SYMBIOSIS™

Institute of Management Studies (SIMS)

Range Hills Road, Kirkee Cantt, Pune – 411 020

Tele : (+91) (020) 30213200/ 30213203

Tele Fax : (+91) (020) 30213333
Email : director@sims.edu Web Site : www.sims.edu

DETAILED SYLLABUS

MBA

Batch: 2010 - 2012

SECOND SEMESTER
08TH November 2010

1
 SECOND SEMESTER – BATCH 2010-12
SUBJECT LIST

Course Code Compulsory Papers Faculty Credits Hrs Page No.

Mr Chandrakant
020441201 Research Methodology & SPSS 2 30 4
Nimkar
Mr Sandeep
020441202 Current Trends in Management 2 30 6
Khedkar
020441203 Financial Management Mr S Gokhale 2 30 8

020441204 Macro Economics Dr H Chowdhary 2 30 10

020441205 Management Information Systems Mrs Divya Lekha 2 30 12

Mr Mandar
020441206 IFRS and Direct Tax Code Godbole & Mrs 1 15 15 & 17
Rakhee
020441207 Marketing Management Applications Brig Rajiv Divekar 1 15 18

Marketing Specialization:

020441208 Product Management (M) Dr V V Ramasastry 2 30 20

020441209 Sales Management Mr Pranab Deb 2 30 22
Mr Kingshuk
020441210 Services Marketing (M) 2 30 24
Bhadury
Mrs Vanishree
020441211 Channel Management 2 30 26
Prabhalkar
Mr. Satish
020441212 Brand Management (M) 2 30 28
Dhanorkar
020441213 Retail Management Mr Komal Chopra 2 30 30

Finance Specialization:
Retail Banking and Wealth
020441214 Mr Aneesh Dey 2 30 32
Management (M)
020441215 Financial Services & Institutions (M) Mr V Divekar 2 30 35

020441216 Insurance & Risk Management Mr Abhinav Jog 2 30 37

020441217 Taxation Mrs Vaishali Apte 2 30 39

Ms Ashwini
020441218 Financial Analysis (M) 2 30 40
Purandare
020441219 International Trade & Finance Mr S.K.Vaze 2 30 42

Operations Specialization:

020441243 Total Quality Management Mr Nitin Adya 2 30 44

020441244 Theory of Constraints (M) Mr K.V.Mysore 2 30 46

020441245 World Class Manufacturing (M) Mr Mayuresh Unde 2 30 49

Global Trade Operations-Sea and Air
020441246 Mr Rajiv Sathe 2 30 51
Logistics (M)

2
020441247 Operations Research Mr S.R.Phadke 2 30 53

020441248 Materials Management Mr Girish Phatak 2 30 56

Human Resource Management

HR Planning, Recruitment &
020441234 Mr Mridul Nath 2 30 57
Selection (M)
Conflict Management & Negotiation Mr Sanjeev
020441235 2 30 59
skills Kulkarni
Performance Management and
020441236 Mr Vivek Kaul 2 30 61
Balance Scorecard
Mrs Suruchi
020441237 Training & Development (M) 2 30 63
Pandey
020441238 Employee Relations Mr P.S.Gadkari 2 30 65
020441239 Labour Laws (M) Adv S Bhonagiri 2 30 67
Students of HR specialization, who
are not opting minor courses, have
to opt the following courses.
020441240 HRIS Mr Ajay Gupta 2 30 68

020441241 Labour Economics Mr Mujumdar 2 30 70

020441242 Talent Engagement and Management Mr Alok S 2 30 72

International Business (Electives)

020441228 EXIM Mr Ulhas Desai 2 30 74

020441229 Global Business Environment Prof P.N.N.Iyer 2 30 76

Global Trade Operations-Sea and Air
020441231 Mr Rajiv Sathe 2 30 78
Logistics

3
RESEARCH METHODOLOGY & SPSS

Objective: To make the student familiar with Research Process, its design and applications in
Business Areas. To make the student aware about statistical tools and techniques which may be
used in Research to arrive at valid conclusions.

Bibliography:

1. Research Methodology by C R Kothari

2. Research Methodology by Dr.V.P.Michael

Sr Reference No of
Detailed Topics Learning Outcome
No. Reading Sessions
Study units:ntroduction: Meaning of
term ―Research‖, types of To understand how
research, Validity & Reliability of ―Research‖ is useful
1 2
Research, various approaches to in various functional
research process, motivation in fields.
Research, Problems and Hypothesis
To understand
Research Design: Features of a good
difference between
design, Principles of experimental
―Population‖ &
2 Design, Concept of Population & 2
―Sample‖ and why
Sample, Sample as a True
should we go for
Representative of Population
sampling process
Methods of Data Collection: Primary
Data v/s Secondary Data, To understand
Technique of Questionnaire. fundamentals of
3 2
Design, Sources of secondary data, designing of a good
caution to be taken in getting questionnaire.
secondary information.
To understand
Scaling: Measurement & scaling 1.Research
reasons for going for
techniques, errors in measurement, Methodology by
4 scaling techniques & 2
measurement of attributes with C R Kothari
different scales
different scales
available.
2.Research
Processing of data editing, coding
Methodology by
tabulation Analysis of Data:,
Dr.V.P.Michael
Parametric and Non parametric
Tests of Significance: Null &
To understand
Alternate Hypothesis (Ho & Ha),
quantitative tools of
5 concept of degrees of freedom 2
data analysis where
levels of significance standard error
parameters are used.
of mean and standard error of
difference, Type I & Type II error
Testing for equality of proportions,
means variability correlation
Use of t-table, F-table & normal
To understand
table. Non parametric tests and
quantitative tools of
significance : Mann-Whitney, Wil
6 data analysis where 2
coxon, Kruskal, Wallis, Friedman,
Non-parameters are
Regression Simple and multiple, Chi
used.
square test
Report Writing: Layout of a
Research Report, Techniques of
To understand
7 effective presentation, Contents & 2
making of a report.
Sequencing of report i.e. Research
findings and interpretations.

4
 Use of Information Technology:
To understand the
Creation of Data-Base and its use
future of RM & role
8 through Computers latest research 2
of computers in the
Techniques employed in business,
same
Recent trends in Research.
TOTAL 16

SPSS

Sr Reading No of
Detailed Topics Methodology
No. Reference Sessions

1 Conjoint Analysis
Lecture +Lab with Excel 2
2 Factor Analysis Lab with SPSS
2
3 Discriminant Analysis Lab with SPSS
Marketing 2
Research by
4 Cluster Analysis Lab with SPSS Rajendra 1
Nargundkar
5 Multi Dimensional Scaling Lab with SPSS
2
Attribute based Perceptual
6 Lab with SPSS 2
Mapping
11
TOTAL

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 QUIZ 2nd Week of December 20

2 Project submission End of February 20

3 Assignment -1 1st week of January 10

4 Assignment-2 3rd week of January 10

2nd Week of March

5 Term End Examination 40

Total 100

5
 CURRENT TRENDS IN MANAGEMENT

Objective: In the 1st semester students are made familiar with principles and practices of
management. In the second term they must understand current corporate issues. New management
terms and trends. Case – Study approach and discussion papers. They help students in participative
learning. This course also satisfies objective of Interactive case-studies sessions. Concept of
General / Current management trends help students to analyze new developments in the field of
management, which they can apply to their selected functional areas such as Marketing, Finance,
Human Relations. This course also has an objective of interdisciplinary learning‘s.

Bibliography:

1. Managing Radial Change by Sumantra Ghosal.

2. Global Perspective & management by Harold Koontz.
3. Management by Stephen Robbins &Mary Counter.
4. Strategic Management by Alex Miller
5.
No of
Sr. No. Detailed Topic Learning Outcome Reference Reading
Sessions
Managing change.
a)Body & soul transform
1 b)Caterpillar & Butterfly 4
c)Concept of experimental change &
innovation
2 Hyper competition & its implications 2

Environmental Influences in
3 2
management 1) Managing Radial
Change by
Sumantra Ghosal.

Learning from failures ,Concept of 2) Global

4 As the subject has 2
failure of Success Perspective &
case study
management by
approach. Learning
Harold Koontz.
Outcome is about
nature, scope,
Sectorial management challenges 3) Management by
5 content of the 1
Growth - Strategy Stephen Robbins
Topic along with
&Mary Counter.
sectorial
challenges & the
4)Strategic
new Trends
Management by
6 Retailing sector-challenges ahead noticed. 1
Alex Miller

Interactive class
Regional Brands companies v/s discussion and case
7 1
National Companies studies

Concept of Business ethics &

8 2
Business ethics dilemmas

9 Corporate Governance 2

6
10 Corporate masking 1

11 Concept of volition & its challenges 1

Role of emotional intelligence in

12 2
today‘s managerial environment

13 Breakthrough management 1

14 Crisis management 1

Battle for markets / Competencies /

15 2
Dreams

TOTAL 24

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Research Assignment 3rd week of December 15

Case studies based class test

2 1st week of January 15
(written)

Case studies based class test

3 Last Week of January 15
(written)

4 Class presentations 2nd week of February 15

2nd Week of March

5 Term End Examination 40

Total 100

7
FINANCIAL MANAGEMENT

Objective: To Understand the basic concepts of financial management and its applicability in all
aspects of business (Marketing, Human Resources and Operations)

Bibliography:

1. Corporate Finance by I M Pandey

2. Financial Management, Khan & Jain
3. Fundamentals of Financial Management by James C Van Home, John M Wachowicz Jr and
Saumitra N Bhaduri

Reference No of
Sr No Detailed Topics Learning Outcome
Reading Sessions
Principles of Corporate Finance -
Introduction to
Financing, Investment and Dividend
1 Corporate Finance 1
Objective-Wealth Maximization VS
Profit maximization
The Time Value of Compounding and Discounting,
2 Money Present Value and Future Value 1

The Time Value of Nominal Rate of Interest and

3 Money (cont'd) Effective Rate of Interest, 1
Continuous Compounding
The Time Value of Present Value (PV),Future Value(FV)
4 Money (cont'd) of Multiple Cash Flows, PV, FV of 1
Annuity, Perpetuity
The Time Value of Application of Annuities - Home
5 Money (cont'd) Loans(Reducing Balance Loans), 1
Retirement Schemes
Corporate
Risk and Return - Calculation of Realized Return and Finance by I M
6 1
Components of Return Expected Return (using probabilities) Pandey.
Various Sources of Risk and their
Risk and Return -Risk -
effects on Return and Measurement
Sources and Financial
7 of Risk using Range, Standard 1
Measurement Management,
Deviation and Coefficient of
Variation (Past and Expected Return) Khan & Jain
Calculation of Portfolio Return and
Risk and Return -Risk -
8 Portfolio Risk, -Diversifiable Risk and 1
Portfolio Theory
Non Diversifiable Risk
Risk and Return-Capital
Measurement of Beta and its use in
9 Asset Pricing 1
CAPM
Model(CAPM)
Long Term Sources of Basic features of Equity Shares,
10 Finance Preference Shares and 1
Debentures(Bonds)
Valuation of Bonds Features of Bonds, Bond Value/Price,
11 1
Yield to Maturity (YTM),
Valuation of
Valuation of Redeemable and Non
12 Preference Shares 1
Redeemable Preference Shares
Valuation of Equity
Dividend Capitalization Model - Zero
13 Shares 1
Growth, Constant Growth
Valuation of Equity Two Stage Growth Model, Linkage
14 Shares between Price(P), Earnings per 1
Share(E) P/E and Growth

8
 Weighted Average Cost Tax Advantage related to interest
15 of Capital (WACC) payments and cost of debt, cost of 1
equity and cost of preference shares.
Techniques for Financial Feasibility -
Capital Budgeting
16 Pay Back Period(PB), Discounted Pay 1
Back(DPB), Net Present Value
Capital Budgeting Techniques for Financial Feasibility -
17 (continued) Internal Rate of Return (IRR), 1
Accounting Rate of Return(ARR)
Capital Budgeting
18 Application of NPV, IRR, PB, DPB 1
(continued)
Leverage Capital Structure, Financial
19 1
Leverage,
20 Leverage(continued) Operating Leverage 1
21 Leverage(continued) Combined Leverage 1
Why is it required and why optimum
Working Capital
22 level required 1
Management
Working Capital Operating Cycle, Determination of
23 Management Operating Cycle 1
(continued)
Working Capital Estimation, Forecast of Working
24 Management Capital Requirements 1
(continued)
Dividend Policy (Basic
Objectives and Practical
25 information) 1
consideration, Forms of Dividend
TOTAL 25

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Test 2nd Week of December 20

2 Quiz 1st Week of January 20

3 Project/ Assignment 1st Week of February 20

2nd Week of March

4 Term End Examination 40

Total 100

9
 MACRO ECONOMICS

Objective: The course basically aims at acquainting students with the theoretical and applied
fundamentals of macroeconomics. On a theoretical level, the course helps them understand the
various theories of income and employment. Taking a practical angle, it also familiarizes them with
standard fiscal and monetary policy initiatives taken to resolve the problems faced by various
economies with special reference to India. Since the course is developed with a strong applied
content, students are expected to participate in the class room through group discussions and
presentations on the relevant topics.

