UNIT‐I CORPORATE ORGANISATION [JOINT STOCK COMPANY,TYPES OF
COMPANIES,FORMATION OF COMPANIES AND MULTINATIONAL CORPORATIONS]
QUESTIONS BANK OBJECTIVE QUESTIONS
1. Define Company.
2. What do you mean by separate legal entity? / Corporate Existence.
3. Explain perpetual succession/why does a co. enjoy perpetual existence?
4. State essential features of private company.
5. What is one man co.?
6. What is meant by limited liability in J.S.Co.?
7. Who are the administrators of co. law?
8. Under which act CO.s in India are registered?
9. Explain common seal.
10. Company has nationality but no citizenship. Explain.
11. List the circumstances under which a limited company may dispense with the word
limited from its name?
12. What is meant by index of members?
13. List any two main privileges of private company.
14. What is the min. and max. Limit of members in private and public co.
15. What is meant by democratic management in J. S. CO?
16. When is a company born?
17. List two advantages of holding company.
18. What are the limitations in Government Company? (any 2)
19. What is important in content to name in private and public company?
20. Explain corporate veil in company form of organization.
21. Differentiate private and public company on the basis of transferability of shares and
right issue.
22. What is the quorum for board meeting in public and private company?
23. Why joint stocks company form of organization so popular.
24. Explain following companies with two examples each.
Chartered company company limited by private deemed to be public co.
guarantee
Statutory company foreign company public company
Registered holding company private company
company
Indian company Defunct company government company
Co. limited by share MNC’s Indian company
25. In what ways co. may be promoted?
26. List the steps for the formation of J.S.Co.
27. Define promoter
28. Explain promotion
29. Mention the steps promotion of co.
30. State main functions performed by promoter
31. What is the role of promoter in co?
32. Explain legal position of promoter
33. Under what circumstances does the liability of promoter ceases
34. What is the maximum ceiling of remuneration to promoter
35. In what different ways promoter remunerated?
36. List the qualities of successful promoter.
37. Mention the documents used for incorporation
38. State the authorized group of people for declaration at incorporation
39. Differentiate certificate of incorporation and certificate of commencement.
40. What is the significance of table A.C.D.E OF A/A
41. Explain significance of subscription clause of MoA.
42. Differ A/A and table A
43. State legal effect of MoA and A/A
44. State ultra vires
45. State the declaration at the time of commencement
46. Explain minimum subscription.
47. What is offer for sale
48. When is statement in lieu of prospectus filed
49. State the content of capital clause of MoA.
50. Discuss briefly relationship of MoA and A/A
51. Define prospectus
52. What happen when minimum subscription is not raised
53. State condition which are essential for grant of commencement certificate
54. State significance of object clause of MoA.
55. Given 2 reasons for issuing a prospectus.
56. Give any 2 legal provisions regarding an issue of prospectus.
57. What are the options available for public Co. regarding its articles?
58. To whom is certificate of commencement issued
59. Who can be a promoter of a company
60. What statutory declaration is required for incorporation.
61. Define Article of association
62. Differentiate prospectus and offer for sale
63. Explain Underwriting of securities
64. What is floatation of company
65. Explain preliminary expenses.
66. What is a misleading prospectus
67. What is lease financing?
68. Explain CIN
69. Mention benefits of joint venture.
70. State additional requirements of a public co. after incorporation to obtain a certificate
of commencement?
71. Explain shelf prospectus
72. What do you mean by red herring prospectus?
SUBJECTIVE
1. Discuss the steps for floatation/stages of formation of a Co.
2. What is the role of promoter a Co. form of organization / Explain steps or stages in
promotion of Co.
3. Explain various functions of performed by promoter
4. Describe various documents of incorporation
5. What are the steps involved in registration/incorporation of a Co.
6. How can a public Co. commence its business discuss the steps
7. Explain M/A with its clauses
8. Diff. M/A and A/A
9. What is A/A state its content
10. Define prospectus with its content
11. Elaborate factors taken into consideration for scanning of prospectus from investor’s
point of view.
12. Define joint stock company explain its essential features
13. Differentiate partnership and J.S.Co.
14. Elaborate reasons for popularity of J.S.Co. In India.
15. What leads to the origin of J.S.Co?.
16. Explain diff. types of companies.
17. Differentiate private and public company
18. Brief out various exemptions to private companies under company law.
19. Explain holding Co. and its advantages
20. Discuss different forms of Transnational Co. working in India with examples
21. Why there is need/objective for government forming company?
22. Explain various reasons for the growth of M.N.C’s
23. Discuss benefits and limitations of government companies.
24. Define private company. Explain its advantages and disadvantages.
25. In What ways transnational companies are harmful for hosts?
26. Comment on public companies/J.S.Co. In reference to its merits and demerits.
27. “Private companies are compromise between partnership and public company” explain.
28. Explain the objectives of a joint stock company.
29. Explain different types of promoters.
30. Explain features of M.N.C’s
31. Give the merits and demerits of multinationals
MANAGERIAL PERSONNEL UNIT II OBJECTIVE QUESTIONS
1. STATE 2 METHODS OF APPOINTMENT OF M.D
2. MENTION 2 DISQUALIFICATIONS OF A DIRECTOR
3. GIVE 2 QUALIFICATIONS OF A DIRECTOR
4. WHAT IS A MAXIMUM TENURE OF A M.D?
5. WHO IS AN ALTERNATE DIRECTOR?
6. UNDER WHAT CIRCUMSTANCES CAN THE CENTRAL GOVERNMENT APPOINT A M.D
7. STATE 2 POINT OF DISTINCTION BETWEEN M.D AND MANAGER
8. EXPLAIN RETIREMENT BY ROTATION
9. HOW CAN THE DIRECTOR OF A COMPANY BE REMOVED FROM HIS OFFICE BEFORE THE EXPIRY
OF THE TERM
10. WHAT IS THE MAXIMUM NUMBER OF DIRECTOR REQUIRED IN A JOINT STOCK COMPANY?
11. MENTION METHODS OF APPOINTMENT OF DIRECTORS OF A COMPANY
12. IDENTIFY THE DIRECTORS WHO CANNOT BE REMOVED BY THE SHAREHOLDERS IN THE AGM
13. GIVE THE LIMITATIONS/RISTRICTIONS ON THE POWERS OF BOARD OF DIRECTORS
14. HOW ARE THE FIRST DIRECTORS OF COMPANY APPOINTMENT
15. WHAT IS THE LIMIT ON THE NUMBER OF DIRECTORSHIP OF A PUBLIC COMPANY?
16. HOW IS AN ADDITIONAL DIRECTOR APPOINTMENT
17. WHEN IS A CASUAL DIRECTOR APPOINTMENT?
18. DEFINE DIRECTOR
19. WHAT IS TENURE OF OFFICE OF A MANAGER?
20. EXPLAIN QUALIFICATION SHARES
21. WHAT IS MAXIMUM AND MINIMUM NUMBER OF DIRECTORS A JOINT STOCK COMPANY CAN
HAVE?
22. WHAT IS THE MAXIMUM REMUNERATION PAYABLE TO A M.D?
23. ELABORATE REMUNERATION TO DIRECTORS/MANAGERIAL PERSONNEL?
24. DEFINE MANAGER
25. DIFFERENTIATE Member AND SHAREHOLDER
26. STATE 2 RIGHTS OF SHAREHOLDERS
27. EXPLAIN BOARD MEETING
28. GIVE 2 DISQUALIFICATION OF M.D
29. EXPLIN WHOLETIME DIRECTOR
30. STATE DIFFERENT TYPES OF MEETINGS
31. EXPLAIN QUORUM
32. DIFFERENTIATE ORDINARY AND SPECIAL RESOLUTION
33. WHAT IS THE LIMIT ON NUMBER OF MANAGING DIRECTORSHIP OF A COMPANY?
34. DEFINE M.D
35. WHAT ARE THE PROVISIONS OF COMPANIES ACT RELATING TO THE APPOINTMENT OF THE
DIRECTORS OF A COMPANY BY THIRD PARTY?
36. WHAT ARE THE LIABILITIES OF A DIRECTOR?
ESSAY TYPE QUESTIONS
1. DISCUSS FIVE DUTIES OF DIRECTORS
2. EXPLAIN POWERS OF A PERSON OCCUPYING THE POSITION OF DIRECTOR, BY WHATEVER NAME
CALLED.
3. WHAT ARE THE DIFFERENT METHODS OF APPOINTMENT OF A DIRECTOR?
4. HOW DOES THE OFFICE OF A DIRECTOR FALL VACANT
5. EXPLAIN PART TIME DIRECTOR AND FULL TIME DIRECTOR
6. MENTION FEATURES OF M.D’S POSITION
7. DISCUSS THE ROLES AND FUNCTIONS OF DIRECTORS
8. HOW CAN THE DIRECTORS OF A COMPANY BE REMOVED FROM THERE OFFICE?
9. GIVE THE COMPOSITION OF THE BOARD OF DIRECTORS.
10. EXPLAIN THE PATTERN OF COMPANY MANAGEMENT IN INDIA
UNIT III
[FINANCE‐FINANCING, FINANCIAL INSTITUTIONS, MUTUAL FUNDS AND
COMMERCIAL BANKS]
SHORT ANSWER QUESTIONS—
1. What is meant by participating preference shares?
2. Why are preference shares so called?
3. Expand the terms ICICI and IFCI.
4. explain underwriting commission
5. Mention two disadvantages of debentures from company’s point of view.
6. Mention 2 advantages of crossing of cheque.
7. State 2 advantages of public deposits from company’s point of view.
8. mention 2 situations when customer may dishonor customer’s cheque
9. what are 2 advantages of ploughing back of profit
10. distinguish between bearer debenture and registered debenture
11. expand IDBI and SFC’s
12. Give 2difference between shares and debentures
13. State 2 advantages of mutual fund.
14. Distinguish between fixed and current account
15. State 2 functions of commercial bank
16. Mention 2 factors affecting requirement of working capital of an organization
17. What are closed ended mutual funds?
18. Mention any two functions of IDBI.
19. Distinguish between overdraft and loan.
20. What are growth funds?
21. Identify 2 sources of variable working capital
22. What are convertible debentures
23. Give 2 sources of long term capital
24. Mention 2 advantages of preference shares from the point of view of shareholders
25. What is circulating capital/working capital?
26. Mention the main objective of ICICI.
27. State the purpose for which the SFC’s were set up.
28. What are retained earnings
29. What is the importance of finance for a business
30. Explain different sources of raising fixed capital
31. What are the objectives of DFC’s
32. Explain right shares
33. Mention different sources of raising permanent working capital
34. What do you mean by bonus shares
35. Differentiate bank
36. Explain cheque
37. Give two advantages of opening a bank account
38. Define mutual fund
39. What are the functions performed by the IFCI
40. When and where was the first SFC set up? Elaborate management of ICICI
41. What is IDBI
42. When and why was the UTI established?
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43. Give the main forms in which financial assistance from a bank may be available
