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All students are informed that the Institute has compiled a list of issues and
aspects on which data is to be collected while undergoing Summer Training at
various companies. It may be noted that a company may or may not provide
data on all aspects as listed; however, the aspects mentioned herein shall
facilitate students to plan questions for collecting data and its compilation in
STRT!R"# manner.
$ists are compiled in terms of specialisation, vi%., &ar'eting, (R& and )inance.
The aspects mentioned included in the lists are suggestive and not restrictive.
Students are free to collect data on any other aspect *s+.
(ow to use the $ists,
The aspect mentioned under each Topic conveys some meaning of the aspect in
relation with the Topic under study. Students are e-pected to learn this
meaning in advance. Students are to appreciate that with each of these aspect
a concept, technique.model or tools *IT enabled+ is involved. This learning of
concept, technique or tool shall constitute the bac'ground 'nowledge for
formulating and raising the relevant question on the aspect mentioned in the
$ists.
/hile in the company students are to e-plore as to how the company is
implementing or not implementing the concept, technique or tools;
collect.record data and then draw inferences about the aspects.
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1.1 Product Planning Process
a. Product development
b. Products lines of the company
c. Different brands in product lines
d. Popular markets/ geographical regions where product is sold
e. Major competitors
f. Market segmentation- customers currently buying product
g. Positioning of the brands
h. USP of brands(unique feature/competitive advantage)
1.2 Pricing policies and strategies
There are many ways to present the 'price' for a product or service to the customer. Some of the
well known methods are described below. It will help students to collect information.
a. Pricing objectives
b. Pricing strategy
i. Cost plus a percentage of the cost.
ii. Breakeven, that is, whatever it costs to produce the product or provide the service.
iii. Target profit (eg: make a 20% profit before tax).
iv. Perceived value (price to the consumer's expectation)
v. Competitive related (price using competitive price as a base)
vi. Bundled pricing that combines multiple products and/or services under one price.
vii. Psychological pricing (eg: to create an impression of a lower price, $199.95 vs
$200)
viii. Geographical/sales site location (eg: varying prices for fuel in different
geographical locations)
1.3 Promotion
a. Process of interaction with potential customers
b. Components of promotion mix
i. Advertising (Advertising media ,e.g. TV ads, Radio, print media)
ii. Sales promotion (types: discounts, sales etc)
iii. Personal selling
iv. Public relations
)unctional Area7 &ar'eting
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c. Budget Allocation for promotional activities
d. Measurement of effect of Advertising and sales promotion.
1.4 Channel Management
a. Distribution system (wholesalers, retailers, excusive showrooms etc.)
b. Process of selecting intermediaries
c. Relationship with intermediaries
d. Conflict with intermediaries
e. Conflict management
1.5 Customer relationship management
a. CRM policies
b. Benefits of CRM attained by organization
i. Higher customer retention
ii. Improved sales productivity
iii. Improved efficiency between different departments
iv. Shorter sales cycles
v. Increased profitability
vi. Lower marketing costs
vii. Reduction in lost sales leads
viii. Increased customer service response times

