Sri Adichunchanagiri Shikshana Trust®

SJB INSTITUTE OF TECHNOLOGY

BGS Health & Education City, Kengeri, Bangalore
Department of Management Studies

USN

Sub: Entrepreneurial Development Sub code: 14MBA26 Sem/Sec: 2nd /B sec

Date: 12/03/2016 Time: 11.00 to 12.45 PM Max Marks: 50
Duration: 1.45 hours Staff: RAGHAVENDRA.K.A
FIRST INTERNAL ASSESMENT TEST – MARCH - 2016

a. Answer any two questions from Section – A to Section - C,

b. Section D is Compulsory.
Section- A 2X3=6

1. Distinguish between Entrepreneur and Intrapreneur.

2. What are the sources of creativity and innovation?
3. Define Heuristics.

Section- B 2 X 7 = 14

1. Explain the various methods of generating ideas for new venture.

2. Describe the role of Entrepreneurship in economic development.
3. State the format of writing a business plan.

Section- C 2 X 10 = 20

1. Explain in detail the types of Entrepreneurs.

2. Explain the new product development process.
3. Briefly explain the steps in preparing marketing plan.

Section- D 1 X 10 = 10

ABC Ltd is a fast growing FMCG company planning to introduce a new product in soap
segment. Emerging technology is applied to bring out the new product with attractive design.
The product manager is interested to use the box container with glass paper to attract the
youngsters. The company is targeting the upper class and upper middle class people with the
help of private TV channels, popular magazines and online service.
In order to cover the market, the marketing strategy has been designed with high level
promotional tools. The top executives of the company are planning to introduce their new
product in a public meeting at all the state capitals. The company has decided to invite the
famous film stars and leading sports stars to launch their new product.

Questions:

a. Explain your position in terms of top management and perceive essential responsibilities
to introduce new product in the market. (5 marks)
b. Describe the role of media (promotional tools) in introducing a new product. (5 marks)
***
 Sri Adichunchanagiri Shikshana Trust®
SJB INSTITUTE OF TECHNOLOGY
Health & Education City, Kengeri, Bangalore
Department of Management Studies
FIRST INTERNAL ASSESSMENT TEST- MARCH - 2016
Sub: Entrepreneurial Development Sub code: 14MBA26 Sem/Sec: 2nd /B sec
Date: 12/03/2016 Time: AM Max Marks: 50
Duration: 1.45 hours Staff: RAGHAVENDRA.K.A
SCHEME AND SOLUTION

Section A
1 An entrepreneur is an individual who takes initiative to bundle resources in 3
innovative ways and is willing to bear the risk or uncertainty to act.
Intrapreneurship is the practice of entrepreneurship by employees within an
organization. It is an opportunity for corporate managers or employees to take
initiative, innovate and try new ideas within an organization.

Some of the more frequently used sources of ideas for entrepreneurs include: 3
2 Consumers, Existing Products and Services, Distribution Channels, the Government
and Research and Development.

3 A heuristic is a mental shortcut that allows people to solve problems and make 3
judgments quickly and efficiently.
Section B
1 Focus Groups, Brainstorming, Brain writing, Reverse brainstorming, Problem 7
Inventory Analysis, Gordon Method, Checklist method, Free association

2 Entrepreneurship promotes capital formation by mobilizing the idle saving of the 7

public. It provides immediate large scale employment. Thus, it helps reduce the
unemployment problem in the country. It promotes balanced regional development.
It helps reduce the concentration of economic power. It stimulates the equitable
redistribution of wealth, income and even political power in the interest of the
country.
7
3 Cover page, table of contents, executive summary, company details, operational
details, project details, project cost details, means of finance, profitability and risk
analysis, employment, conclusion and annexure.
Section C
1 Based on functional characteristics, based on development angel, based on 10
personality and based on type of business
2 Idea Stage, Concept Stage, Product Development Stage, Test marketing Stage and 10
Commercialization

3 Defining the business situation, defining the target market, establishing goals, 10
defining marketing strategy and action programs, budgeting the marketing strategy,
implementation of the marketing plan and monitoring progress of market actions.
 Sri Adichunchanagiri Shikshana Trust®
SJB INSTITUTE OF TECHNOLOGY
BGS Health & Education City, Kengeri, Bangalore
Department of Management Studies

USN

Sub: Sales Management Sub code: 14MBAMM407 Sem/Sec: 4th Marketing

Date: 29/03/2016 Time: 1.30 to 3.15 PM Max Marks: 50
Duration: 1.45 hours Staff: RAGHAVENDRA.K.A
FIRST INTERNAL ASSESMENT TEST – MARCH - 2016

a. Answer any two questions from Section – A to Section - C,

b. Section D is Compulsory.
Section- A 2X3=6

1. Define sales management.

2. What is personal selling?
3. What are the qualities of sales manager

Section- B 2 X 7 = 14

1. Explain the skills required for successful selling?

2. Explain different types of handling customer objections in selling process.
3. Write a note on evolution of sales management.

Section- C 2 X 10 = 20

1. What do you mean by personal selling describe the process of personal selling with
examples.
2. Explain in detail the sales manager roles and responsibilities.
3. Explain the emerging trends in sales management?

Section- D 1 X 10 = 10

ABC Ltd is a fast growing FMCG company planning to introduce a new product in soap
segment. Emerging technology is applied to bring out the new product with attractive design.
The product manager is interested to use the box container with glass paper to attract the
youngsters. The company is targeting the upper class and upper middle class people with the
help of private TV channels, popular magazines and online service.
In order to cover the market, the marketing strategy has been designed with high level
promotional tools. The top executives of the company are planning to introduce their new
product in a public meeting at all the state capitals. The company has decided to invite the
famous film stars and leading sports stars to launch their new product.