44. Identify two sources of short term capital
45. What is meant by cash credit
46. Explain trade credit
47. Mention four sources of finance for a proprietary form of business organization
48. Explain factoring
49. What is fixed capital
50. Enumerate two factors which bring out the importance of working capital in a
business
51. Mention different types of share capital
52. By what act are mutual funds governed
53. List different types of debt funds
54. Explain public debt instrument
55. Give three points in support of banks role in economic development of the country
56. Describe main features of saving bank account
57. Classify the capital requirement of business
58. What is underwriting commission
59. Differentiate equity and preference shares
60. Differentiate subscribed and paid up capital
61. State different types of share capital which a company may issue under company’s
act
62. Explain share warrant and share certificate
63. How can the shares of company be forfeited
64. Explain fixed and floating charge on assets
65. Define debentures
66. State two advantages of medium term capital
67. Explain fair weather friend
68. Give any two ways when debenture score over shares
69. Can public limited company raise any amount of money by issue o equity shares
70. Distinguish between reserve capital and capital reserve
71. Differentiate owed capital and owned capital
72. Differentiate share and stock
73. What purpose is served by long and short term capital
74. Explain capitalization
75. Can working capital be negative
76. Explain time deposit
77. Explain banker’s liability
78. What is the significance of the word “not negotiable “in cheque
79. Differentiate general and special crossing
80. State steps for opening a bank account.
81. What are the objectives of DFI’s.
82. Differentiate shareholder and stakeholder
83. Bring out the importance of fixed capital.
84. Differentiate bearer cheque and order cheque
85. Differentiate redeemable and irredeemable debentures.
Subjective questions‐
1. Define capitalization. Explain factors affecting capital plan.
2. What do you mean by fixed capital? Enumerate factors affecting it.
3. Discuss various factors affecting working capital.
4. Discuss various sources of raising short term capital
5. Define shares and differentiate it with debentures
6. Classify different types of preference shares and explain them
11. List two features of management.
12. Differentiate administration and management.
13. Classify levels of management.
14. List four functions of middle level management.
15. Define management as an activity.
16. Management is not manipulation. Explain.
17. Briefly explain two importance of management.
18. Co‐ordination is a function of management.
19. What is management in preparation?
20. What is management in action?
21. Explain PODSCORB.
22. Explain two internal limitations of planning.
23. Give two external limitation of planning.
24. Mention steps of organizing.
25. What is manning?
26. Explain actuating.
27. What steps are involved in process of motivation?
28. Differentiate co‐ordination and co‐operation.
29. State two benefits of planning.
30. Classify organization.
31. State the significance of leadership in management.
32. Explain how effective management depends on communication.
33. Management is a group activity. Explain.
34. Define leadership.
35. What are the steps in controlling?
36. Who is known as father of scientific management?
37. Differentiate decentralization and delegation of authority.
38. Explain two features of management principles.
39. Classify business activities as per Henry Fayol.
40. What are the essential qualities of manager?
41. Write needs for management principles?
42. Differentiate unity of command and unity of direction.
43. Explain scalar chain.
44. Who is the father of modern management?
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45. Name management principles stated by Taylor.
46. Define financial administration.
47. Explain personal administration.
48. What are the objectives of budgeting?
49. Enumerate levels of management.
50. Explain management is universal.
51. Why co‐ordination is essence of management?
52. Explain management as a group.
53. Explain reporting.
54. How is principle of ‘stability of tenure’ important to an organization?
55. What is meant by order as a principle in Fayol’s management?
Subjective questions
1. Define management and explain its essential features.
2. Elaborate different concept of management.
3. Discuss management objectives.
4. Explain importance of management in modern business world
5. Management is an art of getting things through and with people. Discuss.
6. Comment on management as a process
7. Management is science as well as an art. Explain.
8. Write a short note on management as a profession?
9. Discuss management as an activity.
10. Elaborate management functions
11. Explain planning with its steps and limitation
12. Planning is looking ahead and controlling is looking backward. Discuss
13. Co‐ordination is an essence of management. Explain
14. Discuss directing as function of management.
15. Write short note on—a)personal management b)organizing function
16. Discuss Co‐ordination as function of management.
17. Discuss universality of management principles
18. Elaborate Taylor management principles.
19. Explain following principles of management‐‐‐a) authority and responsibility b)
division of work c) equity d) espirit de corps e) principle of discipline
20. Discuss significance/importance/need of management principles
21. Differentiate Fayol and Taylor concepts
22. Elaborate Taylor management principles
23. Discuss the nature of management principles
24. Write about management scope
25. Explain following management principles—a) initiative b) centralization
26. Why has management in modern business has become very important
27. Discuss different levels of management
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UNIT 5 COMMUNICATION
OBJECTIVE QUESTIONS
1. What is communication?
2. Define informal communication/grapevine/bush telegraph
3. Classify formal communication
4. What is feedback in the process of communication?
5. Give four forms of verbal communication
6. Explain video conferencing
7. Mention two key objectives of communication
8. Give two point of difference between upward and downward communication
9. Mention two demerits of oral communication
10. State two limitations of written communication
11. What is gestural communication
12. State two importance of communication
13. Enumerate two advantages of oral communication
14. State any two devices developed in recent past for rapid and efficient communication
15. Mention two disadvantages of oral communication
16. State two main features of communication
17. Give two advantages of written communication
18. Explain formal communication
19. Give reason why communication is one of the most vital factors in efficient
management
20. State two methods of communication
21. Mention two reasons why communication is necessary for the development of
commerce
22. Mention any two directions of the flow in communication
23. What are the elements of communication
24. State two barriers of communication
25. State the conditions when written communication is more important
26. When is verbal communication most suitable
27. Differentiate internal and external communication
28. Explain horizontal communication
29. Write about diagonal communication
30. Differentiate upward and downward communication
Subjective questions
1. Explain communication with its importance
2. Differentiate informal and formal communication
3. Differentiate written and verbal communication
4. Find out the usual barriers to communication and methods to overcome
5. Explain principles of effective communication
6. Discuss the reasons for growing importance of communication
7. What are the essentials of an ideal communication
8. Write short note on‐‐‐a)written communication b)downward communication
9. Give characteristics of communication
10. What are the objectives of communication
11. Explain different types of communication and give the merits and demerits of each
12. What are the modes/devices of communication
UNIT 6
MARKETING [MARKETING, ADVERTISING, SALES PROMOTION AND
SALESMANSHIP]
SHORT ANSWER QUESTIONS
1. Give two importance of packaging
2. State contents of labeling
3. Give advantage of branding
4. Define sales promotion
5. List two objectives of sales promotion
6. Explain two dealer sales promotion methods
7. Mention two customers sales promotion methods
8. Give four characteristics of advertisement
9. What is mural advertising
10. Explain two benefits of advertisement to middlemen
11. What is advertising media
12. Explain media mix
13. State four forms of direct mail advertising
14. Give any two limitations of press advertising
15. What is an advertising agency
16. Explain advertising appeal
17. Give two advantages of advertising agency
18. Define salesmanship
19. Give two characteristics of salesmanship
20. Mention two objectives of personal selling
21. Explain relationship between advertising, personal selling and sales promotion
22. Differentiate advertising, personal selling and sales promotion
23. Give four qualities of salesman
24. Expand AIDCAM
25. Explain film advertising
26. What is collective advertising
27. Explain competitive advertising
28. Differentiate brand and trade mark
29. Differentiate packing and packaging
30. Differentiate standardizing and grading
31. Explain pricing as a function of marketing
32. Explain promotional mix
33. Give two advantage of buying and assembling
34. Give full form of ISI and AGMARK
35. Classify marketing function
36. Differentiate selling and marketing
37. Differentiate advertisement and publicity
38. Give physical function of marketing
39. Classify exchange marketing functions
40. Mention two factors which influence the selection of advertising media
41. What are the two main forms of audio‐ visual advertising
42. Mention two functions of advertising agency
43. Identify two advantages of personal selling
44. Enumerate two vocational qualities of salesman
45. Define marketing
46. Explain traditional concept of marketing
47. Mention two objectives of advertising agency
48. Mention two limitations of direct mail advertising
49. What is meant by post sale activity of salesmanship
50. Define market research
SUBJECTIVE QUESTIONS
1. Discuss the key functions of marketing
2. Examine the functions/objectives of advertisement.
3. Advertising is a social waste. discuss
4. Discuss the objectives and significance of salesmanship
5. What are the desired qualities of salesman
6. Define marketing and examine its key objectives and importance
7. What are the features and significance of advertisement
8. Explain the objectives/functions of sales promotion
9. Elaborate the steps in personal selling process
10. Write a note on advertising agency
11. Discuss different forms of advertisement media
12. Explain factors affecting advertising media
13. Explain facilitating functions of marketing
14. Explain types of advertising
15. Write a brief note on code of advertising practices
16. Discuss techniques of sales promotion
17. Discuss themes of advertising/advertising appeal
18. Discuss concepts of marketing
COMMERCE AT A GLANCE
CORPORATE ORGANICATION
Company‐joint stock company—it is an artificial person created by law,
having separate legal entity with perpetual succession and a common
seal.
Features/characteristics‐
1. Artificial person‐co. is created by law; it does not have physical
existence. It comes into existence by the process of incorporation
under companies act.
2. Separate legal entity‐the identity of company is different from its
members in the eye of law. Members and directors can be debtors
and creditors at the same time. Company can sue, hold property and
enter into contracts in its own name
3. Perpetual succession‐Due to free transferability of shares company
continuity is not affected. Members may come or go but company
goes on for ever. Death, lunacy and insolvency of members and
directors does not effects the continuity of the company
4. Common seal‐it is an official signature /substitute to signature of a
company. It is a rubber stamp with the name of company and its
head office address engraved in it. Every legal document of a
company must b witnessed by two directors or a director and a
company secretary along with a seal to make it a legal document
5. Limited liability‐liability of members is to the extent of unpaid
amount on its nominal value if limited by shares. However the
liability of company remains unlimited
6. Democratic management‐ Company is managed by board of
directors who are the elected representatives of members.
Voluntary association/corporate finance and corporate existence‐‐‐
read it once –from book
Advantages/benefits/significance/importance‐[brief explanation of
each]
1. Large financial resources‐
2. Stability
3. Free transferability of shares
4. Professional management
5. Diffused risk
6. Limited liability
7. Scope for growth and expansion
8. Social benefits‐it leads to employment generation, wide choice for
customers, higher standard of living, and quality product at
reasonable price, capital formation and source for government
revenue
Demerits/limitation/disadvantages‐‐[brief explanation of each]
1. Too many legal formalities
2. Delay in decisions
3. Lack of personal touch/separation between ownership and
management/corporate veil
4. Speculation
5. Oligarchy in management
6. Social evils‐ due to companies’ establishment problems like political
interference, industrial unrest, monopoly, pollution and a regional
imbalance arises.
Objectives of companies‐‐[brief explanation of each]
1. To develop rapid industrialization
2. To undertake large scale operation
3. To utilize resources
4. To mobilize idle resources
5. To make country self reliant
6. To help in the growth of social sector and rural economy
7. To generate employment
Suitability of companies ‐ [brief explanation of each]
1. For basic and key industries like ship building
2. For business involving high risk like airlines concerns
3. To escape unlimited liability
4. The law makes the company organization obligatory like banking
business
5. When large scale business is crucial like construction industries
basis partnership Company
Meaning Relation between 2 or An artificial person created
more partners who have by law with separate legal
agreed to share profit of entity, perpetual succession
a business carried on by and common seal.
all or any of them acting
for all.
Registration Optional, registered Compulsory, registered
under Indian partnership under Indian companies act
act 1932 1956
Liability Partners liability is Members liability is
unlimited unlimited
Management Managed by partners Managed by board of
directors
No. of people Min‐2, max‐10 [banking], Private‐ [2‐50] [excluding
20 [non banking] past or present employees]
Public‐ [7‐unlimited]
transferability Partners cannot transfer Members can transfer their
their interest without the shares
consent of all members
Types of companies‐‐‐
On the basis of mode of incorporation
Chartered company‐cos. Established by royal charter, king, queen or
head of the state. Ex. bank of England
Statutory company‐cos. Established under a special act passed in the
parliament or by state legislature. Ex. LIC, UTI
Registered company‐ established under registration under companies
act. In INDIA under Indian companies act 1956 or any other previous
Indian companies act
On the basis of control
Holding company‐co. which directly or indirectly through medium of
another company holds‐
More than 50% of issued equity capital of the company or
More than 50% of voting rights in the company or
Right to appoint majority composition of board of directors in the
company. Ex. Unilever limited
Subsidiary company‐company whose—
More than 50% of issued equity capital is with another company
or
More than 50% of voting rights is with another company or
Right to appoint majority composition of board of directors is with
another company. Ex. HUL
Government Company: Co. in which not less than 51% of paid up capital
is held by Central Government or by one or more state governments.
