Chapter 1: Business Environments

1 Name the three business environments. (Page 1)

2 Give a definition of environmental scanning. (Page 1 paragraph 1.2)
3 Why is environmental scanning important in a business context? (Page 1 paragraph 1.2)
4 What is the difference between a crises and a trend? (Page 1 paragraph 1.2)
5

Macro ______________
environment ______________
___________
environment
Use Porter's
__________
model to identify
Environmental environment
O and T
scannning

__________ __________ ______________

environment environment ______________

Explain why environmental scanning is a crucial component of strategic planning. (Page 2 paragraph
1.3)
6 Use this diagram to illustrate the process of environmental scanning. (Page 3 paragraph 1.4)

7 What is a SWOT analysis? (Page 3 paragraph 2)

8 Why is a SWOT analysis important? (Page 2 paragraph 2)

9 What is the difference between a strength and an opportunity? (Page 4-7)

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10 What is the difference between a weakness and a threat? (Page 4-7)
11 Use the table below to list six examples of possible strengths and weaknesses (internal) and
explain when it will be a strength and when it will be a weakness: (Page 8-9)
When will it be a When will it be a
Internal factor
strength? weakness?

12 When will it be better to locate a manufacturing business close to the source of the raw
material? (Page 5)
13 When will it be better to locate a manufacturing business close to the consumer of the
distributor of the product? (Page 5)
14 Name and explain five factors that have to be considered before a location is chosen for a
business. (Page 5)
15 Porter’s five forces model looks at the market environment and describes how businesses
need to look at the different forces that may hamper their success. Identify the five forces and
describe in brief how each force could have a negative impact on the business. (Page10
paragraph 3)
Porter’s forces Why is this force a potential threat?

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16 Complimentary products have been identified as a potential six force. Explain how a business
can use complimentary products to improve its performance. (Page13 paragraph 3.6)
17 Which barriers could make it difficult for potential new competitors to enter the market? Name
and explain five. (Page15-17)
18 What is the difference between a different brand and a substitute product? (Page12 paragraph
3.3)
19 Why is a supplier potentially a threat to the business success? (Page12 paragraph 3.4)
20 Why does the buyer / consumer have bargaining power? Explain three reasons. (Page12
paragraph 3.5)
21 List the different elements that are investigated when a PESTLE analysis is performed.
(Page14 paragraph 4)
22 Take any five of the PESTLE elements and under each element list five issues that could
impact on the business. For example: Economic could be interest rates, inflation rates …
(Page15-17)

Give one word/phrase for the following: (Pages 15-17)

23 A period of reduced economic activity where unemployment figures and poverty levels
increase.
24 The process where waste is regained for human consumption.
25 Reducing the number of jobs in a business due to financial difficulties
26 Countries that are developing compared to countries where economies are well established
and where the majority of people have a relative high standard of living.

Chapter 2: Corporate Social Responsibility (CSR)

1 Give a definition for Corporate Social Responsibility. (Page21)
2 How does CSR link to being a good Corporate Citizen? (Page21)
3 List eight TYPES of issues that a business may include in it’s CSR program. (Page22
paragraph 1)
4 There a many different people that have an interest in the performance of a business. We call
these people stakeholders. Identify two primary stakeholders and three secondary
stakeholders. (Page27 paragraph 4)
5 Draw a pyramid to illustrate a business’ levels of responsibilities. Briefly explain each level of
responsibility. (Page29 paragraph 5)
6 Discuss eight compelling reasons why a business should become involved in CSR programs
in South Africa. (Page24 paragraph 2)
7 Some people are opposed to businesses spending funds on CSR. Explain five reasons that
these people may give as reasons why a business should not becoe involved in CSR
programs. (Page25 )
8 What does the term sustainability mean in the context of CSR? (Page25-26 paragraph 3)

