Management Sciences

Sr.
No.

Core Areas

Percenta
ge

1.

Finance

10%

2.

Accounting

10%

3.

Marketing

15%

4.

Management

15%

5.

Quantitative Techniques

15%

6.

Business Research Methods

15%

7.

Business Communication and Report Writing

10%

8.

Economics

10%
Total

100%

Management Sciences (Detailed)

S
r.
N
o
.

Core Areas

Perce
ntage

FINANCE:
1.1

1
.

1.2

1.3

Capital Structure:
Sources and cost of finance, Capital structure theories,
Dividend policies
Capital Budgeting Decisions
Cash flow estimation, Capital projects evaluation
techniques

10%

Working Capital Management:

Cash management, Credit control, Inventories
management

ACCOUNTING:

2
.

2.1

Financial Accounting:
Accounting cycle, Yearend adjustments, Final accounts:
Income statement, Cash flow statement and balance
sheet

2.2

Cost Accounting:
Cost classification, Accounting for materials, labour and
factory overheads

2.3

Management Accounting:
Basic variance analysis: Material, labour and factory
overheads. Breakeven analysis, Cost benefit analysis

10%

MARKETING:
3.1 Marketing Strategy :
Marketing mix, Promotion mix, Advertising mix
3
.

3.2

Marketing Research:
Market exploration: new products

3.3

Consumer Behavior:
Consumer needs analysis, Competition, buyer purchase
habits

15%

MANAGEMENT:

4
.

4.1

Principles of Management:
Functions of management: decision making, Planning,
Organizing, Leading, and Controlling

4.2

Organizational Behavior:
OB theories: Maslow hierarchy of needs, Theory X Theory
Y , Herzbergs two factor theory, Motivational theory,
Organizational structures

4.3

Human Resource Management:

HRM functions: Recruitment, Orientation, Training and
development. HR policies, Performance appraisal systems

15%

QUANTITATIVE TECHNIQUES:
5.1

5
.

6
.

Business Mathematics:
Linear Equation and their applications, Simple interest,
compound interest, ratio and proportion, percentage,
differentiation and integration with their applications
10%

5.2

Business Statistics:
Measures of central tendency, Measures of dispersion,
Probability (simple probability, normal distribution, and
hypothesis testing). Correlation and simple regression,
ANOVA

BUSINESS RESEARCH METHODS:

15%

6.1

Introduction:
Definition and nature, Scientific method, research
process, Errors in business research

6.2

Research Design and Data Sources:

Types of research and research design, Primary
and secondary data, Types of data

6.3

Data collection procedures:

Measurement process, Concepts of validity and reliability,
Data collection methods, Sampling techniques

BUSINESS COMMUNICATION AND REPORT WRITING:

7
.

7.1

Effective communication in business:

Its definition, Characteristics, process, forms, channels
and importance, different kinds of communication,
features, elements, concepts, Effective communication
principles

7.2

Written Communication:
7Cs of communication, Gestures, manners, presentations
and follow-up or Feedback, Business letters, Reports,
Minutes of meetings

7.3

Communication Technologies:
Internet, Intranet, Webinar, Social media

10%

ECONOMICS:
8.1

8
.
8.2

Micro Economics:
Consumers behavior, Utility (Ordinal and Cardinal
approach), Market equilibrium, Elasticity of demand and
supply, Factors of production (Land, Labour, Capital, and
organization), Market structure (Perfect competition,
Monopoly and Duopoly)
Macro Economics:
System of national accounts, consumption, Income,
Savings, Inflation and deflation, Balance of payments

10%

Total

100%

Sardar Bahadur Khan University(Recruitment Test)Management SciencesTest

Date: Sunday, 19th October 2014Question NoCorrect ChoiceQuestion
NoCorrect
ChoiceQ1BQ51BQ2EQ52CQ3AQ53DQ4DQ54CQ5DQ55AQ6DQ56BQ7DQ57
CQ8BQ58DQ9AQ59DQ10BQ60DQ11BQ61BQ12AQ62DQ13BQ63EQ14AQ6
4DQ15CQ65DQ16AQ66AQ17AQ67CQ18AQ68AQ19BQ69AQ20EQ70BQ21
CQ71DQ22BQ72BQ23DQ73DQ24DQ74DQ25CQ75DQ26DQ76BQ27BQ77D
Q28AQ78DQ29DQ79BQ30DQ80CQ31DQ81DQ32EQ82AQ33CQ83CQ34CQ
84DQ35BQ85AQ36AQ86CQ37BQ87AQ38AQ88AQ39CQ89BQ40EQ90AQ41
BQ91AQ42BQ92AQ43DQ93AQ44DQ94AQ45AQ95AQ46DQ96BQ47BQ97A
Q48DQ98AQ49BQ99DQ50CQ100B

CQs
Chapter 12. The Marketing Function: Promotion and
Place
1.
What are the four P's of the marketing mix?

a.