Bibliography:

1. Advanced Macroeconomics- Dornbusch and Fischer

2. Macroeconomics-Mankiw.
3. Economics-Samuelson.
4. Macroeconomic Theory- Vaish M.C

Sr Reference No of
Detailed Topics Learning Outcome
No Reading Sessions
Macro Economics: What is it all about?
Relevance for business – people; Circular flow
of Income.
Nature and Scope
1 2
National Income ; Methods of measuring and
Concept of National Income
problems; Concepts of GDP, GNP, NNP;
Personal Income, Personal Disposable Income Macroeconomic
etc; Importance and relevance Theory Vaish
2 The Supply Perspective The Classical Theory of Output and Employment M.C 2
Failure of the Classical model in explaining the
Great Depression; The advent of Keynes; The
The Demand Keynesian model of Income and Employment
3 3
Perspective determination; Income – Consumption
Relationship; Pigou effect ; Investment
Multiplier; Complex Multipliers; Accelerator.
Anomaly in the Keynesian set-up and links Advanced
between money market and goods market; IS- Macroeconomics
4 IS-LM framework 3
LM framework; Correcting the Keynesian - Dornbusch and
anomaly; Crowding out effect. Fischer
Post - Keynesian Macro Different approaches like Monetarists, Rational
5 2
Economics Expectations etc Macroeconomics
Role and functions of the RBI, H- theory of -Mankiw.
6 Monetary Policy in India money supply, measures of money stock in 2
India;
The Budget; Different kinds of deficits and their
7 Fiscal Policy in India 2
relevance.
Meaning; Types; Theories
8 Inflation Indian Economy- 2
Stagflation;
10 Unemployment Types; Okun‘s law; Phillips Curve. Rudra Dutt & 2
Sundaram
11 Trade Cycles Overview of different approaches 2
Economics-
12 Economic Growth Overview of different approaches 2
Samuelson
TOTAL 24

10
MANAGEMENT INFORMATION SYSTEM

Objective: a) To make the students appreciate the role of information system in the effective
functioning of the organization
b) To familiarize the students with the process of building & implementing an information system.
c) To provide an overview of ERP, CRM, SCM,BI & E-Business

Bibliography:

1. Management Information Systems, 10th Edition by Laudon & Laudon, Pearson - Prentice
Hall
2. Information Systems – The Foundation of E-Business by Steven Alter – Pearson Education
3. Management Information Systems for the Information Age by Haag/Cummings/Mc Cubbrey –
Fourth Edition Tata McGraw Hill

Sr Learning No of
Detailed Topics Reference Reading
No Outcome Sessions
Foundation Concepts: Information Systems:
Information System in business Foundations of E-Business, 4th
a) Introduction to the course Edition
To provide an
b) Understanding how Steven Alter
overview of
businesses operate through Prentice Hall, 2002
1 ERP, CRM, 2
systems ISBN: 0-13-043242-3
SCM,BI & E-
c) IS Definition BK.1 Pgs. 2-83
Business
d) Work system Framework for Analytical Exercise: Dell
business professionals Computer: building customized
e) Role of IS PC- Bk.1-Pg.3

11
 Information Systems:
Foundations of E-Business, 4th
Foundation Concepts: Business
Edition
Processes
Steven Alter
a) Business Functions
2 Prentice Hall, 2002 2
b) IS Activities
ISBN: 0-13-043242-3
c) Communication and decision-
Bk.1-Pgs.84-131
making
Analytical Exercise: Charles
Schwab –Bk.1 – Pg. 85
Text Books
Information Systems:
Foundations of E-Business, 4th
Strategic use of information and Edition
Databases Steven Alter
a) Types of databases Prentice Hall, 2002
3 b) DBMS ISBN: 0-13-043242-3 Bk.1 –Pgs. 2
c) Data warehousing 132-177
d) Data mining E-Bay: providing online
e) Evaluating Data as Resource auctions for personal property –
Bk.1 – Pg.133
Discussion Questions: Bk.1 –Pg.
174
Information Systems:
Types of IS Foundations of E-Business, 4th
a) Communication Systems Edition
b) Transaction Processing Steven Alter
4. Systems Prentice Hall, 2002 2
c) Management and Executive ISBN: 0-13-043242-3 Bk.1 –Pgs.
Information Systems 178- 223
d) Decision Support Systems Case: Boeing: Using CAD to
design a new airplane
Information Systems:
Foundations of E-Business, 4th
Edition
Computers in a Networked Steven Alter
world Prentice Hall, 2002
a) Overview of Computer ISBN: 0-13-043242-3 Bk. 1 –Pgs.
Systems 304-400
5. 2
b) Computing in Organisations Case: Napster.com: Using the
c) Manipulation of data through web to change the rules of an
computers industry – Bk.1 –Pg.305 ( 30 min
d) Types of Networks )
Case: Fedex: Applies
telecommunications in package
delivery – Bk.1 – Pg. 385
Development of the information Information Systems:
system Foundations of E-Business, 4th
a) System Analysis Edition
6. b) Process Modeling Steven Alter 2
c) Design Interfaces Prentice Hall, 2002
d) ISBN: 0-13-043242-3 Bk. 1 –Pgs.
Data modeling 141 -151
Information Systems:
Building and maintaining Foundations of E-Business, 4th
Information System Edition
7 a) Phases in IS Steven Alter 2
b) Traditional System Life Cycle Prentice Hall, 2002
c) Prototypes ISBN: 0-13-043242-3 Bk. 1 –Pgs.
470- 500

12
 Case: Yahoo! Store: Building
your own Online store- Bk.1 Pg.
471
Information Systems:
Foundations of E-Business, 4th
Enterprise Business Systems Edition
a) ERP. Steven Alter
b) Package selection to Prentice Hall, 2002
8 2
implementation ISBN: 0-13-043242-3 Bk.1 – Pgs.
c)SCM 215-219
d)CRM Case: Fitter Snacker
Case: Nibco: A ―Big Bang‖
Implementation of ERP Pg. 507
Information Systems:
Foundations of E-Business, 4th
E – Business security and Edition
Control Steven Alter
a) Threat of accidents and Prentice Hall, 2002
9 2
Malfunctions ISBN: 0-13-043242-3 Bk.1 –Pgs.
b) Threat of Computer Crime 511-550
c)Methods for minimizing risks Case: London Ambulance
Service: A new system causes a
disaster Pg. 547
Project presentation by groups
10 & participation and learning by 6
the other Groups
TOTAL 24

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Assignment 2nd Week of December 20

2 Case Study presentations 1st Week of January 15

3 Group Project Last Week of January 15

4 Viva 2nd Week of February 10

2nd Week of March

5 Term End Examination 40

Total 100

13
INTERNATIONAL FINANCIAL REPORTING STANDARDS (IFRS)

Objective: The Ministry of Corporate Affairs of India has announced its commitment to converge
the Indian Accounting standards (IAS) with International Financial Reporting Standards (IFRS) by
April 2011. It has given a roadmap for convergence in a phased manner.
Companies covered under phase one have already begun to align their accounting standards to
IFRS.

In view of the convergence of the Indian Accounting Standards with the IFRS, it has become
mandatory to update students with the required knowledge. The participants are expected to
achieve a clear conceptual understanding of the IFRS and possess sufficient knowledge expected
out of an expert.

On successful completion of this course, the learner will acquire a basic understanding of the
following IFRS / IAS standards.

Bibliography:

1. International Financial Reporting Standards (IFRSs) – Published by Taxmann Publications

P Ltd.
2. A Guide through International Financial Reporting Standards July 2008-Published by IASB
3. IFRS: A Quick Reference Guide by Robert Kirk
4. Wiley IFRS: Practical implantation guide and workbook by Abbas Ali Mirza, Graham J. Holt and
Magnus Orrell
5. Welly IFRS 2008: Interpretation and application of International.
6. Accounting and Financial Reporting Standards 2008 by Eva K. Jermakowicz
In addition to the above, the following books can also be used for reference.

14
 a. The IFRS Manual of Accounting authored by the UK Accounting Consulting Services team of
Pricewaterhouse Coopers LLP and published by CCH.
b. International GAAP 2009 by Ernst and Young, published by Wiley

Related Links
www.iasb.org
www.icai.org
www.ifrs.icai.org
www.xbrl.org

Sr
IFRS / IAS No Topic No of sessions
No.

Share Based Payment, Effects of

1 IFRS 2,IAS 21 changes in foreign exchange rates 1

Presentation of financial statements,

First time adoption, Non current assets 2
held for sale and discontinued
IAS1,IFRS1,IFRS5,IAS8, operations, Accounting Policies, Events
2
IAS 10. occurring after Balance Sheet date.

Model financial statements under

IFRS
3 IAS 16,IAS19,IAS26 PPE and Employee benefits 1
IAS 27,IAS 28,IAS 31 Consolidated and Separate financial 1
4
statements
5 IAS 32,IAS39,IFRS7 Financial instruments 1
TOTAL 6

Evaluation Methodology - Internal assessment: 25 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 QUIZ 2nd Week of December 25

2 Term End Examination -

Total 25

15
DIRECT TAX CODE

Finance Minister of India Pranab Mukherjee on August 10 2009 released the New Draft Direct Tax
Code. The draft, which is expected to radically change the tax structure, will now be open for
discussion after which it will take the form of law. The finance minister had in his budget promised
to deliver anew code within 45 days and has kept to his promise.

According to Home Minister of India P Chidambaram, ― It is a brand new code written form scratch.
It is not an amendment but a replacement of the Income Tax, 1961, ―he said, adding that it would
promote entrepreneurship and the thrust would be on ― regulated free markets‖.

Proposed changes

The draft proposes to bring all direct tax laws under one umbrella, the finance minister said,
adding that it would eliminate the scope of litigation. ― The new draft code has simplified capital
tax gains and laws on for non-profit organizations, saving instrument, ― he said. The new code was
aimed at removing distortions in the tax structure, he added.

The Direct Tax Code and some prominent changes would be discussed as part of the course.
The draft of the Direct Tax Code is available on the Official site of the Ministry of Finance,
Government

Evaluation Methodology - Internal assessment: 25 marks

16
 Sr.
Activity Submission/ Presentation Date Marks
No.

1 QUIZ 1st week of December 25

5 Term End Examination -

Total 25

MARKETING MANAGEMENT APPLICATIONS

Objective: To enable students to be acquainted with the concepts, theory and practices of
marketing management with specific reference to South Asian markets. To understand the socio
economic characteristics of urban and rural consumers, demographics and socio cultural nuances.
To provide tips and suggestions at all stages of marketing to rural customers, as well as directions
in dealing with various marketing decision.