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9 Why is it important that businesses are aware of being environmentally sustainable? (Page27)
10 What can a business do to be environmentally sustainable? (Page27)
11 What will a business include in their CSR program if their focus is social sustainability?
(Page29)
12 What will be the focus of a business that puts pressure on suppliers (supply chain) to be
responsible corporate citizens? (Page29 paragraph 5)
13 Write one sentence to explain why each of the following can be considered a stakeholder in
the business:
13.1 Shareholders
13.2 Staff members
13.3 Trade unions
13.4 Customers
13.5 Suppliers
13.6 Community
13.7 Media
13.8 Industry regulators
13.9 Government
14 How will a business go about designing a CSR program? (Page29 paragraph 5)
15 Which seven principles should be kept in mind when implementing a CSR program? Briefly
explain each. (Page30 paragraph 5)
16 Why is it important that a business tells stakeholders (reporting) about the CSR program?
Give five reasons. (Page31)

Chapter 3: Management and Entrepreneurship

1 Give a definition of Management in your own words. (Page33 paragraph 1)
2 Explain the activities of managers on different management levels. (Page33 paragraph 2)
3 What is a business vision? (Page34)
4 What is a business mission? (Page34)
5 Why is a vision and mission important?
6 Name the four basic management tasks that have to be carried out to achieve the vision and
mission.
7 Which questions does a manager ask when he/she starts to plan? (Page34 paragraph 3.1)
8 Why is planning an important management task? (Page34-36)
9 Name four principles of successful planning and describe each in ONE sentence. (Page34
paragraph 3.1.1)
10 Describe five steps that can be followed during planning. (Page37 paragraph 3.1.3)
11 What is meant by organising as a management task? (Page34 paragraph 3)
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12 Name and explain four steps that can be followed to ensure effective organisation takes place.
(Page38 paragraph 3.2.1)
13 What are the factors of production that should be organised in a business? (Page38
paragraph 3.2.1)
14 Why is organising an important management task (i.e. importance of organising)? (Page39
paragraph 3.2.2)
15 Leading is also known as activating or guiding staff. Why is this considered to be an important
management task? (Page40 paragraph 3.3)
16 Discuss five principles that have to be kept in mind when leading employees. (Page40
paragraph 3.3.1)
17 Give two instances where a manager and a leader are considered to differ from one another.
(Page41 paragraph 3.3.2)
18 Describe six activities that will be carried out by a manager when he/she leads staff members
to achieve goals. (Page41 paragraph 3.3.2)
19 Differentiate between an Autocratic, Democratic and Laissez-faire leader. (Page42 paragraph
3.3.3)
20 Why is control an important management task? (Page43 paragraph 3.4)
21 Discuss three steps that will form part of control. (Page43 paragraph3.4.1)
22 Is budgeting a planning or control tool? Or maybe both? (Page41 paragraph 3.3.2)
23 Name and explain five elements of a good control system. (Page43 paragraph 3.4.1)
24 Discuss communication as a management task. (Page44 paragraph 3.5)
25 Why is coordination an important management task? (Page45 paragraph 3.6)
26 Which principles have to be considered when coordinating activities? (Page45 paragraph
3.6.1)
27 Few managers understand the importance of delegating. Explain why it is important that the
manager has to be able to delegate. (Page46 paragraph 3.5)
28 What is the purpose of discipline in the workplace? (Page46 paragraph 3.8)
29 Give two principles to keep in mind when a worker is disciplined. (Page46 paragraph 3.8)
30 Name five types of decisions that the manager of your school will make on a daily basis.
(Page46-47 paragraph 3.9)
31 How can staff members be motivated? Give ten practical suggestions. (Page47paragraph
3.10)
32 Discuss Maslow’s theory of motivation and explain if you agree that the higher levels of
motivational factors will only be effective if the lower levels are satisfied. (Page47paragraph
3.10 A)
33 Who formulated the Equity theory on Motivation? (Page48paragraph 3.10 B)
34 Google to find five definitions / quotes on Entrepreneurship. You may NOT use the ones
provided in your textbook.
35 Use these five definitions to identify five characteristics of an entrepreneur. (Page 50
paragraph 4.1)
35 How does a manager and an entrepreneur differ from one another? (Page 50 paragraph 4.2)