Plan, Price, Publicize, Promoteb.

Productd.

Correct

Price, Place, Product, Promotec.

Plan, Price, Promote, Producee.

Product, Promotion, Place, Pay

Place, Price, Publicize,

The four P's are Product, Price, Promotion, and Place.

2.
Which of the following is NOT considered a primary promotional component, but rather
as a secondary component?

a.

publicityb.

radio airplayc.

advertisingd.

tour supporte.

retail promotions

Correct
The primary components, utilizing the majority of label resources, include media coverage (publicity and advertising),
radio promotion, and retail promotion.

3.
What is "street date"?

a.

The day the street teams start to work.b.

the artist performs in that area.d.

The day an album is released to consumers.c.

The day

The day the record ships to retail.

Correct
4.
Which of the following is the one exception to the list of media tasks covered by a
publicist?

a.

getting stories placed in magazinesb.

providing information and access for journalistsd.

making arrangements for television appearancesc.

getting radio airplay for the songe.

managing photo

shoots

Incorrect
The one media exception is radio airplay. The publicist is not responsible for getting songs played on the radio. That
job would fall to the radio promoter.

5.
True or False: Consumer advertising is done to create a "pull" effect.

a.

TRUEb.

FALSE

Correct
True. Consumer advertising generates demand for a product.

6.
Within the concept of co-op advertising with labels and retailers, what are cleans?

a.

Records without explicit lyricsb.

CDs with no offensive images or language on the coverc.

Promotional, not-for-sale copies of a recordingd.

compensatione.

Free goods given to retailers in lieu of financial

New CDs with the original shrink-wrap

Correct
Cleans - Promotional copies that are not marked as such and may, therefore, be sold at retail. These are records
provided to store that they can sell to customers at retail price.

7.
The new method of charging advertisers for banner ads on Internet sites involves

a.

pay-per-clickb.

is based on impressionsc.

is based on ad size aloned.

is based on ad

placement

Correct
With the advent of PPC, advertisers pay the web site owner only when someone clicks on the ad and is then taken to
the advertiser's web page.

8.
The number of times a song is played by a radio station is known as

a.

addsb.

spinsc.

impressionsd.

recurrents

Incorrect
Spin count, also called simply spins, is the number of times a particular recording has been played over the radio.

9.
The introduction of music videos as a promotional tool lead to the importance of ______
as part of an artist's career.

a.

hit recordsb.

high quality recordingsc.

telegenicsd.

band sizee.

the label

Incorrect
Hit records, quality, and the label were important even before music videos.

10.
A viral video becomes popular because

a.

of Internet file sharingb.

advertisingc.

placement on video networksd.

high quality video

production

Incorrect
Viral marketing is using file sharing and social networks to spread the popularity of a product or recording.

11.
One application of the diffusion of innovations theory in grassroots promotion involves

a.

advertisingb.

airplay

Correct

street teamsc.

television performancesd.

magazine articlese.

radio

While the other answers may involve some diffusion through the marketplace based upon opinion leaders, only street
teams are considered grassroots.

12.
True or False: Social media is used in grassroots marketing.

a.

TRUEb.

FALSE

Correct
13.
True or False: Marketing to mobile devices is impossible and will never be popular.

a.

TRUEb.

FALSE

Correct
False: Many companies are already experimenting with mobile marketing, but the user must opt-in and agree to
receive the marketing messages.

14.
Which of the following statements about tour support is true?

a.

Tour support consists only of financial compensation.b.

marketing services to artists.c.

Tour support consists only of providing

Tour support is only done for promotional tours.d.

financial support and/or marketing services.e.

Tour support can involve

Tour support by indie labels generally involves only financial

compensation.

Incorrect
15.
Which of the following is not one of the big four distributors of recorded music?

a.

ASCAPb.

EMI (EMD)c.

SMEd.

UMG (UMVD)e.

WMG

Correct
ASCAP is a performing rights organization

16.
Definition: A company that supplies records, cassettes, and CDs to department stores,
discount chains, and other outlets and services their music and/or video departments
with the right music mix.

a.

One-stopb.

Rack jobberc.

Major label distributord.

Indie distributore.

Stockouts

Incorrect
Rack Jobbers typically supply the "big Box" stores like Wal-Mart and Target.

