Ms-62 December, 2011 Sales Management
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comDecember, 2011
Ms-62 : Sales Management
SECTION – A
1. (a) Discuss the qualities of a good salesperson citing suitable examples. Explain how
would you convert a suspect into a prospect ?
(b) Explain the stages involved in the execution of a sales order.
2. Why are sales territories required ? Discuss the various stages to Scientific territory planning and suggest what type of territory planning is appropriate in the following cases :
(a) A company selling bulk drugs to large pharma companies.
(b) A company selling food supplements.
(c) A company selling holiday packages.
3. (a) What are the different components of a suitable compensation plan for salesmen ?
Suggest a suitable compensation plan for a salesman selling encylopedias.
(b) Discuss the Key steps in preparation of a Sales Budget.
4. Write short notes on any three of the following :
(a) Setting sales objectives
(b) Non - verbal communication
(c) Principles of negotiation
(d) Learning style.
(e) Contents of sales reports.
SECTION – B
5. Read the case given below and answer the questions at the end of the case :
"To say that I am exceedingly upset by what I witnessed in one of our dealer's offices, the other day would be a gross understatement. I saw one of our sales representatives trying to sell to a dealer and he did not know what he was talking about. He could not answer some of the simplest questions of the dealer about our product and kept saying that he would find out the answer from the head office. Needless to say he didn't make the sale," opined Mr. Khurana, President of the Innova Computer Company. Mr. Roy, the newly hired sales manager for the company, decided to take note of this and asked "Is this representative of the entire sales force or an isolated case ?" "Mr. Roy that's what I am paying you to find out and do something about." Said Mr. khurana As
(a) To determine how much the present sales force really knew about the computer products and how they are used.
(b) To develop an effective programme to equip the sales force with the required product
knowledge.
On reaching his desk,
"Oh, don't pay too much attention to the old man. He's been on that trip ever since he started the company. As far as he is concerned, no sales representative ever knows enough about the product or knows enough about the customer's problems. It doesn't make any difference to him that we are selling fairly well and sometimes exceeding quotas. In his eyes, that's just because the product is so good. He thinks he is the only one in the company who really knows about the product. It doesn't matter what you do, he'll still be saying the same things to you, every time he sees one of the representatives making a presentation," replied Vinod.
Questions :
(a) How can
(b) How should he plan to develop the desired degree of expertise among sales people ?
Ms-62 December 2012 Sales Management
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comDecember 2012
Ms-62 : Sales Management
SECTION-A
1. Briefly explain the personal selling process. Discuss the importance of 'Sales Resistance' in the selling process. How do sales persons cope up with the same ? Support your answer by citing example of a consumer durable good.
2. Define negotiation. Explain the steps involved in the negotiation process by taking example of an industrial good. Briefly explain the various negotiation strategies involved.
3. What are the basic objectives of a good sales force monitoring system? List and briefly explain the parameters used to monitor salesforce of a company selling FMCG products.
4. Write short notes on any three of the following :
(a) Principles of effective presentations.
(b) Centralization versus Decentralization in sales organizations.
(c) I mportance of sales quotas.
(d) Interdependence of sales and distribution.
(e) Qualities of good Sales personnel.
SECTION-B
5. You have been retained as a consultant to develop sales training programme to improve productivity of middle-level sales managers of a company manufacturing personal-care products like shampoos, creams and moisturizers etc. Describe the key features of the training programme devised by you.
Ms-58 December, 2009 Management of R&D and Innovation
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comDecember, 2009
Ms-58 : Management of R&D and Innovation
1(a) How does one identify a business strategy that is appropriate to your competencies ? How do you ensure that competitive advantage can be obtained through technological innovation ?
(b) Discuss the linkage between R&D, innovation and economic development. What have the experiences of
2(a) What are the essential requirements of design ? Examine the relationship between design, innovation and market.
(b) What could be the possible barriers to creativity in an organisation ? Discuss and explain how these barriers could be overcome.
3 (a) Elaborate your understanding about integration of R&D with business strategy.
(b) Discuss the various types of approaches used for R&D budgeting.
4(a) Discuss the different types of partnerships for innovations and R&D.
(b) What are performance skills of R&D manager ? How are these skills related to his/her tasks and functions ?
5(a) What do you understand by a team role ? Is it possible to differentiate team members in order of importance ?
(b) What do you understand by an organization structure ? How important is the coupling and coordination system in an R&D organisation ?
6(a) What are the different types of R&D projects ? Explain the concept of project life cycle with an example.
(b) Discuss the various criteria for measuring the output of R&D projects.