E.g. SAIL
On the basis nationality
Indian company‐ Co. incorporated under Indian company’s act 1956 or
any previous act of India.
Foreign company‐ C0. Incorporated in any other nation but has its
business unit in India.
On the basis of liability‐
Company limited by shares: Liability of members is to an extent of
unpaid amount on the face value of shares.
Company limited by guarantee: Liability of members is limited to such
amount as they agree to contribute to the assets of the company in the
event of its winding up. It may or may not have share capital
Unlimited company: Liability of every member is unlimited and extends
to his personal property.
On the basis of public interest
Private company: A company which by its articles:‐
(a) Restricts the right of its members to transfer shares.
(b) Limits the no. of members to 50 (excluding past or present
employee)
(c) Prohibits general public to subscribe for its shares or public
deposits.
(d) Min. paid up capital is one lacs.
Public company: A company which:‐
(a) Minimum paid up capital of five lacs.
(b) No. limit on no. of members.
(c) Open invitation t general public to subscribe shares or deposit.
(d) Free transferability of shares.
Multinational Company: Company has production, distribution and
marketing activities in two or more Countries apart from country in
which it is incorporated. It can be established in form of branches,
subsidiary, franchise, Joint venture, Turn Key Projects.
Sl. Basis Private Company Public Company
No
1 Min. & Max. no. of Min: 2, Max: 50 ( excluding Min: 7, Max:
Government Company
Advantages: ‐ [brief explanation of each]
1. Easy formation
2. Internal Autonomy
3. Flexibility of operations
4. Efficient Management
5. Collaboration
6. Public Accountability
7. Sensitive to consumer needs
8. Development of neglected sector
Disadvantages: ‐ [brief explanation of each]
1. Political Interference
2. Board flooded with yes men
3. Red Tapism
4. Beurocratic Management / Indifferent / inefficient
5. Lack of Accountability
6. Stereo typed method
Objectives of Govt. Company: ‐ [brief explanation of each]
1. To develop basic and key Industries
2. To mobiles Public Savings
3. To generate employment
4. To ensure balanced Economic development
5. To reduce Dependence
6. To control monopoly
7. To provide and fulfill consumer needs
Necessities of Govt. Company: ‐ [brief explanation of each]
1. Rapid Industrialization
2. Capital formation
3. Employment
4. Balanced development
5. Self Reliance
6. Socialistic pattern of society
7. Consumer welfare
Characteristics: ‐ [brief explanation of each]
1. Incorporation
2. Separate legal entity
3. Ownership
4. Mgt.
5. Financial Autonomy
6. Accountability
HOLDING COMPANY‐[brief explanation of each]
1. Avoidance of risk
2. Easy to form
3. Creates Goodwill
4. Economy in operation
5. Financial strength
Private deemed to be public :
1. Where 25% or more the paid‐up share capital of Pvt. Company is held by one
or more bodies corporate. or
2. Where the average annual turnover of a co. for past 3 consecutive year Rs. 25
crore. or
3. Where a private company holds at least 25% of paid up capital of a public co.
FORMATION OF COMPANY
4 steps of formation/ floatation [brief explanation of each]
(a.) Promotion
(b.) Incorporation
(c.) Capital subscription
(d.) Commencement
Promoter: Any individual, firm, co. or association who performs or identifies
business opportunities, ideas, analyses its prospects and assembles various
factors for the formation of a company
Promotion: First stage in formation which involves conceiving of idea,
preliminary and detailed investigation, assembling various factors for
commencement of business in a co.
Steps of Promotion / Role of Promoter / Functions of Promoter: [brief
explanation of each]
a. Discovery of Idea
b. Preliminary Investigation
c. Detailed Investigation
d. Assembling
e. Financing of Proposition
Note: If role and functions both are asked state the given points with explanation for
role and self explanatory sentences for functions.
Type of Promoters: [brief explanation of each]
a. Professional promoters
b. Accidental promoters
c. Financial promoters
d. Technical promoters
e. Specialized institutions as promoters
f. Government as promoter
Legal position of promoter: Fiduciary position – position of trust and confidence
Remuneration: no maximum ceiling, it is as per AOA. Forms of remuneration are as
follows‐‐
a. Shares
b. Sell his own assets at higher prices to the Co.
c. Charge commission on purchase of assets
d. No max. Ceiling usually govt. puts a limit.
Qualities:
1. Imaginative
2. Organizing ability
3. Vision
4. Resourceful
Liability of Promoters: Promoter is personally liable for all contracts .It ceases if It is
expressed in the preliminary contracts –
a. That the company adopts those contracts
b. That either party may rescind it if co. doesn’t adopt the contract.
Incorporation: Steps
a. Preliminaries – approval of name, appointment of banker, solicitor
members, directors etc.
b. Preparation & filing of documents – MOA, AOA, Form 1 (Statutory
declaration), Form 18 (Registered office details), Form 29 (list of
directors) and Form 32 (consent of directors)
c. Payment of Necessary fee: on the basis of authorized capital of the co.
d. Registration of a company – scrutinizing of documents by registrar and
recording
e. Obtaining certificate of Incorporation: Issue of certificate date mention
on certificate is date of Birth of co.
Certificate of incorporation: Conclusive evidence that company is duly incorporated
and has become a body corporate with separate entity having perpetual succession
and Common Seal.
Form 1 (Statutory declaration): that all formalities are duly complied with. Signed by
advocate of Supreme Court, high court, a chartered accountant practicing in India
or person named as director, MD, CS or manager.
Form 18 (Registered office details)‐notice of registered office address to be filed. If
not decided only the name of state may be submitted. Within 30 days of the date of
incorporation complete address to be filed.
M.O.A.: Memorandum of Association‐ a charter document which sets out the
constitution of the company. Binds Company with outside world and anything done
beyond object stated in object clause is Ultra Vires and thus is null and void.
Clauses: 1) Name Clause: name of the co. with word Pvt. Ltd or Ltd.
2) Situation Clause/ Domicile Clause: Address of registered office and name
of State
3) Objects Clause: objectives a) Main object b) other objects
4) Liability Clause: Liability of members to an extent of unpaid a/m on face
value of shares or guaranteed a/m to be paid at the time of winding up of Co.
5) Capital Clause: Authorized Capital divided into no of units with the face
value of shares
6) Association Clause : declaration by subscribers for being desirous of
form a Co. with name of members address, no. of share allotted and witness
signature Min 2 in Pvt. Co. and 7 in Public co.
Ultra Vires : Ultra is beyond Vires is scope: Ultra vires is beyond the scope . anything
done beyond the scope of object clause of memorandum is ultra vires and thus is
null and void.
A.O.A.: Articles of Association‐ bye‐laws of the company containing rules and
regulation for the internal affair of the company.
Table A: Model set of articles given in schedule I of Indian companies act containing
99 articles. It may be adopted by public co. Ltd. by shares without having its own
articles.
Table C: Model set of AOA for Co. Ltd. by guarantee not having share capital.
Table D: Model set of AOA for Co. Ltd. by guarantee having share capital
Table E: Model set of AOA for Co. For Unlimited Company.
Content of AOA
1. Rules and Regulations regarding calls on shares
2. Rules and Regulations regarding transfer, transmission and forfeiture of share.
3. Rules and Regulations regarding General Meetings, proceedings of meetings
4. Rules and Regulations regarding Board meetings and its proceedings
5. Rules and Regulations regarding Appointment and removal of directors
6. Rules and Regulations regarding Dividends, reserves, capitalization of profits.
7. Provisions for voting and statutory rights of members.
8. Provisions for voting winding up of company
9. Provisions for voting appointment of M.D. CEO., Manager and Secretary of Co.
10.Provision for voting and Common Seal.
11.Share capital and variation of rights for diff. types of shares.
Legal effects of A.O.A.: Binds‐ Co. To members; members to Co., members inter –
se (each other)
DISTINCTION BETWEEN MOA AND AOA
BASIS M.O.A A.O.A
Significance Compulsory for every Co. to have its Optional for public LTD co. as
own can adopt table A
Capital Subscription: ‐ 3rd stage in formation of public company and not required for
pvt. Company. It includes appointment of underwriters, listing of company in Stock
Market, opening Bank a/c, fining minimum subscription a/m, drafting of prospectus
and allotment of shares.
Commencement: steps (1) Filing and preparation of documents‐
a) If prospectus not issued – (i) a copy of statement in lieu of prospects
(ii) Statutory declaration for Qualification shares
b) If Prospectus issued :‐ (i) a copy of prospectus
(ii) Statutory declaration by director that; minimum
subscription is acquired; directors have agreed to pay for
qualification shares and no money is liable to be refunded.
(2) Obtaining Certificate of Commencement: Scrutiny and issue of certificate. It is a
conclusive evidence of the fact that company has complied with all legal formalities
and is entitled to commence business
Prospectus: Any document, notice, circular, advertisement inviting general public for
the subscription of shares, debentures or other securities. It is needed by public
company Ltd. by shares. It must be issued within 90 days of submitting to registrar.
Shelf Prospectus: Prospectus issued by Public financial institutions, public sector
banks and Scheduled banks.
Red‐ Herring Prospectus: prospectus issued by companies raising capital by the
process of book‐ building.
Abridged prospectus: memorandum containing features of prospectus. It must
accompany every application form issued to the public for subscribing securities
Offer for sale or deemed prospectus: Notice for sale of shares or securities published
by bulk allot tees like underwriters.
Statement in lieu of prospectus: document required by a co. when public is not
invited for subscription of shares or securities in place of prospectus. This document
is required when capital can be raised internally or privately. It must be filed with
registrar at least 3 days before the allotment of securities. Content is same as
prospectus.
Information memorandum: process undertaken prior to the filing of prospectus by
which demand for the securities proposed to be issued by the company is elicited
and the price and the terms of issue is assessed by circular or notice.
CONTENT OF PROSPECTUS: ‐ (1) Name and address of the company.
(2) Nature of business and main objects of Company.
(3) Capital structure of the Company.
(4) Particulars about underwriters, bankers, promoters etc.
(5) Date of opening and closing of subscription list.
(6) Information about material contracts with Managerial personnel.
(7) Contingent and outstanding Liabilities.
(8) Consent and opinion of experts, managerial personnel.
(9) Risk factor.
(10) Statutory information’s‐ voting rights, transfer and transmission of securities etc.
Minimum Subscription: ‐ 90% of issued capital which must be raised by public co.
ltd. by shares within 120 days of issue of prospectus. If not raised, it must be
refunded to investors with in next ten days‐ 130 days of issue of prospectus. Amount
in the opinion of director or promoter is sufficient for preliminary expenses and
contracts.
Ways of Promoting A Company: ‐ i) converting a sole business or a firm into a
company (ii) establishment a new company altogether (iii) Amalgamation‐
Scanning of prospectus :‐ (1) Nature of business: investors should examine‐demand
and supply, degree of competition, present value of its assets and scope of
expansion.
(2) Management: standing position of promoters and directors. Their experience and
integrity
(3) Capital plan: adequacy of proposed issue, minimum subscription, rights of
shareholders.
