TEACHING SCHEDULE (SEMESTER WISE) FOR

MBA Program

Department of Management & Social Sciences

NIT

HAMIRPUR (H.P).

 First Semester

 List of Options for Elective1 (MS-517)

 ·        Entrepreneurship

·        Computer Networking

·        Internet and Intranet Technology Management.

 (Second Semester)

List of Options for Elective 2 and 3 (MS-526 and MS-527)

·        Total Quality Management

·        Sales Distribution Management

·        Advertisement & Communication

·        Financial Accounting

·        Business Ethics

·        Compensation Management

Note:   Practical Training (4-6 weeks) during Summer Vacation after the Second Semester.

 (Third Semester

 List of Options for Elective 4 (MS-535)

 ·        International Marketing

·        Material Management

·        Appraisal System

 (Fourth  Semester

 List of Options  for Elective 5 (MS-543)

 ·        Corporate Tax Planning

·        Consumer Behaviour

·        Project Management

 Note:-  i.          The total number of credits of the Programme M.B.A. =94

            ii           Each student shall be required to appear for exam in all courses.

iii          Elective Course will be offered only if 30 % students opt for particular course, subject to availability of Faculty.

Subject Title: Principles of Management

 1.         BASIS OF MANAGEMENT: Classification, Characteristics, and objectives of management. Management and Society, Social Responsibility and ethics, Development of Management Thought, Nature and Functions of Management, Management by objectives, Role of Manage, Principles of Scientific Management. Essence of Management.

2.         ORGANIZATION:       The Nature and Purpose, Basic Classification Line/ Staff Authority and Decentralization Culture.

 3.         MANAGING AND THE HUMAN FACTOR: Human Resource Management and Selection , Training and Development, Performance Appraisal and Career Strategy, Identifying the ability, Tea work, Tea Building for Enhanced Efficiency and Productivity, Leadership Processes, Behaviour of Employees, Theory of Motivation and Reward System.

 4.         MANAGERIAL CONTROL:            The system and Process of controlling Control Techniques and Information Technology, Productivity and Operations Management, over all and Preventive Control.

 5.         PROJECT MANAGEMENT:            Policies and Procedures of Management Plans, Production Planning and Control, Techniques for Operations Planning, Gantt Charts, Evaluation and Review Technique, Critical Path Method, Difference between PERT and CPM.

 6.         PLANNING, FORECASTING, AND DECISION MAKING: The Nature and Purpose of Planning. Objectives, Strategies, Policies and Planning, I importance of Planning, Concept and Techniques of Forecasting, Strategic and Tactical Decisions. Decision Making Process, Rationality and Creativity in Decision Making.

 7.         SOCIAL RESPONSIBILITIES. Ethics in Business, Guidelines for Managing Ethics in Work Place, Benefits of Ethics in Business, Concept and concept for Environment, Impact of Industries on Environment.

 8.         INTERNATIONAL MANAGEMENT AND THE FUTURE: International Management , Towards a Unified, Global Management Theory.

 RECOMMENDED BOOKS

 1.         FUNDAMENTALS OF MANAGEMENT         S.P. Robbins & D.A. Decenzo

2.         Principles of Management                                  Kooniz & Donnel

3.         Handbook of Management Skills             Jalco Publishing House

4.         Principles of Management                                  K.C. Sahu

5.         Essentials of Management                                  Tripathy & Reddy

6.         Essentials of Management                                  J.L. Massie

7.         Business Ethics                                                  W.H. Shaw

 Subject Title: Strategic Management

 Basic Concept of Corporate Strategy

            Introduction of Strategic Management, Strategy, Purpose and Mission Objectives and Goals, Policies, Program Strategies Stimulus for Strategy, Strategic Decision Making. Strategic Management Process, Loaning Organization, Corporate Planning, Failures At Strategic Management.

 The 7 S FRAME WORK

             7-S Framework, Strategy and super ordinate goals, Structure, System, Style, Staff, Skills.

 Corporate Governance

            Board of Directors, Size and Composition of Board of Directors, Board Structure, Agency Theory, Board Committee, Two Tier board, Chairman and Managing Director , Effectiveness of BOD, CEO, Role of Top Management , Functions of Top Management, Ethical Behavior.