7. (a) Discuss the rationale of co-operation between industry, institution and Government. Make comparative assessment of situation in
(b) Define consultant and consultancy services. How technical consultants can facilitate the process of R&D and innovation ? Discuss.
Ms-58 June, 2010 Management of R&D and Innovation
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comJune, 2010
Ms-58 : Management of R&D and Innovation
1(a) Discuss the various measures for determining the benefits of technological innovation.
(b) What is R & D ? Briefly explain the various facets of R & D.
2.(a) Elaborate your understanding about market oriented product development method. Compare it with the traditional method.
(b) What do you understand by technology portfolio analysis ? Explain.
3. (a) What could be different types of approaches used for R & D budgeting ? Which pproach in your opinion would be most desirable ?
(b) How would you define innovation ? What are the distinctive characteristics of innovating persons ?
4(a) How do we measure the worth of R & D project output ? Discuss.
(b) Describe in detail organisations related with R & D under the Central Government.
5. (a) Discuss the salient features of the Technology Policy of India. What have been the achievement and failure of the technology policy ?
(b) How is technology transfer in
6. (a) What is intellectual property rights ? What are TRIPS ? Discuss major differences between Indian Laws and TRIPS.
(b) Write a short essay on consultancy services in
Ms-58 June, 2011 Management of R& D and Innovation
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comJune, 2011
Ms-58 : Management of R&D and Innovation
1. (a) What is the interaction between science, technology and business ? How do these interactions affect industrial growth ? Discuss with suitable examples.
(b) Critically examine the role of market research in product development. Discuss the pros and cons of market research based R&D.
2. (a) Explain the following techniques of enhancing or maintaining the creativity
(i) Brainstorming
(ii) Synectics
(b) Discuss the roles of R&D with the help of examples.
3. (a) "In a highly competitive industry, business should be technology driven". Do you agree ? Give reasons.
(b) Discuss the various types of approaches for R&D budgeting. Which approach in your opinion would be most desirable ?
4. (a) Who can be partners in innovation Discuss their rote and limitations.
(b) Elaborate your understanding about. LEADERSHIP, What are the four different Leadership Styles as reflected in the Blanchard model ? How are these styles interrelated ?
5. (a) What are the resources required for R&D activity ? Write a critical note on availability of relevant resources for R&D in
(b) Discuss the various issues related to technology transfer.
6. (a) What is a patent ? What are the conditions attached for Patentability ?
(b) Suggest few measures for enhancing the role of consultants in R&D and innovation.
Ms-58 December, 2011 Management of R&D and Innovation
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comDecember, 2011
Ms-58 : Management of R&D and Innovation
1. (a) What are the factors which impinge heavily on the growth and quality of life in
(b) Elaborate your understanding about major issues related to the nature of technological change.
2. (a) Explain the relationship between design, innovation and market. Why is design important in the market context ?
(b) Discuss the various issues related to technology sourcing.
3. (a) Discuss the rationale of partnership in innovation and R and D. Why is the need for partnership in innovation felt more strongly today ?
(b) Define innovation. What are the distinctive characteristics of innovative persons ?
4. (a) What is the genesis of Team Concept ? How do individuals convert themselves into a team ?
(b) What is a learning organisation ? Describe the process of learning in an organisation.
5. (a) Elaborate your views on the causes of failure of R and D projects.
(b) Discuss the salient features of the technology policy of
6. (a) What do you mean by Patent Trade mark and Copyright ? Suggest various measures for the protection of these rights.
(b) How do we manage the funds for R and D and technology development ? Also discuss briefly the role of government in R and D funding.
Ms-58 December, 2012 Management Of R&D And Innovation
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comDecember, 2012
Ms-58 : Management Of R&D And Innovation
1. (a) How does one identify a business strategy that is appropriate to your competancies ? How do you ensure that competitive advantage can be assured through technological innovation ?
(b) Elaborate your understanding about Dual Role of R&D with the help of an example.
2. (a) What are the essential requirement of design ? Examine the relationship between design, innovation and market.
(b) Identify and explain the main characteristics of creative individuals.
3. (a) Elaborate your understanding about Technology Portfolio.
(b) What are the different types of R&D organisations ? What kind of R&D organisations are found in
4. (a) Discuss the various types of partnerships for innovation and R&D.
(b) Explain the role of teamwork in corporate research and development.
5. (a) Discuss the various causes of failure of R&D projects. What can the management do to prevent such failures ?
(b) Compare the main features of the technology policy of
6. (a) Discuss the differences in commercialisation approach between developed and developing nations.
