mms Syllubes 2011.doc

8/14/2019 mms Syllubes 2011.doc

1/109

First Year First Semester

1.1. Perspective Management5o marks

Course Content

1. Introduction to Management Science. Theory & Practice, environment of

Management, Managers & Entrepreneurs . Managerial oles & S!ill , Manager"sSocial & Ethical esponsi#ilities.

$. Planning ole. %eed for planning, Types of planning, evels of planning 'orporate

Planning & ong ange Planning

(. )rgani*ing %ature, Types of organi*ations. +esigning )rgani*ation structure,

+elegation and utonomy

-. eadership & Management ole of 'ommittees &, /roup +ecision Ma!ing in

Management, )rgani*ational 'ommunication. Management of 'hange

0. 'ontrol Process & Techniues. 2se of Information Technology for 'ontrolling

Reference Text

1. Management. 'ompetency #uilding approach 3ollc eiger 4ac!son 5 Slocum

$. Principles of Management +avar(. /ood to /reat 4im 'ollins-. Stoner. 6reeman & /ui#ert7 Management 8Prentice 3all India9

0. :;".S .P ao & ; 3ari


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1.2. Financia !ccounting 1"" marks

Course Content

1. Introduction to ccounting 7 'oncept and necessity of ccounting n )vervieA ofIncome Statement and >alance Sheet.

$. Introduction and Meaning of /PC 'oncepts of ccounting7 Impact of ccounting'oncepts on Income Statement and >alance Sheet.

(. ccounting Mechanics7 Process leading to preparation of Trial >alance arid 6inancial

StatementsC Preparation of 6inancial Statements Aith dDustment Entries.

-. evenue ecognition and Measurement7 'apital and evenue Items7 Treatment of I &

+ E=penses. Preproduction 'ost, +eferred evenue E=penditure etc.

0. 6i=ed ssets and +epreciation ccounting.

?. Evaluation and ccounting or inventory

B. Preparation and 'omplete 2nderstanding of 'orporate 6inancial Statements 7 :T "6orm

and ;ertical 6orm of 6inancial Statements

F. Important ccounting Standard

G. 'orporate 6inancial eporting nalysis of Interpretation thereof Aith reference

atio nalysis. 6und 6loA, 'ash 6loA.

1H. Inflation ccounting

11. Ethic Issue in ccounting

.

Reference text#

1. 6inancial ccounting. Te=t & 'ase. +aardon & >hattacharya

$ .6inancial ccounting 8or Managers T P /hosh

(. 6inancial ccounting eporting & nalysis 0Hcc & +iamond

- 6inancial ccounting. %arayanasAamy

0. 6ull Te=t of Indian ccounting standard Ta=man Pu#lication


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1.$ Manageria %conomics

Course Content

a9 The Meaning scope & Method of Managerial Economics

#9 Economics 'oncepts relevant to >usiness, +emand & supply, Production, +istri#ution'onsumption & 'onsumption 6unction, 'ost, Price, 'ompetition, Monopoly, Profit,

)ptimi*ation Margin & verage, Elasticity, Macro nalysis.

c9 'ost & Productions nalysis, 'ost 'oncepts, Short Term and long Term, 'ost )utput

elationship, 'ost Multiple Products, Economics of Scale Production 6unctions, 'ost &

Profit 6orecasting, >rea!even nalysis.

d9 'ost & Production nalysis, 'ost concepts, Short Term and ong Term, )utput elationship, 'ost

of Multiple Products, Economies of scale production 6unctions. 'ost & Profit 6orecasting, >rea!even

nalysis.

e9 Mar!et nalysis, 'ompetition, udgeting , +emand for 'apital, Supply of 'apital, 'apital ationing, 'ost of 'apital,

ppraising of Profita#ility of a ProDect, is! & 2ncertainty, Economics & Pro#a#ility nalysis.

i9 Macro Economics and >usiness. >usiness 'ycle & >usiness Policies. Economic Indication. 6orecasting

for >usiness, Input)utput nalysis.

Reference Text

1. Managerial Economics J 4oel +ean

$. Managerial economics 7 'oncepts & 'ases J Mote, Paul & /upta

(. 6undamentals of managerial Economics J 4ames Pappas & Mar! 3ershey

-. Managerial Economics Milton Spencer & ouis Sigleman.

