015
PROGRAM
Certificate in Export Import Management
SEMESTER
IV
SUBJECT CODE & NAME
CERTIFICATE IN EXPORT IMPORT MANAGEMENT- IBSPECIALIZATION
CREDITS&MARKS
60


Note: Answer all questions. Kindly note that answers for 10 marks questions should be approximately of 400 words. Each question is followed by evaluation scheme.

Q. 1. List out the salient points of the new exim policy 2015-2020. Explain in detail theMEIS scheme,
Answer:EXIM Policy. At the same time, all-out efforts are made to promote exports. Thus, there are two aspects of Exim Policy; the import policy which is concerned with regulation and management of imports and the export policy which is concerned with exports not only promotion but also regulation. The main objective of the Government's EXIM Policy is to promote exports to the maximum extent.

Salient points of new exim policy

·         India to be made a significant participant in



Q. 2. List out the important steps involved in the processing of an export order. What are theregulatory documents prescribed by the Govt. of India?

Answer:In reality, an export exercise is concluded successfully only after the exporter has been able to deliver the consignment in accordance with the export contract and receive payment for the goods.

This involves practice of prescribed procedure to be performed (Branch 2000). The fact is that one does not need only to be very well informed about his/her export company, his/her products, his/her suppliers, his/her export chain, his/her market, the world market, but one also needs to know the export rules and terms, the different cultures that one targets and the final customers’ needs.

a) Steps in processing of export order




Q. 3. Describe how the following products can be appropriately packed for export. State
whether these are exported by sea or air.

Answer:a)Drugs and Pharmaceuticals
Program manager, Pharmaceuticals and Biotechnology, South Asia & Middle East, Frost & Sullivan The pharmaceutical industry is one of the few sectors that has been relatively resilient during the economic slowdown. Healthcare is typically one of the last areas where consumers cut spending. According to the World Health Organization, Asia accounts for half of the world’s population and has a significant market for novel drugs and improved healthcare systems.



Q. 4. What is an SEZ? What are the advantages of locating an export unit in an SEZ?

Answer: SEZ is a geographical region that has economic laws that are more liberal than a country’s typical economic laws. An SEZ is a trade capacity development tool, with the goal to promote rapid economic growth by using tax and business incentives to attract foreign investment and technology. Today, there are approximately 3,000 SEZs operating in 120 countries, which account for over US$ 600 billion in exports and about 50 million jobs. By offering privileged terms, SEZs attract investment and foreign exchange, spur employment and boost the development of improved technologies and infrastructure.

Role of SEZ



Q. 5. You are a merchant exporter. A prospective overseas client has shown interest in yourproducts. Write a letter making a firm offer mentioning all relevant facts regardingproduct features, payment terms, transport details, insurance, delivery schedules,packaging etc.,? Assume all relevant details about the product and the client.

Answer:Exporting and importing are two sides of the same coin; both supply customers with products manufactured outside the country. Exports now account for over 15% of global GNP and are growing at an annual compound rate in excess of 10%. Export marketing requires a knowledge of the target market, a marketing mix decision, planning, organisation and control and information systems. Exporting is often an incremental process, from unsolicited order filling to deliberate export planning. No doubt few firms will export




Q. 6. Explain the purpose of Incoterms. Describe in detail any three commonly usedIncoterms

Purpose of incoterms
Description of three commonly used incoterms

Answer:The purpose of Incoterms is to provide a set of international rules for the interpretation of the most commonly used trade terms in foreign trade. Thus, the uncertainties of different interpretations of such terms in different countries can be avoided or at least reduced to a considerable degree.

It appears that two particular misconceptions about Incoterms are very common. First, Incoterms are frequently misunderstood as applying to the contract of carriage rather than to the contract of sale. Second, they are sometimes wrongly assumed to provide for all the duties which parties may wish to include in a contract of sale.