Bibliography: Marketing Management by Philip Kotler, Kevin Keller, Abraham Koshy and
Mithileshwar Jha

Sr No Learning Outcome No of
Detailed Topics Reading Reference
Sessions
Introduction to Marketing
1 Management and Briefing on ½ an hour
conduct of session
a)Defining Marketing For 21st To learn new marketing
Century realities,marketing
b)Developing Marketing management tasks and
Strategies and Plans company orientation towards
2 market place. To understand Chapter 1 & 2 1
marketing and customer
value, business unit strategic
planning and product
planning

17
 (a) Gathering info and scanning To analyze macro Chapter 3 & 4 1
the environment environment, demographic,
(b)Conducting marketing technological, political –
research and forecasting legal, economic and socio-
3 demand cultural environments.
To know the marketing
research process and
forecasting and demand
measurement.
(a)Creating customer value, Importance of building and Chapter 5 & 6 1
satisfaction and loyalty maximizing customer value,
(b) Analyzing Consumer and cultivating customer
4 markets relationship understanding
what influence consumer
behaviour and buying decision
process
(a) Analyzing business markets Understanding organizational Chapter 7 & 8 1
(b)Identifying Market Segments buying and its process,
and Targets managing B to B customer
5
relationships knowing how to
identify market segments and
target and targeting them
(a) Dealing with competition Identifying and analyzing Chapter 9 &10 1
(b) Creating band equity competitors and creating
competitive strategies
6
understanding brand equity
and process of building and
managing it.
(a) Crafting brand positioning Learning how to develop and Chapter 11 & 12 1
(b) Setting product strategies communicate positioning
strategy and various
7 differentiation strategies.
Importance of setting product
strategy and relationships
between product and brand
(a) Designing and Managing Knowing nature of services, Chapter 13 & 14 1
Services their marketing strategies
(b) Developing pricing and managing product-
8 strategies and programs support services.
Understanding pricing,
adapting and responding to
price change
(a) Designing and Managing IMC How to develop market Chapter 15 & 16 1
(b) Managing retail, wholesale channel and value networks
and logistics channel design management
decision. E-commerces,
9
conflict, cooperation and
competition. New retail
environment, private labels,
market logistics.
(a) Design and Managing Learning rde and how to Chapter 17 & 18 1
Integrated marketing develop effective
Communications communications, managing
(b) Managing mass the process. Deciding and
10
communicatio developing advertising
program and media
effectiveness, events and
experiences

18
 (a) Managing personal Direct interactive, word of Chapter 19 & 20 1
communications mouth marketing Designing
(b) Introducing new market and managing sales force.
11
offering Challenges in new product
development and managing
the process
(a) Tapping the global markets Competing on global basis Chapter 21 & 22 1
(b) Managing holistic market and deciding to go abroad.
12 organisation for the long run Socially responsible
marketing, evaluation and
control, future of marketing
Written test - Chapter 1 to 10 ½ (45 min)
TOTAL 12

Evaluation Methodology - Internal assessment: 50 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

Continuous Oral Quiz and Class

1 Continuous Evaluation 15
Participation

2 Presentations As per schedule. One chapter per group 15

3 Written Test 3rd Jan 2011 20

Total 50
PRODUCT MANAGEMENT

Objective: To familiarize the students with the concepts of Product Planning, New product
development & launch process and portfolio management.

Bibliography:

1. Product Management by Lehman Donald

2. Product Management by Srivastava
3. Product Management in India by Mujumdar
4. Product Management & Cases by Chandrashekhar
5. Product Management by S.A.Chunnawala
6. Product Management by C. Anandan

Sr no Detailed Topic Learning outcome Reference reading No of

sessions
Product
Why is it
1 Product Planning Management by 2
necessary?
Ramanuj Majumdar
Healthy Mix and its Product
Product Portfolio and product
2 importance for Management by 2
strategies
survival and growth Ramanuj Majumdar
To get Marketing
Product Planning – a part of
3 commitment Management by 2
Strata plan pyramid
resources & S.A.Chunawalla

19
 directions

Perpetuity factor & Marketing

Role of new products in
4 need for innovation Management by 2
Product portfolio
for success S.A.Chunawalla
New Product Launch Process- Marketing
Understanding
5 8step -5 Gate process for Management by 2
Broad strategy
success S.A.Chunawalla
Marketing
Idea Development & Separating good
6 Management by 2
Idea Screening, Case study from bad ideas
S.A.Chunawalla
Developing
Concept development & strategy Marketing
7 Testing. Positioning strategy positioning with Management by 2
case study barriers for Entry S.A.Chunawalla
of rivals
Strategy formulation & Marketing
Commercial
8 Business Analysis Management by 2
inability
Case study S.A.Chunawalla
Methods & tools for Marketing
Prototype Development &
9 Prototype Management by 2
Testing
development Kotler
How to do Market
Marketing
Test Marketing & commercial testing new
10 Management by 2
launch product before full
S.A.Chunawalla
launch
Post launch product life cycle How to set goals & Marketing
11 Management strategies at develop strategies Management by 4
each stage at each stage Kotler
TOTAL 24

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Internal Presentations 2nd Week of February 20

2 Research Paper 1st Week of January 10

3 Internal Test 27th January-7th February 20

Continuous evaluation-Throughout the

4 Class Room Participation 10
semester

5 Term End Examination 2nd Week of March 40

20
 Total 100

SALES MANAGEMENT

Objectives:

1. To equip the learners with the knowledge of relevant concepts upon which the discipline of sales
management is based.
2. Identify key sales and marketing decisions and actions they would need to make as potential
managers.

Bibliography:

1) Sales Management: By Still and Cundiff

2) Sales and Distribution management: By Havaldar and Cavale
3) Sales and Distribution management: By Gupta

Detailed Topic Learning No of

Sr No Reference Reading
outcome Sessions
1) Sales Management by Still
Sales Management and Business
Knowledge of the and Cundiff.
Enterprise
concept and its
1 1) Nature and scope of sales 1
relevance in 2) Sales & Distribution
management 2) Objectives of
Industry. Management by Havaldar and
sales management
Cavale

21
 Personal selling and Understanding of
Salesmanship selling situations
1) Diversity of personal selling and selling skills
2 Do 1
situations in different
2) Prospecting 3) Sales industries in the
resistance 4) Closing sales Indian context
Setting personal selling
objectives Comprehension
3 1) Sales Planning of methods of Do 1
2) Sales potential and sales sales forecasting
forecasting
Classroom Exercise: Exercise Insight on
4 on sales planning in Durables practice in the Student Research 1
industry industry
Application of
1) Sales Management by Still
The sales organization the concept in
and Cundiff.
1) Purpose of sales different
5 organization industries and 1
2) Sales & Distribution
2) Basic types of sale implementation
Management by Havaldar and
organization structures by the marketing
Cavale
practitioners.
Classroom Exercise: Exercise Practice in the
6 1
on Sales organization industry

Sales territories
1) Sales Management by Still
1) The sales territory concept and Cundiff.
Approaches on
2) Reasons for establishing or
7 development of 2
revising sales territories 3) 2) Sales & Distribution
sales territories
Procedure for setting up or Management by Havaldar and
revising sales territories Cavale
4) Routing and scheduling sales
personnel
To learn the
entire process
8 Selling cycle 3
from prospecting
to closing
Motivating sales personnel
9 1) Motivation and leadership 2) Do Do 1
Motivation and communication
Controlling sales personnel:
evaluating and supervising
1) Standards of performance 2)
Recording actual performance
12 4) Evaluating – comparing Do Do 2
actual performance with
standards
5) Controlling sales personnel
through supervision
How to negotiate
and close? The
13 Negotiation and closing 1
most important
part of sales
Part of
Written Quiz Test on Sales
14 Evaluation 1
Management
Process

22
 Industry Specific presentations Knowledge on
15 Student Research 4
by select groups Applications
TOTAL 20

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Quiz 2nd Week of December 20

2 Class Test 1st Week of January 20

3 Case Study Analysis 1st Week of February 10

4 Class participation & Attendance Continuous-Throughout the semester 10

2nd Week of March

5 Term End Examination 40

Total 100

SERVICES MARKETING

Objective: To develop student's understanding of those aspects of marketing pertaining to the

services sector. This will also present strategies and approaches for addressing these challenges in
service producing organizations. The course will enhance student's abilities to identify services
decision problems, ascertain alternatives, analyze and make decisions and plan the implementation
of these decisions.

Bibliography:

1. Services Marketing - Valarie Zeithml & Bitner

2. Services Marketing- Ravi Shankar
3. Services Marketing - People, Technology & Strategy - Christopher Lovelock
4. Services Marketing Concepts- Bhattacharya
5. Services Marketing-Operations & management –Mr Vinnie Jauhari, Publisher Oxford
University

Reading No of
Sr no Detailed Topics Learning Outcome
Reference Sessions

23
 Foundation of services marketing –
Introduction - The services concept
Service Industry –Contribution & Understanding the 2
Nature of Services service sector
Characteristics of Services,
1 Zeithml & Bitner
Classification of Services Goods v/s Differentiating
Services Marketing, Goods & goods and services 2
Services Continuum, Services marketing
Marketing Triangle, Introduction to
7Ps of Services Marketing
Consumer Behavior, Consumer
Purchase Behavior, Evaluation of Consumer
service alternatives, Customer Behaviour Christopher Lovelock
2
Expectations, Customer Awareness Bitner
Perceptions, customer satisfaction,
Post Purchase Evaluation by
2 customers, Levels of customer
Expectations, role of culture in
services
2
SERVQUAL Analysis & GAPS Model Service Quality Zeithml & Bitner
of service Quality, Moments of assessments
Truth, Service Encounters
Services Marketing Mix
Segmentation, Targeting & Christopher Lovelock
Equipped with
3 Positioning Strategies Bitner 1
marketing tools
Understanding the 7ps of services Zeithml & Bitner
marketing
Service Product & Process New
Knowing the
4 Service Development, service Zeithml & Bitner 2
marketing mixes
redesign, service blueprint
Place & Promotion in services
marketing integrated services Knowing the
5 Zeithml & Bitner 2
marketing communication, Service market mixes
Branding
Pricing of services, cost based ,
competition based and demand Knowing the
6 Zeithml & Bitner 1
based yield management in market mixes
services
Role of people in services
marketing , introduction, The Knowing the
7 Zeithml & Bitner 1
service provider employee, the market mixes
service recipient customer
Physical evidence of service,
Knowing the
8 nature of physical Evidence, role of Zeithml & Bitner 1
market mixes
services
Decision problems,
Service Recovery , complaint
9 ascertaining Zeithml & Bitner 1
handling, service guarantees
alternatives
Tackling crucial
10 Closing the gaps of service Zeithml & Bitner 1
service issues
Service Tax provisions in India,
Introduction, origins of service
Know how of the
Tax, services under Tax net,
11 tax policy on G D Apte 1
obligations of a service provider,
services
penalties levied under the service
tax act.

24
 Practical
12 Case Studies 2
applications
13 Group Presentations Assessments 4

TOTAL 27

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Test 27th January-7th February 20

Project Survey-Communication
2 1st Week of January 10
skill –Viva

3 Presentations 2nd Week of January 10

4 Assignment 1st Week of February 20

2nd Week of March

5 Term End Examination 40

Total 100

CHANNEL MANAGEMENT

Objective: To equip students to understand basic issues of channels supply chains.

Bibliography:

1. Marketing Channel by Rosenbloom, edition 7th

2. Retail Management by Barman & Evans, 9th edition
3. Distribution and Channel Management- By Meenal Dhotre
4. Marketing Channel – By Stern and El Ansari

Reading No of
Sr No Detailed Topics Methodology
Reference Session

25
 Introduction marketing channels
-Defining a marketing channel, -Functions & flows in,
1 a)Consumer product channel Lecture 1
b)Industrial product channel, -Bucklin‘s theory of service
outputs
Understanding distributors
Case – ABC
2 -Wholesaler, distributor & CFA distinction 1
Distributor
-Distributors tasks in a channel
Internet channel
3 -Channel comparison, -Advantages/disadvantages of Case – Grainger 1
internet channel
Channel design
-Design factors, -Deciding on Channel reach
-Deciding on Distribution intensity, -Deciding on Type of Case-Adiddas
4 1
intermediaries channel
-Deciding on channel length, -Comparing exclusive with
non exclusive retail shops
Franchising
-Types of franchising, -Advantages/disadvantages of Case-Titan 1. Marketing
5 1
franchising watches Channel by
-Structure of franchising , -Micro-franchising, Rosenbloom,
MLDSO & DSO channels Case-Tupperware edition 7e
6 -Defining MLDSO & DSO Case- Project (Ch- 1
-Advantages/disadvantages of MLDSO Shakti, HLL 1,2,6,7,9,14,
Selection, Remuneration, Motivation & Evaluation of 15,16)
channel partners
Selection criteria for channel partners, Remuneration 2. Retail
7 systems for channel partners Case – Caterpillar Management 2
Motivation policies, Satisfaction/Commitment/Trust by Barman &
model for building Relationships , Weighed criteria Evans, 9th
method for evaluating channel partners edition
Managing Competition within channels (Ch-9,10,14)
Managing competition in FMCG channels at retailer level,
Case-Revlon
8 Managing competition in FMCG channels at distributor 1
Cosmetics
level, Managing competition when using multiple
channels
Channel conflict & power. Causes of channel conflict, Case-Conflict in
9 Styles for resolving conflict a text book 1
Solutions for resolving conflicts, Bases of channel power channel
Retail Strategy & retail mix of a supermarket, Location
10 issues, Merchandising strategy, Pricing strategy. Types of Lecture 2
Promotion
Understanding Mass merchandising formats
Hypermarket
Department store
11 Discount store Lecture 1
Warehouse Club
Cash & Carry format
A snapshot of Wal-Mart
12 End Term Presentation Lecture 1
TOTAL 14

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

26
 Sr.
Activity Submission/ Presentation Date Marks
No.

1 Assignment -1 Last Week of December 15

2 Case Study 1st Week of January 15

Presentations
3 Last Week of January 15

4 Class Test 2nd Week of February 15

2nd Week of March

5 Term End Examination 40

Total 100

BRAND MANAGEMENT

Objective: To make the students know the importance of Branding & it‘s role in differentiating in a
Competitive Marketplace & help them know the concerns/challenges of Brand Management. To
help them understand how to build Brands & manage them to positions of leadership. To learn
various Brand Communication processes & strategies and evaluation of Brand Equity.