0. Economics Samuelson


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1.&. 'perations Management 1"" Marks

Course Content

a9 Introduction I )perations Strategy I 'ompetitive dvantage I Time >ased 'ompetition

#9 Product +ecision and nalysis Product +evelopment

'9 Process Selection I Process +esign I Process nalysis

d9 6acility ocation

e96acility ayout

f9 'apacity Planning I 'apacity +ecisions I @aiting ines

g9 ggregate Pinning

h9 >asics of MP I EP

i9 >asics or Scheduling

D9 >asics of ProDect Management

!9 >asics of @or! Study54o# +esign 5@or! Measurement

l9 >asics of Kuality 'ontrol 5 Statistical Kuality 'ontrol 5 Total Kuality Management

m9 >asics of Environmental Management and S) 1-HHH5GHHH

n9 ;alue Engineering & nalysis

Reference text

1. Production & )perations Management S. %. 'hary

$. Production & )perations Management 4ames. >. +itAorth

(. Modern Production Management *?L E. S. >266,

-. Production and )perations Management >y %orman /aither

0. Theory and pro#lem in Production and operations Management >y S %. 'hary

?. Product(on and operation Management >y 'hunaAalla Patel

B. Production & operation Management


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1.5 'rgani(ation )e*avior 1"" marks

Course Content

1. Introduction to )> 7 )rigin, %ature and scope of )rgani*ational >ehavior and its relevance

to )rgani*ational Effectiveness and 'ontemporary Issues$. Personality 7 Meaning and +eterminants of Personality C,Process of Personality 6ormationC

Personality Types C ssessment of personality Traits for Increasing Self Aareness.

(. Perception, ttitude and ;alue .7 Perceptual Processes, Effect of perception on Individual

+ecisionMa!ing, ttitude and >ehavior. Sources of ;alue, Effect of ;alues on ttitudes

and >ehavior. Effects of Perception, ttitude and ;alues on @or! Performance.

-. Motivation 'oncepts 7 Motives, Theories of Motivation and their pplications for

>ehavioral 'hange.

0. /roup >ehavior and /roup +ynamics 7 @or! groups formal and informal

/roups and stages of group development. 7 'oncepts of /roups and +ynamics

/roup conflicts and group decision ma!ing. Team Effectiveness 7 3igh performing teams,

Team oles, cross functional and self directed teams.?. )rgani*ational +esign 7 Structure, si*e, technology, environment of organi*ation 7

)rgani*ational oles 7 'oncepts of roles C role dynamicsC role conflicts and stress

organi*ational conflicts.

B. eadership 7 'oncepts and s!ill of leadership, leadership and management roles, leadership

styles and effectives contemporary issues in leadership. PoAer and Polities sourced and

uses of poAerC polities at Aor!placeC tactics and strategies.

F. )rgani*ation +evelopment 7 )rgani*ational change and culture, Environment,

)rgani*ational culture and climateC contemporary issues relating to #usiness situations

process of change and )rgani*ational +evelopment.

Reference Text

1. 2nderstanding )rgani*ational >ehavior J 2dai Paree!

$. )rgani*ational >ehavior J Stephen o##ins

(. )rgani*ational >ehavior J 6red uthans

-. )rgani*ational >ehavior J . M. Prasad 8Sultan 'hand9


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1.+. ,usiness Mat*ematics 1"" Marks

Course Content

1. >asic Statistical 'oncepts

$. Summarisation of +ata

6reuency +istri#ution Measures of 'entral Tendency

Measures of +ispersion

elative +ispersion, S!eAness

(. Elementary Pro#a#ility Theory7

elative 6reuency pproach

=iomatic pproach

Su#Dective Pro#a#ility

Marginal & 'onditional Pro#a#ility

Independence5+ependence of Events

>ayes" Theorem

'he#ysehelf"s emma-. Elementary Statistical +istri#utions

>inomial, Poisson, 3ypergeometric

%egative E=ponential, %ormal, 2n1orm

0. Sampling distri#utions

6or Mean, Proportion, ;ariance

6rom andom Samples

Standard %ormal 8(9C Student"sC 'hiSare

nd ;ariance ratio 869 +istri#ution

?. Statistical Estimation

Point & interval estimation & confidence

Interval for Mean, Proportion & ;anance

B. Test of 3ypothesis Tests for specified values of Mean,

Proportion & Standard +eviation

Testing euality of tAo Means,

Proportion & Standard +eviation

Test goodnessof fit

F. Simple 'orrelation & egression5Multiple 'orrelation & egression

Spearman"s ran! 'orrelation

)neAay & TAoAay 'lassification

8for Eual 'lass9

1H.Elements of Integration & +ifferentiation

11. Elements of +eterminants

1$.Etemonts of Matri= alge#ra


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The teaching of the su#Dect is to #e integrated Aith Aidely availa#le softAare as E=cel

should rise E=cel to solve the pro#lems given as assignments.