(4) Material contracts: details of contracts with vendors, underwriters, directors etc.
(5) Market Comments: study of press reviews and financial circles.
(6) Name of associates: reputation of company bankers, auditors, brokers, financial
institutions etc.
(7) Property purchased: nature and value of property acquired and mode of
payment to be considered.
Multinational Corporation
Trans National Company/ MNC/ Multinational Company/ Global grant
Meaning: A company or corporation which has production or and distribution units
in more than two nations apart from the country in which it is incorporated e.g.
Glaxo, nestle etc.
Characteristics: ‐ (a) Production or / and distribution units in more than two nations
(b) Normally very large in size. (c) It can be in various forms‐ branches, subsidiaries
(d) large size turn key projects, joint venture, franchising (e) transfer of resources (f)
dispersion integrated structure (g) International management
Objectives: ‐‐ [brief explanation of each]
(1) To exploit natural resources.
(2) To mitigate the impact of home country regulations
(3) To take advantage of government Concessions
(4) To fight competitions
(5) To reduce cost of productive
(6) To circumvent reduce tariff walls regulations
(7) To take advantage of technological expertise.
FORMS: ‐ [brief explanation of each]
1. Branches
2. Subsidiary companies
3. Joint venture
advantages‐
• the resources of local and foreign firms are proved together to
complement each other
• For MNC which wants expansion in overseas market where subsidiaries
are prohibited
• They can use management skills and market position of local firms
• Where local government need not allow MNC for complete control on
the venture
• Privileges and influence of local authorities can be utilised
4. Franchise
5. Turn key Projects
Merits Demerits
2 Generates Employment 2 Exploitation of resources
3 Transfer of technology 3 Political interference ( threat to
national)
5 Philip to domestic industries 5 Outflow of financial resources
6 Expansion of market 6 Currency Manipulations
7 Higher standard of living 7 Disturb domestic industry
8 Growth of ancillary units 8 Foreign Monopoly
9 Foreign Capital 9 Adverse balance of payment
11 Improves balance of trade
through impost promotion and
impost substitution
12 Research and development
activities
Brief explanation for each
Reasons for the growth MNCs ‐[brief explanation of each]
(a) Financial Superiorities
(b) Technical Superiorities
(c) Marketing Superiorities
(d) Managerial Superiorities
(e) Product Innovation
DISTINCTION BETWEEN MNCs, Sole proprietorship, Partnership
Proprietorship
Managerial Personnel
Board of Directors: elected representatives of shareholders, top organ of
management. Min in public ‐3 directors Min. in Private‐ 2 directors
Who can be a director – Only an individual; no body corporate or firm shall be
appointed as director
Qualification: ‐ (1) Must be an individual (ii) Sound mind (iii) Above the age of 25 yrs.
And below 70 yrs. (iv) Solvent (v) should not hold directorship of more than 15 public
co.
Disqualifications: ‐ 1 Unsound mind 2) an undischarged insolvent 3) a person who
has applied for adjudication as an insolvent 4) a person convicted by a court of moral
turpitude (5) disqualified to be a director by an order of the court.
Limit on no. of directorships: A person can not hold more than 15 directorships at a
time.
Role:‐
1. Entrepreneurial role: takes initiative, calculates risks etc.
2. Decisional role: policy makers, rules and regulations
3. Development role : enhance facilities, resources etc
4. Leadership role : supervision, instruction, direction etc.
5. Trusteeship role : acts as custodian of company’s wealth
6. Co‐coordinating role: integrate divisions, departments, branches etc.
Appointment:
1. By promoter : first directors ; if not, signatories of memorandum are first
directors
2. By Members: Subsequent directors, 2/3 of directors, retire by rotation,
Qualification‐share.
3. By third Party: 1/3 of directors, by debenture holders, banks, and financial
institutions, not required to hold qualification shares or retire by rotation.
4. By Board : if authorized by articles‐Alternate directors , Casual directors,
additional directors
5. By Central government: on application from 100 members or 10% voting right
members. Tenure is 3 years
Retire by Rotation: Directors appointed by members fall under rotational
ring.2/3rd of total director retire by rotation out of which 1/3 rd retire every
year.
Legal position of directors: ‐[brief explanation of each]
1. As trustee
2. As Agent
3. As Managing
4. As an employee
5. As officer or administrator
Rights of directors:
1. To attend board meeting
2. To buy Shares
3. To inspect books of Accounts
4. To receive Remuneration, Board fee etc.
5. To exercise power in board meeting‐ voting rights
6. To receive compensation
Functions of directors:
1. Determine the over‐all long term objectives and general policies of co.
2. Approve over all budgets and programme of the co.
3. Design and develop control system for the co.
4. Decides and creates the framework for organization structure of the co.
5. Selects chief executives and other key executives of the co.
6. Makes important contracts for the purchase and sale of property on behalf of
the co.
7. Issues orders and instructions to chief executives
8. Evaluating performance and taking corrective actions
9. Reviewing and revising the plans of the co.
10.Regulating the capital expenditure and financial plans of the company
Powers of Directors: General / Statutory to be exercised in Board Meeting
1. To issue shares, debentures etc.
2. To fill up casual vacancies, additional and alternate directors.
3. To make calls on shares
4. To Transmit or forfeit shares
5. To recommend dividends or issue bonus shares
6. To decide the terms and conditions for issue of securities
7. To borrow money through issue of debentures and public deposits
8. To invest company funds ad make loans
9. To delegate certain power to others
10.To appoint M.D., Manager and other employees
Restricted powers/ limitations on powers
11.To borrow money more than the paid‐up capital of the company
12.To donate for charitable purpose exceeding Rs. 50,000/‐
13.To issue bonus shares
Duties of Directors:
1. Duty of attend Board Meetings :‐ must attend all Board Meetings
2. Duty to disclose interest : must disclose his interest to the Board
3. Duty to file returns of allotment :‐ must file a return of allotment within a
period of 30 days
4. Duty of reasonable care : Display care in performance
5. Duty of good faith: As trustee to act bonafide in the best interest of the Comp.
6. Duty not to delegate : perform work personally
7. Duly to act within this powers
Remuneration of Directors: Total managerial personnel remuneration is 11/% of net
profit or as per company’s articles.
Part time directors, if the co. has a M.D 1%
Part time director in any other case 3%
M.D or whole time director 5%
M.D or whole time director when more 10%
than one
Total managerial remuneration 11%
Vacation of office of a Director
1. When a director fails to obtain his qualification shares with in two months of
appointment
2. When a director fails to pay the calls due with in six months
3. When a director ceases to hold qualification shares
4. When a director is adjudicated insolvent
5. When a director is found to be of unsound mind by any Court.
6. When a director fails to disclose his interest in any contract of the Board of
Directors.
7. When a director remains absent from 3 consecutive meetings of the BOD
8. When a director is convicted of any offence involving moral turpitude.
9. When he is removed from the post by members
10.When director contravenes any provisions of Law regulating conditions of
employment.
11.When a director is debarred by any court from holding office on account of
fraud.
Circumstances when central govt. may remove directors
1 Guilt of fraud 2 Misfeasance 3 persistent negligence 4 default in carrying out his
obligation and function under the act 5 breach of trust
Part time Director‐ is a director who is not an employee of the co. and does not
devote much time for the supervision of co's affairs. Such directors are invited to
board/ general meetings of the members to face policy decision regarding business
or mgt of the co.
Removal of Directors: ‐ 1. By Members :‐ giving special notice, passing ordinary
resolution in general meeting of members notice at least 14 days before meeting.
They cannot remove directors (1) appointed by Central govt. (2) by third party (3) by
proportional representation
2. By Central Govt. :‐ on recommendation of company law board on grounds of
frauds, breach of duty, breach of trust or negligence, business not conducted on
sound business principles. Application from 10% voting rights members or 100
members for removal.
3. By Company Law board: ‐ on application from members for prevention of
oppression of minority or mismanagement of affairs of co.
Full time Director / whole time Director:
Meaning: Who is in whole time employment, appointed by B.O.D. on the approval by
shareholders in Annual General meeting by passing special resolutions?
Qualification: (1) He must be an individual (2) He must be a member of B.O.D.
Appointment: ‐ By B.O.D. on approval by shareholders
Term of office: ‐ Till retirement – No fix tenure
Power/ Duties: 1. to act as technical Director Marketing Director Etc
2. To act on full time basis for performing administrative activities.
3. To have independent charge of one particular divisions or department.
Managing Director :‐ (M.D.)
Meaning: A director/ who by virtue of an agreement with the company or a
resolution passed by the co. in general meeting or by its B.O.D. or by virtue of its
M.O.A. or AOA is entrusted with substantial power of Management which would not
otherwise be exercisable by him and include a director occupying the position of
M.D. by whatever name called.
Appointment: ‐ 1 by agreement with co. 2.By resolution in general meeting 3. By
B.O.D. in board meeting
4. By virtue of MOA or AOA.
Term of Office: ‐ 5 yrs. At a time. He can be re‐appointed
No. of M. directorship: ‐ one co. at time in ordinary course 2. By approval of B.O.D.
and more than two co. on approval of Central govt. more than two companies.
No. of M.D.:‐ A company can have more than one M.D. in a Co.
Qualification: ‐ 1. Must be an individual 2.Must be a member of board director.
Disqualification: ‐ 1. Is undischarged insolvent or has been adjudge insolvent at any
time
2. Has been convicted by court of an offence involving moral turpitude at any time.
Remuneration: ‐ 5% of net profit –if one M.D .More than one M.D. than 10% of net
profit of the co.
Appointment, re‐appointment and removal of M.D. require the prior approval of
Central govt.
A public co. must appoint its first M.D. within 3 months of its incorporation.
Powers/Duties/ Functions of M.D
1. He performs Managerial functions
2. Attends board meetings.
3. Exercises substantial powers of management.
4. Allocating resources and organizing activities under the supervisions and
control of the Board.
5. Providing able and dynamic leadership and affixing signature on all co.
documents, contracts binding etc.
Role of M.D.:‐
1. Trusteeship role‐ considered as trustee and acts accordingly for money which
they receive and which is under there
2. Decisional Role: ‐ M.D. is entrusted with substantial powers of management
which would not otherwise be exercisable by him.
3. Leadership Role: ‐ M.D. is the policy member of the co. for its day to day
activities and thus he directs supervisors and leaders.
4. Co‐ordination Role:‐ As a coordinator M.D. integrates various divisions and
departments which are under his substantial power the managing staff of the
co.
5. Agency Role: ‐ M.D. acts as on agent for a co. to carry on its business under
directors, supervisors and control of B.O.D.
Board Meeting: ‐ Periodical meeting of B.O.D. where directors can exercise their
powers. There must be 4 meeting in a financial yr or one meeting every quarterly.
Quorum for Board Meeting: ‐ Private Co.‐2 Directors Public Co. ‐ 2 Directors or 1/3
of total no of directors in a co. which ever in higher ‐ fraction to be rounded of to +1)
Quorum for general Meeting: ‐ Private: ‐ 2 Members Public: ‐ 5 Members
Rights of Members/shareholders:‐
1. To appoint Directors
2. To vote in general meetings
3. To remove directors
4. To receive dividend
5. To receive notice for AGM
6. To participate in resolutions passed in AGM
BASIS MANAGING DIRECTOR WHOLE TIME DIRECTOR
Power Substantial powers Power entrusted as per
terms of appointment
Tenure 5 years at a time No statutory limit
No. of cos 1 co. in ordinary course, One company at a time
2 with board consent
and more than 2 by
approval of central govt.
Appointment By virtue of agreement, By B.O.D on approval of
by resolution, by B.O.D shareholders
existence Either M.D or manager WTD and MD or WTD
and manager
compensation entitled No such provision
BASIS MANAGING DIRECTOR MANAGER
appointment Under agreement or Under contract of
resolutions or MOA or service or otherwise
AOA
status Must be a director first May or may not be a
director
powers Substantial powers of Whole or substantially
management the whole of the affairs
compensation Entitled to receive for No such provision
loss of office
No of companies Can be of 1 or 2 cos One company at a time
simultaneously by
approval of board
BASIS WHOLE TIME DIRECTOR PART TIME DIRECTOR
Meaning Who is in whole time ‐ is a director who is not
employment, appointed an employee of the co.
by B.O.D. on the and does not devote
approval by
much time for the
shareholders in Annual supervision of co's
General meeting by affairs. Such directors
passing special are invited to board/
resolutions
general meetings of the
members to face policy
decision regarding
business or mgt of the
co.
Appointment appointed by B.O.D. on Appointed by members
the approval by in the AGM
shareholders in Annual
General meeting by
passing special
resolutions
Power To act on full time basis Statutory powers to be
for performing exercised at board
administrative activities. meeting
Remuneration 5% if one 10% if more 1% or 3% or as per cos
than one articles
Term of office No fixed term, till Retire by rotation
retirement
Chief executive: appointed by board of directors for translating the plans and
policies of the board into actions. He acts as a link between the board and
shareholders. His main functions are—
1. translating the plans and policies of the board into departmental policies
2. finalizing budget proposals for submission to the board
3. allocating resources and organizing activities
4. arranging selection and development of executives
5. providing able and dynamic leadership
6. evaluating performance of departments
7. maintaining public relations and contacts with government and other
agencies
Organs of company management:
• board of directors
• managing director
• departmental manager
• secretary
• legal advisor
Composition of board of directors:
• relative proportion between full time executives of the company and part
time directors
• specialized directors as well as general directors are also needed
• ideal board should consists of both young persons as well as mature and
experience directors
• members of directors should have matching outlook and temperament
• the board must include active as well as nominal directors
MANAGEMENT
Levels of Management :
1) Top level (T.L)- B.O.D, C.E.O., M.D. – To established overall long term goals
- To lay down overall policies
2) Middle level (M.L) – Departmental Managers, - To transmit order, suggestions, policies
etc - To inspire operation managers towards better performance.
3) Lower level (L.L)- Supervisors, section officers superintendents etc
- To assign jobs to subordinated
- To assist and advise subordinate
- To arrange resources
Importance of Management [brief explanation]
1. Accomplishment of objectives and group goals – Max. production at min. cost
2. Optimum utilization of resources
3. Cost Reduction
4. Co-ordinate human efforts
5. National development- Beneficial to business and society
6. Higher standard of living
7. Maintain dynamic equilibrium
Scope of Management: It has very wide scope as comprise various functional areas like
production Management, Marketing Mgt, financial Mgt, Personnel Mgt. Purchasing Mgt,
office Mgt. etc.
Functions of Management:
1. Management in preparation – It refers to all those functions of mgt. which involves
preparation for actual work. It includes- Planning and organizing.
2. Management in Action: - It refers to functions of mgt. involving getting the actual
work done. It includes – direction, staffing, co-coordinating, controlling.
PODSCORB- P-Planning, O-Organizing, D-Directing, S-Staffing, Co-Co-coordinating, R-
Reporting, B-Budgeting.
1- Functions of Management:
Planning – To assess the future and make provisions for it. Basic function of mgt.
which involves thinking or looking ahead. It includes- what is to be done, how it is to be
done, when it is to be done, where it is to be done and by whom it is to be done.
Steps- Collecting information’s- Defining objectives- Discovering alternative course of
action- evaluating alternatives- choosing best alternative-periodic review
Advantages- Focuses attention on mgt. objectives minimizes uncertainties. Avoids
wastage and saves time. Promotes co-ordination and effective control.
Limitations- Internal- non- availability of information, uneconomical, time consuming,
External- Govt. policies, natural calamities, technological changes,
competitor actions.
2- ORGANISING: Meaning: The process of developing or creating harmonious structure of
authority responsibility relationships for achievement of organization goals.
Steps- Identification of activities- Grouping of activities- Assigning of activities-
delegating of authority-co-ordination.
Advantages- Facilitates growth, permits optimum use of human resources,
encourages team work, initiative and creating thinking.
3- Staffing- It is also known as manning or personnel mgt. It is a process of matching
jobs with individual to ensure right man for right job at al levels in the enterprises to
achieve organizational goals.
Steps:- Manpower planning- Recruitment and selection- Training and development
–Placement and orientation- appraisal, promotion and transfer-Remuneration.
Advantages: Improves quality and quantity of output. Improves job satisfaction,
Manpower planning and depth helps in finding and employing suitable persons for
various positions. Optimum utilization of human resources.
4- Directing- It is also known as commanding or actuating. It is the process of guiding,
supervising, motivating and leading the subordinates to contribute for the achievement
of organizational goal.
Steps- Supervision-Communication – leadership- Motivation.
Supervision: overseeing subordinate at work by superiors.
Steps- Scheduling of work- instructing and guiding the workers- providing necessary
technical guidance to workers- maintaining discipline.
Steps: Interprets objectives - suggests right course of action - stimulating and guiding.
Significance: assists in achievement of organizational goals, base for motivation, actuates
sub-ordinates to work with zeal and enthusiasm.
5 CONTROLLING: It is the process of measuring performance, comparing it with standards
and taking corrective actions wherever necessary.
Steps: Setting standards - measuring performance- finding cause of division - taking
corrective actions.
Advantages: Ensures satisfactory performance- ensures proper Implementation of plans.
facilitates delegation of authority and co-ordination.
6 CO-0RDINATION : Process of harmonizing, synchronizing and unifying individual
efforts towards common objectives.
Elements / Characteristics -
1. It is orderly arrangement of group effort
2. It is continuous and dynamic process
3. it secures unity of action
4. It is created through deliberate efforts
5. it is a managerial responsibility
Importance: 1. Eliminates conflicts between different groups and departments
Provides balance between persons having different abilities and interests
Combines different resources to secure better results, Integrates needs & interests of
government, customer and employees
NOTE: -
1. Co-ordination is an essence of management
2. Planning is looking ahead and controlling is looking backward
3. Management as an activity
4. management as process
All the above discuss statements must be prepared from notes already given.
PRINCIPLES OF MANAGEMENT
A fundamental statement of basis truth that provides a guide to thought and action which
establishes cause and effect relationships originated as a result of past experience and
accomplishments.
Features: BRIEF EXPLANATION
1. Universal
2. It is Dynamic
3. It deals with human limitations
4. It is Relative not absolute
5. It has cause and effect relationships
6. All principles are of equal importance
• Division of work
• Authority and responsibility
• Discipline
• Unity of Command
• Unity of direction
• Remuneration
• Centralizations
• Sub-ordination of individual interest to general interest
• Scalar Chain
• gang plank
• Order
• Equity
• Stability of tenure
• Initiative
• Esprit de corps
Comparative study between Taylor and Fayol concepts
Basics Taylor Fayol
1 Personality Scientist Practitioner
2 Techniques Scientific observations General principles of mgt.
and measurement
3 Perspective Operative levels Top level of mgt.
4 Focus Productivity Improving overall
Note: Explanation of principles of mgt. as statement and cause and effect to be prepared
from notes.
Universality of management principles
Henri Fayol reveals that formal training in management and co operation between
employers and employees has been helpful in developing professional management.
It is said that Henry Fayol’s theory is too formal takes too broad a view of
management process But his principles have stood the test of five and are still
accepted as he care of management theory.
Universality of management principles means of principles of management are
applicable in all types of organizations
1. Managerial knowledge and skills can be transferred from one organisation or
country to another.
2. There must be some general principles observed common for all organizations
which require coordination of human and physical resources.
3. Fundamental management principles are applicable in all kinds of human
activities from simplest work to great corporation involving group.
4. Application of management principles however differ from one organisation to
another depending upon the culture and needed of particular organisation.
5. The concept of universality has been supported by many managerial experts
like full taylor, knoontz and Dennell etc.
6. According to Taylor, fundamental management principles are applicable
everywhere.
7. Management is viewed broadly as human activity is universal, management
principles are necessary to obtain and to prepare resources, the resources
needed for human survival.
8. All undertakings require planning organizing commending, controlling and
coordinating and to function properly all must observe. The same general
principles.
9. As a manager each must at one time or another carry out all the duties
characterized of managers. This is the principle of universality of managerial
functions.
10.A specific technique or approach of management may differ from culture to
culture or form country to country but management fundamentals are
universally applicable.
While practices and applications will vary widely from one situation to another,
fundamental concepts and principles of management and of human relations will
remain much the some even when they take effect in different combinations. For
e.g.:‐ An experienced military officer move to a senior position in business
indicates that here are general skill and principles of management of work.
FINANCING
Capitalization: ‐ It comprises ownership capital and borrowed capital of a company
for its long term indebtedness. The process of determining the capital structure of a
business includes determination of total capital requirement and selection of
methods of raising it.
Need for Capital:‐
1. To promote and operate the enterprise economically
2. To operate efficiently
3. To acquire fixed assets and purchase raw material
4. To adopt modern technology and meet contingencies.
5. To expand existing operations and avail business opportunities.
Types of Capital:‐
1. Long term Capital: funds required for long period of time for more than 5 yrs.
Objectives: 1. To acquire fixed assets like land, building etc.
2. To finance permanent working capital
Sources: ownership capital – shares, Retained earnings, preference share capital
Borrowed Capital‐ Debentures, Loans, from financial Institutions
2) Medium Term Capital: ‐ funds required to be invested in the business for a
medium period (exceeding 1 yrs but not exceeding 5 yrs.)
Objectives or purpose: 1) To meet expenses on modernization of plant and
machinery and adoption of new methods etc.
2. To meet expenses for change in technology or increasing competition
Sources: Loans from commercial Banks, Public deposits, Retained earnings,
Redeemable debentures, Loans from financial institutions.
3) Short term capital: funds required to be invested in the business for a short
period usually for one year.
Purpose: To meet day to day operating expenses
1. For holding stocks of raw materials, spare parts, work in progress etc.
2. To convert cash into inventory of finished goods, receivables into cash.
Sources: Cash credit installment credit, factoring, Loans from commercial bank, Bank
overdraft, discounting bills of exchange trade credit.
4) Fixed Capital: ‐ funds required for acquisition of fixed assets Land and
Buildings. Plant and machinery, furniture and fixture etc. It is raised through
Long term sources of finance such as shares, debentures etc.
Factors affecting fixed capital:‐ brief explanation
1. Nature of Business
2. Size of Business
3. Nature of Products
4. Diversity of Products lines
5. Mode of acquiring fixes assets
6. Method of Production
7. Intangible assets (investment in acquiring goodwill etc)
Working Capital: ‐ Liquid funds required for the day to day operations of an
enterprises. It is the excess of current assets over current liabilities also known as
circulating capital or revolving capital.
Types :‐ (1) Permanent Working Capital: a/m of working capital required
permanently to operate the minimum level of business activity. It is locked up
permanently in current assets.
a) Initial working capital: part of permanent working capital required at the
time of commencement of business.
b) Regular working capital: part of permanent working capital required for
continuous business operations
(2) Variable Working Capital (VWC): Working capital required meeting seasonal or
special needs of business or in addition to permanent working capital.
a) Seasonal working capital: VWC required during particular season to
buy bulk raw material or pay extra labours.
b) Special working capital: VWC required meeting contingencies or
emergencies like strikes, change in demand or fashion etc.
Importance:‐
1. High Credit worthiness
2. Smooth working of enterprises
3. Goods relations with employees
4. Timely payment of dues and dividends
5. Obtaining cash and trade discounts
Factors affecting working capital:‐ brief explanation
1. Nature of business
2. Size of Business
3. Rapidity of Turnover
4. Terms of Purchase and sale
5. Cyclical fluctuations
6. Business cycle or manufacturing cycle/ gestation period
7. Seasonal variation and regular income
Factors affecting Capital Requirement (capital plan):‐ brief explanation
1. Size of Business
2. Nature of Business
3. Basic capital needs of business
4. Capital gearing
5. Trading on equity
6. Control of enterprise
7. Cost of financing
Ownership capital or owned capital: ‐ Funds contributed by the owner which is
generally limited and cannot be raised beyond certain limit, It includes share capital,
Retained earnings etc for company.
Owed Capital or Borrowed Capital: ‐ Funds obtained in a business concern from
external sources which involves periodical payments of interest of specific rate and
payment of a/m (principal sum) as well. It includes debentures, public deposits,
discounting bills of exchange etc
Source of finance‐
For sole proprietorship business‐‐‐
Ownership capital
Friends and relatives
Commercial banks
Financial institution
For partnership firm
Contribution of partners
Loans from partners
Friends and relatives
Commercial bank
Financial institutions
For joint stock company—
Shares , debentures , commercial banks, financial institutions, trade credit, cash
credit, bank overdraft, discounting bills, factoring, installment credit, customer
advances, public deposits, retained earnings, bank loans.
SHARES: ‐ it is one of the units into which the share capital of a co. can be divided. it
is a share in the share capital of co.
Types:‐
1. Preference shares 2. Equity shares 3. Deferred shares
Equity shares: ‐ Shares which carry no preference right, and is repaid at last. they
bear maximum risk and enjoys voting right and control over the mgt of the co.
1 Source of permanent capital 1 Risk of loss of control/
manipulation of control by
powerful group
2 No charge on assets 2 No trading on equity
3 No fixed obligation 3 Danger of over capitalization
4 mass appeal 4 Costly
5 No burden on earnings
6 Source of strength
1 Voting rights 1 Uncertainty of earnings
2 High Dividends 2 High Risks
3 High Liquidity 3 Unhealthy speculation
4 Limited Liability 4 No security
5 Right issue of shares
Preference shares: share which carry certain privileges or preferential rights‐‐‐
1. Right to receive dividend at stipulated rate before any dividend is paid to
equity shares
2. Right to receive payment of capital on winding up of the company before the
capital of equity shareholders is returned
Types:
1. Cumulative Preference shares: arrears of dividend accumulate.
2. Non‐ Cumulative Preference shares: no accumulation of dividend
3. Participating Preference shares: in addition to preferential rights right to
participate in surplus profits and surplus assets
4. Non‐participating Preference shares: no participation on surplus profits or
assets
5. Redeemable Preference shares: which can be repaid after stipulated period
6. Irredeemable Preference shares: which cannot be redeemed or repaid before
winding up
7. Convertible Preference shares: can be converted into equity shares
8. Non convertible Preference shares: can not be converted into equity shares
Merits of preference share to Demerits of preference shares to
company company
• Appeal to cautious investors • burden
• No interference in management • Not a permanent source
• No charge on assets • Low appeal
• Trading on equity possible • Costly source
• No burden
Merits of preference share to Demerits of preference shares to
investors investors
• Stable and regular dividend • Lack of voting rights
• Less risk • No capital appreciation
• Preferential rights • No increase of dividend
• Good for cautious investors
• Accumulation of dividend
brief explanation for each
basis Preference shares Equity shares
Degree and rate of risk Low and fixed High and fluctuating
rights Limited voting rights Full voting rights
Nominal value high Low
dividend Prior to equity After preference shares
shareholders
Appeal to investors Cautious and Bold and adventurous
conservative
Market value Does not fluctuates Fluctuates
refund of capital Prior to equity capital at Refund after every
winding up obligations
Deferred Shares: shares carrying disproportionate voting rights. This type of shares
can not be issued by public company. Dividend and return of capital is after all
classes of shares are paid.
Debentures: it is an acknowledgement of debts. A written instrument as an
undertaking to repay the specified sum with interest on or before the prescribed
date. It is issued under common seal.
Types:
1. Secured debentures: no security on any asset
2. Unsecured Debentures: assets mortgaged on its issue‐fixed or floating
3. Redeemable Debentures: repayable on a pre determined date
4. Irredeemable Debentures: repayable only at the time of winding up of the
company
5. Registered Debentures: recorded in the register .can only be transferred by
transfer deed
6. Bearer Debentures: no records in the register, can be transferred by mere
delivery
7. Convertible Debentures: can be converted into equity shares
8. Non‐convertible debentures: can not be converted into equities
Merits of debentures to company Demerits of debentures to company
• Trading on equity possible • Permanent burden of interest
• Freedom of management • Reduction on credit
understanding
• Economical • Charge on assets
• Tax benefit • Limited resource
• flexibility
Merits of debentures to investors Demerits of debentures to investors
• better security • no voting right
• Regular fixed return • High price
• Appeal to cautious investors • unattractive
brief explanation for each
basis shares Debentures
meaning That is a share in the share it is an acknowledgement
capital of co. of debts
Status Owners and owned capital Creditors and borrowed
capital
Yield Fluctuating dividend Fixed interest irrespective
of profit
Voting rights Enjoy voting right No voting rights
Order of repayment Unsecured Usually secured
Terms of repayment Usually irredeemable Redeemable
Risk High risk, no security Low risk
Terms of issue Subject to legal restriction No legal restrictions
Public deposits: ( fair weather friend)‐when general public was invited by the
company to deposit their savings for a period of not less than six months and not
exceeding 3 years at a time. Permission from R.B.I is necessary where total deposits
should not exceeds paid up capital
Merits to company Demerits to company
• no security needed • fixed obligation
• Trading on equity possible • Uncertain(fair weather friend)
• No interference in management • uneconomical
2. Bank overdraft: Source of short term finance by commercial bank. Customer
having current a/c is allowed to overdraw his account up to a specified a/m.
interest is charged on a/m actually overdrawn.
3. Bank loans: lump sum a/m credited in the name of customer (borrower) to be
repaid in number of installments where interest is charged on the whole a/m
from the date of sanction. It is also termed as outright loan and is a source of
medium term loan
4. Discounting bills of exchange: Source of short term finance by commercial
bank. Where bank charges some commission for this service and pay less than
the face value of credit instrument (bill of exchange). In case of bad debts
seller remains liable.
5. Factoring: source of short term capital and is also known as accounts
receivable financing. Raising capital through the sale or mortgage of book
debts. The bank or financial institutions make advance upto60% of accounts
receivable. Bad debt losses, if any are borne by the company itself.
6. Installment credit: source of short term finance where the business concern
has to pay a part of price of goods or assets purchased at the time of delivery
and the balance is to be paid in number of installments. The interest is charged
on the balance due and is included in installment.
7. Trade credit/ mercantile credit: credit extended by suppliers to the buyers at
all levels of production and distribution process for period ranging from 15
days to three months where buyer/company receives supplies without paying
immediately. Simple, convenient method with no formalities to reputed firms.
flexible and economical
Terms related to financing:
1. Capital gearing: determination of some proper ratio between two or more
methods of raising capital. It may be high or low geared according to the
small or high proportion of equity capital over total capital resp.
2. Trading on equity: it is the additional profit earned by the equity
shareholders over other sources of raising funds. Priority should be given to
debts over equities to keep the channel of issuing further shares always
open in case of growth of the company.
3. Underwriting of shares: an agreement between the company and
underwriter like financial agency under which underwriter agrees to buy
that part of the issue which is not subscribed to by the public in
consideration of a specified commission.
4. Bonus shares: shares issued by company directors at the time of payment
of dividend. When company declares dividend but not pays in cash, rather
in form of equivalent shares are issued.
5. Right shares: shares issued by public limited companies at the time of
further issue of shares, such new shares are to be offered to the existing
equity shareholders on pro rata basis.
6. Stock: fully paid share are converted into stocks
7. Capital market: concerned with long term finance, mobilizing individual
and corporate savings for industries, trade and government.
8. Money market: it deals with supply of short term financial requirements of
trade and industry comprising commercial banks, cooperative banks and
exchange banks
9. Hybrid security: it means any security which has a character of more than
one type of securities. E.g. preference shares as they carry features of
equities as well as debentures
10.Transfer and transmission of shares: buying and selling of shares in
secondary market amongst shareholders is transfer whereas automatic
transfer of shares to legal representatives of existing shareholders in the
event of death, insolvency or lunacy is transmission
11.Forfeiture of shares: extinction of membership as a sort of penalty for the
non payment of calls on fixed dates can be forfeited by directors, if
authorized by articles.
12.Share capital‐the max. Amount of ownership capital which the company is
authorized to raise by way of public subscription.
13.Issued capital—the amount of capital which is actually issued to the public
for the subscription in the form of shares
14.Subscribed capital‐ that part of issued capital for which applications are
received from the public
15.Called‐up capital‐the amount on the shares which is actually demanded by
the company to be paid by the subscription
16.Reserve capital‐ that part of uncalled capital which is not callable by the
company, except in the event of winding up of the company
17.Paid up capital‐ that part of called up capital which is actually paid by the
members
18.Calls in arrears‐ that part of called up capital which represents the total
payment yet to be paid by the members on calls
19.Methods of determination of capital requirement
1. Estimation method–assessment of total capital requirement of a business
by detailed investigation .this is done on the basis of reports of specialists and
experts
2. Comparison method‐ calculation of capital requirement on the basis of
analysis and results based on statistics of other similar nature business
concern.
Cost theory
Earning theory
20. Public debt instruments: instrument issued by government to its short
term and medium term financial requirements. They are the borrowings of
government and the instrument issued for procuring funds are monitored by
RBI or other agencies of government like financial institutions, post offices etc.
income earned on such instruments by investors is exempted from income tax
and wealth tax etc. up to certain limit. E.g. national defence gold bonds,
national plan certificates, post office cash certificate, relief bonds, capital
investment bonds, treasury savings deposit certificates etc
Specialized financial institutions—from notes
Mutual fund
Association or trust which collects savings from investors in form of units for
common financial goals, to invest in diversified corporate securities portfolio.
Organization structure [brief explanation of each]
Sponsor
Mutual fund trust
Asset Management Company
Types
Open‐ end‐units are sold and purchased perpetually on the basis of NAV
Closed end‐ schemes having stipulated maturity period
Balanced fund‐ invests in both – bonds, debentures and equities to provide growth
and income
Equity fund‐ mutual fund scheme investing in equity shares of various companies
Gilt fund‐ invests in government securities
Debt fund‐ investment in bonds and debentures
Growth fund‐ scheme dealing in capital appreciation securities
Income fund‐schemes dealing in securities which yield regular income to investors
Domestic fund – schemes which mobilize funds within nation
Offshore fund‐ schemes which mobilize funds from foreign investors
advantages Disadvantages
• Reduced risk • High cost
• High liquidity • Suppressing information
• High return • Restricts investment opportunities
• Tax relief • Restricted liquidity
• Transparency
• Professional management
Brief explanation for each
COMMERCIAL BANK
Functions of commercial banks
• Accepting Deposits: (fund based activity)
Current‐Money can be deposited or withdrawn at any time, over draft facility,
no interest paid, for current account holders.
Recurring‐ amount paid every month in regular installments &specified time
period. Withdrawl only after maturity including interests. Interest rate is
higher than saving but less than fixed de
Saving‐interest paid on minimum monthly balance. With cheque facility.