 Environmental Analysis

            Environmental scanning ,Mega and micro environment, SWOT Matrix, Competition Analysis , Risk Assessment, Strategic Groups, Types of strategies, Routes of gaining competitive advantage, Hyper competition, Porter’s Generic Strategies.

 Internal Corporate Analysis

            Strength and weakness criteria, Formats to analyze to strengths and weaknesses, Resources, Resource based Approach, Sustainability of an Advantage, Value Chain analysis, Functional Resource planning, corporate culture, Strategic issues.

 Strategy Formulation

            SFAS Matrix, Finding a Niche, TOWS Matrix, Business Strategy, Strategic Alliance Corporate Strategy, Diversification Strategy, Portfolio Analysis, Corporate Parenting, Functional Strategy, Pout sourcing, Marketing Strategy, Financial Strategy, R & D Strategy, Operational Strategy, Purchasing Strategy, Logistics Strategy, HRM Strategy, Information System Strategy.   

 Strategy Implementation, Evaluation and Control

            What must be done, organizing for action, diversification, mergers and acquisition, Reengineering, Job designing and strategy formulation, staffing and directing, downsizing, MBO, TQM, Measurement of Performance, Strategy Audit, and Strategic Information System Control.

Recommended Reading

 Strategic Management: The Indian Context by R. Srinivasan, PHI

 Organizational Behaviour

 Section A:       

The importance of interpersonal skills, Management Roles, Management Skills, effective versus successful Managerial activities , challenges and opportunities for organization Behaviour, contributing discipline of O.B., Models of Organization Behaviour understanding and Managing individual behaviour personality, work Motivation, Job Satisfaction, Decision Making Process. Managers and communication, barriers to effective communicate, improving organizational communication.

Section B:

Understanding and Managing group processes: Managing group dynamics, stages of group development, group properties, understanding of work teams, types of teams, creating effective team, team composition, team Process, team building for group effectiveness. Managers and workforce diversity.

Section C:       

Leadership:       Behavioural and Contingency theories, Inspirational Approaches to Leadership, Ethics and trust are the foundation of Leadership. Contrasting Leadership and power, conflict and negotiation.

Section D:       

Understanding and Managing organizational System: Organizational Structure, Organizational design and work stress, multicultural organization.

References:      (i)        Robbins, Judge and Sanghi 13^th Edition ‘Organizational Behaviour’ (2009)

(ii)                Management and Organizational Behaviour Essential John R. Schermerhorn, J (2004)

(iii)               Singh, B.P.and Chabra, T.N. Organization Theory and Behaviour, 2^nd edition (1998)

(iv)              Davis, K. Human Behaviour at Work Tata Mcgraw Hill.  

FINANCIAL MANAGEMENT

SECTION A

Nature and scope of financial management Objectives of corporate financial decisions. Long-term Investment, Decisions and capital budgeting: Techniques of capital budgeting. Risk nalysis in capital budgeting. Capital budgeting under the conditions of Capital rationing and inflationary conditions. Cost of capital: cost of debt, cost of preference shares, cost of equity, weighted average cost of capital, average and marginal cost of capital.

 SECTION B

 Working capital decision- working capital policy- Size of current assets and financing of current assets. Management of cash and near- cash assets. Management of receivables. Management of inventory. Short-term finances. Financing Decisions: capitalization and capital structure. Long –term finance- shares and debentures, loan. Dividend Policy- Relevance of Dividend Payment. Stability of Dividend Payment. Forms of Dividend Payment. Dividend Policy in Indian Corporate Sector. Capital project appraisal with special reference to Net present Value (NPV) and internal rate of return (IRR).

 SECTION C

 Financial analysis and Planning : Financial Statements, Financial Ratio Analysis. Break-even Analysis, Operating and Financial leverage. Treasury and working capital management.

SECTION D

 Corporate expansion and corporate failure: Types of merges & acquisition. Factors behind expansion. Determination of consideration value. Corporate failure : Meaning, symptoms, Ways to handle failure. An Introduction to recent trends in Indian money and capital market.

 REFERENCES:-

 1.                  M.Y. Khan & P.K. Jain: Financial Management : Text and Problems

2.                  I.M. Pandey: Essential of Financial Management

3.                  I.M. Pandey: Financial Management

4.                  V.K. Bhalla:  Financial Management and Policy

5.                  P.Chandra: Financial Management

6.                  M.Y. Khan: Financial Management

MARKETING MANAGEMENT

SECTION A

Marketing and its core concepts; needs, wants, demands, exchange etc. Marketing management and its tasks in different situations, different philosophies of marketing management; the marketing environment; marketing information system and marketing research.

