TYBMS Sem V - sksvmjc.somaiya.edu.in

TYBMS

Sem V

Subject: SALES AND DIST

Un

it

No.

Topics Plan Teaching

Methodolog

y

Tim

e

Fra

me

Learning

Outcome

1. Introduction to SALES MANAGEMENT

Learning

Objective Understand basic

concepts and

models. Highlights

Nature

evolution

importance interface multidiscipl

inary structure

distribution

managemen

t

Reading and

Reference

Material Suggested

to students

for

reference

manan

rishabh

publication. Material

available on

net

Contact

Sessions Time frame and

no. of lectures- 6 Interactive

modes Power

point presentations

Debates

25-6-19

An understanding

of the basic

concepts and

ways of dealing

in sales and dist.

2. Market analysis Learning


concepts and ways

Contact


no. of lectures- 6

15-7-19

Improvement in

effective

understanding of

market analysis

Highlights Methods of

forecasting Sales quota Territories Process of

selling Selling

skils Differences

Reading and

Reference

Material Suggested

to students

for

reference

manan

rishabh


available on

net

Interactive

modes Power

point presentations

Debates

and various

aspects of selling.

3. Distribution management

Learning


concepts of Highlights

Channel

managemen

t Resolution

of conflicts Channel

control.

Reading and

Reference

Material Suggested

to students

for

reference

manan

Contact



modes Power

point presentations

Debates

5-8-19 An understanding

of roles of

channel

management.

rishabh


available on

net

4. Performance evaluation

Learning

Objective Understand

components of ,

methods of

performance of

sales and career

planning Highlights

Sales

performanc

e Sales revie

w . Sales

planning a

udit Ethics in

sales

Reading and

Reference

Material Suggested

to students

for

reference

manan

rishabh


available on

net

Contact



modes Power

point presentations

Debates

10-9-19

An understanding

of

various compo

nents of

performance ,

methods of sales

evaluation

Subject- Service Marketing

unit topic learning objectives Time

teaching methodologies

1 Services - Meaning &

Characteristics

To develop understanding about various concepts of

Services to differentiate between

Goods & Services.

JUNE

Lecture method, Share relevant &

current Information on Service Sector

Goods V/S Services DEBATE

Classification of services

Be familiar with characteristics of

Services & the distinctive challenges

they pose

21-Jun

Importance of service sector to an economy

Service Marketing Triangle (MOT)

To Identify the role of services on the customers and

employees with the knowledge of the

principle industries in the service sector

24th June

Levels of Contact of Services

Understand how Service contributes to a country’s economy 24th June

Service Attributes

Figure out the managerial challenges

posed by services. 25th June

Zone of Tolerance

Identify the broad categories of Services

By Product Service Continuum

1st July

Consumer Behavior

Evaluate the role of service personnel in

creating a satisfactory experience.

2nd July

Service Encounters

Contrast how customer experience & evaluate high v/s

low contact services

8th July

Challenges of Services and Service

Guarantees

Enhance knowledge about emerging issues in the service sector.

9th July

2 7P’s of Service

Marketing

• Harnessing the extended marketing

mix • To understand the components of the expanded Service

Marketing mix • To understand what is a flower of service

• To outline the foundations of a

pricing tripod

• Learn the role of marketing

communication in services

15th July to 30th July

Discussion & PowerPoint presentations of students with the class about each sector

Balancing of Demand and Capacity

• Plan out strategies to synchronize old service capacity. 5th August

Branding of Services

• To understand the problems of branding

& services & its solutions

• To know how

service firms use different branding

strategies 6th August

Positioning of Services

12th August

3 Improving Service

Quality

Be familiar with dimensions of Service Quality. Technical and functional qualities.

13th August

Chalk & Talk methods, Vivas, Examples of service recovery in different sectors

Gap Model

To Know how to use the gap model for diagnosing and

addressing service quality problems 13th August DISSCUSSION

Improving productivity

To understand the process to turn the

quality of services of a firm. 19th August

Complaint Handling & Service Recovery

To understand why customers Complain

and how they respond to effective Service

Recovery

20th august to 30 th august CASE ANALYSIS

Fish Bone Diagram

3rd September

Service Profit Chain

16th September

4 Vision Mission

Strategy

What sets some companies apart from

their competitors is because of their vision and mission statement

16th septemnber to 18 th September

Discussion and lecture method.