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MS - 612 - Retail Management

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ASSIGNMENT


Course Code                                                      :                               MS - 612
Course Title                                                       :                               Retail Management
Assignment Code                                            :                               MS-612/TMA/SEM - II/2015
Coverage                                                             :                               All Blocks

Note : Attempt all the questions and submit this assignment on or before 31st October, 2015 to the coordinator of your study centre.

Q. 1. a) Distinguish a retailer from retail business in the Indian context. Explain why the neighborhood small retailers still continue to be favored by the customer.
                                                                                   
Answer:Retailing in India is one of the pillars of its economy and accounts for about 22 percent of its GDP. The Indian retail market is estimated to be US$ 500 billion and one of the top five retail markets in the world by economic value. India is one of the fastest growing retail markets in the world, with 1.2 billion people. As of 2013, India's retailing industry was essentially owner manned small shops. In 2010, larger format convenience stores and supermarkets accounted for about 4 percent of the industry, and these were present only in large urban centers. India's retail and logistics industry employs about 40 million Indians (3.3% of Indian population).





b) Discuss the major factors which lead to unprecedented growth of retailing in the Indian scenario.

Answer:The retail real estate sector is a significant contributor to India’s economic activity. Though a quantitative measurement of the retail sector is difficult to derive through the Government statistics, the trade, hotels and restaurant sectors come close to giving an estimate of its contribution.

That component, in which retail (both organised and unorganised) is the dominant activity, accounts for around 18% of India’s GDP. Within the services





Q. 2. a) Distinguish traditional retail formats from modern retail formats with suitable illustrations.

Answer:Retailing as a concept is not new in India. In fact, it Dates back to the period of hard-core traditional formats of retailing that prevailed in the form of Haats, Shandis, Painth, Weekly Bazaar and the famous kirana or BaniyakiDukan.It is only during recent past that Indian retail sector is witnessing a Process of Change and is poised to undergo dynamic Transformation. RPG group forays into organized retailing with new and improved formats.India is now developing into a retail power where both organized and unorganized retail sector compete with each other.




b) What do you understand by the term “Atmospherics” in retail business? What are the key components of atmospherics that retailer should consider for increased foot falls.

Answer:Retail atmospherics involves all details of a store's physical environment and the effects on customers. You want shoppers to feel comfortable browsing your store and for the environment to be conducive to making a purchase. An analysis of retail atmospherics can point the way to identifying your store's best physical features and areas that could use improvement.

Features: The number of features in an analysis




Q. 3. a) Critically evaluate the significance of Locational Decisions in retail business . What are the factors that the following retail businesses should consider before finalizing the site for their respective store.
i) chain of chemist stores
ii) leading two wheeler motorcycle dealership
iii) private brand grocery retailer

Answer:Location is the most important ingredient for any business that relies on customers. It is also one of the most difficult to plan for completely. Location decisions can be complex, costs can be quite high, there is often little flexibility once a location has been chosen and the attributes of location have a strong impact on a retailer’s overall strategy. In India, most retailers prefer to own the property rather than avail of the desired




b) Define Merchandizing. Discuss the major objectives of merchandising in retail business and elaborate on the role and responsibilities of a merchandizing Manager in achieving the firms merchandise objectives.

Answer:In the broadest sense, merchandising is any practice which contributes to the sale of products to a retail consumer. At a retail in-store level, merchandising refers to the variety of products available for sale and the display of those products in such a way that it stimulates interest and entices customers to make a purchase.  In retail commerce, visual display merchandising means merchandise sales using product design, selection, packaging, pricing, and display that stimulates consumers to spend more. This includes disciplines and discounting, physical presentation of products and displays, and the decisions about



Q. 4. a) Discuss and distinguish transactional marketing from relationship marketing with suitable examples. Taking any retail business of your choice suggest ways to establish customer loyalty.

Answer:While all marketing focuses on gaining clients and increasing profits, relationship marketing and transactional marketing take different views of the role of the client. The transactional approach views the client solely as a vehicle for sales, while relationship marketing establishes a relationship with the person behind the sale.