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36 Which characteristics will a manager and entrepreneur share? Explain ten. (Page 50
paragraph 4.2)
37 What is an Intrepreneur? (Page 52 paragraph 4.4)
38 What is an Ultrapreneur? (Page 52 paragraph 4.4)

39 The obligation a person has to perform a task to the best of his/her ability, is known as …
(Page 34 paragraph 2)
A Authority
B Delegation
C Range of control
D Responsibility

40 According to traditional management theory, the four basic management tasks are …(Page
33)
A Planning, leading, coordination, organisation
B Leading, communication, discipline, motivation
C Organising, leading, control, planning
D Decision making, organising, coordinating, control

41 The … will operate at middle management level. (Page 33 paragraph 2)

A Marketing manager
B General manager
C Supervisor
D Director

42 At Top level management, these are the most common types of decisions: (Page 33
paragraph 2)
A Tactical
B Strategic
C Operational
D Framework

Provide of word/phrase for each of the following:

43 All workers are encouraged to work to the best of their abilities. (Page 47 paragraph 3.10)
44 When a task is allocated to a subordinate. (Page 46 paragraph 3.7)
45 When the manager combines all the activities of teams in his/her department. (Page 38
paragraph 3.2)
46 The transfer of ideas and information between people in or outside the business. (Page 45
paragraph 3.6)
47 To ensure tasks were performed according to instructions. (Page 43 paragraph 3.4)

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48 Employees are shown how individuals and the business will benefit if they work to the best of
their abilities. (Page 40 paragraph 3.3)

Chapter 4: Research and presenting of data and information

formats
1 Give a definition of the term Business Communication. (Page 55 paragraph 1)
2 Give five examples of communication that takes place in a business. (Page 55 paragraph 1)
3 Explain how language barriers may hamper effective communication. (Page 55 paragraph 1)
4 How could cultural differences make communication less effective? (Page 56 paragraph 1)
5 What is the impact of physical noise on communication? (Page 57 paragraph 1)
6 Why is it important that all communication that takes place in the work place is clear and well
understood? (Page 57 paragraph 2)
7 Differentiate between two forms of communication. (Page 58 and 68 paragraph 3.1 and 3.2)
8 Apart from a Business Report, discuss any four types of verbal communication that are used
in a business. (Page 58-59 paragraph 3.1)
9 Which five elements should be used to ensure the format of a business report meets the
required standards? (Page 59 paragraph 3.1.6)
10 Is it advisable to use bullets in a Business Report or not? Motivate your answer. (Page 59-62
paragraph 3.1.6)
11 Why is it important to include a date in a Business Report? (Page 59-62 paragraph 3.1.6)
12 Why should one always include current affairs in a Business Report? (Page 59-62 paragraph
3.1.6)
13 If you want to test if you have substantiated enough in your Business Report, which words
should you look for? (Page 59-62 paragraph 3.1.6)
14 What is the purpose of developing a Business Plan? (Page 67 paragraph 3.1.7)
15 List eight aspects / sections that should be included in a Business Plan. (Page 68-69
paragraph 4)
16 Name two types of non-verbal communication tools that are used on a daily basis in a
business. (Page 68 paragraph 3.2)
17 What is the difference between Primary and Secondary research? (Page 70-74 paragraph 6.1
and 6.2)
18 Outline six rules/ protocols/guidelines that someone about to embark on Primary research,
should follow. (Page 70 paragraph 6.1)
19 When a research instrument is developed, the researcher should be careful to avoid some
pitfalls. Improve the questions below to avoid the pitfalls:
Pitfall Incorrect question Improve on the question
Question is too vague How often do you shop?

