Doms Msu Syllabus 2008

Department of Management Studies, MSU, Syllabus 2008

Department of Management Studies

School of Business Studies Manonmaniam Sundaranar University

Tirunelveli – 627 012

Master of Business Administration – Choice Based Credit System

(MBA – CBCS)

Program Regulations and Syllabus

July 2008

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Manonmaniam Sundaranar University, Tirunelveli – 627 012

Master of Business Administration –

Choice Based Credit System (MBA - CBCS)

Program Regulations and Syllabus

For those who joined in 2008 – 09 onwards

1. Program: Master of Business Administration (MBA) 2. Duration: Two years full time (each year having two semesters) 3. Medium of Instruction and Examinations: English 4. Eligibility for Admission: A candidate shall be eligible for admission to Master of Business Administration (MBA) course if he/she has obtained Bachelor’s degree recognized by our University with a minimum of fifty percent (50%) marks in Major and Allied Courses (For SC / ST – Pass is enough) and Should have taken up the admission test, attended the Personal Interview and participated in the Group Discussion conducted by our University or any other norms prescribed by our University in this regard from time to time 5. Program structure (a) The course work in an academic year shall be divided into parts as given below:

Period Activity

15 July - 15 November Odd Semester

16 November – 30 November Odd Semester Exam

1 December – 15 January Main Project for the Final year Students

1 December – 15 April II Semester

16 January – 15 April IV Semester

16 – April – 30 April Even Semester Exam

2 May – 15 June Summer Project / Summer Internship

(b) During an academic year, a candidate shall be enrolled for one program of study only and shall not appear for any other Post Graduate Examination of this or any other University.

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(c) The semester-wise course outline, credits assigned to each course, total marks allocated to each course, internal and end semester examination marks components are listed below. The course content is given in the detailed syllabus (Annexure I).

Sl. No

Sem.

Course Code Course Name Credits Internal

Marks

External (End

Semester) Marks

Total Marks

1 I Fundamentals of Management 4 25 75 100

2 I Organizational Behavior 4 25 75 100

3 I Managerial Economics 4 25 75 100

4 I Statistics for Research * 4 25 75 100

5 I Accounting Techniques * 4 25 75 100

6 II Marketing Management 4 25 75 100

7 II Financial Management * 4 25 75 100

8 II Human Resources Management 4 25 75 100

9 II Production and Optimization Techniques *

4 25 75 100

10 II Computer Proficiency Skills - LAB

4 40 60 100

11 II Supportive Course I 4 25 75 100

12 III Entrepreneurship 4 25 75 100 13 III Elective I 4 25 75 100 14 III Elective II 4 25 75 100

15 III Corporate Communication Skills - LAB

4 40 60 100

16 III Summer Project / Internship 5 20 80 100

17 III Supportive Course II 4 25 75 100

18 IV Strategic Management 4 25 75 100

19 IV International Business Practices 4 25 75 100

20 IV Elective III 4 25 75 100 21 IV Elective IV 4 25 75 100 22 IV Main Project 5 20 80 100 TOTAL 90 570 1630 2200 * Quantitative Oriented Courses

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(d) End Semester Examination Question Paper Pattern: For Non Quantitative Oriented Courses: Part A: 25 marks (5 questions * 5 marks) Part B: 50 marks (5 questions *10 marks) Part C: 25 marks (1 case * 25 marks) – A case study - Compulsory For Quantitative Oriented Courses: Part A: 50 marks (10 questions * 5 marks) (Out of which a maximum of Five Questions can be descriptive) Part B: 50 marks (5 questions * 10 marks)

Note: Part A will have NO choice and Part B will have Internal Choice (e) (I) For Theory Courses (Written End Semester Examination Courses), the Internal Assessment will be as follows: Continuous Internal Assessment Tests : 15 marks (Three compulsory Tests should be attended by the Student, out of which the average of the Best Two will be calculated) Seminars / Presentations by the Students: 05 marks (Either Individual or Group Presentations) Assignment / Term Paper Submitted by the Students : 05 marks ________ Total : 25 marks ________ Note: Based on the necessity and the nature of the Course Work, Seminars and Assignments can be added together and Reports / Audio Visual presentations by the Individual students or a Group of Students can be evaluated by the Course Facilitator for the Maximum of Ten Marks.

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(II) For Laboratory Courses, the Internal Assessment will be as follows: For Periodical Class Assessment : 25 marks For the Record : 05 marks For One Internal Assessment Test : 10 marks ________ Total : 40 marks ________ (III) For Project Works, the Internal Assessment will be as follows: For Project Report : 80 marks For Viva Voce : 20 marks _________ Total : 100 marks _________ Note: Each student should strictly adhere to the schedule of the Project Work as suggested by their respective Faculty Guides. No student will be allowed to submit the Project report without the signature of the Faculty Guide and he / she will not be allowed to take up the Viva Voce Examination. The Project report will be evaluated on the following criteria:

a) Faculty Guide (Internal Examiner):

1. Adherence to Report Format : 5 2. Introduction : 5 3. Research Methodology : 5 4. Analysis and Interpretations : 5 5. Managerial Implication of the Project : 5 6. Identification of further scope for Research : 5 7. Adherence to Procedure and Schedule : 5 8. Adherence to Suggestions by the Guide : 5 ___ 40 marks ____

b) External Examiner:

1. Adherence to Report Format : 5 2. Introduction : 5 3. Research Methodology : 10 4. Analysis and Interpretations : 10 5. Managerial Implication of the Project : 5 6. Identification of further scope for Research : 5

___ 40 marks ____

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The students will be evaluated on the following criteria during the conduct of the Viva Voce Examination:

a) By the Faculty Guide:

1. Introduction to the Project : 5 2. Creativity in Presentation : 5 3. Presentation Skills (including use of AV aids) : 5 4. Answers to Questions : 5 ____ 20 marks ____

b) By the External Examiner:

1. Introduction to the Project : 5 2. Creativity in Presentation : 5 3. Presentation Skills (including use of AV aids) : 5 4. Answers to Questions : 5 ____ 20 marks

____ Note: For Project Report Evaluation, the marks awarded by both Examiners will be added and for the Viva voce examination, the average of their marks will be awarded. (f) Depending on the circumstances prevailing in the market, the University reserves the right to change any paper and to increase or decrease the number of optional papers. (g) The Department of Management Studies will offer two Supportive Courses for the Students of the other departments of this University and the MBA students are also required to opt for two Supportive Courses offered by other departments of this University. These courses will have both Internal Assessment (25) and External Assessment (75) components and they are assigned four credits each. The Non Major Electives offered by the Department of Management Studies will be: II Semester: Effective Interpersonal Relationship Skills III Semester: Direct Marketing Skills

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The question paper pattern would be as follows: Part A: 25 marks (5 questions * 5 marks) Part B: 50 marks (5 questions *10 marks) Part C: 25 marks (1 case * 25 marks) – A case study - Compulsory (h) The List of Electives offered in the III and IV Semesters Sl. No.