Reference Text

1. Statistics for Management ichard evin$. Statistics a fresh approach +,3.Sanders

(. Statistics concepts & applications 3.'.Schefler

-. Practical >usiness Statistics :ndreA 6. Siegel

0 Statistics for >usiness Aith 'omputer applications EdAard Minie!a & N.+.asic Statistics for >usiness & Economics Mason, Marehas

B. n Introduction to statistical methods '. >. /upta & ;yay /upta c"4"!as9

F. P.S. >hardAay7 >usiness Statistics8E=cel >oo!s9

G Sharma >usiness Statistics 8Pearson9

1H. >en7 Statistics for Management 8TM39


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1.- nformation Tec*noog/ for Management 5" Marks

Course Content

>asic in s!ills7 such a use of MS)ffice and other office automation tools should #e covered during the

foundation Aee!. This course Aill locus on conceptual !noAledge a#out IT.

1. 3istorical Perspective of 'omputer and Information Technology

$. 3oA a 'omputer Aor!s 3ardAare and SoftAare components and their characteristics from a

user5#uyers perspective

(. >asics of %etAor!ing %eed for, 'omponents of netAor!s, %5@%5M%. various options

for %etAor!ing for a #usiness +ial 2p, eased tinesC +S ines, ;ST. ;arious medium for

communication terrestrial, satellite ,copper ,fi#er optic etc

-. >asics of Internet hoA internet Aor!s 6amiliarity Aith various components of the Internet

>roAser, @e# Server, +%S Server, Search Engine :pplications of Internet :@e#sites, >logs,email, 6TP, ;oice over Internet

0. Impact of IT on #usiness and society

?. ole of IT )vervieA of concepts such as EP. S'M, 'M, +ata @arehousing and >usiness

Intelligence, ecommerce, e>usiness, usiness7 oadmap for Success7 avi usiness transformation 7

Mohan#ir SaAhney

(. 'ompetitive Strategy #y Michael Porter

-. usiness O The Speed of Thought #y >ill /ates

?. Tech ;enture7 %eA ules on ;alue and Profit from Silicon ;alley #y Mohan#ir SahAney

B. le= eon & MatheAs eon7 Introduction to computers 8;i!as9

F. aDaraman7 Introduction to Information Technology 8Prentice 3all India9

G. Sanders, +. 3. 7 'omputers in >usiness7 n Introduction 8Mc/raA 3ill9

1H. rticles from 3>, 4ournal of Mar!eting


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1.0. Communication Skis 1"" Marks

Course Content

19 Process of 'ommunication

$9 'ommunication in )rganisation %ature, 6unction & Scope.

(9 Management of @ritten & )ral 'ommunication

-9 >arriers to Effective 'ommunication

09 eport @riting

?9 'ommunication Technology & its Impact on )ffice Procedures and utomation.

Reference Text

1. 'ottrell, S. 8$HH(9 The study s!ills hand#oo! $nd Ed Macmillan

$. Payne, '. & @hitta!er . 8$HHH9 +eveloping essential study s!ills, 6inancial Times Prentice 3all

(. Turner, 4. 8$HH$9 3oA to study7 a shod introduction Sage

-. %orthledge. . 81GGH9 The good study guide The )pen 2niversity

0. /iles, < & 3edge, %. 81GH09 The mangers good study guide The )pen 2niversity

?. +reA, S. & >ingham, . 8$HH19 The student s!ills guide /oAer

B. )"3ara, S, 81GGF9 Studying O.2niversity and college u*an, T. & >u*an, >. 8$HHH9 The Mind Map >oo! >>' >oo!s

G. Svantesson, 81GGF9 earning maps and memory s!ills,


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1. Marketing Management 1"" Marks

Course Content

1. introduction to Mar!eting concept, Evolution of mar!eting & 'ustomer orientation

$. Mar!eting Environment and Evaluation of Mar!et opportunities.

(. Mar!et research & Mar!eting Information Systems

-. +emand forecasting and Mar!et potential analysis

0. 'onsumer #uying process & )rgani*ational #uying #ehavior

?. Pillars of Mar!eting Mar!et segmentation. Target mar!eting Positioning & +ifferentiation

B. Mar!eting Mi=

F. Product decisions Product ife cycle

G. %eA Product development process

1H. +istri#ution decisionsogistics & 'hannel decisions

11. Promotion decisions Integrated Mar!eting communications concept,

communication tools

1$. Personal Selling & Sales management

1(. Pricing decisions.