Flowchart/ Benchmarking & Service Mapping

To know how to draw a flowchart

Develop a blueprint

23rd September to 25th September

Service Leadership

Appreciate the Marketing, operations &

HR management functions need to be

closely related. 30th

September

5 Case Analysis

OCTOBER

Discussion of Case and guidance on how to solve it. Prelims, problem solving & guidance sessions.

Subject- Stress Management

unit topic learning objectives Time

teaching methodologies

1

Stress- Concept, features, types of

stress

understanding stress,its relation, sources and

consequences. Using Work stress

Model Understanding burnout

and its impact

10th to 13th June

Chalk and paper

Relation between stressors and stress

Potential sources of stress

16th and 17th

June

Consequences of stress

Stress at work lace

24th June

impact of stress on

performance 24th June

ROLE PLAY

Work Stress model 25th June

Burnout - concept 1st July

Stress vs burnout 2nd July

2 Pre-requisites of

stress free life

Understanding some approaches to

management of stress like time management. Understanding the role

of organization in managing the stress of

its employees

8th July PRESENTATIONS

Anxiety 9th July

Relaxation

Time management

15th July to 30th July

DISSCUSION GROUPS

Approaches to time management

Stress Management 5th August

COLLABORATIVE PROBLEM SOLVING

Managing stress at

individual level 6th August

Role of organization in managing stress

12th August

Aprroaches to manage

stress AUDIO VISUAL TOOLS

3 Models of stress

management

Understanding the models of stress

management Meditation and other techniques of Stress

Management

13th August Discussions and presentation

General Adoption system

19th August

Measurement of stress

reaction 20th august to 30 th august

Stress Prevention

Mechanism 3rd September

REAL CASES

Stress Management

intervention 16th September

Meditation

CLASSES OUTSIDE CLASSROOM

Role of Pranayama, mantras, Nutrition,

Music, non violence in stress Control

16th septemnber to

18 th September PRACTICALS

4 Eustress

Understanding Eustress and stress management

therapy. Understanding the scope and future of stress management

23rd September to

25th September

Lecture method

Stress management

therapy DEVLOPING A NEW HOBBY

Stress counselling

Value education for stres management

26th September

Stress and new

technology

30th September

Stress Audit process

Assessment of Stress

Future of Stress

Management

Subject: Logistics & Supply Chain Management

Unit

No.


Methodology

Time

Frame

Learning

Outcome

2. Overview of

Logistics and

Supply Chain

Management Introduction to

Logistics Management Introduction

to Supply

chain

To make aware

about logistics

and SCM and its

various elements

Chalk & duster and

presentations 06th June

2019 to

08th July

2019

Is to learn

about basics of

Logistics and

SCM and learn

to new methods

of logistics

Management

(SCM) Customer

service: Key

elements of

Logistics Demand

forecasting

2. Elements of

Logistics Mix Transportation Warehousing Materials

Handling

Systems Packaging

To explain

different

elements of SCM

from market

point of view

Chalk & duster and

presentations 08th July

2019 To 30th July

2019

Is to learn

different

elements of

SCM and

different types

available in the

market

3. Inventory

Management Inventory

Management Logistics

Costing Performance

Measurement Logistics

Network

Analysis

Repeated topic

from last

semester so

revision and

learning

through doubt

clearing sessions

Chalk & duster and

presentations 31st July

2019 to 30th

August

To learn and

know inventory

from logistics

point of view

4. Recent Trends in

Logistics and

SCM Information

Technology in

Logistics Modern

Logistics

Infrastructure Logistics

Outsourcing Logistics and

the Global

Environment

Is to discuss

about current

scenario of

Logistics and

SCM

Chalk & duster and

presentations 01 sept

2019 to

20th Sept

2019

To know and

learn

technology and

upcoming

infrastructure

in SCM field

Subject: CRM

Uni

t

No.