Course Code

III Semester Sl. No.

Course Code

IV Semester

A Finance A Finance 1 Financial Services 1 Strategic Financial

Management 2 Investment

Management 2 International

Finance 3 Mergers and

Acquisitions 3 Project Finance

B Human Resource B Human Resource

1 Industrial Relations and Labor Laws

1 Advanced Behavioral Science

2 Management of Training and Development

2 Organizational Development

3 Human Resource Costing and Accounting

3 Counseling Skills for Managers

C Marketing C Marketing

1 Marketing Research and Consumer Behavior

1 Retailing Management

2 Promotion Management

2 Customer Relationship Management

3 Rural Marketing 3 Services Marketing (f) Every student has to select TWO electives from the list for the Third and the Fourth semester and any elective will be offered if and only if 33 per cent of the class opts for that elective.

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6. Project Works (a) Every candidate shall have to undergo / undertake SIX weeks Summer Internship / Project Work and a SIX weeks Main Project Work in an organization of repute in India or abroad. (b) Upon completion of the training / project, the report has to be submitted in duplicate within the time stipulated by the Project Coordinator or the Head of the Department after joining the third / fourth semesters for the summer and Main Projects respectively. (c) The candidate shall have to make an oral presentation of his/her training/project report before a joint session of the faculty and students. Presentation of report shall carry 20 marks. (d) The faculty shall evaluate the presentation and record of marks shall be maintained. A consolidated marks list duly signed by the Head of the Department shall be sent to the Controller of Examinations at the conclusion of presentations to be incorporated in the mark statement of the ensuing semester. (e) The report shall be examined by the Guide as an internal examiner for 40 marks and the External Examiner for 40 marks. (f) The marks awarded for the Viva Voce Examination will be treated as Internal marks and that for the Report will be treated as External marks. The Total will be out of 100 marks. (g) Any candidate who fails to defend his /her project / training report satisfactorily shall have to undergo training / take up a project afresh in the ensuing semester and defend it in similar manner as laid down above. (h) All students are required to be present at the time of presentation. Their attendance will be taken into account while awarding marks for presentation.

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Annexure I

Detailed Syllabus

I Semester

Fundamentals of Management

Unit-I Nature and functions of Management – Skills and levels of management – Different approaches to management – systems approach – Social Responsibility of Business – Ethics and Corporate governance – Management Environment – Internationalization of management Unit-II Planning – Nature – Importance – Types – Steps in planning process – MBO – Strategic planning process – TOWS matrix – Business portfolio matrix – Decision making process – Models of decision making Unit-III Formal / Informal organization – Organizational structure – organizing process – Departmentalization – Authority delegation – Decentralization – Coordination – Line / Staff relations – Staffing procedure – Training and development – Performance appraisal Unit-IV Direction and Communication – Processes and Barriers – Leadership – Characteristics of a leader – Approaches to leadership – Motivation concepts – Theories of motivation – Committee – Team – Group decision making Unit-V System and process of controlling – Control techniques – Organizational change and Development – Strategies for efficient OC and OD – Productivity – Operations management – Total quality management – Use of IT in management functions References Essentials of Management – Harold Koontz, Heinz Weihrich Principles of Management – Tripathi, Reddy Management: A competency based approach – Hellriegel and Slocum

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Organizational Behavior

Unit I: Organizational Behavior (OB) –definition-nature and scope-contributing disciplines-challenges and opportunities-OB model Unit II: Individual level concepts –Learning-Perception- Values – Attitudes – Personality –Motivation Unit III: Group dynamics-formation of groups-decision making; Team effectiveness-Team building; Dynamics of power and politics Unit IV: Leadership –theories-styles-contemporary issues; Interpersonal communication-Transactional Analysis-Conflict management Unit V: Organizational Dynamics –Organisational culture–Organizational change -Organisation Development (OD) interventions, Case studies related to concepts and application of OB References

1. Stephen P. Robbins, Organizational Behavior, Prentice Hall of India, 2. Fred Luthans, Organizational Behavior, McGraw Hill Book Co. 3. Udai Pareek, “Understanding Organizational Behavior”, Oxford University

Press, N. Delhi

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Managerial Economics

Unit I

Introduction to Managerial Economics, Approach to Managerial Decision

making through Economics, Concept of firm, Basic Concepts in Economics,

Demand and Supply analyses

Unit II

Production Analysis, Cost concepts and Analysis, Capital Budgeting

decisions

Unit III

Pricing methods and decisions, Pricing in various market structures –

Monopoly, Perfect Competition, Monopolistic Competition and Oligopoly

Competition

Unit IV

Overview of Macroeconomics, National Income, Monetary and Fiscal

Policies, Inflation, Business cycles, Unemployment

Unit V

International aspects of Macroeconomics such as Balance of Payments,

Foreign Exchange rates, globalization of Indian Business and Economic

Environment of International Trade

Suggested Text Books:

1. Managerial Economics, PL Mehta, Sultan Chand 2. Economics, Paul A. Samuelson, McGraw Hill 3. Managerial Economics, Peterson & Lewis, PHI 4. Managerial Economics, Atmanand, Excel Books 5. Managerial Economics, Yogesh Maheshwari, PHI

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Statistics for Research

Unit-I Meaning, scope, characteristics and Limitations of statistics-Statistical enquiry-Census and sample survey-Data-Primary and secondary data- Statistical unit-collection, classification, tabulation and analysis of data-Frequency Distribution-Histogram, frequency polygon and frequency curve. Unit-II Measures of Central tendency-Arithmetic mean median, mode, harmonic mean and Geometric Mean-Weighted Arithmetic Mean. Measures of dispersion-Range, Mean Deviation, standard deviation and quartile deviation-co-efficient of variation- measures of skew ness and Kurtosis. Unit-III Bivariate frequency Distribution-Concept of Regression-simple and Multiple Linear Regression Equations. Concept of correlation-scatter diagram simple correlation-Karl Pearson coefficient of correlation –Coefficient of determination-Rank correlation-Partial and Multiple correlation coefficient(only the variables) Unit-IV Parameter and statistic-sampling distributions of students, chi-square and F statistics. Tests of significance –Null and alternate hypotheses-Large sample tests-Test based on Normal distributions(One-sample and two sample problems) Unit-V Tests of significance-small sample tests-tests based on student’s t-distribution (one-sample and two-sample problems), Attributes-Association of attributes-co-efficient of association of attributes-Chi-square testes of attributes and Independence of attributes-contingency tables-co-efficient of contingency. One-way an d two way classified data and analysis(ANNOVA) problems Reference:

1. Statistics for Management-Richard I.Levin&David S.Rubin 2. Statistical Methods-S.P.Gupta 3. Statistics For Business and Economics- R.P Hooda-Mac Millan India Ltd., 4. Statistics-Elhanse

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Accounting Techniques Unit – I Financial Accounting – Definition – Purpose – GAAP – Standards - Rules – Journal – Ledger – Trial Balance – Trading and Profit and Loss account – Balance Sheet – Depreciation methods. Financial Statement Analysis. Unit – II Costing – Purpose – Utility – Elements of Cost Sheet. Cost Determination – Cost accounting systems (Job costing, Process costing, etc.). Allocation of Overheads – Absorption costing. Marginal Costing (Applications) – Cost Volume Profit Analysis, Make or Buy Decision. Unit – III Cost Control: Target Costing – Definition – Procedure – Implementation – Advantages. Life cycle Costing – Definition – Implementation. Activity Based Costing – Definition – Procedure – Implementation – Advantages. Stores Management – Importance – Scope - Stores Accounting - Physical Stock Verification - Surplus – Scrap – Obsolete. Unit – IV Forecasting – Demand Forecasting and Price Forecasting - Methods(Qualitative and Quantitative) – Prerequisites and Pitfalls – Measures of error and correction. Budgeting and Budgetary Control – Definition – Purpose – Types – Procedure – Advantages. Flexible Budgeting. Zero Base Budgeting. Unit – V Standard Costing and Variance Analysis – Material – Labour – Overhead – Sales – Profit – Analysis and Reporting of Variances. Reference:

1. Management Accounting - M.Y. Khan and P.K.Jain 2. Management Accounting – Principles and Practice- M.A. Sahaf 3. Management Accounting- R.S.N.Pillai and Bagavathi 4. Financial Accounting – a Managerial perspective - Narayanaswamy 5. Introduction to Management Accounting- Charles T. Horngren

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II Semester

Marketing Management

Unit-I Introduction to marketing concepts – Marketing process – Indian marketing Environment – International Marketing Environment – Developing marketing strategy Unit-II Analyzing consumer needs – Identifying and selecting markets – Segmenting – targeting – Positioning – Demand measurement – Sales forecasting Unit-III Meaning of product – Product differentiation – Branding – New product decision – Product Life cycle – Strategies based on PLC – Product line decisions – Pricing the products Unit-IV Physical distribution – Types of channels – Managing dealer network – Retailing – Different strategies for effective distribution – Direct marketing Unit-V Promotion – Different techniques of promoting a product – Advertising – sales promotion – Personal selling – Public relations – Sales management – Marketing control – Annual plan control – sales analysis – market share – profitability – Marketing Information system – Recent trends in global marketing References Marketing Management – Philip Kotler Marketing Management – Ramasamy, Namakumari, IV Edition Introduction to Marketing – Adrian Palmer

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Financial Management Unit-I Introduction: Concept of finance, scope and objectives of finance; Profit maximization vs. Wealth maximization; Functions of Finance Manager in Modern Age; Financial decision areas, Time value of money, risk and return analysis Unit-II Financing Decision: Long-term sources of finance, potentiality of equity shares, preference shares, debentures and bonds as source of long-term finance; Working Capital Financing: Sources of short term financing, Role of commercial bank in working capital management; Commercial paper; Factoring and other tools of working capital management : Concept and approaches of capital structure decision; NI, NOI, Traditional and Modigliani Miller Approach; Cost of equity share, preference share and debentures Unit-III Investment decision; Appraisal of project; Techniques of capital budgeting and its applications; Risk and Uncertainty in Capital Budgeting, Leverage analysis-financing, operating and combined leverage and its implications; EBIT-EPS analysis-EVA Unit-IV Working Capital: Concept of Gross Working Capital & Net Working Capital, Various Approaches to Working Capital Management, Factors affecting working capital requirement. Working Capital Management: Management of cash, inventory and receivables. Unit-V Dividend Decision: Concept of retained earning and plough back of profits, relevancy and irrelevancy theory of dividend decision; Walter’s model; Gordon’s Model and Modigliani Miller model; Factor affecting dividend decision. References 1. Pandey I M, “Financial Management”, Vikas, N. Delhi 2. Van Horne, “Financial Management and Policy”, Pearson Education, N. Delhi 3. Khan and Jain- Financial Management, Tata McGraw-Hill, N. Delhi. 4. Prasanna Chandra- Fundamentals of Financial Management,TMH,N. Delhi.

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Human Resource Management Unit I: Human Resource Function Human Resource Philosophy – changing environments of HRM – strategic human resource management – using HRM to attain competitive advantage – trends in HRM – Organization of HR departments – Line and staff functions – Role of HR Managers. Unit II: Recruitment & Placement Job analysis:- Methods – IT and computerized skill inventory – writing job specification – Hr and the responsive organization. Recruitment and selection process: Employment planning and forecasting – building employee commitment : Promotion from within – Sources, developing and using application forms - IT and recruiting on the internet. Employee Testing & Selection : Selection process, basic testing concepts, types of test, work samples & simulation, selection techniques, interview, small business applications, computer aided interview. Unit III: Training & Development Orientation & Training: Orienting the employees, the training process, need analysis, training techniques, special purpose training, Training via the internet. Developing Managers: Management Development techniques using HR to build a responsive organization. Management developments and CD – ROMs – Key factor for success. Performance appraisal: Methods – problem and solutions – MBO approach – The appraisal interviews - Performance appraisal in practice. Managing Careers: career planning and development – managing promotions and transfers. Unit IV: Compensation & Managing Quality Establishing Pay plans: Basics of compensation - factors determining pay rate – Current trends in compensation – Job evaluation – Pricing managerial and professional jobs – Computerized job evaluation. Pay for performance and Financial incentives: Money and motivation – incentives for operations employees and executives – Organization wide incentive plans – Practices in Indian organizations. Benefits and services: Statutory benefits – non-statutory (voluntary) benefits – Insurance benefits – retirement benefits and other welfare measures to build employee commitment. Unit V: Labor relations and Employee Security Industrial relation and collective bargaining: Trade unions – collective bargaining – future of trade unionism. Discipline administration – grievances handing – managing dismissals and separation. Labor Welfare: Importance & Implications of labor legislations – Employee health – Auditing HR functions, Future of HRM function. Reference:

1. Gary Dessles, “Human Resource Management” Seventh edition, Prentice – Hall of India Pvt Ltd., Pearson.

2. H. John Rernardin & Joyee E. Recessel HRM – An experiential approach 4th edition, Mc Graw Hill International Edition., 2007

3. David A. Deceago & Stephen P. Robbins Personnel / Human Resource Management. Third edition PHT / Pearson

4. VSP Rao HRM : Jext and Cases, First edition, Excel boons, New Delhi – 2000

5. Dr. R. Venkatapathy & Assissi menacheri, Industrial Relations & Labors Welfare, Adithy Publication CBE 2001

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Production and Optimization Techniques

Unit-I Production and Operations Management – Definition – Scope – Importance. Systems View of Production and Operations Management. Plant Location – Selection techniques for new and expansion (Qualitative and Quantitative). Layout – Types – Advantages – Applicability - Stores Location for effective Material Handling – Material Handling equipments. Transportation model – Transportation model – Initial basic feasible solutions – Optimum solution (only for non – degeneracy) – simple problems – Transhipment model – simple problems. Unit-II Resource Requirement Planning. Value Engineering – Definition – Application. Optimization Models – linear programming – formulation – graphical solution – simplex – Big M – dual of linear programming problem. Vendor Development - Search, Selection, Development, and Maintenance. Capacity Planning – Models – Process Planning – Economic Batch Quantity – Joint Cycle – Multiple Products. Unit-III Production Planning and Control – Master Production Schedule – Sequencing – Scheduling. Work Study – Procedures – Applicability. Assignment model – Traveling Sales man – simple problems. Maintenance Management – Breakdown maintenance – preventive maintenance – applicability – cost effectiveness in maintenance. Unit-IV Waiting line models – structure of model – M/M/1 for infinite population – simple problems for business decisions. Statistical Quality Control – Input – Process – Output. Game theory - Pure and mixed strategy - Dominance. Dynamic Programming. Unit-V Network model – Networking – CPM & PERT – Crashing – Time estimates. Simulation – Types of simulation – simple problems. Decision theory – Pay-off tables – Decision criteria – Decision trees – simple problems. Sensitivity Analysis. Industrial Safety References:

1. Modern Production and Operations Management - E.S.Buffa 2. Production and Operations Management - N.G.Nair 3. Production and Operations Management - Pannerselvam 4. Production and Operations Management - S.N. Chary 5. Production and Operations Management - Everet E. Adam and Ebert 6. Elements of Production Planning and Control- Samuel Eilon 7. Materials Management – an Integrated Approach

- Gopalakrisnan and Sundaresan 8. Purchasing and Materials Management, Text and cases

- Lamer lie and Donald W. Dubber 9. Stores management and Logistics - Gopalakrishnan and M.Sandiya 10.Scientific Inventory Management - Buchan and Kolnigsbars 11.Operation Research – An introduction – Handy A. Tata 12.Operation Research - Kanti Swarup, Gupta and Man Mohan 13.Operation Research - Dharani Venkitakrishnan 14.Operation Research - Dr.J.Sharma, Mac Millan India Ltd.

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Computer Proficiency Skills - Lab

Unit-I MS Word Basic Knowledge - Menus and their applications. Practical experience – Formatting – Tables – Charts (Graphs, Organizational and Flow) – Pictures – Diagrams – word art. Unit-II MS Excel Basic Knowledge - Menus and their applications. Practical experience – Master Chart - Formatting – Data sorting – Data Filtering - Formula –Statistical Usage – Graphs. Unit-III MS Power Point Basic Knowledge - Menus and their applications. Practical experience – Slide design - Formatting – Sentence Structure - Tables - Charts (Graphs, Organizational, and Flow) – Pictures – Diagrams – Movies - Sounds – Animation. Unit-IV Internet Usage Basic Knowledge - Internet Explorer (Menus and their Applications) - Virus Threat. Practical experience – E-Mail ID creation – Sending mails – Receiving Mails – Attachments – Search Engines – Techniques in Searching – Download. Unit-V SPSS 15.0 Basic Knowledge - Menus and their applications. Practical experience– Master Chart - Formatting – Data sorting – Data Filtering - Formula –Statistical Usage – Graphs.

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III Semester

Entrepreneurship

Unit-I Entrepreneurship-Concept and Definitions; Entrepreneurship and Economic Development; Classification and Types of Entrepreneurs; Entrepreneurial Competencies; Factor Affecting Entrepreneurial Growth – Economic, Non-Economic Factors; Traits/Qualities of Entrepreneurs; Manager Vs. Entrepreneur. EDP Programmes;

Unit-II Creating and starting the venture-Creativity and the Business idea-preparing the business plan, marketing plan, financial plan and organisational plan-Project formulation and appraisal. Unit-III Institutional support for new ventures: Institutional finance-institutional support-Incentives and subsidies. Unit-IV Small Scale Industry: definition-procedure for SSI registration Unit-V

Women Entrepreneurship-Rural Entrepreneurship-Corporate Entrepreneurship

(Intrapreneurship)

To develop an awareness and understanding of the range, scope, and complexity of issues involved in the creation of an organizational climate or environment that helps recognize, nurture and grow the entrepreneurial activities and to provide students hands-on experience in the challenges of building a entrepreneurial venture, Field Studies in Entrepreneurship may be assigned to the students. The duration of the field studies should not exceed ten days and these can be done during the week ends.

References:

1. Robert D Hisrich and Michael P.Peters, ‘Entrepreneurship’, Tata McGraw Hill, New Delhi, 2. S.S.Khanka, ‘Entrepreneurial Development’, S.Chand and Company Limited, New Delhi,.

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Corporate Communication Skills - Lab

Unit-I Oral Communication – Telephone Conversation – Negotiation Skills – Pronunciation Unit-II Written Communication – Writing Personal Letters – Writing Official Letters – Writing Business Letters Unit-III Formatting Written Communication – Letter Head Preparation – Organising Paragraphs in the Letter. Unit-IV Conducting Meetings – Agenda preparation – Communication to the Participants – Minutes Preparation. Unit-V Report Preparation - Organization – Format - Choice of Vocabulary - Coherence and Cohesion - Paragraph Writing - Project Reports - Appraisal Reports.