SECTION B

Concepts and components of marketing mix; target marketing; marketing segmentation; positioning; consumer buying behaviour; consumer buying decision process. Basic concepts of a product; Concept of customer delight, Product mix and product line decisions; branding and packaging decisions; new product development process.

SECTION C

Product life cycle (PLC) and related strategies; meaning and significance of price; factors influencing pricing; general pricing approaches; pricing practice and strategies.

Buyers requirements, unique sales proposition (USP), clarity of message, effective presentation skills, identifying buying signal skills preparation of business letters, CV and other written documents, oral communications, barriers to communications, business goals.

SECTION D

Marketing channels and functions; designing a marketing channel; concepts and elements of marketing mix. Integrated marketing communications, organizing and implementing marketing in the Organization. Evaluation and control of marketing efforts.

References:- 

1.                  Kotler, P. Marketing Management, Analysis, Planning and control. (PHI)

2.                  Gandhi, J.C. Marketing: A Managerial Introduction.

3.                  Stantion & Fultroll, Fundamentals Marketing (TMH)

4.                  Jha & Singh, Marketing Management in Indian Perspective.

5.                  Various Magazines like Business India, ‘Business World’ ‘Advertising, Marketing etc.’

HUMAN RESOURCE MANAGEMENT

SECTION A

Concepts and Perspective on Human Resource Management: Human Resource Management in Changing Environment; Human Resource Management development system, Function and operations of a personnel office, manpower planning.

SECTION B

Corporate objective & human resource planning: Job analysis and roll of description; Methods of manpower search; Attracting and selecting human resource; Induction and socialization; Manpower training and development. Job evaluation and wage determination; Salary structure; Wage policies and regulations; Performance  monitoring and appraisal Potential evaluation.

SECTION C

Industrial Relations and Trade unions; dispute resolution and grievance management; Employee empowerment. Employees benefits and welfare rules, compensation and salary administration.

SECTION D

Health and safety management; employee assistance programme, Voluntary welfare schemes and an outline of social security measures etc.

REFERENCES:-

1.                  C.S. Venkata Ranam et al. Personnel management & Human Resource Management, Tata McGraw Hill, New Delhi.

2.                  Monappa and Sayadain, Personnel Management, Tata McGraw Hill, New Delhi.

3.                  De Cenzo & Robins, Human Resource Management, John Wiley, N.Y.

4.                  Cascio W.F. Managing Human Resources: productivity, quality of work life Profits. McGrow Hill New York 1995.

5.                  Parikh U. and Rao T.V,, Designing and Managing Human Reource Management, Wiley New Delhi 1

6.                  Piar Chand Ryhal,Dynamics of ‘Behavioural Science in Industry’ H.G. Publications New Delhi-64.

Subject Title:  Entrepreneurship

1.         Entrepreneurship:      Concept, need of entrepreneurship, origin and Development of Entrepreneurship:  Entrepreneurship:   Movement in India, Entrepreneur – Trails of Entrepreneurs- Types of Entrepreneur – Entrepreneur difference between Entrepreneur and Intrapreneur - Entrepreneurship in Economic Growth , Factors affecting Entrepreneurial Rural Entrepreneurs; Training and Development of rural Entrepreneurs; Gov; Agencies promoting Entrepreneurship; Programme, provision , Role of District Industrial Centres , small industries, Service Institutes, KVIC and Financial Institutions , Entrepreneur Development Programme , Self employment Programme Entrepreneurship in self employed with and without SHGs, Social Audits.

2.         Motivation:    Major motives influencing Entrepreneur- Achievement Motivation Training, Self Rating Business game, Thematic Apperception Test- Stress Management Entrepreneurship Development Programme- Need objectives.

3.         Business:        Small Entrepreneur definition, classification- , classification- Characteristics, ownership structure Project Formulation- Steps involved in setting up a Business – Identifying, Selecting a good business opportunity Market survey and Research , Techno economic Feasibility Assessment- Preliminary Project Report Project Apprisal- Sources of Information Classification of needs and agencies.

