224

Roll No

Time allowed : 3 hours Maximum marks : 100

Total number of questions : 8 Total number of printed pages : 4

PART A
(Answer Question No. 1 which is compulsory
and any two of the rest from this part.)
1. (a) South-North Frontier Ltd. is in leather product business. The company
has two regional offices at Vijayawada and Jaipur while factories are
located at Bhiwadi, Kanpur and Karimnagar. The company is marketing
their products domestically and internationally. Their sales level had
touched Rs.250 crore in the year 2002-03 and earned a net profit of
Rs.26.46 crore. The company has totally changed its product-mix policy
and is targeting low- margin large-volume products. All these are the part
of their long-term objective of becoming the market leader. New
recruitments were made to increase the work- force strength at higher
management level across all the functional areas. Besides this, the
management of the company had gone in a big way to computerisation.
As a part of the computerisation scheme, all regional offices and factories
are linked through an intranet with the main server stationed at Jaipur.
Now, all people in the company can communicate with each other through
internal- mailing system named as snfl.mail.com.
Shiva Rao has been appointed as Chief Administrative Officer (CAO), in
the Vijayawada regional office recently. He observed that inspite of
successful functioning of snfl.mail.com., the expenditure on stationery and
postage has not reduced, which is in contrast to the management belief.
Further investigations in this regard have shown that almost every e- mail is
followed by a hard copy of the same. Rao wants to check it and thereby
reduce unnecessary expenses within the company.
Assume that you are working in the company under Rao. You have been
asked by Rao to prepare a detailed circular to be sent to each and every
person in the company highlighting the reliability of the e- mail messages
and convincing them about the futility of sending the hard copy of the
same. Draft a suitable circular.
(12 marks)
(b) E-commerce is revolutionising business in developed and developing
countries. In the light of this statement, discuss the benefits and the
process of e-commerce.
(8 marks)

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2. (a) No management information system (MIS) is existing at present in your

company. Suggest, in the form of a note to the General Manager of your
company the importance of MIS and the actions required to be taken in the
design of an MIS.
(10 marks)
(b) Middleware is a crucial component of modern IT infrastructure.
Elucidate.
(5 marks)
3. (a) The implementation of computer based information system to replace
manual systems generally requires ?
(i) greater formalisation;
(ii) more pre-determination of rules and providing information; and
(iii) higher requirements for accuracy.
List the good and bad results of the above factors as they affect individuals
who work in the organisation.
(9 marks)
(b) The interactive marketing process on the internet includes a choice
between pull or push marketing methods. Explain
(6 marks)
4. (a) Discuss different types of on- line information services. Give at least two
examples of on- line services in Indian service sector.
(7 marks)
(b) Distinguish between any two of the following :
(i) Secure socket layer and secure electronic transactions.
(ii) Circuit switching and message switching.
(iii) Wide area networks and value added networks.
(4 marks each)
PART B
(Answer Question No. 5 which is compulsory
and any two of the rest from this part.)
5. (a) Manager of a material inward department is very strict about the quality of
raw material received from the supplier. It is his habit and practice to
reject the entire consignment even if a small part of it has deviated from
the specified quality norms. Consequently, the production department
always fell short of raw material. This has adversely affected capacity
utilisation. The production manager is not very much concerned about the
marginal deviation from the specified quality norms. How would you
reconcile the attitudes of managers of two concerned departments ?
(7 marks)

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(b) Your company has received an export order of Rs.1 crore. Supply is to be
made within 1 months time. This has necessitated asking the workers to
work overtime for next one month. Personnel manager is not in favour of
introducing the system of payment of overtime. According to him,
payment of overtime is nothing but a reward for inefficiency and has
suggested, if need be, the production may be outsourced. Write a note to
the managing director explaining how you propose to resolve the problem.
(7 marks)
(c) Why are bar charts used? Discuss salient points of drawing a bar chart,
with an example.
(6 marks)
6. (a) The greatest barrier to communication is the style of communication.
Comment and explain the types of communication that provoke
defensiveness.
(8 marks)
(b) Management is the technique to get work done through other people.
Explain why is counselling useful in this process ?
(7 marks)
7. (a) The marketing department of Winsome Company Ltd. has invited its
chairman to speak to a select audience comprising selling agents and
customer service personnel in the sales conference to be held on the 26th
June, 2003. You as Deputy Company Secretary is assigned the task of
preparing a speech. The following issues are proposed to be included in
the speech :
Tardy collections resulting in increase of receivables outstanding by
40%;
Poor forecasting resulting in build- up of inventory and increase in
inventory carrying cost by 10%;
Growth in tur nover by 20% during the financial year 2002-03;
Unrealistic projections at 40% growth for the financial year 2003-04;
Prompt collection of concessional sales tax forms;
Drastic reduction in number of customer complaints by 20%;
No pending customer complaints and spare orders; and
Reduction in free replacements on account of erection and
commissioning defects by 5%.
Prepare the chairmans speech.
(10 marks)

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(b) How can the effectiveness of public relations efforts evaluated ?
(5 marks)

8. Write notes on any three of the following :

(i) Effective time management
(ii) Campaign planning and management
(iii) Johari window
(iv) Richness in the communication process.
(5 marks each)

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