c. Difficulties in implementing CRM



1.1 HR Planning, Recruitment, Selection and Induction
1. Various HR polices ( recruitment and employment, compensation , training , transfer and
promotions, welfare)
2. Structure of HR department
3. Total no of employees ( Classify into managerial, non managerial )
4. Total no of permanent employees
5. Total no of temporary employees
6. Organisational structure and design
7. Frequency of HR Planning Process
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8. Rate of employee turnover in an year
9. Major reasons of attrition or labour turnover
10. Average rate of retirements/ resignations in an year
11. Internal sources of recruitment
12. External sources of recruitment
13. Steps in Selection process Managerial employees
14. Steps in Selection Process Non managerial employees
15. Duration of Induction programme
16. Role of department heads in Induction and orientation programmes
17. Roles of HR department in Induction and orientation programmes
18. Skills required for a managerial employee.
19. Skills required for a non-managerial employee.
20. Probation period for various levels of employees
21. Job Description (duties and responsibilities) and Job Specification ( qualities and
qualification) of managerial employees [List down]
22. Job Description and job Specification of non managerial employees [List down]
23. Maintenance of Human Resource Information System (HRIS) in the organisation.
1.2 Training & Development
24. Types of training for managerial employees.
25. Types of training for non managerial employees
26. Duration of training for managerial employees
27. Duration of training for non-managerial employees.
28. Refresher training for new joiners
29. Facilities for attending external training programmes.
30. Promotion policy of the organisation
31. Basis of promotion for managerial employees seniority or performance based
32. Basis of promotion for non managerial employees Seniority or performance based
33. Types of career planning ( job enrichment, job enlargement, transfer, promotion)
34. Feedback on training programmes attended managerial employees
35. Feedback on training programmes attended Non managerial employees
36. No of transfers in an years
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1.3 Performance Appraisal and Recognition Systems
37. Type of performance appraisal ( Annual Confidential Report, 360 degree, 720 degree
Etc)
38. Frequency of Performance Appraisal Process ( Bi annually or annually)
39. Role of supervisor in performance appraisal system.
40. Role of self ( employee himself) in performance appraisal system
1.4 Career Development
41. Career development opportunities for managerial employees
42. Career development opportunities for non managerial employees
43. Facilities for self development ( well stocked library, provision of attending seminars/
conferences etc, memberships in professional bodies)
44. Succession planning for top management.
45. Job rotation, job enrichment or job enlargement opportunities
1.5 Reward or Compensation Management
46. Components of wage and salary
47. Percentage of DA ( dearness allowance) for employees
48. Ex gratia benefits for managerial and non managerial employees
49. Mode of payment of wage/ salary
50. Deductions from wage/salary
51. Bonus provisions
52. Profit sharing plans
53. Production incentive plans
54. Benefits ( insurance, medical benefits, retirement benefits, paid leave, other benefits
(assistance for housing, education etc)
1.6 Industrial Relations
55. Number of trade unions.
56. Major trade unions.
57. Process of recognition of bargaining trade unions ( referendum process)
58. Organisational membership in various employer organsations ( ASSCHAM, FICCI, CIE
etc)
59. Number of strikes happened and reasons.
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60. Number of lock outs happened.
61. Various statutory committees, constitution and function
62. Employees participation initiatives in management.
63. Various labour laws applicable in the organisation.
64. Various collective bargaining agreements (wage relation, employment related etc.)
1.7 Welfare
65. Working environment of the Organization
66. Working hours of the Organization
67. Various allowances to the employees
68. Overtime allowance offered by the organization
69. Leave policy of the organization
70. Canteen services by the organization.
71. Transportation facilities by the organisation.
72. Safety facilities by the organisation.
73. Role of welfare officers
74. Welfare facilities available within and outside the organization.
75. Employee education programmes.
76. VRS (voluntary retirement schemes), golden hand shake schemes.
77. Social security measures (medical care, sickness benefits, maternity benefits,
employment injury, survivors benefits, old age benefits).
78. Pension scheme in the organisation.
79. Yoga, meditation stress reliving activities.
80. Formal and informal Socialisation process (excursions, tours, games and sports,
celebrations etc.)
81. Various employee recognitions programmes.
82. In-house journals and magazines
1.8 Grievance Handling
83. Major reasons of grievances
84. Procedure of redressing and settling employee grievances.
85. Members of grievance redressal committee
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86. Functions of grievance redressal committee
87. Domestic enquiry process
1.9 Safety Policies & Practices
88. Accidents reported.
89. Causes of accidents occurred.
90. Provisions to prevent accidents at the workplace
91. Role of safety officers
92. Various programs to make the employees aware about safety and health within the
organization
93. Any hazardous related work
94. Availability of firefighting equipment, and other safety equipment
95. Safety policy of the organisation.


1.1 Operating cost

a. Major components of operating cost

b. Method of cost accounting used in the company like job order costing, contract costing,
batch costing, process costing, operation costing, unit costing etc.

c. Types of costs like implicit, explicit, controllable, uncontrollable, fixed cost, variable cost
semi-variable cost, committed cost, relevant cost, irrelevant, sunk cost, differential cost,
marginal cost, marginal cost, imputed cost, marginal cost, opportunity cost, replacement
cost, out-of-pocket cost, conversion cost, etc.

d. Components of cost sheet under the following heads:

i. Prime cost
ii. Production overheads
iii. Office and administrative overheads
iv. Selling and distribution overheads

1.2 Profits

a. Method for estimating future profits

)unctional Area7 )inance
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b. Methods for distributing its profits

1.3 Capital Structure
a. Contribution of debt, equity, retained earnings etc in the companys capital structure
b. Changes in capital structure in last one year.