Sensitive question How much do you earn per

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 year?
Meaningless to the person Asking a person in a rural area
interviewed? how many shopping centres
there are within a 10km range
Double barrelled question Do you take sugar or milk in
your tea?
(Page 75 paragraph 6.3)

20 Write a paragraph to show your understanding on the issue of plagiarism. (Page 75 paragraph
6.3)
21 Why are the following considered problematic when it comes to research: (Page 71 paragraph
6.1)
21.1 Using only one source for your research.
21.2 Assuming the first article you find is correct.
21.3 Quoting only the sources that confirms your opinion of the topic.

Give the correct word/ phrase for the following:

22 Data obtained from original sources such as questionnaires. (Page 75 paragraph 6.3)
23 Using material that has already been published by someone else. (Page 73 paragraph 6.2)
24 Sources in school projects should be quoted according to this method. (Page 75 paragraph
6.3)
25 Using someone else’s work without acknowledging the source. (Page 73 paragraph 6.2)
26 A fact that is not based on personal opinion. (Page 75 paragraph 6.3)
27 Facts that have not yet been processed for decision making. (Page 75 paragraph 6.3)
28 Data that has been processed. (Page 75 paragraph 6.3)
29 Information that is commonly known by a large number of people and that is freely available,
is known as information in the … (Page 58 paragraph 3)

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 Chapter 5: Forms of Ownership

1 Explain the following concepts that relates to different Forms of Ownership:

1.1 Legal persona
1.2 Continuity of existence
1.3 Limited liability
1.4 Progressive tax
(Page 77 )

2 Give a definition for “Sole Proprietor”. (Page 78 paragraph 2.1)

3 Explain the formation procedure for a sole trader. (Page 78 paragraph 2.2)
4 Who is the legal persona in a sole proprietor? (Page 78 paragraph 2.2)
5 Does a sole trader have continuity of existence? Motivate your answer. (Page 78 paragraph
2.2)
6 Who pays the tax in a sole trader? Why? (Page 78 paragraph 2.2)
7 Does the owner have limited or unlimited liability for the debt of the business in a sole trader?
Why? (Page 78 paragraph 2.2)
8 Give a definition for a “Partnership”. (Page 79 paragraph 3.1)
9 Explain the formation procedure for a partnership. (Page 79 paragraph 3.1)
10 Who is the legal persona in a partnership? (Page 79 paragraph 3.1)
11 Does a partnership have continuity of existence? Motivate your answer. (Page 79 paragraph
3.1)
12 Who pays the tax in a partnership? Why? (Page 79 paragraph 3.1)
13 Does the owners have limited or unlimited liability for the debt of the business in a
partnership? Why? (Page 79 paragraph 3.1)
14 Which Act in South Africa defines a Company and prescribe all regulations that have to be
met? (Page 81 paragraph 4.1)
15 Where are Companies in South Africa registered? (Page 82 paragraph 4.3.2)

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16 The current Act that regulates companies has made is a lot easier to register and run a
company in South Africa? Why has some of the regulations and prescriptions been removed?
(Page 81 paragraph 4.1)
17 We can broadly distinguish between two types of companies, namely those with a profit
motive and those that are not profit-driven. Name four types of companies that can be
registered if the entrepreneur aims to make a profit. (Page 81 paragraph 4.3)
18 Explain four requirements regading the name of a public company. (Page 82 paragraph 4.4.1)
19 Where are public companies in South Africa listed? (Page 81 paragraph 4.2)
20 What are the three basic actions that someone has to take if he/she wants to register a
company in South Africa? (Page 82 paragraph 4.4.2)
21 Write in full: MOI (Page 82 paragraph 4.4.2)
22 Which details are included in the MOI? (Page 82 paragraph 4.4.2)
23 What is the minimum number of shareholders to register a Private or Public company? (Page
82 paragraph 4.4.2)
24 Before the company is regarded as a legal entity, is has to receive a … Certificate.
25 What is a Prospectus? (Page 82 paragraph 4.4.2)
26 Not all companies issue a prospectus. Will a Private or Public company issue a Prospectus?
(Page 82 paragraph 4.4.3)
27 Who has to sign the Prospectus? (Page 82 paragraph 4.4.3)
28 What is the difference between a Shareholder and a Director? (Page 83)
29 What does the fiduciary duty of the Director entail? (Page 83 paragraph 4.4.5)
30 What does conflict of interest mean? (Page 82 paragraph 4.4.5)
31 What does the Director have to do is he/she has a conflict of interest? (Page 82 paragraph
4.4.5)
32 Write in full: (Page 83 paragraph 4.4.6)
32.1 IFRS
32.2 CIPC
33 Why does the law require that financial statements meet IFRS standards? (Page 83
paragraph 4.4.6)
34 What does solvency mean? (Page 84 paragraph 4.4.6)
35 Cash flow refers to the company’s … position. (Page 84 paragraph 4.4.6)
36 Who is the legal persona in a company? (Page 84 paragraph 4.5)
37 Does a company have continuity of existence? Motivate your answer. (Page 84 paragraph
4.5)
38 Who pays the tax in a company? Why? (Page 84 paragraph 4.5)
39 Does the owners of a company have limited or unlimited liability for the debt of the business?
Why? (Page 84 paragraph 4.5)
40 Look at the following table that has been partially completed for you. Complete the missing
elements and explain if each element will contribute to the success or failure of the business.
Ensure you motivate your answers. (Page 84 paragraph 4.5)
Characteristic: Sole trader Partnership Private co Public co