Bibliography:

1. Strategic Brand Management-By Kevin Lane Keller

2. Building Strong Brands- By David Aaker
3. Strategic Brand Management- By Noel Kapferer
4. Brand Management- By Harsh Verma
5. Brand Leadership- By Aaker & Joachimsthaler

27
Sr No Detailed Topic Learning Outcome Reference Reading No of Sessions
Introduction to Brand Building
What is a brand?
Brand v/s Products
1. 2
Concepts
Overview of Brand Management Strategic Brand
Process Management: By
Brands and Consumers Kevin Lane Keller
Knowledge about Brands
2. Consumer Based Brand Equity To help them Building Strong 4
Brand knowledge structures understand how to Brands: By David
Class Presentations build Brands & Aaker
manage them to
Brand Positioning positions of Strategic Brand
Concept leadership To learn Management: By Noel
3. 3
Points of Parity and Points of about various Kapferer
Difference Brand
Brand Identity Communication Brand Management-
4. Formulation using brand identity strategies & Harsh Verma 3
models evaluation of Brand
Equity.
Brand Identity Articulation Brand Leadership-
5. 3
Using logos, names, symbols etc. Aaker &
Brand Identity Execution Joachimsthaler
6. 2
Execution through marketing programs
Brand Extensions
7. 3
Managing the Brand over time
8. Class Presentations 4

TOTAL 24

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Assignment 2nd Week of December 20

2 Case Analysis & Presentations-I 1st Week of January 15

3 Presentations-2 Last Week of January 15

28
 4 Quiz 27th January-7th February 10

5 Term End Examination 2nd Week of March 40

Total 100

RETAIL MANAGEMENT

Objective: To provide an in depth view of the retail industry operations and application of
marketing concepts in retailing.

Sr Detailed Topic Methodology Reference No of Hrs

No Reading
1 Introduction to Retail- Evolution, functions, retail Lecture 1. Retailing 2
categories, retail channels, retail market predictions, Management
global retail scenario, concept of private label by Levy &
2 Retail Industry in India- Evolution, factors driving Lecture + Weitz 2
growth, challenges in Indian retail business. future Case Study
outlook 2. Retail

29
 3 Retail formats – Categorizing retailers, Lecture Management 1
Store and non store retailing, service retailing by Swapna
4 Retail Consumer Behavior- Need for studying Lecture Pradhan 2
consumer behavior, buying roles, consumer decision- +Case Study
making process, factors affecting selection of store.
5 Retail Marketing mix – Segmentation, Targeting, Case Study 1
Positioning in retail, 4 Ps, additional 3Ps
6 Retail strategy – Defining strategy, growth Lecture + 3
strategies, strategies for sustainable competitive Case Study
advantage
7 Retail Location- Importance of location, types of Lecture + 2
retail locations, selection of right location, location Field
assessment techniques assignment
8 Merchandise Planning & Control- Merchandise Lecture 4
planning and procurement, assortment planning,
category management
9 Retail Pricing- Pricing strategies and approaches, Lecture + 2
setting the retail price, GMROI Case Study
10 Retail Store Design & Visual Merchandizing – Lecture + 2
Exterior & Interior design, types of layout, field
atmospherics, concept of Plano gram, methods of assignment
display
11 Role of IT in Retail – role of internet, EDI, ERP, PLM, Lecture 1
RFID
12 Retail Logistics Management – Role of logistics, Lecture 3
concept of 3PL, opportunities and challenges,
inventory control techniques
13 Group Presentations on current retail topics Presentations 5
TOTAL 30

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks
Sr.
Activity Submission/ Presentation Date Marks
No.

1 Assignment 2nd Week of December 20

2 Presentations-I 1st Week of January 15

3 Presentations-2 Last Week of January 15

4 Quiz 2nd Week of February 10

30
 5 Term End Examination 2nd Week of March 40

Total 100

RETAIL BANKING AND WEALTH MANAGEMENT

Objective: To have an overview about the evolution of Banking, Laws related to Banking, Different
type of banks and their functions, classification of deposits and deployments of funds, Financial
sector reforms and financial products, investment products and ancillary services, Risk
management and new delivery channels, Capital markets and Mutual funds.

Bibliography: Management of Banking Financial Services- Justin Paul and Padmalatha Suresh

Sr No. Learning Outcome Reference No of Sessions

Detailed Topics Reading

31
1 Evolution of Banking, functions of Function of RBI, SBI. Merchant 7
a Bank, RBI Act, Formation of SBI, General view on Banking by
Banking Regulation Act, banking, different Verma J C
Nationalization of banks, Departments of
Banker/customer Relationship, Retails Banking and
Types of customers, obligation of a their functions.
Banker, classification of deposits , Process of lending, Merchant
KYC norms & Anti Money Front end, Back end Banking by
Laundering (AML), Banking Spread, and Treasury Machi Raju
Net Interest Margin, Fee based Operations
incomes, Management of
Short Brief on Different Banking and
Departments- their functions-MIHU, Financial
Customer Service, RMs, Tellers, Services
Collections, Priority banking, Back By Justin Paul
Office Operations, Training & Dev, and
Research ,Retail Assets-Sanctioning Padmalatha
& Disbursement, Retail Liabilities, Suresh
CAT, Audit, Treasury Operations
MTM/HTM/AFS/AFT, Cash
management, hedging Interest Rate
risks, capital issuance etc. Banking
Rates: PLR,CRR, SLR, bank rate,
repo, reverse repo, CAR, LAF
2 Functions of Scheduled & Non 2
Scheduled Banks, Cooperative
Banks, Private Banking &
Investment Banking, PE funding, Different Types of
Venture Capitalists Banks and their
Types of Accounts and differences: functions and
Dom/NRE/NRO/FCNR/RFC, specialized services
Collection of bills, cheques,
clearing house operations,
DD,MT,TT,BPO, safe deposit locker, Details of different
safe custody, pension payment, types of Accounts
Negotiable Instruments.
3 Credit Creation by banks-balance 2
sheets & multiplier
Financial sector reforms- Sarfaesi The process of loans
Act 2002, BASEL norms, creating deposits
Income recognition, asset and Risk
classification, provisioning norms Management in
capital adequacy, Tier 1 & Tier 2 Banks
Capital
4 Corporate Banking 2
MSME, MME, LLC, GCB, CIB,
appreciate the process in the case
of certain Financial Services like
bill discounting, factoring,
forfeiting, real estate services etc. Corporate Banking
Employment of funds—fund based different divisions
and non-fund based. Working and classifications,
capital finance, Pledge, various services and
hypothecation, pre shipment and lending functions
post shipment finance,
Guarantees and letter of credits.

32
 5 1
Priority sector advances and micro
credit and self help groups, term Discussion on Micro
lending Finance and
6 Risk management, assets and Financial inclusion 1
liability management, integrated
risk Management Frauds in banks
and preventive vigilance. Further details on
7 New financial products and new Risk management 1
delivery channels. ADC, Banking
technology, E payment, core
banking solution, NEFT, RTGS, ATM, Specialized services
Debit and Credit cards. in retail banking
8 2
Wealth management, portfolio
management:
Wealth management
Asset Allocation & Portfolio methodology and
Rebalancing, Tracking Markets- functions
Equity/Debt/Gold/Major
Currencies/Real Estate/Global
markets In depth study of
Brief on Mutual funds/NFO mutual funds, their
9 Capital markets, mutual funds functioning, 5
NAV Calculation, SIP vs Lump sum different types of
in volatile and depressed markets, funds, and features
Equity: Open Ended, Closed Ended,
Equity schemes, Blue-chip,
Diversified, Large, Mid, Small, Cap,
Sartorial, Thematic Funds,
Exchange Traded Gold Funds,
Contra Funds, Target Return Funds,
Hybrid funds, Tax Savers-ELSS,
Balanced Funds, REIT, Arbitrage
funds,
Debt: Liquid, Gilt, Bonds, Short &
Long term income, FMP,
Tax Rates: ST/LTCG/Div
Difference between Growth,
Dividend, Dividend Reinvestment
options
10 Other wealth management Brief overview of 1
products- Insurance & Structured Insurance products
Products: and latest
Life Insurance legislations.
General Insurance Also understanding
Life: Tem, Endowment, Cash Back, of Structured
Whole of Life, Unit Linked products
Insurance Plans
Key man policy, Employer
employee policy
Survival & Death Benefits
Tax Advantages-80C/10 10(D)
TOTAL 24

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

33
 Sr.
Activity Submission/ Presentation Date Marks
No.

1 Class Test 2nd Week of December 10

Presentations (Group
2 1st Week of January 20
Assessment)

3 Individual Viva Last Week of January 10

4 Term End Examination 2nd Week of March 40

Total 100

FINANCIAL SERVICES & INSTITUTIONS

Objective: The objective is to understand the over all Capital Market, particularly relating to
Primary Market i.e procedures in public issues, intermediaries in Capital Market and their role in
Capital Market. To understand various financial services provided, their importance and
procedures.

Bibliography:

1. Fundamentals of Financial Management I M Pandey

2. Fundamentals of Financial Management M Y Khan
3. Financial Management by Prasanna Chandra

34
 No. of
Sr No. Detailed Topic Methodology Reference Reading
Session
Introduction and Discussion on Indian
1 Introduction M.Y.Khan 1
Financial System
Introduction to Capital Market with
2 Capital Market M.Y.Khan 1
current position in India
Intermediaries in Capital Role of various intermediaries in
3 M.Y.Khan 1
Market capital market
Fixed Price Method, Book Building
4 IPO‘s SEBI DIP Guidelines 2
Method, QIP‘s etc
Introduction to Discussion on trading methods,
5 NSE, BSE site 1
Secondary Market intermediaries etc
Discussion on Depository system in
6 Depositories NSDL,CDSL sites 1
India
Introduction to Money
7 Discussion on Money Market in India M.Y.Khan 1
Market
Introduction to Introduction and Discussion on
8 NCFM material 1
Derivatives Derivatives
Introduction to Financial Introduction and Discussion on
9 M.Y.Khan 1
Services Financial Services
Discussion on Venture Capital
10 Venture Capital M.Y.Khan(10.1-10.50) 1
business in India
Discussion on Mutual Fund business in M.Y.KHAN(12.1-
11 Mutual Funds 1
India 12.42)
12 Leasing & Hire purchase Leasing –structure and Hire Purchase M.Y.Khan(4.1-5.38) 2
To understand factoring transactions
13 Factoring & Forfeiting M.Y.Khan(6.1-6.33) 2
in India
To understand Securitization
14 Securitization M Y KHAN (8.49) 1
transactions in India
Sites of
To understand importance of Credit
15 Credit Rating Services CRISIL/ICRA(18.1- 1
rating and its procedure
18.65)
To understand importance of Housing
16 Housing Finance 8.1-8.97 1
Finance and its procedure (8.1-8.97)
To understand importance of Credit
17 Credit card services M.Y.Khan (11.19) 1
Card Industry
TOTAL 21

On topics 10 to 17, Presentations by students are expected.

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Class Test 2nd Week of December 20

2 Presentations Last Week of January 20

35
 3 Attendance & Class Participation 2nd Week of February 20

4 Term End Examination 2nd Week of March 40

Total 100

INSURANCE & RISK MANAGEMENT

Objective: To be aware of the World and Indian Insurance Market, Basic Principles of Life and
Non-Life Insurance and Life Insurance Products in Indian Market.

Bibliography:

1. Principles of Insurance and Risk Management by G.J Rejda

2. Text books prepared by Insurance Institute of India for Licentiate, Annunciate and Fellowship
level Examination.

36
 Reference No of
Sr No. Detailed Topics Learning Outcome
Reading Sessions

Insurance Scenario-Pre and Post

1 1
Nationalization

Introduction to IRDA Act and Insurance

2 1
Market post IR0DA.

3 Purpose and Need for Insurance. 1

Basic Principles of Life and General

4 3
Insurance.

5 Legal Aspects of Life Insurance. 1

Life Insurance Products/ Plans and

6 1
overview.

7 Whole Life/Term Insurance Plans 1

1. Principles of
Insurance and
8 Endowment/Money Back Plans Risk Management 1
Awareness of the by G.J Rejda
World and Indian
9 Pension and Gratuity Plans Insurance Market, 1
Basic Principles of 2. Text books
Life and Non-Life prepared by
10 Group Insurance Plans Insurance and Life Insurance 1
Insurance Products in Institute of India
Indian Market. for Licentiate,
11 Health Related schemes/Plans Annunciate and 1
Fellowship level
Examination.
12 Options, Guarantees and Riders 1

13 Computation of Premium and Bonuses 1

14 Underwriting and Claims Procedure. 1

15 Financial Planning and Taxation 1

16 Distribution Channels in Insurance 1

Organizational Structure of Insurance

17 1
Companies.