Questions:

a. Explain your position in terms of Sales manager and perceive essential responsibilities to
introduce new product in the market. (5 marks)
b. Describe the role of media (promotional tools) in introducing and enhancing support to
sales of a company. (5 marks)
***
 Sri Adichunchanagiri Shikshana Trust®
SJB INSTITUTE OF TECHNOLOGY
Health & Education City, Kengeri, Bangalore
Department of Management Studies
FIRST INTERNAL ASSESMENT TEST – MARCH - 2016

Sub: Sales Management Sub code: 14MBAMM407 Sem/Sec: 4th Marketing

Date: 29/03/2016 Time: 1.30 to 3.15 PM Max Marks: 50
Duration: 1.45 hours Staff: RAGHAVENDRA.K.A
SCHEME AND SOLUTION

Section A
1 It is the attainment of salesforce goals in an effective and efficient manner 3
through planning, staffing, training, leading and controlling organizational
resources.

2 It is a personal communication of information to influence a prospective 3

customer to buy something- a good, service, or idea that satisfies an
individual’s needs.
3
3 He should be good communicator, catalyst, and planner
He should be a prognosticator, and skillful manipulator.
He should be an amalgamator, a consolidator, and orchestrator directing
efforts of many towards the achievement of common goal.
Section B
1 communication skills, negotiation skills, listening skills, conflict 7
management skills and problem solving skills

2 Superior feature method, Yes… but method, Reverse English method, 7

Indirect denial method, Pass out method, Comparison method, Direct
denial method and Another angle method.

3 Barter system, first phase, packers and peddlers, greeters and drummers,
personal selling. 7
Section C
1 Pre sales preparation, prospecting, pre approach, approach, sales presentation, 10
handling objections, closing the sale and follow up

2 Sales planning and budgeting, Estimating demand and forecasting of sales. 10

Determination of size and structure of the sales organization. Recruiting,
selecting, and training of sale’s people. Allocating of salesforce and setting
sales quota. Compensating, motivating and leading the salesforce. Analyzing
sales volume cost and profit. Measuring and evaluating salesforce
performance. Monitoring marketing environment.

3 Global perspective, Revolution in Technology, Customer Relationship 10

management, Salesforce diversity, Team Selling Approach and Managing
multi-channels
 Sri Adichunchanagiri Shikshana Trust®
SJB INSTITUTE OF TECHNOLOGY
BGS Health & Education City, Kengeri, Bangalore
Department of Management Studies

USN

Sub: Risk Management & Insurance Sub code: 14MBAFM408 Sem/Sec: 4th Finance
Date: 28/03/2016 Time: 1.30 to 3.15 PM Max Marks: 50
Duration: 1.45 hours Staff: RAGHAVENDRA.K.A
FIRST INTERNAL ASSESMENT TEST – MARCH - 2016

a. Answer any two questions from Section – A to Section - C,

b. Section D is Compulsory.
Section- A 2X3=6

1. Define risk management.

2. What are the types of risks?
3. What are the methods of handling risks?

Section- B 2 X 7 = 14

1. Explain the components of cost of risks?

2. What are the loss exposures of work related injuries and hazards
3. Write a note on risk identification or identification of loss exposures

Section- C 2 X 10 = 20

1. Explain in detail the risk management techniques.

2. Briefly explain the risk management process.
3. Write a note on:
a. Exposures of physical assets
b. Exposures of financial assets
Section- D 1 X 10 = 10

1. Explain in detail the enterprise risk.

***
 Sri Adichunchanagiri Shikshana Trust®
SJB INSTITUTE OF TECHNOLOGY
Health & Education City, Kengeri, Bangalore
Department of Management Studies
FIRST INTERNAL ASSESSMENT TEST- MARCH - 2016
Sub: Risk Management & Insurance Sub code: 14MBAFM408 Sem/Sec: 4th Finance
Date: 28/03/2016 Time: 1.30 to 3.15 PM Max Marks: 50
Duration: 1.45 hours Staff: RAGHAVENDRA.K.A
SCHEME AND SOLUTION

Section A
1 Risk management is a process of thinking systematically about all possible 3
risks, problems or disasters before they happen and setting up procedures
that will avoid the risk, or minimize its impact, or cope with its impact.

2 Systematic and unsystematic, economic, natural and human risks 3

3  Avoidance 3
 Risk Control
 Risk Transfer
 Loss Reduction
 Segregation of Exposures (Spread of Risk)
 Duplication of Resources
 Self-Retention
Section B
1 Expected losses, cost of loss control, cost of loss financing, cost of internal risk 7
reduction and cost of residual uncertainty.

2 Manual tasks, gravity, electricity, machinery and equipment, hazardous of 7

chemicals, extreme temperature, noise, radiation and biological
3
Property loss exposures, liability losses, losses to human resources and losses from 7
external economic forces.
Section C
1 Loss control, loss financing, internal risk reduction 10

2 Identify the Risks, Identify the Causes, Identify the Controls, Establish your 10
Likelihood and Consequence Descriptors and Establish your Risk Rating
Descriptors
3 a) Damage of physical assets, money loss, cause of firms can’t use for further, 10
over and under maintenance
b) Credit risk, interest rate risk, currency risk.
1 Property loss exposures, direct and indirect losses, liability losses, losses to human 10
resources and losses from external economic forces.