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 Number of
1 ? ? ?
owners
Partners have
Who has limited /
unlimited liability Shareholders have
unlimited ? ?
AND are jointly limited liability
liability?
and severally liable
Who is the legal
? ? ? ?
entity?
No special Name has to end Name has to end
?
Name? requirements with ? with ?
Continuity of
? No ? Yes
existence?
Owners pay tax in
Who pays tax? personal capacity ? ? ?
on profits received
Managed by?
Usually the owner ? Board of directors ?

41 When a business is insolvent, it... (Page 84)

A has cash flow problems
B is bankrupt
C is profitable
D shows a good ROI
42 Which one of the following is a public company?
A Famous Brands Ltd
B John’s Fish & Meat restaurant
C Gary and Partners
D Georgies (Pty) Ltd

43 A Private company will be taxed at ... (Page 84 paragraph 4.5)

A 40% on the profit that the owners take from the business
B 28% primary tax and 15% on the profit distributed to shareholders
C according to a progressive tax system
D 30% tax on all profit the business has generated

44 Choose the correct option below in terms of the number of owners for different Forms of
Ownership: (page 77)
A 2 – 50 shareholders in a company
B 2 – unlimited partners in a partnership
C 1 – 10 owners in a sole trader

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 D A minimum of 1 shareholders and a maximum restricted by the number and type of
shares available in a company.

45 A ...is a written invitation to the public to buy shares in a Public company. (Page 82 paragraph
4.4.3)
A Notice of registration
B Prospectus
C MOI
D Public company agreement

46 The acronym MOI refers to … (Page 82 paragraph 4.4.2)

A Meeting our intentions
B Memorandum of incorporation
C Masses over individual
D Master pieces of inventions

47 At the highest level, Public companies are managed by... (Page 82 paragraph 4.4.2)
A People that apply for the job
B A board of directors chosen by shareholders
C The majority shareholder(s)
D A combination of the above options

48 Which of the following is not a characteristic of a Partnership? (Page 80 paragraph 3.2)

A Usually a simple management structure
B No continuity of existence
C Owners have limited liability for the debts of the business
D Relative limited in terms of capital contribution

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 Chapter 6: Creative Thinking and Problem Solving
1 Why does a business need people with the ability to think creatively? (Page 87 paragraph 1)
2 Discuss five instances in which creativity in a business is crucial. (Page 87 paragraph 1)
3 Name five gadgets that your parents probably did not grow up as part of their daily lives.
4 Just for fun: Try to come up with five gadgets that will be part of your daily live in 20 years’
time that does not exist as yet? Or that are maybe developed as this moment… Self-driving
cars may just be the norm in 20 years’ time… And if you are creative, you may be one of the
people developing these gadgets that seem far-fetched now!
5 What is meant by the Four pillar approach to creativity? (Page 89 paragraph 3.1)
6 Choose a product that you use as part of your everyday life. Apply SCAMPER to it and see if
you can come up with a new and creative product. (Page 90 paragraph 3.2)
7 Lets have some fun…
7.1 Connect the dots with four straight lines without lifting your pen / pencil:

. . .
. . .
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 . . .