1.4 Financing

a. Internal and external sources of financing deployed by the company
b. Factors that this company bears in mind while deciding source of financing
c. Role of cost of capital for financing

1.5 Working Capital

a. Requirement of working capital now and a year back
b. Components of working capital
c. Factors influencing the companys working capital requirement.
d. Operating Cycle.
e. Ways in which the company is trying to reduce its operating cycle
f. Difficulties that the company is facing while arranging and managing working capital

1.6 Cash and Receivables

a. List of debtors and their types
b. Discounts offered to the debtors
c. Companys policy for mitigating risk from default of debtors
d. Status of bad debts
e. Procedure for recovering bad debts

1.7 Inventory

a. Components of inventory
b. Method of inventory management followed by the company
c. Method of Inventory valuation followed by the company
d. Difficulties in effective management of inventories.
e. Problem of shortage of inventory/ surplus inventory
f. Units issued and purchased for last one year along with dates

1.8 Purchase of Materials

Purchase procedure: Purchase requisition, selection of suppliers, purchase order and follow-up,
receipt of materials, inspection and testing of materials, return of rejected materials, passing
invoices for payment.

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1.9 Sources of Finance

a. Long term and short term sources of finance of the company.
b. Cost associated with raising of the funds.
c. Change in the sources of funds raised in last one year and reasons for the same
d. Obstacles faced by the company for raising funds

2.0 Credit Policy

a. List of creditors and their types
b. Relationship of creditors with the company
c. Companys current and previous credit policies
d. Terms of payment
e. Ways of credit evaluation
f. Changes in credit policies and the reasons for the same.

2.1 Investment

a. Investment of surplus funds
b. Criteria for making an investment by the company
c. Method of capital budgeting used by the company

2.2 Leverage

a. Measure of Operating Leverage
b. Measure of Financial Leverage

2.3 Taxation (How the company handling implementation of Tax regime?)

a. Process of measuring Corporation Tax in a company
b. Criteria and various services for calculating Service Tax
c. Measuring and calculating various factor for Value added tax(VAT)
d. Methods and various factors for calculating Custom Duty
e. Criteria for calculating Excise Duty
f. Criteria for calculating Sales Tax
g. Methods of calculating Securities Transaction Tax




1.1 Systems & Processes for International Business Operations.

a. National and International Requirements for compliance of Trade and Commerce.
b. Role of E-commerce in compliance (if any).
c. Management of International Supply chain.
d. Raw Material access Procedure.
)unctional Area7 International 4usiness
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e. Procedure of payments.
f. Credit terms.
g. Price fixation.
h. Measurement of Quality.
i. Distribution network.
j. International Restrictions.

1.2 Import & Export Procedures & Documentation
a. Various Export/Import documents used by the company.
b. Utility of each document.
c. Regulatory procedures adopted by the company.
d. Domestic and International norms to be followed by the company.

1.3 Issues & Challenges related with operations
a. Foreign exchange management.
b. Foreign Exchange Volatility.
c. Government support.
d. Duty Drawback.
e. Tariff Barriers.
f. Mode of Entering into International Markets: exporting, licensing, joint ventures, wholly
owned subsidies.
g. Risks in International Trade.
h. Political Challenges faced at home and abroad.
i. Legal Challenges.
j. Cultural and Environmental Challenges.

1.4 Manpower Management for conducting International Business
a. Type of Labour requirement of the Company.
b. The gap between required and actual labour employed.
c. Specialized Training programmes used by the company.
d. ITES used for Manpower Training.

1.5 Volume of Trade
a. Value of total Exports/ Imports.
b. Share of Exports/ Imports in Total Revenue.
c. Major Drivers of boosting Export/Import in the company.
d. Existing trading partners.
e. Potential International markets.

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8.8 System of Resource &anagement #eployed by the ompany
a. For Management of manpower requirement and provisioning.
. For Management of materia!s requirement and provisioning.
". For #nventor$ management.
8.9 Supply hain &anagement by the ompany
a. %upp!$ "&ain entities and management of t&eir interre!ations&ip.
. #nound and outound !ogisti"s.
". 'rganisation of supp!$ "&ain fun"tions in t&e "ompan$.
8.: ;uality &anagement System in ompany
a. %$stem dep!o$ed $ t&e "ompan$ for () *(ua!it$ )ssuran"e+ and (, *(ua!it$ ,ontro!+.
. #mp!ementation of standard met&ods su"& as %tatisti"a! (ua!it$ ,ontro! *%(,+- .(M-
#%' "ertifi"ation et" $ t&e "ompan$.


Technology Quotient in Managing Company
a. For managing internal processes.
b. E-commerce linkages with B2B, B2C, B2G etc and international trade & commerce.
c. Deployment of ERP system.
d. Use of IT in business processes & control.
)unctional Area7 1perations &anagement
)unctional Area7 IT "nabled Services *ITeS+