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III Semester – Electives

FINANCE Financial Services

Unit I

Leasing, Types of Leasing, Accounting, Tax and Legal aspects of Leasing,

Leasing agreements, Evaluation of a Lease agreement from both the Lessee’s

and Lessor’s point of view

Unit II Hire Purchase, Determination of EMI, IRR, Flat rates, Floating rates, Diminishing Balance and such others, Factoring, Forfeiting, Investment decisions in accounts receivables, Securitization

Unit III Credit rating, Credit rating process, sovereign rating, Venture Capital, Venture Capital Funds, Investment Banking Concepts

Unit IV

Insurance – Life and General, the concept of Premium, risk and return,

Mutual Funds – Organization, Functions, schemes, risk and returns

Unit V Introduction to Merchant Banking Services: Corporate Counseling, Project

Counseling, Loan Syndication, Technology tie-ups, Bought-out deals,

Rehabilitation of sick units, Merchant Banking in India - SEBI guidelines, Issue

Management


1. Merchant Banking by J. C. Verma

2. Hand book for SEBI Guidelines - ICSI Publication

3. NABHI'S book on SEBI Guidelines.

4. Strategic Perceptions in Leasing and Hire-Purchase-Vinod Kothari

5. Financial Services – MY Khan

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Investment Management

Unit I

Capital Market – evolution, SEBI, Investment Avenues, Return and Risk,

Introduction to phases of Investment Management, Different types of Securities,

Short term and Long Term, Securities Market

Unit II

Introduction to Fundamental and Technical Analyses, CAPM

Unit III

Portfolio Theory, Asset pricing theories, Risk Return Expectations,

Investment Goals and Constraints, Asset Allocation, Portfolio Strategy, Portfolio

Revision, Portfolio Insurance, Performance Analysis, Equity Portfolio

Management, Bond Portfolio Management, Individual Portfolio Management,

Warrants and Convertible Debentures, Portfolio Management Services

Unit IV

Efficient Market Theory, Efficient Market Hypothesis – Weak Form, Semi

strong efficient, Strongly Efficient Hypothesis, Implications of risk return

analysis, Arbitrating Theory – Two factor model only, Derivative Trading,

Buyback of shares

Unit V

Institutional Investors, Foreign Institutional Investors and their role in

Indian Capital Market, Global Capital Markets and their impact on Indian Capital

Market


1. Donald E. Fischer and Ronald J. Jordan, Security Analysis and Portfolio

Management, PHI

2. Jack Clark Francis, Investments Analysis and Management, McGraw Hill

3. William F. Sharpe, Gordan J. Alexander and Jeffery V. Bailey,

Investments, PHI

4. Prasanna Chandra, Managing Investments, TMH

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Mergers and Acquisitions

Unit I

Mergers, Acquisitions and Restructuring - An Overview: Forms of Corporate Restructuring - Corporate Control - Organization Behavior - Extensions and Conclusions. Strategy, Diversification and Mergers, Types and Characteristics of a Merger: Economic Rationale for Major Types of Mergers - Role of Industry Life Cycle.

Unit II

The Financial Methodology of Valuation: Valuation Principles, Basis for Firm Valuation: Dividend Growth Valuation Model - Valuation Models - Calculation of Cost of Capital - Sensitivity Analysis. Agency Problems and Managerialism

Unit III

Self Off and Divestitures, Spin Off - Self off Gains, Explanation and Rationale - Divestiture Motives - Voluntary Liquidations and Takeover, Unsuccessful Takeover - Timing of Merger Activity - Mergers and the Macro-economy, Aggregate Conglomerate Activity, Deal Structuring : Tax Planning Options - Payment and Leverage Methods - Restructuring : Joint Ventures, International M & As.

Unit IV

Corporate Control: Share Repurchase and Exchanges, Regulation of Securities and Trading and Takeovers - Evaluation of Arbitrage and Insider Trading, The Recent Developments and their implications.

Unit V

Managerial Strategies: Review of Theories and Case Studies of M& A Activity, Models of Takeover Process, Value Chain Analysis - Cross Subsidization of Products - Implications for Corporate Strategy, Life Cycle Costing, Target Costing

Suggested Text Books

1. Mergers Restructuring and Corporate Control - J. Fred Westron , Kwong Shung & Susan E Hoag, PHI

2. Doing Deals - Investment Banks at work - Robert G Eccles & Dwights B. Crane, HBS

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HUMAN RESOURCE

Industrial Relations and Labor Laws

Unit I

Industrial relations – concepts and systems – IR at national and international levels – Infrastructure that guide and direct industrial relations – trends in India.

Unit II

Trade unionism – theory, policy, their influence on HRM – objectives and functions – structure – types – Indian trade union movement – their strength and weakness - - The Trade Union Act, 1926

Unit III

Industrial relations industrial disputers – causes – handling and settling disputes – employee grievances – steps in grievance handling – causes for poor industrial relations – remedies - The Industrial Disputes Act 1987.

Unit IV

Concept – function and Importance – principles and forms of collective Bargaining – procedure conditions for effective collective bargaining – workers participation in management – Role and methods of workers participation - Working Conditions - The Minimum Wages Act, 1948.

Unit V

Factories Act 1948 – The Workman Compensation Act, 1923 – The Employees State Insurances Act 1948 – The Employees Provident Funds and Miscellaneous Provisions Act, 1952. The Payment of Wages Act, 1936 –The Industrial Employment (Standing Orders) Act, 1946 and Latest Legislations. Reference: 1. Personnel management & industrial relation - P.C. Tirpathi. 2. Dynamics of Personnel management - C.B. Mamoria 3. Human Resource management - N.G. Nair, Latha Nair. 4. Mercantile Law - N.D. Kapoor 5. Essential of Human Resource management And Industrial relations - P. Subbarao

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Management of Training and Development

Unit I: Training Process – on overview; Role responsibilities and challenges to training managers, objectives, identifying location, duration and techniques Unit II : Training needs assessment and action research. Instructional objectives and lesson planning. Unit III: Learning process – Training climate and pedagogy development training modules. Training methods and techniques; facilities planning and training aids. Training communication Evaluation of Training. Unit IV: Development objectives, identifying development needs – Evaluation Development policy – preparing development policy, development plans and designing programme. Unit V: Issues in development appraisal, remuneration and succession. Evaluation of Development effectiveness. Reference:

1. Taylor and Lippiff – Management Development and Training Hand Book 2. L. W. Humble – Management Development and Training Hand Book 3. T. A. A. Latiff – Training for Management 4. Lynton & Pareek – Explorations in Management Development.