7.2 Make a list of as many as possible things that you can do with paperclips.
7.3 The so-called “Candle Problem” was devised by Karl Duncker in 1945. People are
given a candle, a box of thumbtacks and a box of matches. They then have to affix the
lit candle to the wall without it dripping wax onto the floor. Can you solve it?
7.4 What do you see?

7.5 Rebus: What word / phrase / name can you get from each of these:

Lets try a few more …

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8 Work in a group and try to identify what the obstacles were to your creative thinking when you
attempted the exercise in number 7.
9 Discuss five obstacles to creativity. (Page 92 paragraph 4 )
10 Indigenous thinking could either stimulate or hamper creativity. Come up with one example of
each. (Page 93 paragraph 5)

Chapter 7: Professionalism and Ethics

1 Complete the following table to show your understanding of different ethical theories:
If this theory is applied, will the action be seen
Ethical theory Event / action
as ethical or not? Motivate your answer.
A business enters
Principle-based into a price fixing
theory deal with another
business to keep

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 the price of bread
Consequence- fixed at 10c below
based theory the current price.
This way a new
competitor cannot
The Utilitarian
enter the market
theory
as planned.

2 Give a definition that can be used to evaluate people’s behaviour as either ethical or unethical.
(Page 87 paragraph 1)
3 What is Batho Pele? (Page 98 paragraph 4)
4 Why is such a framework important? (Page 98 paragraph 4.1)
5 Can this framework be applied to all different types of jobs? Motivate your answer. (Page 98
paragraph 4.2)
6 What is the difference between a Code of Ethics and a code of Conduct? (Page 99 paragraph
5)
7 Bring a newspaper to school. See how many of the following types of unethical behaviour you
can identify from one day’s newspaper.
 Bribery
 Corruption
 Fraud
 Not respecting confidentiality of Company records
 Conflict of interest
 Insider trading
 Lack of respect for a business’ intellectual property
 Use of company resources and the issue of privacy
8 What can a business do to ensure staff members use the Code of Ethics / Code of Conduct
as part of their everyday activities? (Page 100 paragraph 5.2)
9 What are the consequences / implications of unethical behaviour at work? (Page 101
paragraph 6)
10 Name four components of Corporate Governance. (Page 102 paragraph 7.2)

Give one word/term for the following:

11 If a person accepts responsibility for his/her actions. (Page 95 paragraph 1)
12 If an employee is aware of an unethical act and chooses to report it, because it is the right
thing to do. (Page 95 paragraph 2.1)
13 A person giving preferential treatment to his/her family or friends in the workplace. (Page 100
paragraph 5.1)
14 The ethical theory that considers what is in the best interest of the majority of people, before
condemning a certain action as unethical. (Page 96 paragraph 2.3)

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15 The ethical theory that states that any action where has been broken, is unethical. (Page 95
paragraph 2.1)
16 When one business spies on a competitor to get information to create a competitive
advantage. (Page 101 paragraph 6)

Chapter 8: Teamwork and Conflict Management

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1 Why is it important that all team members have to understand their roles in the team? (Page
105 paragraph 1.1)
2 Define the concept “synergy”. (Page 105 paragraph 1.1)
3 How will the following contribute to synergy: (Page 105 paragraph 1.1)
3.1 Accepting constructive criticism
3.2 Respect for one another’s opinion
3.3 Clear communication
3.4 A strong leader
4 Complete the following diagram to illustrate the five stages of team development: (Page 106
paragraph 1.2)