Methodology

Time

Fram

e

Learning

Outcome

1. Introduction to CRM

Learning Objective Understand basic

concepts and

Contact Sessions Time frame and no.

of lectures- 6

25-6-19 An

understandin

g of the

basic

strategies to build

CRM Highlights

Nature

evolution

importance Components Barriers Relationship

marketing SLA.

Reading and

Reference Material Suggested to

students for

reference

sheth and

rishabh


available on

net Notes given

by the teacher

Interactive modes Power

point presentations

concepts

and strategi

es to build

CRM.

2. CRM marketing initiatives,customer service and data management

Learning Objective Understand relation

building ways and

proper data

management for

effective CRM Highlights

CRM marketing initiatives

customer service

data management

Reading and


students for

reference


of lectures- 6 Interactive modes

Power point presentations

15-7-19 Improvemen

t in effective

customer

relationships

and proper

data

management

..

sheth and

rishabh


available on

net Notes given

by the teacher

3. CRM strategy, planning implementation and evaluation

Learning Objective Understand CRM

strategy and

developing proper

strategies. Highlights

Understandin

g customers CRM

implementati

on CRM

evaluation Reading and


students for

reference

sheth and

rishabh


available on

net Notes given

by the teacher




5-8-19 An

understandin

g of various

steps

involved in

designing

CRM

strategies.

4. CRM new horizons

Learning Objective Understand new

horizons and digital

ways to build CRM Highlights

E-CRM Software app

for customer

service Social

networking

and CRM

Reading and


students for

reference

sheth and

rishabh


available on

net Notes given

by the teacher




10-9-19 An

understandin

g of new

horizons and

digital ways

to build

CRM

Subject: PM & CP

Uni

t

No.


Methodology

Time

Fram

e

Learning

Outcome

1. Performance management

Learning Objective Understand basic

concepts and strategies

to have effective

performance

management Highlights

Nature

evolution

importance Components




25-6-19 An

understandin

g of the basic

concepts

and strategie

s to. have

effective

performance

management

Barriers Best practices Role of

technology

Reading and


students for

reference vipul

publication Material

available on net

2. Performance planning

Learning Objective Understand relation

building ways and

proper HR management

for effective Performance management Highlights

Performance

planning Performance

managing Performance

appraisal Performance

monitoring Performance

implementation Reading and


students for

reference vipul


available on net




15-7-19 Improvement

in effective

employee

relationships

and proper

HR

management.

.

3. Ethical performance management

Learning Objective Understand need for

ethical performance

management challenges

pay criteria and

potential appraisal Highlights

ethical

performance

management pay criteria potential

appraisal underperformer

s Reading and


students for

reference vipul


available on net




5-8-19 An

understandin

g of various

ethical

concerns that

can develop

effective HR

managers.

4. Key ethical issues in performance management

Learning Objective Understand new

horizons and ways of

career development. Highlights

Career

planning Career

development Career models

Reading and


students for

reference vipul


available on net




10-9-19 An

understandin

g of new

horizons and

ways of

career

development.

Subject: Strategic HRM and HR Policies

Unit

No.


Methodology Time

Frame Learning

Outcome

1. SHRM- An

Overview Learning Objective To Understand HRM

From a Strategic

Point of View Reading and

Reference Material:

Vipul Prakashan

Contact


no. of lectures Interactive

modes Case

study, Group

Discussion

25-6-19 10

lectures

Students

learned the

basic

Difference

between HRM

& Strategic

HRM

2. Developing HR

Strategies to

support

organisational

strategies

Learning Objective To link HRM

Functions to

Corporate Strategies

in order to understand

HR as a Strategic

resource

Contact



modes Group

Discussion

15-7-19

08

lectures

3. Human Resource

Policies Learning Objective To Understand the

purpose and process

of developing HR

Policies

Contact



modes Group

Discussion

5-8-19

10

Lectures

4. Recent Trends in

SHRM Learning Objective To apply theories &

Concepts relevant to

SHRM in

Contemporary

Organisation

Contact



modes Group

Discussion,

PPT,

10-9-19

12

Lectures

Subject: Wealth Management

Unit

No.