4.         Financing & Accounting: Need- Sources of Finance, Term Loans, Capital structure, Financial Institutions, Management of working capital, Costing Break Even Analysis, Network analysis Techniques of PERT/CPM- Taxation- Income Tax, Excise Duty- Sales Tax.

5.         Support to Entrepreneurship:                        Institutional Support to Entrepreneurs – Sickness in small Business- Concept Magnitude, Causes and Consequences , corrective measures – Government Policy of small scale Enterprise- Growth strategies in small industry- Expansion, Diversification, joint venture, Merger sub- contracting.

Recommended Books:         

1.                  Entrepreneurial Development S.S. Khanka

2.                  Entre Financial and Cost Analysis Henry E. Riggs

3.                  Handbook of Entrepreneurship Rathore & Saini

4.                  Entrepreneurship Development Gupta & Srinivasan.

Computer Networking

                              Subject Title: Computer Networking

1.               Computer network and the Internet

                  Internet, service description, protocol, network, Protocols Network edge, and system, clients, servers connections and connection oriented service, network core circuit switching and packet switching multiplexed in circuit switched networks, message segmenting, packet forwarding in computer networks, virtual circuit networks, datagram network access, company access, mobile access, physical media , delay and loss in packet switched networks, delay and routes in Internet , protocol layers, Internet Protocol stack, network online and layers.

2.               Application Layer

                  Principles of application layer protocols, client server sides of an application, process communicating across a network, addressing process, user agent, reliable data transfer , timing in transfer , services provided by the internet transport protocols , Web and HTTP, non persistent and president connections, HTTP message format, user server interaction, authorization and cookies, HTTP content, File transfer: FIP, FIP commands and replies, SMTP, Mail access Protocols, DNS and records content distribution, Web catching, cooperative catching peer to peer file sharing. Centralized and decentralization directly, query flooding.

3.               Transport Layer

                  Transport Layer services , relationship between transport and network layer, transport layer in the internet, multiplexing and demultiplexing connection oriented multiplexing and demultilexing web server and TCP, connection less transport less transport: UDP, UDP segment structure, reliable data transfer, positive and negative acknowledgements, duplicate packets, stop and wall protocols, acknowledge fields, pipelining. Go- Back-N, Selective repeat, connection oriented transport : TCP, TCP segment structure, sequence numbers and acknowledgement numbers, found trip time estimation and timeout , reliable data transfer Doubling the time out interval, flow control, TCP connection management, congestion control, approaches to congestion control, TCP congestion control.

4.               Network layer and routing

                  Network service models, origins of datagram and virtual circuit service routing principles , Hierarchical routing , Internet Protocol ,    addressing, obtaining a network address, obtaining a host address, moving datagram from source to destination, datagram format IP datagram fragmentation, Internet Control Message Protocol, Network address translators, Routing.

5.               Link Layer and Local Area Networks  

                  Link layer channels, data link layer, service provided by the link layer, adapters communicating, error detecting and correction techniques, partily checks, multi-access protocols , channel prolonging protocols, code division multiple access, random access protocols, taking turns protocols, local Area Networks, LAN address and ARP, address resolution protocol.

Text Books

      Computer networks by A.S. Lanenbaum, 3^rd addition Prentice Hall

Reference Books

1.                              An engineering approaches on computer networking by S. Keshav, Addison.

2.                              Data and computer communication by W.Stalling, Macmillan Press.

INTERNET & INTERANET TECHNOLOGY MANAGEMENT

SECTION A

An Introduction to Internet: A historical perspective, Internet a Conceptional Frame work, Internet and organizational effectiveness; Internet & MIS, Internet verses Traditional Group- ware

SECTION B

Internetworking, OSI & Internet Working, Network, Protocols, Internet working Models: Dial Connection: Proxy Server Connection, Computers & Internet Addresses, Capabilities of Internet: Communication Capabilities, retrieval capabilities, browsing the World Wide Web, Browsers Software, WWW’S URL, Address, Internet Information.

SECTION C

An Introduction to internet Programming (JAVA, ASP,CGI,PERL,VB Script, Active X, SGML HTML, XML), Concept of front end and back end, A mini Project in HTML, MS Front Page.

SECTION D

Application of Internet in Business, Usage of Internet Facility, Engineering Trends, E-Commerce, ISP, Medical Transcription, Information espionage, Information Highway Hackers, Ways to protect information from espionage.