18 Project Work 1

37
19 Test 2

TOTAL 22

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Class Test 3rd Week of December 15

Group Assignment
2 2nd Week of January 15
preparation

3 Presentations Last week of January 15

4 Term End Examination 2nd Week of March 40

Total 100

TAXATION

Objective: To enable the students to have basic knowledge of Personal Income Tax & Corporate
tax.

Bibliography:

1. Direct Taxation: by Vinod Singhania – Students addition to Income Tax

2. Direct Taxation: by T N Manoharan - Bare text of the act and the rules

38
 Learning Reference Nos. of
Sr No Detailed Topics
Outcome Reading Sessions
Income Tax Act, 1961 –
Definition – Assessed –
Assessment Year and
1 6
Previous Year – Agricultural
Income – Previous year –
Assessment Year Direct
Computation of various Taxation: by
heads of income – Income Vinod
To get
from salaries – Income from Singhania –
acquainted
House Property – capital Students
with the
Gains Long Term and short addition to
Income Tax
2 Term Capital Gains – Income Income Tax 10
implications
from Other sources – Direct
particularly
Deductions from each head Taxation: by T
from the angle
of income – Deductions under N Manoharan -
of individual
Chapter VI – A of the Income Bare text of
tax liability.
Tax Act – Fringe Benefits Tax the act and the
Tax Audit as per the rules
provisions of section 44AB of
income Tax Act 1961 – Tax
3 Audit Report for individual / 4
company assessed – Non-
compliance with the legal
requirement.
TOTAL 24

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.
1 Class Test-1 1st Week of January 15

2 Project on Taxation End of February 20

3 Class Test -2 Last Week of January 10

4 Assignment 1st Week of February 15

5 Term End Examination 2nd Week of March 40

Total 100

FINANCIAL ANALYSIS

Objective: The course is designed to help you to:

 Judge how effectively a firm's financial statements reflect its business

 Learn how to adjust financial statements as needed
 Looking at examples from diverse companies, you will learn how to leverage analytical
tools to:
 Evaluate the effectiveness of a company's strategy

39
  Make sound financial forecasts by examining the ratios and cash-flow measures of a
company's operating, financing, and investing performance
 Knowing how a company will perform in the future is key to important business decisions.
The course will help you:
 Forecast a company's future performance
 Assemble data into a valuation of the company

Bibliography:

1. Financial Accounting for Management- N Ramachandran, Ram Kumar Kakani

2. Financial Management- I M Pandey
3. Mastering Finance and Accounting- David Farrow
4. Principles of Corporate Finance- Brealey and Myers

Sr. No. Topic Methodology Reference Reading Sessions

Chapter- 24
Financial
1 Analysis of Cash Flow Statements Case Study Management- I M 2
Pandey (page 489-
513)
Chapter- 25
Financial
Financial Statement Analysis-
2 Case Study Management- I M 2
Overview of Ratios
Pandey (page 517-
555)

1
3 Quiz - -

Reference – Annual
Report of a
Balance Sheet Analysis- IT Case Study and
4 Company/ Data from 1
Company discussion
Internet/ Library
Resource
Class room
Assignment Submission/ submission and
5 - 2
Presentation discussion with
Q& A
Reference – Annual
Report of a
Balance Sheet Analysis- Case Study and
6 Company/ Data from 1
Manufacturing Company discussion
Internet/ Library
Resource
Reference – Annual
Report of a
Balance Sheet Analysis- Banking Case Study and
7 Company/ Data from 1
Institution discussion
Internet/ Library
Resource
Reference – Annual
Report of a
Balance Sheet Analysis- Case Study and
8 Company/ Data from 1
Insurance Company discussion
Internet/ Library
Resource
Reference – Annual
Report of a
Balance Sheet Analysis- Mutual Case Study and
9 Company/ Data from 1
Fund Company discussion
Internet/ Library
Resource

40
 Reference – Annual
Report of a
Balance Sheet Analysis- Retail Case Study and
10 Company/ Data from 1
Company discussion
Internet/ Library
Resource
Chapter- 26
Financial Planning and Strategy; Lecture/ Financial
11 Financial Forecasting and Presentation and Management- I M 1
Modeling, Discussion Pandey (page 559-
574)
Chapter- 26
Lecture/ Financial
12 Constructing Financial Model Presentation and Management- I M 2
Discussion Pandey (page 564-
567)

13 Class Test - - 1

TOTAL 17

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr. Submission/ Presentation

Activity Marks
No. Date

1 Quiz 1st Week of December 2009 10

Group Assignment on Ratio Analysis of
2 4th Week of December 2010 10
Companies
3 Class Test 1st Week of January 2010 20
4 Class Participation and Attendance Last Week of February 2010 10

5 Term End Examination 2nd Week of March 40

Total 100

INTERNATIONAL TRADE AND FINANCE

Objectives:

1. To acquaint the students with the concepts, instruments and working of International Finance.
At the end of the course the student should be able to
2) Understand the totality of International Financial system.

3). Analyze the requirements of International trade and Finance

4) Use decision making procedures in solving finance related problems.

41
 Bibliography:

1. Finance of Foreign Trade & Foreign Exchange by H.P.Bharadwaj

2. How to manage Foreign Exchange risk By Raghu Palat
3. How to export by M.L. Mahajan
4. Documentary Credit by Mr. Awasthi
5. Export Finance: FEDAI Publication
6. Foreign Exchange- Practice, Concepts and Controls- By C Jeevananadam
7. International Finance and Trade- ICFAI Publication Volume I and II

Sr Learning
Detailed Topic Reference Reading Methodology No of Session
No. Outcome
Foreign Exchange
Transaction, Transfer
1 Lecture 1
of Funds, Nostro &
Vostro account
Balance of Trade,
Balance of Payment,
Current account Finance of Foreign
2 transactions, Capital Trade & Foreign Lecture 2
account transactions, Exchange by
Reserves, C Jeevananadam
Convertibility 1) Understand
Rates of Exchange, the totality of How to manage
Forex Markets, Factors International Foreign Exchange Lecture,
3 Financial system. risk By 2
affecting movement of Assignments
exchange rates. Raghu Palat
Management of risk 2) Analyze the How to export by
4 due to fluctuation of requirements of M.L. Mahajan Case studies. 2
rate of exchange International
trade and Documentary Concepts,
5 Forward contract Finance Credit by Assignments, 1
Mr. Awasthi Case studies
3) Use decision Export Finance : Concepts,
6 Numerical exercises making FEDAI Publication 1
Case studies.
Documents used in procedures in
7 solving finance Exchange control Assignments, 1
International trade
related Manual-- Nabhi
8 Methods of payment Lecture 1
problems. Publication
9 Guarantees Lecture 1
10 Letter of Credit Exim Policy-- Assignments, 4
Shakun Publication
11 Export Finance Lecture 1
Exchange control
12 Lecture 1
Regulations
Trade control
13 Lecture 1
Regulations
Agencies in
14 Lecture 1
International Trade
TOTAL 20

Evaluation Methodology - Internal assessment: 60 marks

42
 External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Assignments 2nd Week of December 10

2 Presentations 1st Week of January 15

3 Research Paper Last Week of January - 1st Week of February 15

4 Class Test 2nd Week of February 20

5 Term End Examination 2nd Week of March 40

Total 100

TOTAL QUALITY MANAGEMENT

Objective: To inculcate upon every business entrepreneur the latest knowledge and techniques,
how to manage and achieve Total Quality for maximum Customer Satisfaction, the only way to
survive in competitive business. TQM is an approach to improving the effectiveness & flexibility of
business as a whole. It is essentially a way of organizing and involving the whole organization,
every department, every activity, every single person at every level.‖
Bibliography:

43
Sr. No. Detailed Topics Learning Outcome No of Session

TQM Overview : History, Theory and

1 To know overall TQM 1
Concepts

To know
2 TQM Gurus and Theories philosophies/various 1
techniques of TQM Gurus

To know similarities among

3 Approaching TQM : Various Models 2
various models

Fundamentals and Structures of the Concept for achieving Total

4 1
TQM Model Quality, accepted by all

To know stages in acquiring

5 Quality Certification 1
quality certifications

To know where we are (in

Understanding Process and methods
6 terms of processes) and how 1
for process improvement
we can improve

Quality Process Improvements tools To know tools and

7 1
and techniques techniques

To know how TQM

8 Relationship among TQM attributes 1
attributes are related

To know how employees are

9 TQM and Human Resources /P – CMM 2
integral part of TQM

All participative effective

Continuous Improvement (Kaizen); process with low
10 Just-In-Time or JIT (Kanban), a investment as opposed to 1
Toyota approach Innovation requiring high
investment

44
 To know how TQM impacts
11 TQM Practices and Business Results business results of an 1
organization

To know how Quality

Impact of Quality Certification on
12 Certification impacts 1
organisation
organisation

Quality Management in IT Industry : To know QM specific to IT

13 2
CMM / CMMi sector

Policy Deployment and daily work To know advances and

14 1
management latest practices in the field.

Application in banks,
15 TQM in Service Sector : Case Studies insurance, hospital, hotel 2
etc

Guidance for
TQM Implementation building a
16 implementation in a new 1
Quality Culture
organization

TOTAL 20

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Presentations 2nd Week of December 20

2 Class Test 1st Week of January 20

3 Assignment 2nd Week of February 20

4 Term End Examination 2nd Week of March 40

45
 Total 100

THEORY OF CONSTRAINTS

Objective: In an interview with senior executive of Toyota, he stated bluntly: ―It is not that other
auto firms won‘t copy the Toyota Production System, it‘s that they can‘t! The most powerful
marketing tool is the manufacturing plant and the competitors cannot easily copy the improvement
activities of the manufacturing plant. The competitors can easily copy all other marketing tricks.
Keeping this statement in mind, the topic of Theory of constraints is designed to enable the
students to understand the following understand the entire organization as one single entity
instead of being a collection of various departments. Reducing the Manufacturing Cycle Time
without changing machines / manpower / technology / plant layout, preventing the loss of sales by
improving the availability of finished goods simultaneously reduce inventory and operating
expenses, increase Inventory Turns, Reduce Working Capital requirements, how to offer discount to
the customers without reducing the selling price, how to improve efficacy of Supply Chain
Management, implementing Just In Time manufacturing, how to outperform Just-in Time
manufacturing.

Bibliography: 1) The Goal – Part I

2) The Goal – Part II - Mr Elleyt Goldratt
3) Harvard Business Review selected articles

No of
Sr No. Detailed Topics Learning Outcome Methodology
Sessions
Objective of running a business, No
1
Need for changing operations more productivity = Input /Output,
1 Lecture
mindset Changes in the economy and
competition.