Methodology

Time

Frame

Learning

Outcome

1. Introduction

to Wealth

Management- Overview Savings and

Investments

Learning

Objective- To understand the

meaning of wealth,

investment,

savings To introduce the

concept of

financial literacy Highlights- Wealth cycle Wealth

management

process Investment Economic

Environment

Analysis Reading and

Reference

Material- Given by the

Teacher- Notes And Textbook Suggested to

Students

Reference Books- Wealth

Management-

Suresh Goel Wealth

Management-

Suyesh Bhat

Contact Sessions No of Lectures

required- 10 Interactive modes Game of wealth

building

13th July

2019 Understanding

the concept of

wealth and how

the wealth can

be generated by

an individual

2. Insurance

Planning and

Investment

Planning

Learning

Objective- To study the

relevance and

importance of

Insurance in wealth

management Highlights- Types of

Insurance Risk Profiling Reading and

Reference



Students

Reference Books- WEALTH

MANAGEMENT

& FINANCIAL

PLANNING:

Concepts &

Practices - Balaji

Rao DG


required- 10 Interactive modes Game on Insurance

Building Exercise

and Investment

21st

August

2019

Students will

understand the

concept of

financial

planning with

special

reference to

Insurance and

Investment

3. Financial

Mathematics/

Tax and Estate

Planning

Learning

Objective- To understand

taxation aspects in

Wealth

Management Highlights- CAGR Net Worth Taxation Reading and

Reference


Teacher- Notes And Textbook


required- 10 Interactive modes Numerical sums

related to Taxation

18th

September

2019

Students will

understand the

wealth

management

from the

taxation

perspective

Suggested to

Students


MANAGEMENT

& FINANCIAL

PLANNING:

Concepts &

Practices - Balaji

Rao DG 4. Retirement

Planning/

Income

Streams &

Tax Savings

Schemes

Learning

Objective- To understand

various

components of

retirement

planning Highlights- Retirement

Planning Pension Schemes Reading and

Reference



Students


MANAGEMENT

& FINANCIAL

PLANNING:

Concepts &

Practices - Balaji

Rao DG


required- 14 Interactive modes Numerical sums

related to Pension

30th

September

2019

Students will

understand the

concept related

to life after

retirement

Subject: Investment Analysis and Portfolio Management

Unit

No.

Topic Plan Teaching

Methodology

with Time

Frame

Learning

Outcome

1 Introduction

and

Learning Objective Understand the concept of

Portfolio management, its

Contact Sessions Mid of July ( 12

lect)

An Understanding

the concept of

investment and

Investment

alternatives advantages and different

types of investment

alternatives. Highlights

Meaning Types Importance process

Reading and Reference

Material Given by teacher Suggested to

students for

reference

Interactive modes Eg. Group

Discussion

portfolio and

different types of

investment

alternatives.

2 Risk and

Return Learning Objective Understand the concept of

risk and return. Highlights

Need Importance Types Problems



students for

reference

Contact Sessions End of July (8 lect ) Interactive modes Eg. Group

Discussion, viva ,

assignments, Home

work, class work.

An Understanding

the concept of Risk

and return and

calculation of it .

3. Technical

analysis and

Fundamental

Analysis


Technical analysis ,

different charts, and

Fundamental analysis. Highlights

Sources Problems Analysis Factors Data presentation



students for

reference

Contact Sessions August end ( 8 lect) Interactive modes Eg. Group

Discussion, viva ,

assignments

An Understanding

the concept of

Fundamental and

technical

analysis.

4 CAPM and

Performance

Evaluation


CAPM, its theory, and

Contact Sessions Mid of Sept ( 12

lect)

An Understanding

the concept of

CAPM its uses and

how to do performance

evaluation. Highlights

Meaning Types Importance Process Problems



students for

reference

Interactive modes Eg. Group

Discussion, home

work , class work .

assignments

performance

evaluation.

Documents

TYBMS Sem V - sksvmjc.somaiya.edu.in