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: 18/04/2016 Time: 1.30 to 3.15 PM Max Marks: 50
Duration: 1.45 hours Staff: RAGHAVENDRA.K.A
SECOND INTERNAL ASSESMENT TEST – APRIL - 2016

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

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

1. What do you understand by SSI?

2. Name the features of new small enterprise policy (1991)
3. What is DIC? Why it is initiated?

Section- B 2 X 7 = 14

1. Explain briefly the steps in Business Planning Process.

2. Explain the functions of NABARD.
3. Bring out the 3 Circle model of family business.

Section- C 2 X 10 = 20

1. Examine the responsibilities and rights of a family shareholder of a family business.

2. Write short notes on: i) SIDO ii) NABARD
3. Explain in brief about SIDBI

Section- D 1 X 10 = 10

Mrs. Roopa Gupta wan an intelligent, creative and energetic lady. In spite of being an M.Sc. in
chemistry, she was a housewife. Her husband, an M.A in economics, was a bank official. Both
hailed from a non-business back ground. Mrs. Gupta wanted to supplement her family income,
but did not want to opt for a job. She wanted to get absorbed in creativity activity with some
earning potential.
Rural crafts and metal handicrafts held a special appeal for her. Mrs. Gupta had participated in
annual exhibitions organized by NGO’s and won prizes and appreciation. At one exhibition, Mrs.
Gupta came in to contact with an American interested in artificial Jewellery Mrs. Gupta got these
fabricated through local artisans, and showed them to the American customer, who had highly
appreciated them. Subsequently, an arrangement was made to book a few consignments to the
USA through an exporter.

During her foreign tours Mrs. Gupta discovered that ornamental cane furniture could be another
promising export item. Through observation, direct interaction with customers and reading sje
formed a practical idea about the type and design of cane ware that would appeal to western
countries. Back home, she explored the northern regions of the country to find out about cane
products available there.

Mrs. Gupta quickly switched over to exporting cane furniture only, as there was no competition
at all. She provided work to traditional artisans and tribals who took pride in the fact that their
work traveled globally and that they contributed to country’s earnings. Mrs. Gupta’s marketing
strategies was simple, she would display her wares at exhibitions on different parts of the world
and book orders directly.

Answer the questions

1. What are the qualities of Mrs. Roopa Gupta as an entrepreneur? (5M)

2. Explain the strategy of Mrs. Gupta which helped her to develop the venture. (5M)

***
 Sri Adichunchanagiri Shikshana Trust®
SJB INSTITUTE OF TECHNOLOGY
Health & Education City, Kengeri, Bangalore
Department of Management Studies
SECOND INTERNAL ASSESSMENT TEST- APRIL - 2016
Sub: Entrepreneurial Development Sub code: 14MBA26 Sem/Sec: 2nd /B sec
Date: 18/04/2016 Time: 1.30 TO 3.15 PM Max Marks: 50
Duration: 1.45 hours Staff: RAGHAVENDRA.K.A
SCHEME AND SOLUTION

Section A
1 SSI defined as the investment in plant and machinery is up to 1 crore then it is 3
called as small scale industry.

2 To introduce a limited Partnership Act, Introduction of a scheme of 3

Integrated Infrastructural development for SSI, Introduction of Factoring
Services and Market promotion of small scale industries

3 In order to extend the promotion of small-scale and cottage industries

3
beyond big cities and state capitals to the district headquarters, the District
Industries Centers (DIC) programme was initiated in May 1978 as a centrally
sponsored scheme with the objective of developing small, tiny and cottage
sector industries in the country.
Section B
1 Idea generation, environmental scanning, feasibility analysis, project report 7
preparation and evaluation control and review

2 SHG, RIDF, watershed development, tribal & WADI approach and DRIP 7

The Business System: Start up, expansion/formalization and maturity is the 7

3 developmental framework.
The Family System: Young business family, entering the family business,
working together and passing the baton is the developmental framework.
The ownership system: Controlling owner, sibling partnership, cousin
consortium is the developmental framework.

Section C
1 Be knowledgeable about company operations (products, services, locations, 10
top managers, industry, competition, measures of performance, Be
knowledgeable about basic company finances and be able to read and ask
questions about the income statement and balance sheet of their company,
Attend shareholder meetings and Understand board member qualifications
and participate, when useful, in the screening to board members.
2 SIDO: procure and distribute RM, supply machinery, marketing assistance, 10
construct industrial estates and provide capital assistance
NABARD: SHG, RIDF, watershed development, tribal & WADI approach and
DRIP

3 Promotion, Financing, Development of Industries in the small scale sector and 10

Co-coordinating the functions of other institutions engaged in similar activities.
Channels of assistance, EDP’s and schemes
 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: 03/05/2016 Time: 1.30 to 3.15 PM Max Marks: 50
Duration: 1.45 hours Staff: RAGHAVENDRA.K.A
SECOND INTERNAL ASSESMENT TEST – MAY - 2016

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

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

1. Define sales territory.

2. What is sales force motivation?
3. What is fish bowl training method?

Section- B 2 X 7 = 14

1. What is sales quota? Explain different types of sales quotas.

2. Discuss the factors influencing on sales force motivation.
3. Examine the steps in designing compensation plan.

Section- C 2 X 10 = 20

1. What is performance evaluation? Explain the sales force performance appraisal process.
2. Explain in detail the sales training methods.
3. What is sales force compensation plan? Explain the types of compensation plans in detail.