Transactional Marketing: Transactional marketing is



b) What are the major growth drivers of Non-Store retail business in India? Discuss the challenges for their sustenance.


Answer:Retailing is a distribution channel function, where one organisation buys products from supplying firms or manufactures products themselves, and then sells these directly to consumers.

In majority of retail situations, the organisation, from whom a consumer buys, is a reseller of products obtained from others, and not the product manufacturer. However, some manufacturers do operate their own retail outlets in a corporate channel arrangement.


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V

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ASSIGNMENT


Course Code                                                      :                               MS - 66
Course Title                                                       :                               Marketing Research
Assignment Code                                            :                               MS-66/TMA/SEM - II/2015
Coverage                                                             :                               All Blocks


Note : Attempt all the questions and submit this assignment on or before 31st October, 2015 to the coordinator of your study centre.

Q. 1. a) What is Marketing Research? When and why firms undertake marketing research. Illustrate with suitable example.

Answer:Marketing research is "the process or set of processes that links the consumers, customers, and end users to the marketer through information — information used to identify and define marketing opportunities and problems; generate, refine, and evaluate marketing actions; monitor marketing performance; and improve understanding of marketing as a process. Marketing research specifies the information required to address these issues, designs the method for collecting information, manages and implements the data collection process, analyzes the results, and communicates the findings and their implications."

It is the systematic gathering, recording, and analysis



b) Explain the basis of classification of various types of research design available to the marketer.

Answer:The word ‘design’ has various meanings. But, in relation to the subject concern, it is a pattern or an outline of research project’s workings. It is the statement of essential elements of a study that provides basic guidelines of conducting the project. It is same as the blue print of architect’s work.

The research design is similar to broad plan or model that states how the entire research project would be conducted. It is desirable that it must be



Q. 2. a) Distinguish Data firm Information. What are the different types of data needed in conducting Marketing Research Project? Briefly discuss their merits and limitations.

Answer:When discussing data quality, we need to understand exactly what we mean by the word data. Often, the words information and data are used interchangeably, yet they are not the same thing.

Data is, or are (depending on your knowledge of Latin), fundamental to business intelligence. But how do we recognise data as data – and why is bad data such a pernicious entity?

There’s a really simple way to understand the difference between data and information. When we understand the primary function of the item we are




b) Explain the importance of Questionnaire in a Marketing Research project. Describe in detail the format and steps involved in designing a questionnaire for a leading private sector bank to ascertain the customer perception of the services being offered by the bank.

Answer:The questionnaire is a structured technique for collecting primary data in a marketing survey. It is a series of written or verbal questions for which the respondent provides answers. A well-designed questionnaire motivates the respondent to provide complete and accurate information.

The survey questionnaire should not be viewed as a stand-alone tool. Along with the questionnaire there is field work, rewards for the respondents, and communication aids, all of which are important components of the questionnaire process.




Q. 3. a) What are the various types of scales used in Marketing Research to measure the attitude of different respondent towards a product / service explain them briefly.

Answer:Attitudes are individual mental processes which determine both the actual and potential response of each person in a social world. An attitude is always directed toward some object and therefore, attitude is the state of mind of the individual toward a value.

(i) Area of Application of Attitude Measurement:

An increased attention is being paid to the




b) Distinguish between qualitative research from quantitative research and highlight the major differences with suitable examples.

Answer:In the world of research, there are two general approaches to gathering and reporting information: qualitative and quantitative approaches. The qualitative approach to research is focused on understanding a phenomenon from a closer perspective. The quantitative approach tends to approximate phenomena from a larger number of individuals using survey methods. In this research corner, I describe methods that are



Q. 4. a) What is the significance of Data Processing in an Marketing Research Project? Discuss the various components or elements which are involved in data processing task and highlight their importance in the final analysis.