46
 Finding substitutes for Net Concept of Throughput Inventory
2 Lecture 1
Profit, R.O.I. and Cash flow and Operating Expenses.
Where we stand in global Findings of the research on
3 Lecture 1
competition? Inventory Turns.
Overcoming global competition Comparison between Large and
4 Lecture 1
through manufacturing small batch quantities
5 Gaining competitive advantage Product quality and inventory Lecture 1
Reducing the time for launching
6 Gaining competitive advantage Lecture 1
new product
7 Gaining competitive advantage Case on Color Plus Shirts Case Study 1
Impact of batch quantity on Profit
8 Gaining competitive advantage Lecture 1
margin
Case on Jet Airways, Britannia
9 Gaining competitive advantage Case Study 1
Biscuits
Reducing Investment in plant and
10 Gaining competitive advantage Lecture 1
machinery
Due date performance, Inventory
1
11 Gaining competitive advantage and managing suppliers for Lecture
improved due dates
12 Gaining competitive advantage Case on Mothers‘ Recipe, ITC Case study 1
Reducing Production Lead time
13 Gaining competitive advantage without changing manpower and Lecture 1
machinery.
Defining an analogy in which
14 Converting theory into practice Quiz 1
problem can be expressed.
Finding a solution within the
15 Gaining competitive advantage Quiz 1
framework of the analogy
Transferring the solution into the
16 Gaining competitive advantage Quiz 1
plant environment
17 Gaining competitive advantage Checking the feasibility of solution Lecture 1
Why the subject of Production
18 Overcoming obstacles Lecture 1
Planning is outdated?
Conventional method of
19 Finding the solution Lecture 1
manufacturing
Japanese method of Just in time
20 Finding a solution Lecture 1
manufacturing
In India neither the Japanese
1
21 Finding a solution system works nor the conventional Quiz
system works so What to do?
Outsmarting Japanese Just in Time
22 Finding a solution Lecture 1
system
23 Implementing solution Concept of bottleneck machine Lecture 1
24 Implementing solution Concept of bottleneck machine Lecture 1
25 Implementing solution Concept of bottleneck machine Lecture 1
26 Implementing solution Scheduling bottleneck machines Lecture 1
Scheduling non-bottleneck
27 Implementing solution Lecture 1
machines
28 Implementing solution Buffer management Lecture 1
29 Implementing solution Buffer management Lecture 1
30 Implementing solution Productivity Flywheel Lecture 1
31 Supporting Market Rethinking Distribution Lecture 1
Linking from market to
32 Case on Desai Brothers Case study 1
Purchase of raw material
Linking from market to
33 Case on Desai Brothers Case study 1
Purchase of raw material

47
 What are the different types of
34 Selecting the right supply chain Lecture 1
supply chains?
35 Selecting the right supply chain Selection of a right supply chain Lecture 1
36 Selecting the right supply chain Selection of a right supply chain Lecture 1
Case on Dorabjee Departmental
37 Overcoming Retailers‘ Problems Case study 1
stores
Case on Dorabjee Departmental
38 Overcoming Retailers‘ Problems Case study 1
stores
Case on Dorabjee Departmental
39 Overcoming Retailers‘ Problems Case study 1
stores
TOTAL 39

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Objective Test /Mgmt Quiz 1st Week of January 20

2 Class test 1st Week of February 20

3 Case Presentation review Last Week of February 20

4 Term End Examination 2nd Week of March 40

Total 100

48
WORLD CLASS MANUFACTURING

Objective: The course offers an introduction to the concept of World Class Manufacturing. The aim
of WCM is to help companies stay ahead of the competition by attaining high levels of efficiency
and minimizing waste. The course equips learners with an introductory knowledge of a range of
techniques used to achieve significant, continuous improvements in manufacturing performance. It
consists of various models, each with its own learning objectives. Upon completion of the course
the students should be in a position to make a decision on whether your company is
ready/willing/able to commence on a journey to becoming the best in its field.

Bibliography:

1. Operations Management for Competitive Advantage – Chase

2. World Class Manufacturing – B.S. Sahay
3. Operation Management – L.C. Jhamb
4. Competitive Manufacturing Management – John Nicholas

Sr. No. of
Detailed Topics Learning Outcome
No Sessions
Understand the meaning of ‗World
Meaning of World Class Manufacturing, Principles,
1 Class‘ and an overview of the 2
Models
overall Manufacturing principles
Learn the history behind JIT, its
2 Just-in-Time 2
principles, methodologies etc
Understand the concept of Lean,
3 Lean Manufacturing & Waste Elimination Waste, the 7 wastes as defined by 2
Toyota, steps for waste elimination

49
 Learn the concept of setup time
4 Poka-Yoke & SMED 1
reduction and mistake proofing
Conceptually understand Six Sigma
5 Six Sigma & its Methodologies 3
and its various methodologies
Understand the process variations
Statistical Process Control (SPC), Process Capability and the ways and means to
6 2
Studies statistically monitor and control
the manufacturing process
Concept of lot sizing basics, small
Flow Manufacturing, Kanban System, Small lot size
7 lot sizes, Pull Vs Push 2
manufacturing
manufacturing and Kanban systems
Understand the overall equipment
effectiveness, efficiencies,
8 Total Productive Maintenance 2
preventive maintenance and
overall TPM
Learn the impact of a factory
layout on the overall output and
Factory Layouts, Group Technology and Cellular
9 the ways and means to improve the 2
Manufacturing
layout for improved productivity
and through-put times
Understand the need for overall
Total Employee Involvement (Motivation, employee empowerment through
10 2
Empower, Quality circles, 5-S, Cross-training) various programs and
methodologies
TOTAL 20

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.
1 Quiz – Objective Test 1st Week of January 15

2 Class presentations 3rd Week of January 15

3 Exam 3rd Week of February 20

4 Class participation & attendance Last Week of February 10

5 Term End Examination 2nd Week of March 40

Total 100

50
GLOBAL TRADE OPERATIONS- SEA AND AIR LOGISTICS

Objective: To make the students worthy of taking proper decisions on transportation and logistics
activities whey they start their careers in import or export department of any organization.

Sr.
Detailed Topics Learning Outcome No. of Sessions
No.
Marketing logistics, Definition, elements and
1 1
importance

Introduction to the world of shipping and sea At the end of the

2 borne trade. Types of ships, liner terms and Bill second semester 1
of lading Types. students will know
how to select
3 Inco terms Logistics service 1
provider and various
UCPDC 500 with specific reference to Types of difficulties and
4 problems they are 1
Bill of lading and transshipment
likely to face in
Letter of credit with special reference to L/C arranging Global
5 transportation 1
clauses related to Logistics

Structure of shipping industry . Definition scope

6 1
and importance of liner and tramp trade

51
 Liner operations: Liner / feeder operations,
7 Conference and consortiums, its advantages to 1
shipping industry and world trade

Sea Freight, structure and factors governing

8 1
freights, Freight surcharges

Containerization: History, developments and

present trend, advantages to shipping industry
and world trade. Types of containers and
9 2
handling transportation equipment. Container
leasing and manufacturing industry. Terminology
in containerized traffic T

Multimodal transportation and intermodal stack

10 yards: role of ICD‘s their problems and 2
prospects.

Tramp operations: Definitions and importance,

11 2
principles and practices of Chartering.

Intermediaries: Their role and importance.

12 CHA, Freight forwarder, NVOCC, Consolidator, 2
Multimodal Transport Operator.
TOTAL 16

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Assignment -1 2nd Week of December 10

2 Assignment -2 1st Week of January 15

3 Assignment -3 Jan-Feb 15

Assignment -4 2nd Week of February

4 20

52
 5 Term End Examination 2nd Week of March 40

Total 100

OPERATIONS RESEARCH

Objective: Understanding the business problems and building operations research models to
generate solutions for data interpretation and sensitivity analysis for facilitating decision making
process.

Learning/Teaching Methodology:

Lecture, Class room Exercises (problem solving), Group discussion, Case discussion

Bibliography:

1. Quantitative Analysis for management By Render and Stair

2. Operation Research by S D Sharma
3. Operation Research by Hiller and Liberman
4. Quantitative Techniques by N D Vohra

Sr Learning Reference No of
Detailed Topics Methodology
No Outcome Reading Session

53
 Introduction to
1 OR concepts Case OR concept 1
OR

2 LP Graphical Optimization Exercise LP basics 1

Mathematical How to
3 LP Formulation Case 1
model building formulate

Mathematical
4 LP Formulation Case Formulate 1
model building

5 Simplex Max Solving LPP Exercise Simplex 1

6 Simplex Problems Solving LPP Exercise Simplex 1

Sensitivity
7 Data Interpret. Case Data Int. 1/2
Analysis

Data
8 Dual Concept Exercise Dual concept 1/2
Interpretation

Transportation Minimizing Transportation

9 Exercise 1/2
NW & LC method Transportation concept

10 VAM method VAM tech. Exercise VAM 1/2

Optimality uv
11 Optimizing cost Exercise Optimality 1
test

12 Optimality Optimizing cost Exercise Optimality 1

13 Transshipment optimization Exercise Transship 1

Integer
14 Use of IP Case IP concepts 1
programming

15 MIP Formulation Use of MIP Case MIP concepts 1

0-1 Integer
16 Use of 0-1 IP Case 0-1 IP Concepts 1/2
programmimg

allocating Assignment
17 Assignment Min Exercise 1/2
assignments concepts

18 Assignment Max maximize Exercise Assignment 1

Forecasting
Weighted Moving Forecasting
19 Models Exercise 1/2
Average concepts
Time Series

54
 Trend
exponential
20 Exponential Exercise Trend factor 1/2
smoothing
smoothing
Identify Network
Project
21 Network Analysis Diagram from list Exercise 1
Management
of activities
Critical Path and
Basics of
22 CPM & PERT Three time Exercise 1
PERT
estimates

23 Crashing Cost slope Exercise Crashing 1

Probability Using beta and Normal and Beta

24 Exercise 1
estimation normal dist Dist.

25 EMV Technique Expected MV Exercise EMV basic 1/2

26 Game Theory Strategy Exercise Game basic 1/2

Presentations and Business

27 Industry Specific 1
Case Analysis Application
Presentations and
Business
28 Case Analysis Industry Specific 1
Application
Presentations and
Business
29 Case Analysis Industry Specific 1
Application

TOTAL 24

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Class Test -I 2nd Week of December 20

2 Assignment 4th Week of December 20

3 Class Test -II 2nd Week of January 20

4 Term End Examination 2nd Week of March 40

55
 Total 100

MATERIALS MANAGEMENT

Objective: To make the students familiar with Materials management Function, in particular the
activities in material requirement planning, inventory management, forecasting and purchasing

Bibliography: Notes provided by Faculty

Sr Detailed Topics Learning Methodology Reference No of

No Outcome Reading Sessions
1 Materials Management- At the end Through 1.Introduction 2
Evolution, Scope and of the Presentations to Materials
Objectives-Interface with other course the with Case Management-
functions students Studies & Mr Arnold
2 Forecasting-Methods of would be problems 6
forecasting-Moving Average familiar 2. MRP by
Method, Regression Analysis, with all the Oliver and
Exponential Smoothing Method material White
3 Inventory-Types of Inventory- functions 8
Need of Inventory-Costs 3.Purchasing &
associated with Inventory-Basic Materials

56
 EOQ Model-EOQ with discounts- Management-
Q system and P system Gopalkrishnan
4 Material Requirement Planning 7
Master Production Schedule 4. Material
Bill of Materials Management
Material flow in MRP L.C. Jhamb
5 Purchasing Management- 2
Responsibilities of Purchase
Department-Purchase Cycle-
Purchase Order- and
Import/Export 6Procedures
6 Value Engineering and Value 1
Analysis
7 Standardization and 2
Codification, Classification of
material-ABC Analysis,
VED,FSN,GOLF,SOS etc
8 Introduction to Logistics and 1
Supply Chain Management
9 Materials Handling-Principles of 1
Materials handling system-
Materials Handling Equipments
TOTAL 30

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.
1 Class Test 1st Week of January 20

2 GD and Class Performance 2nd Week of February 20

3 Presentations with Assignment Last Week of February 20

4 Term End Examination 2nd Week of March 40

Total 100
HR PLANNING, RECRUITMENT & SELECTION

Objective: At the end of the course, students will be familiar with the three major processes in the
HR function in corporate organizations and understand their impact on Human Resource
Department and the organisation

Bibliography:

Human Resource Management Practice – Michael Armstrong

Human Resource Management - Garry Dessler

Sr. No. of
Detailed Topics Learning Outcome Reference Readings
No. Hrs
Human Resource Planning To understand the Chapter by the name
* Aim of HR Planning importance of of the topic in the
* Process of HR Planning linking HR Planning book Human
1 4
* Link with Business Planning to Business Resource
* Limitations of HR Planning planning. Ability to Management by
* Excercises on HR Planning forecast Michael Armstrong

57
 Recruitment
Chapter by the name
* What is recruitment Nuances of
of the topic in the
* Job Description/Job Specification recruitment and
book Human
2 * Job Grading importance to 10
Resource
* Sources of Recruitment organisational
Management by
* Case Study highlighting relevence growth
Michael Armstrong
of recruitment
Selection
* Why is Selection needed?
* Implication of 'Wrong Hire'
* Various selection systems e.g.
Chapter by the name
Interview, Structured interview,
To be equipped of the topic in the
Psychometric Assessment,
with various book Human
3 Assessment Centers. 10
assessment tools Resource
* Effectiveness of Selection
and their relevance Management by
Processes
Michael Armstrong
* Reference Check and Background
Check
* Scenario Based designing of
Selection Process.
TOTAL 24

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Objective Test On Each Topic post completion of topic (3) 30(3hrs)

2 Case Study Presentation On Each Topic post completion of topic (3) 30(3hrs)

5 Term End Examination 2nd Week of March 40

58
 Total 100

CONFLICT MANAGEMENT AND NEGOTIATION SKILLS

Objective:
1. To understand why and how conflicts take place in an organization and develop various
strategies to deal with organizational conflicts.
2. To understand the process of negotiations. To develop skills required for ‗fair and
principled‘ negotiations.
1. Getting people to say ‗Yes‘
2. Dealing with difficult people

Bibliography:

1. Organizational Behaviour: Stephen Robbins, Prentice- Hall India, Twenty Second Indian
Edition
2. Organizational Behaviour: K. Ashwathappa, Himalaya Publishing, Sixth Edition
3. Organizational Behaviour: Foundation, Realities and Challenges – Nelson and Quick –
Thomson South Western – Third Indian Edition