Reference Text

1. Mar!eting Management


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First Year Secon3 Semester

2.1. 4ega Tax !spects of ,usiness 1"" Marks

Course Content

1. Indian 'ontract ct$. Indian Sale of /oods act.

(. Salient 6eatures of 'ompanies ct7

a. 'haracteristics of a company

#. 6ormation of a company

c. Types of companies private, pu#lic. /overnment etc.

d. Management of company +irectors, Meeting. ccounts & udits.

-. estrictive & 2nfair Trade Practices.

0. Salient 6eatures of %egotia#le Instruments ct

a. >ill of e=change, cheue, promissory note,

#. %egotiation & Endorsement

c. +ishonour of Instruments including noting and protest?. Elements H1 Income Ta=7

a. Scope and charge of income ta=

#. Selected definitions relevant to computation of Total Income

c. esidential status

d. 3eads of income & computation thereof Aith special reference to >usiness Income. & 'apital

/ains

e. E=emptions from Total, Income& +eductions from /ross total income

B. Salient 6eature of 'entral E=cise ctincluding assessa#le value. 'E%'T credit

F. Salient features of Maharashtra value added Ta= ct

G. Salient features of 'entral Sales Ta= ct

Reference Text #

1. >usiness aA %. +. usiness aA >uichandani

(. 'ompany aA viar Singi

-. Income Ta= +r. Singhania

0. Indian Ta=es ;.S.+atey

?. S. S. /ulshan. Mercantile aA 8E=cel oo!s9

B. .


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2.2. Cost Management !ccounting 1"" Marks

Course Content

1. Terminology of cost 'ost classification #y elements, varia#ility, cash floA etc.

$. Preparation of cost sheet

(. Methods of costing Aith special reference to Do# costing, process costing, services costing

-. +istinction & relationship among 6inancial ccounting, 'ost accounting & Management

ccounting

0. Marginal costing 8>rea! even analysis9

a9 computation of #rea! even point, margin of safety

#9 pplications of >rea! even analysis to e=port pricing profit planning, Ma!e v5s #uy,

operate v5s shut doAn.

?. >udgetary 'ontrol 6unctional >udgets, 'ash >udgets, Master >udgets 6le=i#le

>udgetingNero #ased >udgeting esponsi#ility & Performance >udgeting.

B. esponsi#ility ccounting cost centers , pro it centers & investment conters Transfer pricing,

2se of responsi#ility accounting in performance evaluation

Reference Text#

1. Management ccounting for profit control


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2.$. %conomic %nvironment of ,usiness 5" Marks

Course Content

PT IC The 6undamentals

1. The Scope & Su#Dect Matter of Macroeconomics

$. n Introduction to the Economics of /roAth & +evelopment

(. n Introduction to 8he Indian Economy Its Salient 6eatures

-. India"s /ross +omestic Product & %et %ational Product 8its components & the significance of the same

to groAth9

0. InterSectoral +istri#ution of the /ross %ational Product over the 6ive Lear Plans Period.

PT II 7 The Economic Mar!ets

1. The Product Mar!et & 3oA it ffects India"s /roAth Potential

$. The Money Mar!et & 3oA it >ehaves

(. The 'apital Mar!et & its ;endi#ility-. The Money Mar!et & the ole of 'entral >an!ing

0. 3oA does 'ommercial >an!ing Effect industry & >usiness

?.The Indian a#or Mar!et & evels of 2nemployment & Inflation since 1GGH

PT III 7 6ederal >udget

)#Dective is to e=pose the students to the various components of the national #udget and hoA these impact

on the #usiness Aorld.

PT I;7 India & the @orld

1. The capitalist Aorld economy and India"s position therein since 1GGH.$. The @orld >an! and IM6 conditional ties leading to the li#erali*ation privati*ation glo#ali*ation

e=ercise and #eyond.

(. India"s #alance of trade and fluctuations since 1GGH 3oA do figure in the Aild order

-. India"s #alance of payments and hoA is study can assist corporate decision ma!ing. @hat is needed to

improve the situation, if at all it is poor.

0. The >usiness 'ycle and hoA it is perceived o #ehave in the immediate future. @hat

#usiness decision hinge on this analysis

Reference Text #

1. Economic Environment of >usiness, S.< Misra and ;.< Puri, 3imalaya Pu#lishing 3ouse, $HH0.

$. >usiness Environment, 6rancis 'herunilam, 3imalaya Pu#lishing 3ouse, $HH0

(. >usiness Environment sAathappa, 3P3

-. aD ggraAal7 >usiness Environment 8E=el9

0. dhi!anD, M7 Economic Environment of >usi


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2.&. 'perations Researc* 1"" Marks

Course Content

1. Introduction to ) 'oncepts, /enesis, pplication Potential to +iverse pro#lems in >usiness &

Industry, Scope and imitations.