Answer:The data analysis stage in a market research project is the stage when qualitative data, quantitative data or a mixture of both, is brought together and scrutinised in order to draw conclusions based on the data. These conclusions then provide the key insights for the research project and any associated reports or presentations.

The aim of data analysis in research is to discover useful information from a set of data, and conclusions that can be used to form insights




b) What is cluster analysis? Discuss the possible application areas by taking any two examples of your choice.

Answer:Cluster analysis or clustering is the task of grouping a set of objects in such a way that objects in the same group (called a cluster) are more similar (in some sense or another) to each other than to those in other groups (clusters). It is a main task of exploratory data mining, and a common technique for statistical data analysis, used in many fields, including machine learning, pattern recognition, image analysis, information retrieval, and bioinformatics.

Cluster analysis itself is not one specific algorithm,


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MS-02 - Management of Human Resources

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ASSIGNMENT

Course Code                                                      :                               MS-02
Course Title                                                       :                               Management of Human Resources
Assignment Code                                            :                               MS - 02/TMA/SEM-II/2015
Coverage                                                             :                               All Blocks

Note: Attempt all the questions and submit thisassignment on or before 31st October, 2015 to the coordinator of your study centre.

1. “In the prevailing context of business world wide, the organizations are faced with five critical challenges viz; Globalisation, Profitability through growth, Technology, Intellectual capital and Change, and Change and more change,Collectively these challenges require building new capabilities.”

Elaborate this statement and discuss the underlying concepts with respect to the organisational efforts in the directions of addressing these challenges and their fall out / impact, from the experience you have had while working in an organisation or from the ones you are familiar with. Give relevant details of the organisation/s you are referring to.

Answer:A leader in a formal, hierarchical organization, who is appointed to a managerial position, has the right to command and enforce obedience by virtue of the authority of his position. However, he must possess adequate personal attributes to match his authority, because authority is only potentially available to him. In the absence of sufficient personal competence, a manager may be confronted by an emergent leader who can challenge his role in the organization and reduce it to that of a figurehead. However, only authority of position has the backing of formal sanctions. It follows that whoever wields personal influence and power can legitimize this only by gaining a formal position in the hierarchy, with commensurate




2. Present a brief account of various Performance Appraisal methods and the problems generally encountered in the processes.
Does a particular method of Performance Appraisal suit a particular type of organisation? If yes, why?, if no why?
Explain and critically evaluate the Performance Appraisal you have come across while working in an organisation, or having familiarity with. Briefly explain the organisation, you are referring to.

Answer:Performance Appraisals is the assessment of individual’s performance in a systematic way. It is a developmental tool used for all round development of the employee and the organization. The performance is measured against such factors as job knowledge, quality and quantity of output, initiative, leadership abilities, supervision, dependability, co-operation, judgment, versatility and health. Assessment should be confined to past as well as potential performance also. The second definition is more focused on behaviors as a part of assessment because behaviors do affect job results.




3. “An organisation can be defined as a system of Roles, while a role itself is a system.”
“The system of various roles which the individual carries and performs, and the system of various roles of which his / her role is a part.”
Elaborate the statements and explain with relevant examples as to how and why these statements assume importance and play significant role in processes of various dimensions of Role Efficacy in an organisational set up.
Give relevant and essential details of the organization and the Roles you are referring to.

Answer:The efficiency and effectiveness of an organisation depends directly on how capable its personnel are and how effectively that are utilised for achieving organisational objectives. Capability of a person depends on his abiity to work and the types of training he receives. While the personal ability is evaluated through proper selection process, his training is taken care of by the organisation which involves developing appropriate skills and competence in people art different levels of the organisation. Integrated and systematic development of personnel in the organisation is referred to as human resources development.



4. “Motivational Systems and Reward Management are assuming greater importance day-by-day in the formal organisational set up.”
Critically evaluate this statement and explain with your organizational experience or the ones you are familiar with, the reason and their inevitability, if any, in the functioning / sustainability of an organisation in today’s competitive environment. Briefly describe the organisation and the situation you are referring to.