59
 4. Getting to Yes – Negotiating Agreement Without Giving In : Roger Fisher and William Ury,
Second Edition, Penguin Books

Reference No of
Sr No Detailed Topic Learning Outcome
Reading Sessions
Introduction to conflict, To understand why and
nature and types of how conflicts take Effective
1 Leadership – 2
conflict place in an
organization Lessier and Achua
- Thomson South
Conflict management, To understand the Western – Third
2 styles of conflict foundations of conflict Indian Edition 2
management management
Business
To establish the Communication for
relationship between Managers – An
Conflict and power conflict and power Advanced
3 2
To understand how Approach-
conflicts affect Penrose, Rasberry
productivity and Myers -
To understand the role Thomson South
Conflict and mediation
5 of third party in Western – Fifth 2
conflict management Indian Edition
Conflict and To understand the role
6 communication of communication in Essentials of 4
conflict management Negotiations:
Saunders and
Negotiation skills Introduction to Minton – Second
7 Edition 2
negotiation skills

Conflict
To understand and
Negotiation strategies Management: A
8 develop various 2
Communication
negotiation strategies
Skill Approach –
Te learn the role of Englewood Cliffs –
9 Mediation mediation in Prentice Hall 2
negotiations Getting to Yes –
To understand the Negotiating
Power management and management of power Agreement
9 ethics in negotiations and using it Without Giving In : 2
productively for Roger Fisher and
negotiations William Ury,
Learning to know how Second Edition,
Dealing with difficult to deal with Penguin Books
10 4
people unreasonable and
difficult people
11 Group presentations Internal evaluation 3
TOTAL 27

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

60
 Sr.
Activity Submission/ Presentation Date Marks
No.

1 Presentations 3rd Week of November 20

2 Test - 1 1st Week of January 20

3 Test - 2 2nd Week of February 20

4 Term End Examination 2nd Week of March 40

Total 100

PERFORMANCE MANAGEMENT SYSTEM AND BALANCE SCORECARD

Objective: At the end of the course, students will be able to:

 Define PMS and state its significance in achieving organizational goals.

 Identify the key components of the Performance Management System.
 Explain the principles and steps to planning, managing, reviewing and rewarding
performance.
 Describe PMS Systems like Balanced Scorecard.
 Analyze and prepare a hypothetical PMS and process.

Bibliography

 Armstrong Michael- Performance Management. Kogan Page.

61
  Aguinis- Performance Management. Pearson Education
 Rao T.V. -Performance Management and Appraisal Systems, Response Books.
 Zeus and Skiffington- The Complete Guide to Coaching at Work, Behavioral Coaching,
McGraw Hill.
 Kaplan S. Robert and Norton P. David- Using the Balanced Scorecard as a Strategic
Management System, Harvard Business Review South Asia July-August 2007.

Detailed Topics
Sr. No. Learning outcome Methodology No of Sessions
PMS-definition, philosophy,
Define PMS.
process and its strategic
1 Identify key components of the Lecture 2
significance
PMS process.
Planning for Performance
Identify KRA/KPI from
Department/Functional Role Lecture and
2 organizational/department/fun 1
expectation and key Syndicate Method
ctional goals and objectives
outcomes
Planning for Performance
Explain and apply principles of
Setting and clarifying goals Lecture and
3 setting objectives from 2
and expectations Syndicate Method
KRA/KPI
Identify and apply the key
steps to performance
Managing Performance Giving
feedback process Lecture, Role
4 regular Performance 3
Apply principles of giving Play and Movie
Feedback
constructive feedback

Managing Performance Identify and apply the key

Case Study and
5 Coaching, mentoring and models of coaching and 3
Role Play
counseling Counseling
Reviewing Performance Identify key constituents of
Quarterly, half-yearly and performance appraisal.
Lecture and
6 annual appraisal. Analyze critically performance 2
Syndicate Method
Documentation. appraisal forms of
organizations
Identify and explain key
Reviewing Performance Student
components of 360 degree
7 360 Degree Presentation and 1
feedback
Feedback/Appraisal lecture
Reviewing Performance
Ratings an inevitable evil of List different rating scales and Case Study and
8 1
Appraisal. Individual and compare scales Lecture
comparative rating
Rewarding Performance
Individual (salary revision, Student
Identify and explain different
9 performance bonus and Presentation and 2
ways to reward individuals.
incentives, recognition Lecture
schemes).
Rewarding Performance Student
Identify and explain different
10 Group( team rewards, gain- Presentation and 2
ways to reward group.
sharing, profit-sharing) Lecture
PMS System. Student
Explain the balanced
11 PMS Frameworks (Balanced Presentation and 2
scorecard, MBO
Scorecard, MBO etc) Lecture

62
 Implementation of PMS and
challenges
Field work,
(formation of managing
Prepare a hypothetical PMS Student
12 committee, communication 3
and process Presentation and
plan and ways to overcome
Lecture
any resistance in
implementation
Total 24

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.
1 Class Test 1st Week of December 15

2 Quiz 4th Week of December 15

3 Presentation 1st Week of January 15

4 Class Problem solving Last Week of February 15

5 Term End Examination 2nd Week of March 40

Total 100

TRAINING & DEVELOPMENT

Objective: At the end of the course, students will be able to:

 Describe the strategic importance of training and development.

 Explain and apply the principles of Instructional System Design (ADDIE model) in designing
and developing a training program.
 Apply different training methodologies.
 Analyze latest technology-based methodologies.
 Critically analyze the various evaluation models of training.

63
 Bibliography:

 Effective Training, Systems, Strategies and Practices, Nick Blanchard and James Thacker.
Pearson Education.
 Employee Training and Development. Raymond Noe, Tata McGraw Hill.
 Enriching Human Capital Through Training and Development, P.L. Rao, Excel Books.
 Bottom-Line Training. Ford J. Donald, Prentice-Hall.
 Training for Organizations, O‘Connor, Bronner, Delaney, Thomson Learning.
 The Theory and Practice of Training, Roger Buckley and Jim Caple

Sr. No of
Detailed Topics Learning outcome Methodology
No. Sessions
Concept of Training, Distinguish the difference between
Development and Education and training, development and
Lecture and
1 its importance in competency education 1
Group Discussion
and talent development in the Explain the strategic importance of
organization T&D
2 ISD Process-ADDIE Model Explain the ADDIE Model 1
Lecture
Training Needs Assessment Identify ways to find whether Lecture and
3 Needs Assessment process training is the solution to Syndicate 1
performance gaps discussion
Training Needs Identification
techniques List and explain all the training Group Discussion
4 2
Observations, interviews, needs identification techniques and Lecture
surveys, testing, experiments
Instructional Design (ID) Group Discussion
5 Describe the learning theory 1
Learning Theory and Lecture
Instructional Design (ID) List and explain the principles of Game and
6 1
Principles of Adult Learning adult learning Lecture
Student
ID
7 Identify learning styles Presentation and 1
Learning Styles
Lecture
ID
Identify and explain learning
Learning Objectives and Program Demonstration
8 objectives using taxonomy 2
Design and Lecture
State the principles of design
ID
Compare and choose different Demonstration
9 Selection of methodology and 3
methodologies for its effectiveness and Lecture
media
Development
Select appropriate instructional
10 Training Outline, Instructional Lecture 1
and training aids
Material and Training Aids
Case Study
E-learning, VRT and other latest Analyze critically the latest Student
11 2
training methodology computer-based methodologies Presentation and
Lecture
Apply principles of instructional Lecture and
12 Designing of a Program 3
design for a training program Assignment
Training Delivery and
State the principles of transfer of Demonstration
13 Implementation 1
learning and Lecture
Principles of transfer of learning

List the competencies of a trainer Group Discussion

14 Training Delivery and 1
and facilitator and Lecture
Implementation

64
 Competencies of a trainer and
facilitator

Training Delivery Demonstration,

Apply the principles of different
15 Demonstration of training Case Study and 5
training methodologies
methodologies Lecture
Training Delivery and Identify and list different
16 Implementation administration requirements and 1
Lecture
Administration and Infrastructure challenges
Evaluation of Training
ROI Model, Case Study, Critique the different models of Lecture and
17 3
Kirkpatrick Model-Contents and evaluation of training Group Discussion
Limitations
Total 30

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.
Class participation and
1 Journalizing 10
Attendance

2 Quiz After sessions 10,20 & 30 15

3 Research Assignment: Submission between 15 & 16 15

Group Training Design and

4 After session 25 20
Delivery

5 Term End Examination 2nd Week of March 40

Total 100

EMPLOYEE RELATIONS

Objective: To study origin structure of Trade Union & Trade Union Movement in India, problems of
Trade Union, Recommendation of National Commission on Labour for strengthening Trade Union.

Bibliography:

1. Labour Welfare Trade Unionism & Industrial Relations – Punekar, Deodhar, Sankaran,
2. Trade Union Movement in India Mathus A.S. & Mathur J.S.
3. Trade Union Law – Samules T.O.

65
Sr. No.
Detailed Topics Learning Outcome Reference No of
Reading Sessions
1. Social Security Studying & understanding the Labour & 2
Legislation ; Bonus Act, preamble and the objectives of the Industrial Laws –
Gratuity Act; PF; ESI Act. Welfare Acts like Bonus Act, SP Jain
2. Workmen Compensation Gratuity Act, PF Act, ESI, WC Act, 2
3. Maternity Benefits Pension Scheme, EDLI Scheme & 2
4. Role of ILO Maternity Benefit Act. Labour Laws – 2
5. Second Commission on Knowing how the workmen are Reshma Arora 1
Labour Laws view on benefited through the provisions of
social security. the Welfare Acts
6. Decided cases on . 1
gratuity, Workmen Understanding the obligations on
Compensation; Provident the employer and the penalty
Funds. applicable in case of violation of
7. E.D.L.I Schemes any of the above mentioned Acts. 1
8. Exploration Pension 1
Schemes 1995 The role of the Govt. machinery
for implementation of the above
Welfare Act as a controlling
authority
.
Studying the recommendations of
Second Commission on Labour laws
with special reference to the
various reforms recommended by
the Commission to enhance the
benefits of the Welfare Act to
different classes of workmen.

To study various live cases in

relation to above-mentioned Acts
in the present context and make
attempts to find out the solutions
of the complex issues through
group discussions.

TOTAL 12

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.
1 Assignment 3rd Week of December 10

66
 2 Class Test-1 2nd Week of January 20

3 Viva 2nd Week of February 20

4 Class Test-2 Last Week of February 10

5 Term End Examination 2nd Week of March 40

Total 100

LABOUR LAWS

Objective: To study the overall Social Security Practices in India.

Bibliography:

3. Labour Laws – Mr P.L.Malik

4. Labour & Industrial Laws – Mr Arjun Madan

67
 No of
Sr No. Topics Methodology
Sessions
1 The Industrial Disputes Act, 1948 Lecture 6
The Industrial Employment Standing
2 Lecture 4
Orders Act.
The Contract Labour (Regulation &
3 Lecture 3
Abolition ) Act 1970
4 The Trade Unions Act Lecture 1
Misconducts under standing orders
5 Lecture 4
and conduct of a Domestic enquiry
6 Bombay Shops & Establishments Act Lecture 4

7 Factories Act Lecture 2

TOTAL 24

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.
1 Assignment -1 1st Week of December 10

2 Assignment -2 Last week of December 20

3 Class Test 2nd Week of January 20

4 Viva 3rd Week of February 10

5 Term End Examination 15th March -31st March 40

Total 100

HUMAN RESOURCE INFORMATION SYSTEM

Objective: This paper introduces the fundamentals of MIS AND HRIS. It also covers various topics
like Information Requirement Analysis /Techniques, Systems Development Life Cycle, Input
/Output Formats / Database Design, Management Essentials. More specifically, the discussions
would enable the students to appreciate HRIS / MIS as Enablers / Facilitators of / for Decision-
Making, leveraging the capabilities of Information Technology.