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5 Discuss each of the five stages as team development. (Page 106 paragraph 1.2)
6 Define the concept of team dynamics. (Page 107 paragraph 1.3)
7 The Belbin Theory is a well-known theory on team dynamics. What are the three broad
categories of roles that people fulfil in a team according to the Belbin theory? (Page 108
paragraph 1.3)
8 Explain six different reasons for conflict in the work situation. (Page 109 paragraph 2.1)
9 It is extremely important that conflict situations are managed, otherwise there would be
negative consequences for the individual, the team and the overall business. (Page 110
paragraph 2.2)
9.1 Differentiate between functional and dysfunctional conflict.
9.2 Explain five positive outcomes of conflict.
9.3 Explain five negative outcomes of conflict.
10 Suggest four tools that can be applied to deal with potential conflict situations. (Page 111
paragraph 2.3)
11 According to Tuckman’s theory of team development, the order of the process is... (Page 106
paragraph 1.2)
A Forming, Norming, Storming, Adjourning, Performing
B Adjourning, Forming, Storming, Performing, Norming
C Storming, Norming, Performing, Adjourning, Forming
D Forming, Storming, Norming, Performing, Adjourning
12 During this phase of the team dynamic process, the members compete for positions in the
team. (Page 107 paragraph 1.3)
A Adjourning stage
B Norming stage
C Performing stage
D Transforming stage

13 The phase where most of the team members settle in their roles, is called … (Page 106
paragraph 1.2)
A Adjourning stage
B Performing stage
C Storming stage
D Norming stage

14 The group could be terminated if the task is completed. This is the … stage. (Page 106
paragraph 1.2)
A Norming stage
B Performing stage
C Adjourning stage

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 D Transforming stage

Chapter 9: Public Relations

1 Give a definition of Public Relations. (Page 114 paragraph 1)
2 Is Public Relations a pro-active or reactive tool that the business uses to communicate with
stakeholders? (Page 114 paragraph 1)
3 Why is PR important? (Page 114 paragraph 1)
4 Explain how each of the following contribute to the success of PR: (Page 114-115 paragraphs
2.1-2.6)
4.1 Planning
4.2 Two way communication
4.3 High on the agenda of management
4.4 A well though through message
5 Discuss two internal stakeholders of the PR department. (Page 116 paragraph 3.1)
6 Who are the external stakeholders that PR has to consider? (Page 116 paragraph 3.2)

7 What is understood by Internal Marketing? (Page 117 paragraph 4)

8 Discuss five methods/tools that PR may use. (Page 117 paragraph 5)
9 Elaborate on the RACE acronym to explain the PR process. (Page 118 paragraph 6)
10 Explain the link between PR and Marketing. (Page 119 paragraph 7)

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 Chapter 10: Finance Function
1 Give the new names for the Income Statement and the Balance sheet. (Page 122 paragraph
1.1)
2 Explain the following terms: (Page 123 paragraph 1.1)
2.1 Owner’s Equity
2.2 Assets
2.3 Liabilities
2.4 Income
2.5 Expenses
3 How does the business calculate the net profit? (Page 122 paragraph 1.1)
4 What is the difference between fixed costs and variable costs? (Page 124 paragraph 1.2)
5 Why is the calculation of break-even important in a business? (Page 125 paragraph 1.3)
6 Why would a business carry out a feasibility study? (Page 125 paragraph 2)
7 Briefly outline the three steps that will be followed to perform a feasibility study. (Page 125
paragraph 2.2)
8 What are the two broad categories/reasons for investment? (Page 127 paragraph 3)
9 What does ROI mean? Write it in full and give an explanation. (Page 128 paragraph 3.2)
10 Which factors should be considered before a decision is taken regarding different businesses
in which money can be invested? (Page 128 paragraph 3.2)
11 Why is insurance important? (Page 129 paragraph 4)
12 If one insures the building, what type of incidents will be covered? (Page 130 paragraph 4.1)
13 Can one take out insurance in case the business’ trading activities are interrupted? Explain
your answer. (Page 130 paragraph 4.2)
14 What is fidelity insurance? (Page 130 paragraph 4.3)
15 Explain the concept of public liability insurance. (Page 130 paragraph 4.4)
16 Differentiate between fully comprehensive insurance and third party, fire and theft insurance
on a car. (Page 130 paragraph 4.5)
17 It is possible to insure against the risk of bad debt? (Page 131 paragraph 4.7)