17.
Identify this record store type: multiple locations under the same ownership usually in
multiple cities, and focus on music and other entertainment products

a.

Mom and Popb.

Indie storec.

Alternative stored.

Mass merchantse.

Chain stores

Incorrect
Chain stores have multiple locations under the same ownership and attract customers looking for more variety and
depth than they can find in other record stores. SoundScan has moved some multi-location stores out of the chain
classification for purposes o

18.
Which of the following is NOT an example of something found in a co-op advertising or
price and position marketing campaign?

a.

endcapsb.

listening stationsc.

POP materialsd.

Radio airplaye.

Local print advertising

Incorrect
Radio airplay is not done in conjunction with retail stores, although retail promotions may be initiated as a result of
successful airplay in a market.
Submit

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Chapter 05
Results

You have answered 6 out of 10 questions correctly.

Your percentage score is 60%.
Question 1
Substantial changes to the range of offerings or the markets served or
both are known as:
Your answer:
b) Diversification
Feedback:
Diversification can occur if this product range is new or substantially
altered or if serving new markets.
Page reference: 192

Question 2
At corporate level, diversification comes about when a firm is involved in
two or more:
Your answer:
a) Businesses
Correct answer:
d) Industries
Feedback:
Diversification can occur at business level or corporate level. Corporatelevel diversification implies involvement in several industries.
Page reference: 193
Question 3
On average, the highest levels of profitability are shown by:
Your answer:
b) Firms with a moderately diverse range of related products and
businesses
Feedback:
Moderately diversified firms outperform highly focused ones, which in turn
perform better than highly diversified organizations. Related
diversification gives better results than unrelated.
Page reference: 207
Question 4
Economies of scale are derived from:
Your answer:

a) Achieving cheaper unit costs through making larger quantities

Feedback:
Economies of scale should not be confused with economies of scope
which means sharing resources and activities across a number of
business units. Increased scale may allow an organization to get discounts
on its raw materials, but this is not always the case, and when it is there
are other benefits as well.
Page reference: 195
Question 5
Which of the following outcomes is NOT an advantage of a completely
vertically integrated business?
Your answer:
c) Lowering of risk is achieved
Feedback:
Whilst vertical integration can increase control over quality and lower
transaction costs, there is the disadvantage of requiring specialized
knowledge of different business activities, such as manufacturing and
retailing in the case of Zara and Benetton. Lowering of risk is not achieved
because the business is only operating in one industry.
Page reference: 196-7
Question 6
Which of the following might be sources of synergy between two business
units?
Your answer:
a) They have similar customers and use the same distribution channels
Feedback:

Synergy is where two or more units or companies work better together

than they do apart. If they have the same customers and distribution
channels, they may be able to share warehouses, databases, and
marketing. Commonplace similarities, like having a website or a similar
location, are unlikely to give rise to significant advantage through sharing
between the businesses. Using the profits from one business to subsidize
another is not always a good idea - and is risk reduction, not synergy.
Page reference: 204
Question 7
Which of the following might NOT be an advantage of increasing the
number of countries in which a clothing firm does business?
Your answer:
c) Making life more difficult for competitors
Correct answer:
b) Increased efficiency
Feedback:
By expanding into new markets, a firm gets access to new ideas, hits the
profitability of competitors who are active in those markets and is likely to
increase its prestige with lenders and shareholders. However, the
complexity of the business will increase - and so will overheads costs. This
may be offset by some economies of scale, but since tastes in clothing
vary between countries, these may not be that large.
Page reference: 195
Question 8
Which of the following are NOT likely to be sources of relatedness
between businesses?
Your answer:
b) Operating in industries with similar success factors

Correct answer:
a) Similarities in size
Feedback:
Relatedness between businesses comes from being able to share
specialized knowledge - for example about processes, customers, or
industry success. It is unlikely that two businesses will have something
worthwhile in common just because they are the same size.
Page reference: 199-200
Question 9
Synergies allow businesses to add value to one another whereas the
extent to which the corporate centre can add value to each of its
businesses is called:
Your answer:
c) Competencies
Correct answer:
a) Relatedness
Feedback:
Synergy and relatedness are connected in that the degree of synergy
possible does depend on the degree of relatedness of the businesses.
Page reference: 212
Question 10
Learning from trying out new and different things is termed:
Your answer:
c) Exploration
Feedback:

Exploration is the term for this type of learning - it may lead to increased
absorptive capacity, but is not the same thing. Exploitation is a different
kind of learning, from refining things the organization already does.
Page reference: 202
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