$. ssignment Pro#lem 8P9 'oncepts. 6ormulation of Model, 3ungarian Method of Solution

Ma=imi*ation 5 Minimi*ation >alanced 5 2n#alanced Prohi#ited ssignments Pro#lems.

(. Transportation Pro#lem 8TP9 'oncepts, 6ormulation of Model Solution Procedures for I6S and

)ptimally 'hec! >alanced 52n#alanced Ma=imi*ation 5 Minimi*ation 'ase

)f +egeneracy Prohi#ited outing Pro#lems Post)ptimal Sensitivity nalysis.

-. inear Programming 8P9 7 'oncepts. 6ormulation of Models. +iverse Pro#lems J /raphical

E=planation of Solution Ma=imi*ation 5Minimi*ation Simple= lgorithm 2se of Slac! Surplus 5

rtificial ;aria#les >ig M Method5TAoPhase Method Interpretation of the )ptimal Ta#leau 82niue

)ptimum, Multiple )ptimum.2n#ounded ness, infeasi#ility edundancy Pro#lems.9

0. inear Programming 8P9 7 +uality Principle Primal 5+ual Interrelation Post)ptimal Sensitivity

nalysis for changes in #vector, cvector, ddition5+eletion of ;aria#les

5'onstraints J +ual Simple= Method J Pro#lems imitations of P ;is a;is %onlincar programming

pro#lems >rief Introduction to %onP models and associated pro#lems

?. %etAor! nalysis Minimal Spanning Tree Pro#lem Shortest oute Pro#lem Ma=ima 6loA in

'apacitated %etAor! 'oncepts and Solution lgorithm as pplied to Pro#lemsProDect Planning &

'ontrol #y use of 'PM5PET 'oncepts

B. +efinitions of ProDect, 4o#s, Events rroA +iagrams time analysis and +erivation of the 'riticalPath 'oncepts of 6loats 8total, free, interfering, independent9 'rashing of a 'PM :%etAor! Pro#a#ility

ssessment in PET %etAor!.

F. Kueuing 8@ailingline9 Models C 'oncepts Types c Kueuing Systems 8use of ? 'haracter 'ode9

Kueues in Series and Parallel Pro#lems #ased on the results of folloAing models 8M5M519 Single

'hannel Kueue Aith Poisson rrival ate, and %egative E=ponential Service time, @ithout imitations of

Kueue Si*e 8M5/519 Single 'hannel Aith Poisson rrival ate, and /eneral Service Time, P


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1$. /ame Theory 'oncepts $ . person, nperson games Nero sum and %on*erosum games

Solution Procedures to $person *ero sum games Saddle point Mi=ed Strategy. Su#games Method for m

= $ or $ = n games /raphical Methods

1(. Euivalence of /ame Theory and linear Programming Models Solution of (=( /ames #y P

Simple= including Kuality pplication for Ma=imi*ing 5 Minimi*ing Player & Strategy.

%ote7 The teaching of the a#ove su#Dect is to #e integrated Aith the most Aidely availa#le softAare.

Reference Text

1. )peration esearch . Taha

$. Kuantitative Techniues in Management %.+.4ohra

(. Kuantitative Techniues in Management 4.


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2.5 6uman Resources Management 1"" Marks

Course Content

1. 3uman esource Management J Its Scope elationship Aith other Social Sciences pproaches of

3uman esource Management 5 Inter+isciplinary pproach

$. )rgani*ation of Personnel 6unctions J Personnel +epartment, Its )rgani*ation, Policies,

esponsi#ilities and place in the )rgani*ation.

(. ManpoAer Planning, 4o# nalysis, 4o# +escription, Incentives Schemes, 4o# J enrichment

EmpoAerment J 4o# Satisfaction, Morale, Personnel Turnover.

0. Performance ppraisal Systems J M>) pproach, Performance 'ounseling, 'areer

Planning

?. Training & +evelopment J Identification of Training %eeds, Training Methods,

Management +evelopment Programmes.

B. )rgani*ation +evelopment )rgani*ation Structure J eengineering, Multi S!illing,

>P.

F. Management of )rgani*ational 'hange.

G. 3+ Strategies for ong Term Planning & /roAth.

Productivity and 3uman esource Management

Reference Text

1. 3uman esource Management J P. Su##a ao

$. Personnel Management J '. >. Mammoria

(. +essler 7 3uman esource Management 8Prentice 3all India9

-. