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INTERNAL ASSIGNMENT APPLICABLE FOR DECEMBER 2021 EXAMINATION

Sales Management
1. Design a Sales Process when your organization is intending to enter Kenyan Market (10
Marks)
2. How would you set up a sales organization (team) for a FMCG company setting up their
operations and having headquartered in Mumbai? (10 Marks)
3. Read the case ‘Levis India offers – Jeans on EMI’ and respond to these questions. While
answering questions you are free to make reasonable assumptions. Please state them clearly
In June 2009, apparel manufacturer, Levis’ Strauss India Pvt Ltd offered to sell its well-known
Levi’s jeans and other Levi’s products on equated monthly installments (EMI) payable through
credit cards. Analysts viewed this as a bid by the company to increase sales against the backdrop
of the economic downturn. The company planned to arrest its decline in sales through this
innovative offer. Analysts felt that the offer was the first such in the branded apparel industry.
On the launch of the scheme, Shumone Chatterjee. MD, Levi’s said – “it is for the first time that
a brand is offering this kind of deal in India. EMI has proven good for several industries such as
housing and white goods; therefore, I feel it will make a significant difference to the branded
apparel industry as well”.
The offer, launched as a pilot program, in Bangalore, was valid only for consumers who
purchased products worth Rs 1500 and above. The consumers had to settle the bill in three
instalments. The EMI’s were zero percent interest. Levi’s had entered a tie-up with ICICI Bank
to offer this scheme. In return, the bank received service charges from Levi’s for each
transaction.
Levi’s is the Indian subsidiary of US based Levi Strauss and Co. It sells denims jeans under the
brand Levi’s, a popular and aspirations brand of jeans in India. As of September 2009, Levi’s
operated through 230 stores and 500 points of sales in nearly 200 cities.
By launching the offer, the company planned to make the jeans affordable to consumers who
aspired to own the brand. Chatterjee added, “Many aspire to own a Levi’s but the price can be a
barrier. The EMI scheme makes it easier for the people to build the wardrobe with a premium
brand like ours. The company felt that it could make customers spend more by easily making
payments through installments. “the idea is to not only achieve high conversion rate (walk-in’s
conversion into spending) but also enable our consumers to spend more and purchase higher-end
denim through an easy mode of payment. If the EMI scheme works well in Bangalore, then we
can unveil this nationally in a couple of months”.
The company received a good response from customers. “ever since we introduced the ‘buy now,
pay later’ scheme with interest of hidden charges in June, our sales have surged by 10-15
percent” said Mr. M Aaron, franchise manager, Levi’s. From June 2009 to August 2009, almost
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half the buyers who had an ICICI card used the EMI facility. “The average value of their
purchase was 50% higher than those who didn’t use the EMI facility” added Chatterjee.
Encouraged by the response received by the scheme, the company announced its plan to roll out
the offer in eight cities other than Bangalore by mid-September 2009. These cities were Pune,
Delhi, Ahmedabad, Chennai, Hyderabad, Kolkata, Mumbai and Chandigarh. The success of the
program, prompted Levi’s to enter into tie-ups with other private banks such as HDFC Bank and
Axis Bank. He criteria for usage of Axis Bank credit cards was that the bill amount had to be Rs
5000 and above.
Some analysts felt that it was logical for the Levi’s to offer the scheme through credit cards since
there was tremendous potential to be tapped in the Indian market, but they noted that the number
of credit card holders in India was less than that of developed countries. According to a report by
BankRate.com, only 28% of affluent Indians have credit cards, a fraction of the average around
the world. As of 2006, credit cards accounted for just 1% of all purchased in India – one of the
lowest percentages in the world The offer launched by Levi’s received a mixed response from
Industry observers, customers and analysts. Customers appreciated the scheme offered by Levi’s.
According to Roger, a customer, “it helps the consumers and the companies too. Recession has
affected both the companies and the consumers, so it’s a win-win situation for both of them,”.
However, the company maintained that the promotional technique was not a strategy to counter
the effects of the economic downturn. The company said that it was aimed to tap the tremendous
market potential offered by the organized retail market in India. As of August 2009, the Indian
organized retail market was just 4-5 percent, out of which 20% accounted for apparel and
lifestyle, thus offering scope for growth, according to Levi’s.
According to Sanjay Lalbhai, CMD of Arvind Mills Ltd, “we have never offered such schemes
and I don’t think it has been tried anywhere in the world, unless you have a very loyal customer
base and are sure of their credit worthiness. It will be interesting to observe how they are doing
it”. On the other hand, some experts felt that though this scheme might attract the masses to
Levi’s initially, in the long run, it might lose some premium customers since the branded
products would be affordable to most other sections of society.
a. Critically analyze Levi’s offer to sell its Levi’s brand of jeans and other products on EMI (5
Marks)
b. What was the overall objective of this plan? Do you think the company will succeed? (5
Marks)

Entrepreneurship and Venture Capital Management

1. Ruma is a final year hotel management student, who is very much interested in starting her
own business of bakery. Home baking is the trend now so she wants to start from a small
business and then in future expand it. She is thinking of taking bank loan and has approached
you for advice. What would you advise her? (10 Marks)
2. Explain in detail business canvas model for a business idea of your own. (10 Marks)
3. Arav and Maya are going to start a business which is basically a PR firm which helps different
organizations to create brand image and communicate to public to attract customers to those
organization. a. What kind of innovation they should select so that they can be one of the most
chosen brands of all others? (5 Marks)
b. Do you think M/s XYZ can expand their business by using the franchise model? What will
you advice the company? (5 Marks)
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Corporate Finance
1. MCARTECH Pvt. Ltd. is considering two mutually exclusive capital investments. The
project’s expected net cash flows are as follows:
Expected Cash Flows
Year Project A Project B
0 -500 -875
1 100 150
2 110 200
3 120 250
4 175 375
5 240 530
6 300 680
a. If you were told that each project’s cost of capital was 12%, which project should be selected
using the NPV criteria?
b. What is the profitability index for each project if the cost of capital is 12%?
c. What is the regular payback period for these two projects?
(10 Marks)
2. Assume that you plan to take a housing loan with a tenor of 20 year. The loan has to be repaid
in equal monthly installments. Considering that the loan amount is Rs. 50 lakhs and the interest
rate on loan is 9% p.a., what would be the equated monthly installment (EMI)? (10 Marks)
3. LT India Ltd has the following capital structure, which it considers optimal:
Debt 35%
Equity shares 65%
Total 100%
Applicable tax rate for the company is 25%. Risk free rate of return is 6%, average equity market
investment has expected rate of return of 12%. The company’s beta is 1.10. Debt will bear an
interest rate of 9% p.a.
Calculate
a. component cost of debt and equity shares assuming that the company does not issue any
additional equity shares. (5 Marks)
b. Weighted Average Cost of Capital (WACC). (5 Marks)

Strategic Financial Management

1. ABC Limited is looking at expanding its business and wants to invest in a new plant to boost
its production capacity. The plant has a life of three years. The details are as follows.
 The plant would depreciate in three years from the acquiring cost of Rs. 4,20,000 to zero
in three years. There would be no salvage value at the end of three years. The
depreciation would be on a straight line basis.
 The additional revenue from the plant would be ~ Rs. 6,00,000 in year 1, Rs. 7,00,000 in
year 2 and 3.
 The input cost (raw material) is expected to be ~ Rs. 3,00,000 for year 1 and 2 and Rs.
4,00,000 in year 3.
Assuming a tax rate of 30% and a discount rate of 20%, you are required to
1. Arrive at the expected annual cash flows (after-tax)
2. Compute the net present value of the investment and determine if the investment is financially
viable? (10 Marks)
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2. As an investor in the equity market you become aware of investment opportunity in 3
corporates. Assuming that the cost of equity is 8%, compute the fair value of X Limited, Y
Limited and Z Limited using the Dividend discount model.
a. Given the history of the company, X Limited is expected to pay a uniform dividend of Rs. 5.00
per share.
b. Being in the IT Industry, Y Limited is expected to pay a dividend of Rs. 4.00 per share and an
increase of 5% year on year thereafter.
c. A pharmaceutical company, Z Limited has been paying a dividend of Rs. 2.00 over for the last
3 years. The company is expected to do extremely well and increase the dividend pay-out by 7%
year on year. This year the dividend expected is Rs. 8.00.
Additionally, what is the biggest lacuna in the Dividend Discount Model in valuing stocks? Give
an example to explain. (10 Marks)
3. As an Investment Banker your client, LMN Limited is looking at a restructuring its business.
You extract the following data from the financials of the company.
Particulars Rs. Crs.
Equity capital (Face value Rs. 10) 1,000.00
Debentures (@ 12%) 400.00
Long Term unsecured loan (@15%) 200.00
Total 1,600.00
The company has been paying a dividend of 20% per annum (historically). The stock of LMN
Limited is listed at Rs. 20 on the NSE. You are required to
a. Compute the cost of Equity capital. (5 Marks)
b. Weighted Average cost of capital of LMN Limited. (5 Marks)