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 Chapter 11: Marketing
1 Give a definition of marketing. (Page 133)
2 Who is responsible for the marketing of the business and its products/services? (Page 133)
3 Differentiate between a Product-Orientated approach to Marketing and a Market-Orientated
approach to Marketing. (Page 134)
4 What does the term competitive advantage mean? (Page 134 paragraph 1)
5 Complete the following diagram to illustrate the process of marketing and then give an
explanation of each step. (Page 135 paragraph 1)

6 What should be the aims of marketing? (Page 135 paragraph 2)

7 What does market segmentation entail and why is it important? (Page 136 paragraph 3)
8 Name five variables that can be used to do market segmentation. (Page 136 paragraph 3)
9 Take any type of product/service of your choice (think before you start) and explain how the
criteria that you named in number 8 are used to market the ONE type of product/service you
chose, to different market segments.

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10 List and discuss (maximum three lines) the four Ps of marketing (also known as the marketing
mix). (Page 137 paragraph 4)
11 Differentiate between consumer goods/services vs. producer goods/services. (Page 136
paragraph 3)
12 Discuss the concept Branding in detail. (Page 136 paragraph 4.1.2)
13 Explain how each of the following contributes to the success (or failure) of a product/service:
(Page 139 paragraph 4.1.3)
13.1 Ability to satisfy needs/wants
13.2 Design
13.3 Cost
13.4 Competitive advantage
14 What is opportunity costs? (Page 140)
15 Describe the six steps of product design. (Page 141 paragraph 4.1.4)
16 Use a graph to illustrate the different stages of the Product Life Cycle (PLC) and explain each
of the stages. (Page 142 paragraph 4.1.5)
17 Discuss six strategies that can be used to extend the PLC of a particular product/service.
(Page 142 paragraph 4.1.5)
18 Why is packaging an important component of Product (the first P of marketing)? (Page 144
paragraph 4.1.6)
19 Price is the second P of marketing. Explain five different objectives that the business may
want to achieve when they determine the selling price of the product/service. (Page 145
paragraph 4.2.1)
20 Explain the following pricing strategies: (Page 146 paragraph 4.2.3)
20.1 Price skimming
20.2 Penetration pricing
20.3 Promotional pricing
20.4 Psychological pricing
21 Which factors will the business consider before deciding on an appropriate distribution
channel? (Page 148 paragraph 4. 3)
22 Draw a diagram to illustrate four different distribution channels the business may consider.
(Page 148 paragraph 4. 3)
23 List four possible aims that the business may have when promoting the product/service. (Page
149 paragraph 4. 4)
24 Name the four elements of the marketing communication mix. (Page 150 paragraph 4.4.1)
25 Discuss the various steps of planning an advertising campaign. (Page 150 paragraph 4.4.1)
26 List four sales promotion techniques. (Page 151 paragraph 4.4.2)
27 Why is personal sales an important component of marketing communication? (Page 152
paragraph 4.4.3)
28 Explain after-sales services as an element of personal sales. (Page 152 paragraph 4.4.3)
29 What do you understand under Publicity as the fourth P of marketing? (Page 153 paragraph
4.4.4)

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30 Explain how technology is used in marketing. (Page 153 paragraph 5)
31 What is international marketing? (Page 154 paragraph 6)
32 Which restrictions are applicable when the business trades with a business in another
country? (Page 155 paragraph 6)
33 Explain eight rights that the CPA affords to consumers. (Page 156 paragraph 7)
34 Which organisation in South Africa helps to protect intellectual property? (Page 157 paragraph
8)
35 Name and explain four routes that someone may follow to have his/her intellectual property
protected. (Page 157 paragraph 8)

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