(b) Explain the various issues related to management of Intellectual Property Rights.
Ms-58 June, 2013 Management Of R&D and Innovation
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comJune, 2013
Ms-58 : Management Of R&D and Innovation
1. (a) "Business is a fluid, dynamic living thing, sometimes building to great things, sometimes failing to crumpled lumps". Discuss the above fact keeping in mind technology and corporate growth.
(b) Distinguish between Basic and Applied Research with at least one practical example.
OR
Distinguish between Basic and Experimental Research with at least one practical example.
2. (a) With the help of schematic line diagram, describe the objectives and purpose of Corporate Function of R & D so as to impart to the organization of a competitive advantage.
(b) With the help of a graph, describe the six stages of development i.e. Technology development, Technology application, Technology launch, Technology growth, Technology maturity and Technology decline.
3. (a) Give a brief introduction of Technological Innovation. List some of the distinctive
characteristics of Innovators.
(b) Prepare an illustrative checklist for Project Evaluation in respect of corporate objectives, marketing and financial criteria.
4. (a) Classify
(b) What are the resources for Research and Development (R & D) ? Illustrate the interrelationship of natural, human and institutional resources.
5. (a) Whenever the technology flows from one country to another country subjected to some terms and conditions, the process is termed as Technology Transfer. From your understanding of the technology transfer process, briefly describe some challenges or barriers to the flow of technology. (Hint : One such challenge is lack of top management commitment).
(b) Describe the procedure followed by the Patent's Office for the award of Patent to
any organization/institution.
6. Write short notes on any four of the following :
(a) Creative Destruction
(b) Zero-based budgeting
(c) Partnership
(d) Team Leader
(e) Sponsored Research
(f) Technology Transfer
(g) IPRs
Ms-57 June, 2010 Maintenance Management
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comJune, 2010
Ms-57 : Maintenance Management
1. What are the life cycle cost components for any plant ? How can maintenance affect the life cycle profits of any equipment and plant ?
2. What are the important components of a maintenance organization ? Name the key issues affecting the maintenance organization structure.
3. Briefly describe the concept of reliability, maintainability and availability. Why it is said that 100% reliability of all components of a machine or equipment is not always aimed to achieve ?
4. Discuss the internal customer concept with reference to maintenance activities in a typical Indian Organization. Should maintenance activities be integrated into the operator's daily workload ?
5. "Overhauling of plant and equipment constitutes an important part of the preventive maintenance effort of a manufacturing organization". Discuss.
6. What is condition-based maintenance ? What are the key steps involved in implementing condition based maintenance in any plant ?
7. Write short notes on any two of the following :
(a) Reliability Centred Maintenance.
(b) CMMS Modules.
(c) Constant Hazard Model.
(d) Importance of Maintenance Audit.
Ms-57 December, 2011 Maintenance Management
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comDecember, 2011
Ms-57 : Maintenance Management
1. (a) Discuss briefly the various techniques for condition based maintenance.
(b) What are the objectives of Total Productive Maintenance ? Discuss the significance of Age-specific failure rate.
2. (a) Explain the importance of maintenance audit. Describe the salient features to be covered in a maintenance audit report.
(b) Describe the process through which a shutdown programme has to be established. Give an example from thermal power plant.
3. (a) What is Reliability ? How Redundancy is related to reliability ? Explain how component redundancy yields higher reliability than unit redundancy. For a general case of n-component series system, prove that is true.
(b) Discuss the relationship between emerging technology, maintenance management and TQM.
4. (a) What are the aims and activities of maintenance ?
(b) What are major components of safety and environmental issues of an enterprise ? Differentiate between investigation of incidents and audits.
5. (a) Discuss the processes in details for maintenance planning and scheduling.
(b) Elaborate your understanding regarding the importance and processes for maintenance costing and budgeting.
6. Write short notes on any Three of the following.
(a) Terotechnology
(b) Reliability Centered Maintenance.
(c) Maintenance Organisation
(d) Process Capability
(e) Spare Parts Inventory.
More...
Ms-57 December, 2012 Maintenance Management
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comDecember, 2012
Ms-57 : Maintenance Management
1. (a) What are the Life cycle cost components for any plant? How maintenance can affect the life cycle profits of any equipment and plant?
(b) Discuss the various functions and objectives of maintenance.
2. (a) Discuss the basic principles of maintenance planning and scheduling.
(b) Explain the characteristics and benefits of planned maintenance.
3. (a) Discuss the key issues affecting maintenance organisation structure.