Money can be deposited any no. of time but withdrawn restricted. Low rate of
interest.
Fixed‐ lump sum is deposited for specified time. Withdrawal only after
maturity. Highest interest provided
• Granting loans and advances‐(fund based activity)
Outright loans/bank loans
Discounting bills of exchange
Overdraft
Cash credit
• Agency function‐(fee based activity)
Collection of cheque, bills etc
Realizing dividend interest house rent etc
Payment of insurance premium, taxes, telephone bills etc
Buying and selling of securities, bonds etc
Remittance facilities like bank draft
Serves as guarantor
• General utility function (fee based activity):
Issuing circular notes, draft, travelers cheque
Receiving valuables for safe custody
Underwriting securities
Advice on financial matters
Issuing letter of credit
Providing credit information
Dealing in foreign exchange
Banker’s liability‐ relationship between banker & its consumer is that of a
debtor & creditor & thus banks are expected to act in good faith, without
negligence. If bank wrongfully refuses to honour cheque than the banker is
liable for loss to the consumer.
Cheque: An order given by the consumer to make payment of certain amount
of money to specified person. It is an unconditional order & negotiable
instrument.
Types: open cheque: It is also known as bearer cheque & can be presented for
payment by any holder at bank counter. It can be transferred by mere delivery.
Order cheque: payable only to the person whose name is mentioned. It can be
transferred by endorsement.
Crossed cheque: payable only through collecting bank with two transversal
parallel lines drawn across its face with with or without any word. Payment
only to the account of the person named therein
General crossing: drawing two parallel transversal lines with or without words
on the face of the cheque
Special crossing: when the name of banker is mentioned within the two
parallel lines with or without any other word.
Significance/advantage of crossing:
• Prevents payment to a wrong person.
• Facilitates tracing of the recipient of the money.
• Assures safety in circulation.
Significance of word ‘Not negotiable’
It does not restricts the transferability but the transferee of the cheque will not get
the better title than that of a transferor
Dishonoring of cheque
1. When balance is insufficient in customers cheque
2. When the cheque is stale
3. When money deposited cannot be withdrawn on demand. Eg. In case of fixed
deposit
4. When account is in joint name and cheque is not signed by all
5. When customer has countermanded payment of the cheque
6. When the banker has received prohibitory order from court
7. When the cheque is post dated
8. When customer has informed about the loss of cheque to the bank
9. When notice of customer’s death, insolvency has been received
10.When customer closes account before the cheque is presented
Opening of bank account
• Form to be filled
• Specimen signature and photograph‐in case of co. signatures of
authorized persons,in case of partnership—signatures of partners
• References
• Initial deposit
• Issue of pass book
• Enclosure of documents—addresss proof, Age proof
In case of company‐‐‐copy of memorandum , AOA, balance sheet, auditors
report,
In case of partnership – partnership deed
Types of banks
Central bank
Commercial bank
Exchange bank
Industrial bank
Agricultural bank
Cooperative bank
COMMUNICATION
Meaning: Process of transmitting or exchanging of information message, ideas
opinion or emotions between two or more persons to obtain elicit action and
feedback.
Characteristics: brief explanation for each
1. Two or more persons.
2. Continuous process
3. Pervasive function
4. Flows in all direction
5. It involves several media
6. It is a two way process
7. It includes feedback
8. It establishes in the personal relationship
Elements: Sender, Receiver, Message, encoding, decoding, channel, feedback
Objectives: brief explanation for each
1. To exchange information
2. To motivate employees
3. To educate people
4. To change people’s attitude, behaviors and action
5. To fill up gaps between levels of decisions and levels of implementation
6. To obtain feedback
7. To promote efficiency
Importance: brief explanation for each
1. Acts as Basis of decision making and planning
2. Efficient and smooth running of an enterprise
3. Facilitates Co‐ordination
4. Motivation and morale building
5. Creates mutual trust, harmony, peace and confidence
6. Democratic Management/ Effective Leadership.
7. Binds People together/Public relations
Principles:
1. Principle of Clarity: a great deal of clarity is needed about objectives of
communication and message to be communicated. It must contain clarity of
expression and clarity of thought.
2. Principle of Completeness: In business communication, completeness of facts
is absolutely necessary. Checking of who, what, when, where, why and how
helps to make message complete
3. Principle of Conciseness: message should be as brief as possible without
affecting the appropriateness, clarity, correctness, completeness or courtesy
4. Principle of Correctness: business communication should give correct facts in
correct language at correct time and in correct style.
5. Principle of Courtesy: message must show friendly behavior towards others.
This can be done by prompt answers, apologize sincerely for an omission,
thank generously for a favour and avoid irritating expressions
6. Principle of Consideration: sender must show consideration for the receiver.
This can be done by emphasizing on the positive and pleasant facts, imparting
integrity to messages.
7. Principle of correct channel: communicator must know which medium will
prove to be the most suitable for this purpose.
Need: brief explanation for each
1. Huge Business Organizations
2. Globalizations and MNC’s establishments
3. Public relations
4. Govt. formalities & contacts with other stakeholders
5. Co‐ordination
6. Job prospect
TYPES/Channels
1. FORMAL COMMUNICATION: Flow of information which follows officially
established chain of command. It can be upward or downward or horizontal
and diognal.
Advantages:
1. Orderly and systematic
2. Possible to fix responsibility
3. Facilitates functions
4. No distortion of Message
5. Facilitates co‐ordination
Disadvantages/Limitations:
1. Time consuming
2. Lack of personal involvement
3. Rigidity
(Superiors). This is to communicate Reports, suggestions, appeal etc.
Workers Supervisor Factory Manager Departmental head
G.M. M.D.
Advantages:
1. Provide s feedback
2. Creates confidence and trust in superiors
3. Reveals what employees think of org.and mgt.
Disadvantages:
1. Prone to distortion
2. It is caused by status differences
4. HORIZONTAL COMMUNICATION: flow of information between two or more
persons holding equal ranks in the same or different departments. This
is done to co‐ordinate the activities of different departments. This is
done to Co‐ordinate activities of different departments and to resolve
interrelated problem of different departments.
Purchase Manager Sales Manager
Merits:
1. Facilitates co‐operation and co‐ordination
2. Resolves problem of wastage of time, money, labour and materials.
Demerits:
1. Differences in opinion, approach and vision
2. Inter group rivalry becomes potential conflicts
DIAGONAL COMMUNICATION: Transmission of information between persons
holding different ranks in different departments.
Cost Accountant Sales
Representative
Merits:
1. Speed up the flow
2. Must at times (inseparable)
Demerits:
1. Creates confusion and conflict
2. Contradicts unity of command
METHODS OF COMMUNICATION: (Media)
Written Communication: Flow of communication in black and white i.e. in written
form. It includes letters, notices, reports, manuals etc.
Advantages:
1. Facilitates Verification
2. Ensures Uniformity
3. Permanent Record
4. Economical for lengthy messages
5. Message can be transmitted to large no. of people at same time.
Disadvantages:
1. Time consuming
2. Lacks personal touch
3. Secrecy difficult
4. Immediate feedback not possible
Suitability:
1. When message is lengthy
2. When reliable record for future reference is to be maintained
3. When information is to be sent to large no. of people at same time
4. When specific instructions are to be given and it is necessary to fix
responsibility
5. When information is to be retained for repeated use in future
Verbal Communication / Oral: Transmission of message is verbally or spoken
words. It includes direct personal talk, direct collective talks, And Telephonic etc.
Advantages:
1. Permits clarifications and doubts
2. Faster and saves time
3. Secrecy maintained
4. Gives personal touch
5. Permits immediate feedback
Disadvantages:
1. Less reliable
2. No verification
3. No record for future
4. Greater chance of distraction
5. Not for length messages
Suitability:
1. When time available is less
2. When prompt and quick reaction is required
3. To instruct or counseling of subordinates is required
4. When problems are to be discussed in groups
5. When dealing with trade unions
Sl. Basis Written Verbal
No.
1 Forms Letters, notices etc. Meetings, interview etc.
2 Meaning Flow of message in black Flow of message in spoken
and white words
MARKETING
PRODUCT ORIENTED/TRADITIONAL CONCEPT: Performance of those marketing
activities that directs the flow of goods or/and services from producers to consumers
or users
Factory‐‐‐‐‐ products‐‐‐‐‐selling and promotion‐‐‐‐‐‐profits through sales volume
CONSUMER ORIENTED MODERN CONCEPT: process of discovering and translating
consumer need into goods or /and services and to create exchanges with potential
consumers and users that satisfy customers and organizational objective.
Target market‐‐‐‐discovery of idea‐‐‐‐ integrating marketing‐‐‐‐‐profits through
customer satisfaction
Features:
1. It is customer oriented
2. It is an integrated approach as harmonizes various departments
3. An ongoing programme of marketing research is necessary
4. It requires marketing planning and control
5. It starts from discovery of idea and ends after customer satisfaction
Sl. Basis Marketing (Modern Selling ( Traditional
No. Concept) concept)
1 Meaning Performance of those Process of discovering and
marketing activities that translating consumer need
directs the flow of goods into goods or /and services
or/and services from and to create exchanges
producers to consumers with potential consumers
or users and users that satisfy
customers and
organizational objective.
2 Nature Aims at achieving Promotional efforts
organization goals
through satisfaction of
customers
3 Orientation Consumer oriented Product oriented
4 Begging Begins before production Begins after production
and ends after customer ends with sale
satisfaction
5 Objective Profit through consumer Profit through sales volume
satisfaction
6 Scope Wide Narrow
OBJECTIVES: brief explanation for each
1. To Secure customer satisfaction
2. To bring organization integration & co‐ordination
3. To earn profit
4. To serve the society
5. To enhance goodwill or Promote reputation
IMPORTANCE: brief explanation for each
1. Source of revenue
2. Foundation of all Business activities
3. Satisfaction of consumer needs
4. Imprudent of standard of living
5. Employment opportunities
6. Development of nation
7. Basis of decision‐Making
FUNCTIONS:
Exchange functions
1. Buying and Assembling: procurement of raw materials, components and
finished goods through inspection, by sample, by description and by grade.
advantages
1. It assists in production through purchase of raw materials.
2. It facilitates traders for fulfilling requirement of consumers
Assembling involves collection of goods already purchased from different
sources at one common place.
advantages
1. Reduces cost of transportation and handling.
2. Permits large scale selling.
3. Reduces warehousing cost.
4. Facilitates standardization and grading.
5. Regularizes supplies
2. Selling & Distribution: process of finding customers, creating demand and
transferring the goods for value or money. It includes negotiating terms for
sale, sales forecasting, choice of channel of distribution etc.
Physical functions
3. Transportation: Physical means of carrying goods from one place to another.
advantages
1. Removes barriers of distance.
2. Helps to stabilize prices
4. Storage or warehousing: Holding and preservation of goods from the time of
production to time of consumption.
advantages
1. Creates time utility.
2. Equalizes demand and supply
Facilitating functions
5. Advertising: from chapter
6. Sales Promotion: from chapter
7. Salesmanship: from chapter
8. Branding & Trade mark: process of assigning name, symbol, etc to a product
to differentiate it from other products.
advantages
1. Helps to create loyalty to the product.
2. Gives separate identity to products.
Trademark is the registered brand.
advantages
1. It protects product from imitations
9. Standardizing and grading : Process of setting up basic measures or standards
to which products must conform. It reflects features of products in terms of
design, weight, colour, etc.
advantages
1. Fetch better price to sellers.
2. Easily valued and price fluctuations are reduced
Grading is the process of sorting products into well defined standards.
advantages
1. Enables to direct the goods towards the market best suited.
2. Facilitates trade as buying can be done by grade.
10.Market research : Systematic and scientific investigation of all marketing
activities to find answers to various marketing problems. It includes gathering,
recording and analyzing of data to facilitate decision making through trade
journals, consumer associations, wholesalers and retailers.
advantages
1. Potential demand for a product can be estimated.
2. Competitive strength and brand image can be judged.
3. New market can be developed for sale.
4. Necessary improvements can be made in product designing; package etc.
5. discovery of unsatisfied needs can be established.