References:-

1.                Data & Computer Communications- William Stalling

2.                HTML, DHTML, Java Script, Perl CGI-IVAn Bayross

3.                Mastering the internet

4.                Masterning the Internet –Glee Harrahendy, Pat Me Clergor.

RESEARCH METHODS FOR MANAGEMENT

SECTION-A

            Nature and scope of Research Methodology: Problem Formulation and Statement of Research Objectives; Organization Structure of Research, Research Process.

SECTION-B

            Research Designs- Exploratory, Descriptive and Experimental Research Design.

SECTION-C

            Methods of Data Collection –Observational, Survey case method; Questionnaire Design; Attitude Measurement Techniques; Motivational Research Techniques.

SECTION-D

            Sample Design; Selecting an Appropriate Statistical technique; Field Work and Tabulation of Data.

SECTION-E

            Analysis of DATA ; Techniques for Data Analysis –ANOVA, Discriminant Analysis, Factor Analysis, Conjoint Analysis, Multidimensional Scaling and Clustering Methods; Research Application.

REFERENCE:

1.      Andrew, F.M. and S.B. Witey Social Indicators of Will Being, Plenum Press, NY,1976.

2.      Bemnet, Roger: Management Research, H.O. 1983

3.      Fowler, Floyd J.Jr. Survey Methods, 2^nd ed. Sage Pub, 1993

4.      Fox, J.A. and P.E. Tracy: Randomzed Response: A method of Sensitive Surveys, Sage Pub. 1986.

5.      Goswami P.R. Statistical Informaion System and Librries, New Delhi, Ammol Pub, 1996.

MANAGERIAL ECONOMICS

SECTION-A

Concept and Techniques, Nature of business decision making, marginal analysis, utility. Consume behaviour-theory of demand, Indifference curve and revealed preference, income effect and price effects and demand forecasts.

SECTION-B

Production and Costs-Production functions, Isoquants, Laws of to scale, Cost curves, fixed costs, varriable costs, Break even, Firm’s goals-profit maximization, sales revenue, Marris Model and Behavioural Model.

SECTION-C

Market Structure –Prefect competition, monopoly, monopolistic, oligopoly, Pricing of goods and services,

SECTION-D

Factors of production, pricing and employment of inputs, labor market, Capital, Capital budgeting process, Cash flows and capital rationing. Recent developments and applications in Indian Industry. Core Competencies of firms, centralization and decentralization, role of management, globalization and liberalization.

References:-

1.      Craig Peterson & W Cris Lewis: Managerial Economics

2.      Walter Nicholoson: Microeconomics & its Applications

3.      A. Koutsoyiannis: Modern Microeconomics.

4.      Various Issues of Economic and Political Weekly.

MANAGEMENT NFORMATION SYSTEM

Introduction , Organizations, Management and the Networked Enterprise

Structure of Management Information System, Information Systems in Global Business Today Global E- Business: How Business use information Systems, Information Systems, Organizations, and Startegy, Ethical and Social Issues in Information Systems.

Information Technology Infrastructure

IT infrastructure and Emerging Technologies , Foundations of Business Intelligence: Databases and information Management, Telecommunications, the internet and wireless Technology, Securing Information Systems.

Key System Application for the Digital Age

Achieving Operational Excellence and customer intimacy: Enterprise Applications,

E-Commerce: Digital Markets, Digital Goods, Managing Knowledge , Enhancing Decision Making.

Building and Managing Systems

Building Information Systems, Project Management : Establishing the Business Value of Systems and Managing Change, Managing Global Systems.

Text Books

1.      Carol V. Brown, Daniel W. Dehayes, Jaffrey A. Hoffer, Martin, E. Wainright and William C. Perkins” Managng Information Technology “ Prentice Hall.

2.      Turban, Efrain, Ephraim Mclean, and James Wetherbe, “ Information Technology for Management Transforming Organizations in the Digital Economy”, John Wiley & Sons.

3.      Andrew S. Tanenbaum, “ Computer Networks”

COMPUTER APPLICATION IN MANAGEMENT

FUNDAMENTALS OF COMPUTERS:

Getting started Computer hardware and software, Input- output devices, secondary storage device, memory unit, arithmetic and logic unit, control unit, Computer in business.