Section- D 1 X 10 = 10

Forbes insurance company is 2nd largest insurance company in South Africa. Forbes insurance
planning to expand their business to India. You are required to design the sales territory for the
company and suggest the most sales territory shape.
***
 Sri Adichunchanagiri Shikshana Trust®
SJB INSTITUTE OF TECHNOLOGY
Health & Education City, Kengeri, Bangalore
Department of Management Studies
SECOND INTERNAL ASSESMENT TEST – MAY - 2016

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

Date: 03/05/2016 Time: 1.30 to 3.15 PM Max Marks: 50
Duration: 1.45 hours Staff: RAGHAVENDRA.K.A
SCHEME AND SOLUTION

Section A
1 A group of present and potential customers assigned to an individual sales 3
person, a group of sales person, a branch, a dealers, a distributor or a
marketing organization at a given period of time.

2 Motivation is the technique to expand internal energy to achieve a goal or a 3

reward and a process that identifies the needs and goals of sales people that
drives them towards the achievement.

3 1st team discuss a topic for 30 minutes and 2nd team is seated around the first 3
team & they are asked observes comment, criticize (15 minutes)
Section B
1 Sales quotas are the targets that salespeople try to achieve within a specific 7
period of time, which contributes towards achieving the organizational goal
regarding sales forecasts. Sales volume quota and financial quotas

2 Personal characteristics, Emotional conditions and Organizational policies 7

procedures type and nature of scale of supervisors, span of control,
leadership style , method of communication

3 Determine ales force & compensation objectives, Determine major 7

compensation issues, Implement long term / short term compensation plan,
Relate rewards to performance, Measurement of performance, Approve the
compensation plan
Section C
1 Deciding on the criteria For measuring performance, Deciding on the 10
conduct of the Performance appraisal, Deciding on evaluation of individual
and teams, Comparing of actual performance With stds, Deciding on the
frequency of the Performance appraisal & The external variables And their
influence
2 Lecture method, reinforce, conference, seminars, role play and case study 10

3 Financial and non-financial compensation methods 10

 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: 02/05/2016 Time: 1.30 to 3.15 PM Max Marks: 50
Duration: 1.45 hours Staff: RAGHAVENDRA.K.A
FIRST INTERNAL ASSESMENT TEST – MAY - 2016

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

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

1. Define severity of losses with an example.

2. What are risk financing techniques
3. Differentiate between insurance and gambling?

Section- B 2 X 7 = 14

1. Explain the characteristics of insurance.

2. Write a note on pooling arrangements and diversification of risk.
3. Explain the procedure to obtain insurance agents license.

Section- C 2 X 10 = 20

1. Explain in detail risk management decision methods.

2. Briefly explain the IRDA duties and powers.
3. Explain the essentials of insurance contract.
Section- D 1 X 10 = 10

1. Explain the historical framework of insurance companies in India and mention the major
players in insurance market.

***
 Sri Adichunchanagiri Shikshana Trust®
SJB INSTITUTE OF TECHNOLOGY
Health & Education City, Kengeri, Bangalore
Department of Management Studies
SECOND INTERNAL ASSESSMENT TEST- MAY - 2016
Sub: Risk Management & Insurance Sub code: 14MBAFM408 Sem/Sec: 4th Finance
Date: 02/05/2016 Time: 1.30 to 3.15 PM Max Marks: 50
Duration: 1.45 hours Staff: RAGHAVENDRA.K.A
SCHEME AND SOLUTION

Section A
1 Severity refers to the cost of a claim or magnitude of loss 3

2 Retention of risk, expensing of loss, self- insurance and transfer of risk. 3

3 Speculative risk, profit, legality, registration 3

Section B
1 It is a contract for compensating losses, Premium is charged for Insurance 7
Contract, The payment of Insured as per terms of agreement in the event of
loss, It is a contract of good faith, It is a contract for mutual benefit, It is a
future contract for compensating losses. 7

2 Pooling arrangement means sharing loss and risks equally or split evenly any
7
accident costs. As a result pooling arrangements reduce risks (standard
deviation) for each participant. In pooling arrangements the average loss is
paid by each person.
3 Qualifications, eligibility, process of enrollment, URN, DD, Examination
Section C
1 Risk transfer, contractual agreements, risk assumptions and risk reduction, risk 10
avoidance.

2
Issue to the applicant a certificate of registration, renew, modify, withdraw, 10
suspend or cancel such registration; protection of the interests of the policy
holders in matters concerning assigning of policy; specifying the code of
conduct for surveyors and loss assessors; promoting efficiency in the
conduct of insurance business; promoting and regulating professional
organisations connected with the insurance and re-insurance
business; levying fees and other charges for carrying out the purposes of this
Act;
10
3 Offer & Acceptance, Consideration, Legal capacity to contract or
competency, Consensus “ad idem”, Legality of object

1 1818 oriental life insurance1906, 1912, 1938, 1999 10