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Human Resource Accounting and Costing

Unit I: Basic Cost Accounting: Classification and Behavioral of cost; Ascertainment of Cost – Methods: Techniques of Costing – Marginal of cost; Break even Analysis – Variance Analysis. Unit II: Accounting for Labor cost: Computation of Labor cost, Labor Turnover, idle time and over time, Analysis of Labor cost, Cost of living Index and its relevance to wages. Unit III: Budgeting and standing costing: Major features of budget – Types of budgets – Case budgets – Master budgets – responsibility accounting – standard costing – variance analysis – price and efficiency variance for material Labor – Variance analysis for overheads. Unit IV: Cost Allocation and costing systems: Purpose of cost allocation – cost tracing and cost pools – Allocating cost from one department to another – evolving trends in cost assignment – Joint and by product cost. Unit V: Human Resource Accounting: Meaning - purpose – importance – methods. Reference:

1. Cost Accounting - S. P. Jain and K .L. Narang – Kalyani Publishers. 2. Cost Accounting - Hingroni and Ramanathan, PHI. 3. Advanced Accountancy – S. P. Jain and K. L. Narang – Kalyani Publishers. 4. Cost Accounting - S. P. Iyenger. 5. Cost Accounting concepts and Applications- V. K. Saxena & C. D. Vashist. 6. Hand Book of Costing –Shyamal Banaerjee, Macmillan & Co.Ltd.

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MARKETING

Marketing Research and Consumer Behavior

Unit-I Introduction to marketing research – scientific method – Marketing research process – Management Vs marketing research – Scope and applications – Marketing objectives – Types of research – Search of secondary data Unit-II Methods of collecting data – use of observation – questionnaire method – methods of communication – questionnaire construction procedure – Attitude measurement – sampling design – Application of sampling to marketing problems – Field work procedure Unit-III Tabulation of Data – Types – Data analysis – Test of significance – Chi square procedure – cross tabulation – Correlation – Regression – Cluster analysis – Factor analysis – Conjoint analysis Unit-IV Consumer behaviour – consumer research – market segmentation – Identifying market segments – consumer motivation – personality – perception – Attitudes and its change strategies – cultural influences on consumer – social class and group influence Unit-V Innovation and Diffusion process – Decision making process – organisational buying behaviour References Marketing Research – Rajendra Nargundkar Marketing Research – Harper W Boyd, Ralph Westfall, Stanley F Stasch Consumer Behaviour – Satish K Batra, S H H Kazmi Consumer Behaviour – M S Raju

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Promotion Management

Unit I PROMOTION MIX & PERSONAL SELLING: Promotion Mix Tools, Steps in Communication process, Factors in deciding promotion mix. Personal selling – Sales force Design – objectives, strategy six, structure and compensation. Principles of Personal Selling – Salesmanship, steps in selling process, Negotiation – Models, Strategy & Tactics, Customer Relationship Management. Evaluation of personal selling. Unit II ADVERTISING MANAGEMENT: Meaning, Objectives, Importance, Classification of advertisement, Economic and social Effects of Advertising, Organization of Advertising Department, Advertising Agency Management, Campaign Planning, Advertising Budget. Unit III ADVERTISING MEDIA MANAGEMENT: Types – Print, Radio, TV, Cinema Outdoor and other forms – Advantages, Limitations, Availability, Media Rates, Media Planning and Scheduling. Unit IV ADVERTISING CREATIVITY: Advertising Copywriting for Print and Broadcast Media – Principles, Styles, Advertising Visualization and Design, Production pf Print, Broadcast and other Advertisements, Evaluation of Advertising. Unit V SALES PROMOTION AND PUBLIC RELATIONS: Objectives, Tools, Planning, Implementation and Control, Evaluation of Sales Promotion. PUBLIC RELATIONS: Objectives, Tools, Media and Message, Evaluation of Public Relations. References:

1. Promotion Management – John.J.Burnett – AITBS. 2. Advertising – Theory & Practice – Vernon Fryburger – AITBS. 3. Advertising Excellence – Bovee & Thill – Mc Graw Hill International. 4. Advertising and Promotion: An Integrated Marketing Communications

Perspective - George E. Belch & Michael E. Belch, 6th Edition, TMH, 2006. 5. Sales Promotion – Tony Dakin.

Practical Public Relations – Gruning and Hunt – CBS College Publishing

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Rural Marketing

Unit I Characteristics of Indian rural market environment – Demographic details – Marketing challenges and opportunities under rural setting Unit II Rural buyers – understanding rural buyer behavior – purchase decision making process – Influencing factors – changes in behavioral pattern Unit III Rural market segmentation – Targeting – Positioning products in rural market Unit IV Marketing mix strategies – pricing methods – Rural market channels – channel management Unit V Communication to rural market – Advertising strategy – sales promotion under rural setting – conduct of marketing research in rural markets References Rural Marketing Environment, Problem and Strategies - T P Gopalsamy Marketing Management, An Indian perspective – R L Varshney, S L Gupta

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IV Semester

Strategic Management

Unit I Strategic planning and strategic management: Strategic planning: strategic, operational and tactical planning, evolution and levels of strategic planning-dimension of strategic decisions-challenges- Strategic management process. Unit II Environmental analysis: external and internal environment, components of external and internal environment, environmental scanning Industry analysis-Competitive analysis-Internal analysis: Resource Based view, SWOT analysis, Value Analysis, concept of synergy. Unit III Strategy formulation/alternatives: Corporate strategies: grand strategies - stability, expansion, retrenchment and combination Business level strategies: Porter’s competitive strategies-acquiring core competencies-low cost strategies-differentiation strategies-focus strategies. Global strategies: expansion strategies-market entry strategies Unit IV Strategic analysis and choice: Portfolio Analysis-BCG Growth-Share Matrix, GE Business Screen, Shell’s Directional Policy Matrix, International Portfolio Analysis; Corporate Parenting, Strategic implementation: Steps-structural issues- behavioral issues- strategic leadership Unit V Strategic evaluation and control: Strategic evaluation- importance, barriers, evaluation criteria, Strategic control-operational control-process –techniques- effective control system. Strategic issues-management of technology, environmental scanning, strategy formulation, corporate entrepreneurship, non-profit organizations. References:

1. Thomos L Wheelen and J David Hunger, “Strategic Management and Business Policy”, Pearson Education, N. Delhi

2. R.Srinivasan , “Strategic Management”, PHI, N. Delhi

3. V.S.P.Rao and V.Harikrishna, “ Strategic Management”, Excel Books, N.

Delhi

4. Azhar Kazmi , “Business Policy and Strategic Management”, Tata Mc Graw Hill, N. Delhi

5. V.S.Ramasamy and S.Namakumari, “Strategic Planning-Formulation of

corporate strategy”, Macmillan India Ltd., N. Delhi

6. Vipin Gupta,Kamala Golllakotaand Srinivasan, “Business Policy and Strategic Management”,PHI, N. Delhi

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International Business Practices