COMPUTER SOFTWARE

System Software, Operating system, Understanding of Disk Operating system (DOS), DOS Commands, Windows Vista, Linux, Application Software, Introduction to MS Office, MS Word, MS Excel., MS Power Point.

DATABASE MANAGEMENT SYSTEM

Introduction, traditional file concept, database concept, objectives, advantages and disadvantages of database, MS Access, Introduction to RDBMS, Table Relations, Joins, Query, ER diagram.

DATA COMMUNICATION AND COMPUTER NETWORKS:

Data communication concept, various types of network: LAN, MAN, WAN, Client server network, Internet, World Wide Web, E-mail, E- Commerce, Application of Networks in E- Commerce.

BUSINESS INFORMATION SYSTEM

Introduction, Concept of management, Computer based information system, management information system.

TEXT BOOKS:-

1.      Birkle, J. & Yearsley, R.: Computer Applications in Management, Staples Press, London.

2.      A.K. Saini, Pardeep Kumar: Computer application in Management, Anmol Publication.

3.      Ritenda Goel and Kakkar: Computer application in Management, New age international Pvt Ltd.

Reference Books:

1.      P.K. Sinha: Computer Fundamentals, BPB Publications.

ORGANIZATIONAL EFFECTIVENESS, CHANGE AND DEVELOPMENT

SECTION-A

Management of Change:- Organization culture, socialization process, dimension of change, change process, change agent-skills and relationship with client, implementation of organization change- strategies for change.

SECTION- B

Organizational effectiveness, concepts, approaches and its determinates, Organizational diagnosis- Methods, Collection of data and indentification of problems. Organizationalstress- causes, effects and coping with stress.

SECTION –C

Organizational Development:- Definition, objectives, characterstics, models of OD, action research, stages of OD programme, underlying assumptions and values.

SECTION-D

OD Intervention-I: Meaning, types of interventions; sensitivity training, life and career planning, role analysis technique, Organizational mirroring, tranctional analysis, third party peace making, counselling, learning style and development.

SECTION-E

OD Interventions_II: MBO, managerial grid, team building, likre system-four, confrontation meeting, process consultatin, survey feedback, Institutinal building.

REFERENCE:

1.      Beckhard R. 1969 Organization in Development:Strategies and Models, Addision- Weekley: Reading

2.      Bennis, W.G. 1969. Organization Development: Its nature, origins and Prospects.

3.      Dalton, G.L.Lawrence , P& Griener, 1970 organization change and Development. Irwon Dorsey: Homewood.

4.      Shein, E, Bennis W. Beckhard, R (eds) 1969 Organization Development, Wesley: Reading

5.      Kuriloff, A.H. 1972. Organization Development for Survival, Americal Management Association Inc.: New York.

6.      French, Wendell L. & Cecil H. Bell, 1999 Organization Development, Prentice Hall of India: New Delhi.

7.      Singh, J.P. 1984. Organization Development: Concepts and Strategies. Indian Institute of Management: Ahmedabad.

8.      Somnath Chattopadhyay and Udai Pareek, Managing Organizational Change, Oxford & IBH, New Delhi.

TOTAL QUALITY MANAGEMENT

Content

·        Understanding Quality

-         Meaning, evolution, relevance and definitions

-         Quality Gurus and their philosophies

-         Quality Model and Quality Scale

·        Commitment and Leadership

·        Planning and Quality

·        Organising for Quality

·        Design for Quality- QFD, Simultaneous Engineering

·        Quality Systems- ISO 9000

-         QS 9000

Others

·        Statistical tools in Quality-

-         Reliability

-         Pareto Analysis

-         Taguchi Methods

-         Others tools

·        Control Charts- Attributes

-         Variables

·        Process Capability

·        Qualiyt by inspection

·        Culture change Models

-         Quality Circles

-         Kaizen

-         JIT

·        Implementation

·        Modern Tools- Benchmarking

-         Six Sigma

-         Self Assesment Models

-         Quality Cost Approach.

SALES DISTRIBUTION MANAGEMENT

SECTION-A

Sales and distribution strategy: an overview marketing, sales and distribution linkage; What is Selling? Sales men-ship: its relation ship with sales management & personal selling; myths about selling, characteristics of sales job; Conceptual model of “ Sales person-buyer”’ Dyadic relationship; selling theories; formulation of personal selling strategies.