Answer:Sometimes, simply receiving a paycheck is not enough of an incentive to keep employees dedicated and focused. Managers must think of new ways to hold an employee's attention and interest on a project, or the company as a whole. Many companies employ motivational tactics and rewards systems, both of which have advantages and disadvantages.


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MCA4020 - PROBABILITY AND STATISTICS

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SUMMER 2015 ASSIGNMENT


DRIVE
SUMMER 2015
PROGRAM
MCA
SEMESTER
FOURTH
SUBJECT CODE & NAME
MCA4020- PROBABILITY AND STATISTICS
BK ID
B1779
CREDIT & MARKS
4 CREDITS & 60 MARKS


1 Three machines A, B and C produce respectively 60%, 30% and 10% of the total number of items of a factory. The percentage of defective output of these machines are respectively 2%, 3% and 4%. An item is selected at random and is found to be defective. Find the probability that the item was produced by machine C.

Answer: Multiply the respective percentage of production by the percentage of defects for each machine

A = 60% * 2% = 1.2% of the factory's total output are defects produced by Machine A
B = 30% * 3% = 0.9% of the factory's total output are defects produced by Machine B
C = 10% * 4% = 0.4% of the factory's total output are defects produced by Machine C

Therefore the total defects = 1.2% + 0.9% + 0.4% = 2.5%





2 Find the constant k so that

F(x,y) = {k(x+1)e-y, 0<x<1,y>0
                0 elsewhere
Is a joint probability density function. Are X and Y independent?

Answer: Probability density function:- In probability theory and statistics, given two jointly distributed random variables X and Y, the conditional probability distribution of Y given X is the probability distribution of Y when X is known to be a particular value; in some cases the conditional probabilities may be expressed as functions containing the unspecified value x of X as a parameter. In case that both "X" and "Y" are categorical variables, a conditional probability table is typically used to represent the conditional probability. The conditional distribution



3 The data shows the distribution of weight of students of 1st standard of a school. Find the quartiles.


Class Interval
13-18
18-20
20-21
21-22
22-23
23-25
25-30
Frequency
22
27
51
42
32
16
10

Answer: If a data set of scores is arranged in ascending order of magnitude, then:
The median is the middle value of the data set.

The lower quartile (Q1) is the median of the lower half of the data set.

The upper quartile (Q3) is the median of the upper



4 Fit a trend line to the following data by the freehand method:



Year
Production of wheat(in tonnes)
Year
Production of wheat(in tonnes)
1995
20
2000
25
1996
22
2001
23
1997
24
2002
26
1998
21
2003
25
1999
23
2004
24

Answer: Methods of Freehands: It is familiar concept, briefly described for drawing frequency curves. In case of a time series a scatter diagram of the given observations is plotted against time on the horizontal axis and a freehand smooth curve is drawn through the plotted points. The curve is so drawn that most of the points concentrate around the curve, however, smoothness should not be scarified in trying to let the points exactly fall on the curve. It would be better to draw a straight line through the plotted points instead of a curve, if possible. The curve fitted by




5 Let X be a random variable and its probability mass function is
P(x=r) = qr-1p,r=1,2,3…
Find the m.g.f. of X and hence it’s mean and variance.

Answer: Standard Deviation:-The Standard Deviation is a measure of how spread out numbers are.
Its symbol is σ (the greek letter sigma)
The formula is easy: it is the square root of the Variance. So now you ask, "What is the Variance?"

Variance



6 The diastolic blood pressures of men are distributed as shown in table. Find the standard deviation and variance.
Pressure
78-80
80-82
82-84
84-86
86-88
88-90
No. of Men
3
15
26
23
9
4

Answer: Given values are:
Pressure
78-80
80-82
82-84
84-86
86-88
88-90
No. of Men
3
15
26
23
9
4

Difference = 2



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