Unit-I History of International business – Reasons for foreign entry - Patterns of International business – Types of FDI – Multinational corporations – market imperfection approach – Approaches on firm based and location specific advantages – Environmental factors – Economic, Financial, Political, Legal, Cultural, Technological Unit-II International business strategy – Internationalization – Management philosophies - Porter’s model – Prahalad and Doz’s model – International marketing strategy – Introduction to Product, Price (INCOTERMS), Distribution, Promotion in international context Unit-III Technology and MNC – Technological interdependence – Strategy and innovation – Technology accumulation – Home or overseas R&D – Organizational issues – Technological performance – Introduction to international finance – Exchange rate, Changes, forecasting, risk – International cash management, taxation Unit-IV International operations strategy – Procurement – Subcontracting – Plant location decision – plant design and interplant relationships – Staffing policies – Globalization and HRM – International labor strategy – New directions in Organizational structures – Performance evaluation Unit-V International acquisitions – Cultural, legal, political dimensions – conventional perspective of acquisition process – alternative perspective – Acquisitions and business strategy – Successful integration – Problems in acquisition integration – Approaches to integration – Future of multinational - International Co-operation – Determinants of competition – International managers for millennium References International Business – James H Taggart, Michael C McDermott International Business – Alexander Hill International Business – Francis Cherunilam

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IV Semester – Electives

FINANCE

Strategic Financial Management

Unit I Financial Planning and Forecasting – Use of Financial Models, Simulation and Probabilities in Financial Forecasting. Unit II Quantitative Techniques in Working Capital Management – Working Capital Leverage, Cash Management Models, Miller and Orr Model, Baumal Model Unit III Capital Budgeting and Risk – Using Beta for Capital Budgeting and risk, Capital structure and cost of capital, Use of Sensitivity analysis, Monte Carlo Simulation, Decision Tree in Financial Management. Unit IV Empirical Studies in Cost of Capital, Capital Structure and Dividend Policies, Role of Banking relationships in Strategic Financial Management. Unit V Activity Based Costing - Benefits and Limitations, Classification of Activities, Activity based Profitability analysis, Activity based cost assistance. Suggested Text Book:

Financial Management – Prasanna Chandra, TMH

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International Finance

Unit I

An overview of International Finance – Importance, Uniqueness, Rewards and Risks, Balance of trade, Balance of Payments, Theories of Foreign Exchange mechanism, Brettonwood System, Various exchange rates, Exchange control regulations in India, Foreign Exchange Dealers Association of India (FEDAI), Foreign Exchange Management Act (FEMA), Reserve Bank of India (RBI), LERMS

Unit II

Letter of credits, INCO Terms, Methods of payments used in Foreign

Trade, Shipping documents in foreign trade: Various types of invoices, marine

insurance policy, Bill of landing, Certificate of Origin, Analysis Certificate, Packing

list, Weight list and such other relevant documents

Unit III

International Financial Institutions

International Parity Conditions – Fundamental Principles, Purchasing

Power Parity, Managing Foreign Exchange Risk and Exposure – Accounting, Real

Operating exposures, Risks speculation, Market efficiency

Unit IV An overview of Derivatives: Forwards, Options and Futures – Types of options and futures, Factors influencing, links between futures market organization, Commodity Exchanges, Emerging Scenario, Scope in India.

Unit V International Investment and Financing - Euro currencies and Instruments, Cash Management, Transaction Costs, Transfer Pricing, Capital Markets, FDI International Country Risks Equity and Long term debt financing.


1. Foreign Exchange and Risk Management – C. Jeevanandam 2. International Finance – Alan C Shapiro, Wiley 3. International Finance, Maurice Levi, McGraw Hill 4. International Finance, Eun and Resnick, McGraw Hill 5. Futures, Options and Derivatives – Hull, McGraw Hill

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Project Finance

Unit I Project management – Project Organization – Establishing a new project – Defining the project – Product specification.

Unit II Project planning – procedure – application of network analysis for project planning critical path method – principle construction – uses programme evaluation and review techniques – Time/Cost trade off – probability of completion of project. Unit III Technical analysis – location size production technology, equipment – supplementary engineering works – efficient disposal system – layout of site – building and plant – work schedule.

Unit IV Project cost analysis – project estimation time / cost over run of the project – task classification – estimation forms – cost estimation (Material, Labour, Production cost, Overhead cost) – cost of production – working capital cost for projects. Unit V Resource allocation and resource smoothening. Investment analysis – alternate of investment proposal. Source of finance for projects – bankers view of financing.

Reference:

1. Projects – Prasanna Chandra 2. Project Management - Dennis Lock 3. Production management - Brook

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HUMAN RESOURCE

Advanced Behavioral Science

Unit-I Introduction to behavioral science-role of ABS in personnel and organizational life. Similarities and differences between ABS&OD. Personality-concepts and methods of assessment and measurement of managerial skills and personality. Unit-II Assertiveness training-nature, importance and relevance, techniques in assertiveness training, Assertive writing. Unit-III Transactional analysis for Interpersonal effectiveness, TA concepts: Ego stages, transactions, games, scripts and time structuring, TA for developing effective communication and negotiation skills TA tips for selection Unit-IV Behavior Modification- Behavioral and cognitive therapes- reinforcement theory in learning, conditioning and desensitization, shaping, role plays, modeling and rational emotive therapy(RET). Tips to handle minor behavior problem Unit-V Stress Management- Occupational stress- soures of stress- stress coping strategies Reference:

1. Physical Distribution Management – Bowerox, Smykay 2. Organizational Behavior - Pertham Singh & warrier 3. Occupational Values and styles of Indian Managers – Pretham Singh 4. I am Okay, You are Okay - Thomas Harris 5. Citing to say Yes : negotiation an agreement without giving in 6. counseling skills training - Philip Burnad

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Organizational Development

Unit I Introduction to Organizational Development: - Concepts, Nature and Scope of O.D. Historical Perspective of O.D. - : Underlying assumptions & Values, Theory and Practice on change and changing – The Nature of Planned Change – The Nature of Client Systems: Group Dynamics, Inter group – Dynamics and Organization as systems. Unit II Operational Components of O.D. – Diagnostic, Action and Process – Maintenance components. Unit III O.D. Interventions: - Team Interventions – Inter-group Interventions – Personal, Interpersonal and group process interventions – Comprehensive interventions – Structural Interventions. Unit IV Implementation and assessment of O.D. – Implementation conditions for failure and success in O.D. – efforts – Assessment of O.D. and change in organizational performance – The impact of O.D. Unit V Some key considerations and Issues in O.D. – Issues in consultant – Client relationship – Mechanistic & Organic systems and contingency approach – The future of O.D. – Some Indian experience in O.D. References:

1. Wendell L.French & Cecil H. Bell, Jr. – Organizational Development, PHI fourth edition.

2. French, Bell and Zawacki – Organizational Development Theory, Practice and Research Universal Book Stall, Third Edition.