SECTION-B

Selling process and sales organization: Prospecting; pre-approach and call planning; approach and presentation; Objection handling and sales close. Purpose of sales organization, setting up a sales organization Structure. Sales force management and control: Recruitment and selection of sales force; sales force training: objectives and techniques; Basic issues Sales Force Compensation, Sales territories : Concept, reason for establishing territories, revising Routing & Scheduling Sales personnel. Sales Quotas: types of quotas & their administration. Performance appraisal and equation.

SECTION-C

Marketing channel and design: Deigning channel system; wholesaling; retailing; channel conflict and resolution; sales display and channel for services.

SECTION-D

Physical distribution structure and channel: warehousing; transportation; inventory management; logistic communication; distribution cost control. Supply Chain management, Role of Information technology in Channel management.

References:-

1.      Still, Cundiff and Govoni- Sales Management.

2.      Johnson and others- Sales Management.

3.      Ressel and others- Selling.

4.      Futrell and Stanton- Management of Salesforce.

5.      Stern & AI- Ansary: Marketing Channels.

6.      Bower, Sox and others-Management in Marketing Channel.

7.      Philip Kotler- Marketing Management.

ADVERTISING & COMMUNICATION MANAGEMENT

SECTION-A

Definition of advertisement, its meaning and its role in marketing process: Advertising’s Role in Marketing Process; Legal Ethical and Social Aspects of Advertising Process of Communication- Wilbur Schramm’s Model, Two step flow of Communication.

SECTION-B

Developing advertising strategies: Theory of Cognitive Dissonance and Clues for Advertising Strategies: Stimulation of Primary and Selective Demand- Objective Setting and Market Positioning Building advertising programme: Dagmar Approach- Determination of Target Audience; Building of Advertising Programme- Message, Headlines, Copy, Logo, Illustration, Appeal, Layout; Campaign Planning; Media Planning; Budgeting.

SECTION-C

Selecting and advertising programme: Evaluation- Rational of Testing Opinion and Aptitude Tests, Recognition, Recall, Experimental Designs.

SECTION-D

Advertising organization selection: Advertising Organization- Selection Compensation and Appraisal of an Agency; Electronic Media Buying. Future of Advertising in India.

References:-

1.      Aaker, Devid A etc.- Advertising Management.

2.      Beleh, George E and Beleh, Michael A. Introduction to Advertising and Promotion.

3.      Borden, William H. Advertising.

4.      Hard, Norman- The Practice of Advertising.

5.      Kleppner, Otto.- Advertising Procedure.

6.      Ogilvy, David. Ogilvy- Advertising.

7.      Russel, Thomas and Verrill, Glann. Klepper- Advertising Procedure.

8.      Sandage C H and Fryburger-Advertising Theory and Practice.

9.      Sengputa, Subroto- Brand Positioning Stratigies for Competitive Advantages.

10.  Philinp Kotler: Marketing Management.

ACCOUNTING AND FINANCE FOR MANAGERS

 This module aims to give students an introductory understanding of the financial basis of company operations. It examines and integrates the main branches of accounting and financial management, namely financial accounting, management accounting and finance. It starts by examining the fundamental accounting concepts, and then focuses upon the interpretation of a set of company accounts, which is a most useful source of information to the external users within the province of financial accounting. The internal managers of an organization then have the responsibility for planning and controlling the resources used. To carry out this task effectively, they must be provided with relevant management information, and the management accounting component examines several important techniques to aid managerial decision making. Investors also put their funds into organizations in exchange for either a share of ownership or a commitment form the owners/ managers to repay the investors on specified terms. It is the task of finance to balance the source for finance and to ensure the organization is able to ‘service’ its sources of finance.

·       Financial Accounting

Detailed discussion of the Fundamental Accounting Concepts; overview of a set of company accounts; interpretation of accounts; ratio analysis; an awareness of creative accounting.

·       Management Accounting

Cost classification and behaviour; relevant costing and decision analysis; standard costing and variance analysis ; activity based; cost- volume- profit analysis.

·       Finance

Nature and objectives of finance; time value of money and interest rates, risk and return.

BOOKS RECOMMENDED

1.      Introduction to Management Accounting-Horngreen and Sundlem

2.      Cost ad Management Accounting- S.M. Inamdar

3.      Management Accounting-Dr. Mahesh Kulkarni

4.      Cost Accounting-Jawaharlal