(b) Explain the unique problems of spare parts management. Suggest the methods for controlling the spare parts.
4. (a) Discuss the important issues related to Training and Development in maintenance management.
(b) What do you mean by continuous improvement? Explain the autonomous CAPD cycle for maintenance function.
5. (a) Explain Reliability, Failure Rate, Hazard Rate. Establish the relationship among these three with the help of equations. Also explain BATH-TUB curve and its importance in maintenance management.
(b) What are the objectives of TPM? What are the big six losses? How these can be eliminated or reduced?
6. Write short note on any three of the following.
(a) Reliability Centred Maintenance (RCM).
(b) Failure Modes and Effects Analysis (FMEA).
(c) Safety and Environmental issues in maintenance.
(d) Maintenance Costing and Budgeting.
(e) Terotechnology.
Ms-57 June, 2013 Maintenance Management
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comJune, 2013
Ms-57 : Maintenance Management
1. (a) Explain the Life Cycle Cost and its components for any plant. Identify the factors affecting Life Cycle Profits of any industrial plant.
(b) What is preventive maintenance ? Explain different preventive maintenance tasks. How is total maintenance cost affected by the level of preventive maintenance.
2. (a) What do you understand by maintenance planning and scheduling ? Explain basic
principles for maintenance planning.
(b) Elaborate your understanding about maintenance control.
3. (a) Explain the key issues affecting maintenance organisation structure.
(b) Discuss the role of Information and Communication Technology for influencing
maintenance function.
4. (a) What do you understand by maintenance budgeting ? Explain Zero Based Budgeting.
(b) Elaborate your understanding about "Training in Maintenance Technology".
5. (a) What do you understand by the terms :
(i) design for manufacturability
(ii) design for serviceability
(iii) design for maintainability. Also discuss the relationship amongst them.
(b) Define Reliability, Maintainability and Availability. Establish relationship amongst them.
6. Write short notes on any four of the following :
(a) Condition Based Maintenance
(b) Maintenance Strategy
(c) Spare Parts Inventory Management
(d) Process Capability
(e) Failure Modes and Effects Analysis (FMEA)
(f) Maintenance Audit
Ms-56 December, 2009 Materials Management
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comDecember, 2009
Ms-56 : Materials Management
1(a) Briefly discuss the functions of materials management.
(b) Discuss the business implications of the environmental issues in materials management.
2(a) Improper supplier selection leads to receipt of inferior goods and services. Explain what stages would you follow to make a proper selection.
(b) Discuss any two documents used in international purchase.
3. (a) Explain the Materials Requirement Planning (MRP) algorithm with the help of a flow chart.
(b) Define "Kanban System" and discuss its benefits in managing materials.
4(a) Describe an Economic Order Quantity (EOQ) model with shortages.
(b) Discuss uses of operations research techniques in materials management.
5(a) Describe the Mnemonic and Decimal System of codification.
(b) What are the various considerations to be made for controlling losses due to shrinkages/pilferages ?
6. (a) What is third-party logistics (3PL) ? Explain its benefits in context of materials management.
(b) Explain the SCOR framework for performance appraisal.
7. Write short notes on any four of the following :
(a) TQM in materials management
(b) Make or Buy decisions
(c) Process inventory
(d) Life cycle of spare parts
(e) Super organization
(f) ABC Analysis.
Ms-56 June, 2010 Materials Management
Written by sales@mbaonlinepapers.com sales@mbaonlinepapers.comJune, 2010
Ms-56 : Materials Management
1 (a) Discuss the value added activities included in Materials Logistics Management (MLM) program. Also discuss briefly the various interfaces that MLM covers.
(b) What are the objectives of Materials Management ? Discuss its advantages.
2. (a) Discuss the role of information in materials management.
(b) Elaborate your understanding regarding analysis of sources of supply and its evaluation.
3. (a) How are foreign suppliers selected ? Briefly discuss about the various documents for international purchasing.
(b) Why has management of supplier network become a contemporary and critical issue ?
What are the basic objectives of such a network ?
4.(a) Discuss the important policies that a company is required to use to foster good buyer - seller relationships.
(b) Explain with the help of schematic flow diagram the required activities of manufacturing planning and control system.
5.(a) Elaborate your understanding about Materials Requirement Planning (MRP).
(b) Define Work-in-process (WIP) inventory. Discuss various methods for controlling WIP inventory.
6. Answer any two from the following :
(a) Discuss the various losses in warehouses. Suggest the methods for its prevention.
(b) Explain briefly various approaches for performance appraisal in Materials management.
(c) Discuss various techniques of vendor rating.