3. Rosabeth Moss Kanter – The change masters, Simson & Schaster.

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Counseling Skills for Managers

Unit I: Emergence and growth of counseling approaches to counseling Unit II: Counseling process-beginning developing and terminating a counseling relationship and follow up Unit III: Selecting counseling strategies and interventions changing behavior through counseling; special problems in counseling Unit IV: Application of counseling to Organizational situations with a focus on performance counseling -Crisis counseling Unit-IV: Counseling – basic concepts in counseling, Roger’s non directive counseling and client centered therapy. Anxiety and stress at work, styles of helping by counseling, training for counseling. Reference:

1. Cormer, LS & Hackey A, the professional counselor’s process guide to helping. Englewood and chiffs, New Jersey, PH Inc 1987.

2. Maclennam, Nigel. Counseling for managers, Aldershot,grover 1986. 3. Murro C.A etc., Counseling A skills approach Mithen 1980. 4. Reddy, Michael counseling at work British psychological society and

Mithnen, London 1987.

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MARKETING

Retailing Management

Unit I Introduction to Retailing – Role – Framework – Relationships – Retail Customer. Unit II Situation Analysis – Retail Organization – Different Types – Channel Behaviors. Unit III Retail Market Segmentation – Demographics – Lifestyle – Shopping Attitudes – Retailer Actions – Location Analysis – Factors – Types. Unit IV Merchandise management – Philosophy – Buying Organization Formats – Devising Merchandising Plans – Implementing M Plans – Category Management – Logistics – Inventory Management – Atmospherics – Retail Space management. Unit V Retail Pricing – Factors – Developing Retail Price Strategy – Consumer Responsiveness To Prices – Retail Promotion Strategy – Types – Image – Retail Audit – Relationships Marketing In Retailing - Retail Administration. Reference

1. Chetan Bajaj, Tuli, Srivastava – Retail Management 2. Dunne, Lush, Griffith – Retailing 3. Burman, Evans - Retailing

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Customer Relationship Management Unit I Relationship marketing – Understanding buyer’s expectations – Building customer loyalty – Types of Loyalty – Influencing factors – Loyalty ladder – Significance of loyal customers – Impact of lost customers – Customer lifetime value Unit II CRM –Definition and concepts – Importance of effective CRM strategies – Integral CRM – CRM process -Consumer behavior principles – Organizational buying behavior Unit III Principles of customer research – using internal information sources – using customer data – Data warehousing – Data mining – Segmentation and targeting – Identifying cost effective external information sources – Published data – Using the internet (IBMS) – Market research – understanding and managing customer expectations Unit IV Developing customer confidence – Building value added relationships – managing customer contact strategies – dealing with difficult situations – measuring performance of CRM – Future of CRM Unit V Presenting – dealing with enquiries – Reducing resistance – motivation – Business intelligence – practical situations of leading companies – case studies REFERENCES Customer relationship Management Essentials – Gosney Key Customer Relationship Management – Ken Burnett Customer relationship Management – Peer Mohammed

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Services Marketing

Unit I Services Marketing – meaning – nature of services – Types and importance – Relationship marketing – mission, strategy, elements of design, marketing plan market segmentation. Unit II Marketing mix decisions: - unique features of developing, pricing, promoting and distributing services – Positioning and differentiations strategies, quality of services industries – Achievement and maintenance, customer support service. Unit III Marketing of hospitality: - Perspectives of Tourism, Hotel and Travel services – Airlines, Railway, Passenger and Goods Transport – Leisure services. Unit IV Marketing of Financial services: - Concept – Features of Banking, Insurance, Lease, Mutual Fund, Factoring, Portfolio and financial intermediary services. Unit V Marketing of Non-profit Organizations: - Services offered by charities – Educational services – miscellaneous services – Power and Telecommunication. References:

1. Services Marketing – S.M.Jha – Himalaya Publishing Company. 2. Services Marketing – Cristopher Lovelock – Prentice Hall. 3. Services Marketing – Valarie A Zeitmanl and Mary Jo Bitmer – Tata Mc

Graw Hill.

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Supportive Courses for Other Department Students

II Semester

Effective Interpersonal Relationship Skills

UNIT I: Introduction to Interpersonal Skills Ideal Interpersonal skills, Dress code, Extending Greetings, Manners and Etiquette - Telephone manners – Table Manners - Etiquette at work, Party time, Behavior, Posture, Managing relationships, Assertive training ,Transaction Analysis- Ego states. UNIT II: Communication Skills Communication process, Verbal and Nonverbal Communication- Oral Communication, Written Communication, Body language, Kinesics, Proxemics, Para language, Negotiations. UNTI III: Time Management Understanding Time – finding the barriers to Time Management- Techniques for time management –illumination of on productive thinking and activities. Delegation, Empowerment, effective and efficient Prioritising, Using technology, systems and other Aids to time Management. UNIT IV: Stress, Crisis & Conflict Management Factors leading to stress, Common pitfalls, Stress management technique. Definition of crisis-Types of crisis- Delegation crisis- Leadership crisis- Financial crisis- Techniques of crisis management. Techniques of conflict management- Reasons for conflict management- Handling individual and inter group conflict. UNIT V: Team Building Skills and Change Management Reasons for team building, Dynamics in team work, Brainstorming, Problems solving, Constructive criticism, Planned change-different types of change process of change, Managing resistance to change, Techniques of change management, Motivation. References: 1. How to be an even better manager – Michael Armstrong – Kogan page Ltd. 2. Manage your Time – Julie-Ann Amos – Jaico Publishing House. 3. Correct Manners and Etiquette – Seema Gupta – Pustak Mahal. 4. Simple ways to manage Stress – Promod Batra – Think IWC 5. Basic Managerial Skills for all – McGrath – Prentice Hall of India.

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III Semester

Direct Marketing Skills

Unit I Introduction - Direct Marketing – Objectives - structure - Role - Sales strategies – Future of Direct Marketing. Unit II Managing Sales force – Recruitment – Selection – Motivation – Training and Control - evaluation Unit III Sales Responsibilities – Personal Selling skills – steps in selling process – Prospecting – Pre approach – Approach – Presentation – Handling Objections – Closing – Follow up. Unit IV Sales Information System - Sales force automation – Using customer data - Data Warehousing and data mining – Database marketing – Tele marketing – E- Commerce. Unit V Customer Relationship Management – Relationship selling – Social responsibility - Ethical Issues. References : 1. Direct Marketing – William J. Mcdonald – Mc Graw Hill 2. Sales Management – Cundiff, Still & Govani – PHI / Pearson. 3. Principles of Marketing – Kotler & Armstrong - PHI

Documents

Doms Msu Syllabus 2008