68
 Bibliography:
Text Book - Management Information Systems by Robert Schulltheis, Mary Sumner
Sr No of
Detailed Topic Learning Outcome Reference Reading
No Sessions

1 MIS: Overview, Introduction and Evolution 1

2 Characteristics of Information System 1

3 Functional and Strategic Uses of MIS 1

4 Information, Definition, Attributes, Role 1

Information Requirement Analysis & IRA

5 1
Techniques
After Studying the
Information Requirement / Need Analysis subject, the
6 1
Exercise students are
expected to know:
Text Book -
Information Technology Capabilities & their Role of Information
7 Management 2
Organizational Impact in decision making
Information
Basics of system
Systems by Robert
System Development Life Cycle Development Life
8 Schultheis, Mary 1
(CLD/DFD/FDD/ERD) cycle, Database
Sumner
and Report
Designing of Output Reports, Files and Input Content/Format
9 1
Forms HRIS and
information
Exercise on Output Reports, Files and Input required for HRIS
10 1
Forms and decision
imperatives
11 Case study in context diagrams 1

HRIS:
12 2
Introduction/Definition/Applications/Benefits

Decision making process and models of decision

13 2
making, Decision Trees and Decision Tables

Cases in Decision Trees and Decision Tables,

14 2
DSS and ESS
Cases in HRIS Applications in various Functional
15 Areas & Presentations by the students in the 9
class
TOTAL 24

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

69
 1 Class Test 1st Week of December 15

2 Quiz 4th Week of December 15

3 Presentation 1st Week of January 15

4 Class Problem solving Last Week of February 15

5 Term End Examination 2nd Week of March 40

Total 100

LABOUR ECONOMICS

Objective: This course covers selected topics in the field of labour economics. The emphasis is on
the application of some of the ideas from the theories of information, uncertainty, and incentives
to the understanding of labour markets and institutions. Topics covered include wage and wage
differentials, discrimination, human capital, life-cycle models of labour markets, effects of
asymmetric information , self-enforcing implicit contracts, efficiency wage models, principal-agent

70
 problems, team production and tournaments, also the topics covered include static and dynamic
models of labour supply, dynamic models of hob search and job matching, econometric analysis of
labour market transition data, unemployment insurance and unemployment theories.

Bibliography:

Labour Economics by Tyagi T Y and Bhugoliwala

Sr Learning
Detailed Topics Reading Reference No of Sessions
No. Outcome
Labour Market: Nature & scope , labour
problems of a developing economy-
labour force, structure & character,
supply of labour & demand for labour,
1 unemployment, nature, dimensions &
5
theories of unemployment, Economic
analysis of full employment policy,
employment, Exchange &
decasualization schemes
Wages & Earnings Development of wage
system : Theories of wages, Wage
Differentials, Regulation of Wages,
Minimum, Fair & Living Wages system of
wage Boards, Determinants of rational The focus of the
2 wage system, Wage policy for developing course is on Labour Economics by 6
economy, Wages problems such as microeconomic Tyagi T Y and
Dearness allowance, Bonus, Fringe analysis and Bhugoliwala
benefits, Trade Unions & Wage issues.
determination, Wages, Income Price
movements.
Employment of Local People:
Employment of educated persons,
problems of women employees, Problems
of casual & bidi workers, Absenteeism &
3
labour turnover, labour in cooperative & 5
agriculture sector, labour problems
revision by the Centrally planned
commission in mixed economies.
Labour & Technological change: Labour‘s
role in Economic Development, Labour of
4
central and State Governments, 4
Implementation of National Labour Policy
TOTAL 20

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

71
 1 Quiz 1st Week of December 10

2 Assignment-1 3rd Week of December 20

3 Class Test 2nd Week of January 20

4 Assignment -2 2nd Week of February 10

5 Term End Examination 2nd Week of March 40

Total 100

TALENT ENGAGEMENT AND MANAGEMENT

Objective: Understanding of Talent Management Process, Identifying, engaging, retaining,

developing and assessing. This course focuses on the strategies and tools that human resource

72
professionals use to create organizational excellence by identifying high quality talent; creation of
technological strategies to recruit high quality talent; development of systems that will provide
highest levels of both personal and professional development and growth within the organization;
creation of promotional and cross-functional systems that will talent strength the organization;
development of retention strategies that tie rewards to performance of talent; creation of
workforce planning systems that will provide succession planning of best functions within human
resources planning.

Sr No Detailed Topics Learning Reference No of

Outcome Reading sessions
1 Understanding talent. Talent The talent 3
Management process, planning, management by
identifying, engaging, assessing, Lance A berger
reviewing Talent and Dorothy
2 Talent acquisition, Berger, Tata 3
Employer branding, Attracting Mcgraw hill
talent, talent audit
3 Talent Development Competency Talent 3
based management. Training for Management
development, PCMM Systems: Best
4 Talent Management strategy, Practices in 3
Building diversity into succession Technology
plan, Leadership pipeline solutions for
5 Introduction to talent engagement, recruitment, 3
concept, benefits, process, retention and
methods, strategies, Practices workforce
planning – 2004
Allan Schweyer
Willey
ISBM; 0-470-
83386-6

Talent on
Demand:
Managing Talent
in an Age of
Uncertainty-
2008 Capelli,
Peter Harvard
business school
publishing ISBN:
9781422104477
6 Talent Wellbeing, Talent reward 3
and performance relating rewards
to performance of talent
7 Role of coaching, counseling and 3
Mentoring for performance of
talent
8 Use of Information Technology to 3
support talent management system
9 Talent Retention strategies, 3
Attrition analysis
TOTAL 23

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

73
 Sr.
Activity Submission/ Presentation Date Marks
No.
1 Quiz 1st Week of December 10

2 Assignment-1 3rd Week of December 20

3 Class Test 2nd Week of January 20

4 Assignment -2 2nd Week of February 10

5 Term End Examination 2nd Week of March 40

Total 100

EXPORT & IMPORT (EXIM)

Objective: To understand the Foreign Trade Policies / Procedures, their inter linking‘s and
significance for completion of transactions.

74
 Learning Reference No of
Sr No Detailed Topic
Outcome Reading Sessions
1 Foreign Trade Policy / Objectives
Formation of a Company / Modification for
2 1
export.
3 Vat / Sales tax, Auth No. / Excise formalities.
4 I.E.C number from Jt. D.G.F.T Pune. 1

Registration with Export Promotion Council

5 1
(R.C.M.C. number)/ M.C.C.I/ECGC/EXIM bank.

Functions of Jt. D.G.F.T. (Advance License

6 1
Schemes, value addition, incentives)

Exchange of correspondence with overseas,

7 Ensure item not under‘ Restricted Category‘ as 1
per EXPM Policy.

8 Exworks, FOB, C&F, CIF, etc. 1

Performa Invoice from exporter/payment terms/ 1. Detailed

9 1
pricing. Handouts giving
Bibliography
Party‘s (Importer) Purchase Order. Export Understand the
10 wherever 1
inspection / Third Party inspection / SGS. Foreign Trade
applicable.
Policies/Procedur
L/C from approved / International Bank – es, their inter
11 2.Foreign Trade 1
recommendation from exporters bank /ECGC. linking‘s and
Policy
Pre shipment Documents -a) Invoice b) Packing significance for
List c) ARE1 ( for export) d) Shipping Bill type completion of
3.NABHI‘S
12 1explaining in covering letter to Shipping Agent. transactions. 1
publication on
e) Insurance before dispatch. f) N- Form Octroi procedures
formalities. /Incentives

13 Correct format of Air Way Bill or Bill of Lading 1

Post Shipment Documents-a) Invoice b) Packing

List c) Endorsement on B/L & Insurance Policy (if
14 need).d)Letter to Bank e)Cert. of Origin / GSP f) 1
Bill of exchange g)Final documents – submission to
bank
15 Realization of proceeds (payment)
1
16 Bank Certificate
Claiming of export benefits such as Duty
17 1
Drawback or DEPB
18 Sales Tax / Vat / H form with proof of exports
1
19 Proof for excise under Bond / claim of rebate.
Ensure Octroi ‗N‘ form closure from Shipping
20
Agent.
TOTAL 16

75
Evaluation Methodology - Internal assessment: 60 marks
External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Presentations 3rd Week of December 30

2 Assignment-1 1st Week of January 10

3 Assignment-2 3rd Week of January 10

4 Assignment-3 1st Week of February 10

2nd Week of March

5 Term End Examination 40

Total 100

GLOBAL BUSINESS ENVIRONMENT

Objective: In the era of Globalization, we are heading towards a borderless world, supported by
the forces of Information Technology, WTO & Sophisticated Logistics. Whether it is transactions in
Capital, Goods, Services or Talents, it has become important to have knowledge of the business
environment at a global level as most factors are transferable to yield greater economic benefits.

76
The following course contents, comprehensively address the various diversified topics which equip
students / executives irrespective of their function or specialization, to take on the challenges of
tomorrow.

Bibliography:

1. International Marketing Strategy by Isobel Doole – Published by Thomson Press

2. International Business by Charles Hill Published by Magraw Hill

Reference Learning No. of

Sr No Detailed Topics
Reading Outcome sessions

A history of World Trade Patterns, The Silk route &

1. 1
Spice route.

Need for International Trade & role of various factor

2 1
endowments.
Total
awareness of
Differences between Domestic Marketing & the Global
3 1
International Marketing. Business
Environment in
terms of
Booz Allen Hamilton‘s Pyramid to establish markets,
4 1
International trade. transactions
International and regulatory
Consideration of country specific Socio-culture, Marketing bodies.
Legal, Economic, Political, Technological & WTO Strategy by
5 1
related aspects for International-market Isobel Doole – Methodologies
penetration. Published by of
Thomson investigating,
The planning, organizing & controlling of the various
Press analyzing and
6 processes of articulating the International Marketing 2
assimilating,
Strategy. Demographics & Psychographics.
International trade related
International PRODUCT development, Value Business by proceedings.
proposition, International Standards & Charles Hill
7 2
Specifications, Apex Body approvals, 3rd party Published by Strategic
Inspections) Magraw Hill inputs in
understanding
International PRICING, Issues of currency markets, and
8 forex, International monetary, transactions, Banking formulating 2
Regulations, Payment terms strategies for
the Global
International DISTRIBUTION, Organizing logistics for Business
9 Geographic proximity, Distributor / Dealer selection information or 2
criteria, Supply chain & Value Chain elements. evolving
Global BRAND management. Define & refine Target strategies.
audience, Create messages, and select
10 2
medium/media. Publicity, PR, Advertising &
Integrated Communications.
PACKAGING & PACKING. Issues of Bio-degradability,
11 Marking & Labeling, Handling, Mandatory 2
Information, Local Laws & aesthetics.

77
 PEOPLE issues. Criteria for In-Co. personnel
12 suitability for market interface. Commission Agents / 2
Third party gratification, use of local citizens.

GLOBAL MARKETING POLICIES – Sales & distribution,

13 Stock Held In Trade, After Sales service, Warranty & 2
Guarantee.

GLOBAL CUSTOMER RELATIONS MGT. & Future

14 3
scenarios.

TOTAL 24

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

Sr.
Activity Submission/ Presentation Date Marks
No.

1 Class Test 1st Week of December 15

2 Quiz 4th Week of December 15

3 Presentation 1st Week of January 15

4 Class Problem solving Last Week of February 15

5 Term End Examination 2nd Week of March 40

Total 100

GLOBAL TRADE OPERATIONS- SEA AND AIR LOGISTICS

Objective: To make the students worthy of taking proper decisions on transportation and logistics
activities whey they start their careers in import or export department of any organization.

Sr.
Detailed Topics Learning Outcome No. of Sessions
No.

78
 Marketing logistics, Definition, elements and
1 1
importance

Introduction to the world of shipping and sea

2 borne trade. Types of ships, liner terms and Bill 1
of lading Types.

3 Inco terms 1

UCPDC 500 with specific reference to Types of

4 1
Bill of lading and transshipment

Letter of credit with special reference to L/C

5 1
clauses related to Logistics

Structure of shipping industry . Definition scope At the end of the

6 1
and importance of liner and tramp trade second semester
students will know
Liner operations: Liner / feeder operations, how to select
7 Conference and consortiums, its advantages to Logistics service 1
shipping industry and world trade provider and various
difficulties and
Sea Freight, structure and factors governing problems they are
8 1
freights, Freight surcharges likely to face in
arranging Global
Containerization: History, developments and transportation
present trend, advantages to shipping industry
and world trade. Types of containers and
9 2
handling transportation equipment. Container
leasing and manufacturing industry. Terminology
in containerized traffic T

Multimodal transportation and intermodal stack

10 yards: role of ICD‘s their problems and 2
prospects.

Tramp operations: Definitions and importance,

11 2
principles and practices of Chartering.

Intermediaries: Their role and importance.

12 CHA, Freight forwarder, NVOCC, Consolidator, 2
Multimodal Transport Operator.
TOTAL 16

Evaluation Methodology - Internal assessment: 60 marks

External assessment: 40 marks

79
Sr.
Activity Submission/ Presentation Date Marks
No.

1 Assignment -1 2nd Week of December 10

2 Assignment -2 1st Week of January 15

3 Assignment -3 Jan-Feb 15

Assignment -4 2nd Week of February

4 20

5 Term End Examination 2nd Week of March 40

Total 100

80