11.Packing and packaging & labeling : Packing refers to wrapping, crating or
compressing into appropriate containers for protection and convenient
handling during storage and transportation.
advantages
1. Handling of goods easier.
2. Protect goods from damage during transportation.
Packaging refers to designing of case, container etc. for making products
convenient.
Protective, economical and attractive for customers.
advantages
1. Means of self advertising.
2. Increases durability of product and helps to attracts the attention of
customers.
Labeling refers to putting information about product on packages.
1. Indicates brand, grade, quality, etc. carry instructions for customers.
12.Pricing : Process of fixing the price or money value of a product. It is influenced
by‐cost of production, degree of competition, nature of product, policies of
firm etc.
advantages
1. Satisfies customers.
2. Yields profit
13.Product planning and development : Designing and developing the right type
of products.
advantages
1. Offers maximum satisfaction to consumers.
2. Introduction of new products.
3. Improvement of existing products.
4. Dropping of unprofitable items.
14.Risk taking: Financial risks inherent in the ownership of goods held for sale in
anticipation of demand. It arises due to changes in demand, fall in prices,
spoilage in storage etc.
advantages
1. Protects the business men against many risks like loss due to theft,
dishonesty of employees etc.
2. develops the risk taking ability.
SALES PROMOTION
Meaning: those marketing activities other than personal selling, advertising and
publicity that stimulates consumer purchasing and dealer effectiveness with various
non current selling efforts not in an ordinary routine. It includes displays, discounts,
shows and exhibitions etc.
Features
1. It consists of non‐recurring promotion efforts
2. It comprises non‐routine activities
3. It covers short term incentive schemes
4. It is directed at both customers and dealers
5. It seeks to achieve immediate increase in sales
Objectives
1. To stimulate demand
2. To stablise sales
3. To secure response in desired manner
4. To maintain relations
5. To facilitates marketing control
Function/role
1. Stimulates demand
2. Stabilizes sales
3. Secures response in desired manner
4. Maintains relations
5. Facilitates marketing control
METHODS
1. Dealer’s sales promotion methods
1. Advertising allowances: Free display materials, banners, signboards are
distributed to dealers
2. Free training and seminars: train dealers in the techniques of operating and
handling the product
3. Special trade discounts: free deals and discounts are allowed to dealers for
boosting sales during off season.
4. Displays and demonstration: special displays are held in dealer shops
5. Incentives: bonuses, expensive prizes and gifts are offered to encourage
dealers to take specific interest so as to increase their product sales. Prize
contests may be organized to promote sales
2. Customer’s sales promotion methods
1. Free samples
2. Coupons
3. Prize contest
4. Exchange offer
5. Premium or prizes
6. Clearance sales or discounts
7. Fairs and exhibitions
8. Trading stamps
Salesmanship (Personal Selling)
Meaning: ‐ It is the marketing activity which involves direct and personal contact of
the seller or his representatives with prospective buyer. It is face to face persuasive
communication between seller and buyer to achieve marketing objectives.
Features:
1. It is a face to face and oral communication
2. It is an art of persuasion that conveys human needs into demand
3. It is both science and an art
4. In involves contact with limited buyers
5. It requires flexible approach
Objectives:‐
• To handle objections and queries
• To provided feedback
• To explore hidden wants
• To promote sales
• To educate customers.
Importance:‐
To consumers
• Provides knowledge to customers
• Assists in selecting products
• It communicates grievances and suggestions of consumers to producers
• It enables consumers to get quality products
To businessmen/dealers
• Helps in Sales and profits
• Helps to face cut‐throat competition
• Provides valuable feedbacks
• Build Goodwill
• Locates prospective customers and creates demand
To society
• Stimulates consumption and accelerate production
• Creates employment opportunity
• Helps to raise standard of living
• Generates revenue for government
• It is the basis of commerce
Steps:‐
• Locating customers
• Pre sale preparation
• Sales presentation
• Convincing customers
• Sale
• Additional sale
AIDCAM_ attention, interest, desire, convincing customers, action and more
sales
Qualities:‐
• Physical attribute – Sound health , Cheerful disposition
• Mental attribute – Aptitude, patience
• Social attribute – Sincere & courteous , Tact & confidence
• Vocational attribute – Leadership, optimism
• Technical–knowledge of product, of customers, of company, of competitors
and of selling techniques
ADVERTISING
Meaning ‐ Any paid form of non‐personal presentation and promotion of ideas,
goods and services, by an identified sponsor.
Features:‐
• Paid form
• Non‐personal presentation
• Identified sponsor
• Can be written, oral or visual
• Can be done by various media
Objectives:‐ brief explanation for each
• To create demand
• To widen market
• To build goodwill
• To overcome completion
• To educate customers
• To assist sales persons
• To introduce new product
Importance: ‐ To Manufactures‐
• Steady demand (Minimizes seasonal fluctuation)
• Higher sales volume
• Good will creation
• Supports sales men
• Introduction of new products
To Consumers ‐
• Educates customers
• Fair prices
• Improves quality
• Convenience
• Unproduced new products
To Dealers –
• By creating awareness of advertised products
• By Providing ready market
• By reducing sales efforts
• By encouraging repeated buying of advertised goods
• Increases sales volume
To Society –
• Generates employment
• Standard of living
• Encourages research and development
• Supports press / media
• Nation development
Function – brief explanation for each
• Creates demand
• Eliminates middlemen
• Improves good will
• Competition strategy
• Introduction of new products
• Supports sales men
Demerits / Disadvantages – brief explanation for each
• Price
• Artificial leaving
• Deceptive advertising
• Growth of monopolies
• Unethical
• Changes, preferences without demand
• Wastage of national recourse
basis Advertising Sales man ship
meaning Any paid form of non‐ It is the marketing activity which
personal presentation and involves direct and personal
promotion of ideas, goods contact of the seller or his
and services, by an representatives with prospective
identified sponsor buyer
Cost and time Less costly and less time more
consuming
flexibility Less , common message More, specific message
feedback Not available immediately Immediate feedback
objective To create demand To make sales
coverage Mass selling technique Individual selling technique
Advertising Media (Different forms)
media newspap magazine Direct mail radio televisio outdoor
er n
forms press Press, Catalogues, Audio Audio & Mural
journal brochures Visual, posters
films
meaning Advertisi Advertising Advertisem Advertisem Short Advertisem
ng done done ent through ent through advertisi ent in
through through letters etc. spoken ng films forms of
printing printing to words made bill‐boards,
residences and electric
of shown signs at
customers public
places
Circulati wide limited Very wide limited local
on limited
Life short Long Long Very short Very Longest
short
Cost Moderat High Moderate Higher Higher Moderately
e to High high
Timeline Use of Lack of Maximum Limited Timeline Little
ss current timeliness, timeliness, timeliness ss at a timeliness
events and selection of higher
possible absence of right cost
news‐value message
and time
Selectivit Regional Higher Higher Same as in Local Local
y and selectivity selectivity news selectivit selectivity
linguist papers y
selectivit
y
Audienc Limited Limited in Very Universal Limited Limited to
e to the scope limited appeal to local local
literate people population
who own
TV and
go to
cinema
Flexibilit High Low Highest Limited Higher High
y
Type of Advertising:
1. On the basis of purpose
Persuasive advertising: advertising intended to persuade customers to buy the
product or services of the advertiser. It describes its superiority over
competitive products. Ex. Surf excel
Informative advertising: advertising to make consumers of the existence of
certain products or services and their basic properties. Ex. Reduce fuel
expenditure by PCRA
2. On the basis of sponsorship
Competitive advertising: advertisement on individual basis in order to
increase their individual shares in the market. Ex. Soft drinks
Collective advertising: when producers of different brands of the same
product jointly sponsor advertising of the product. Ex. Buy wool carrying wool
mark as trade mark
Advertising theme/appeal: central idea intended to trigger desired action from
customers. It is heart of advertising copy.
Theme of comfort: the appeal to customer is that use of the product will make life
comfortable.
Theme of prestige: possession of such items will provide distinctive status and a
sense of pride
Theme of health: use of such items will bring good health. Usually taken for food
products or drugs.
Theme of beauty: this instincts appeal to young men and women, usually taken for
cosmetics.
Theme of fear: this theme is used for insurance, safety values etc
Theme of affection: this is used to advertise products meant for children, friends etc.
Code of advertising practice
ASCI‐advertising standards council of India has formulated code of conducts to check
misleading advertisements which are as follows:
1. Should not offend against morality and religious susceptibilities of people
2. No advertisement should be permitted which is against any provision of the
constitution of India
3. No advertisement should be permitted which would adversely affect friendly
relations with foreign states.
4. No advertisement should be permitted which will tend to incite people to
crime
5. No advertisement should be permitted for betting tips and guide books
6. Advertisers or their agents must be prepared to produce evidence to
substantiate any claim or illustrations
7. Advertisements should not contain disparaging reference to another product
or services
8. Visual and verbal representation of actual and comparative prices and costs
must be accurate.
Sl. Basis Advertisement Publicity
No.
1 Scope Wide Narrow
2 Meaning Paid form of publicity Non‐paid form of advertising
3 Sponsor Identified sponsor May or may not have
identified sponsor
4 Control Sponsor exercises direct Control lies with media
control over length and
frequency of message
5 Approach Limited information Greater versatility than
advertisement
Advertising Media – Factors affecting
• Nature of product
• Extent of Market
• Objective of advertisement
• Cost
• Media used by competitors
• Type of audience
Scientific advertising: ‐ Well planned, organized, co‐ordinate and controlled
advertising based on factors, likely to affect the success of business and promote its
sales effectively and economically.
Advertising copy: advertisement which advertiser wants to convey. Copy writers
prepare advertising copy.
Advertising Agency: ‐
Meaning: specialized service organization which plans, designs and executes
advertising campaigns for and on behalf of its clients in return for a fee or
commission. E.g. Lintas, clarion
Organization structure
Account management group: planning and controlling advertising campaign
Creative department: designing and preparing the advertisement
Production department: selection of model, shooting and picture is done to produce
advertisement
Media department: selection of appropriate medium for transmitting message
economically and effectively
Marketing department: merchandising and public relation activities
Research department: marketing research and data maintenance
Administrative department: office work including correspondence, financial and
accounting
Functions: brief explanation for each
1. Creating advertisement
2. Producing advertisement
3. Placing
4. Market research
5. Expert advice
6. Publicity
Advantages:
1. Provides expert and specialized advice
2. Better quality advertisements
3. Timely presentation of advertisements due to close association with media
owners
4. Helps in allocation of advertising funds efficiently
5. Various services like‐ package designing, market research etc.
Marketing Mix: ‐ Arrangement of various marketing activities in systematic manner
so as to achieve marketing objectives.
Promotional Mix: ‐ Blending various sales activities like product planning &
development, personal selling, advertising, sales promotion etc. in proper proportion
so as to produce co‐ordinates sales program is known as Promotional Mix. It helps to
accomplish selling objectives
Media Mix: ‐ Selection of particulars advertising medium or two or more advertising
media to accomplish advertising objectives.
Transit advertising: advertisement painted on metal sheets which are fixed on buses,
railways or other moving vehicles. It is a form of outdoor advertising