International Banking & Foreign Exchange Management

1. ABC Limited, an Indian Company has an export exposure of 10 million Yen. Yen is not
directly quoted against the Rupee. The current spot rates are USD/INR = 41.79 and USD/JPY
=129.75. It is estimated that Yen will depreciate to 144 level and Rupee to depreciate against
Dollar to 43. The Forward rate for September 2020 USD/YEN = 137.35 and USD/INR 42.89.
Given that the actual spot rate on 30 September 2020 was USD/YEN = 137.85 and USD/INR =
42.78, is the decision to take forward cover justified in hindsight? (10 Marks)
2. Identify which party is playing what role in the following Letter of Credit transaction. ABC
Limited wants to import raw material from Z123 Limited, a supplier in Germany who banks with
T.R.V. Bank. The supplier insists that ABC Limited issue a Letter of Credit for the full value of
the transaction. A tenure of 90 days is agreed upon. ABC Limited approaches N.O.P. Bank to
issue a Letter of Credit. You are required to identify the steps involved in a Letter of Credit
transaction. Also Identify which party is playing the role of
 Issuing Bank
 Beneficiary
 Applicant
 Beneficiary Bank (10 Marks)
3. The prevailing market rates are as follows.
INR/USD = Rs. 77.00
Interest rate for a 6 month loan in India = 12% per annum
Interest rate for a 6 month loan in USA = 6% per annum
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a. Explain the concept of Interest Rate Parity. What will be the expected 6 -months forward rate
for US dollar in India? (5 Marks)
b. Compute the Forward premium/discount of USD/INR in the Indian Forex Market? (5 Marks)

Insurance & Risk Management

1. Vaishali is working as an actuarial in an insurance company. Few of the new joiners have been
appointed as an underwriter in their department. Vaishali’s manager asks her to prepare a short
presentation on the various methods used by them in calculating the premium rate. Help Vaishali
to complete the assigned task. (10 Marks)
2. Mr. Manohar is married and have two kids. He has recently undergone a surgery, which made
him think about the financial security for his dependents after his death. Hence, he decided to
meet his friend who was an insurance advisor to understand the life insurance policy and the
various benefits attached to with this policy .Explain Mr .Manohar on life Insurance policy with
its need. (10 Marks)
3. Shyam is working in a private investment firm. Unlike his parents who had a government job
and had retirement benefits, shyam lacks on that front being in a private firm. Now he is worried
about his retirement years.
a. As an insurance agent, discuss the various Risk, which Shyam will consider while planning his
retirement plan. (5 Marks)
b. Also explain the various steps which will be involved in framing the retirement plan (5 Marks)

Treasury Management in Banking

1. Historically, only larger Banks had the strength of providing Treasury products & services.
Now even smaller banks are into it in a strong way. Enumerate and describe at least 5 purposes
for which a Bank Treasury exists (10 Marks)
2. The organization structure of a Bank’s Treasury unit involves designing of its operations
across Front office, Mid-office, and Back office. Describe each of these three operating arms in
terms of its nature, purpose / objectives, and the skills / qualifications of the people employed in
these 3 operating arms (10 Marks)
3. Assume that you are one of the advisors to customers on Payment options.
a. There are multiple Electronic Payment options available in India. What electronic payment
option will you recommend for the following
1. A Corporate customer (ABC automobiles Limited) wants to pay dividend of varying amounts
to its 10,000 shareholders. ABC Automobiles maintains a current with SBI, Kolkatta.
2. A Retail Bank customer (Mr Gupta) wants to make monthly repayment (EMI of Rs 15,000 per
month) towards Housing Loan taken from Punjab National Bank, Pune whereas the customer has
his Savings Bank account with HSBC Bank, Mumbai
3. A customer, Mr Raju who has a Savings Bank account with ‘Indian Bank’ Chennai wants to
make a one-off payment of Rs 10,000 urgently to Mr Alex who has a Savings Bank account with
Citi Bank Mumbai.
4. A corporate customer, ABC automobiles Limited that has a Current account with ‘Bank of
India’ Bangalore wants to pay a sum of Rs 1 crore urgently to another company called XYZ
automobiles who has a current account with State Bank of India, New Delhi.
(5 Marks)
b. For each of the 4 items listed above, as an advisor, what will be your high-level advice on the
process involved and the benefits to the payer and the beneficiary (5 Marks)
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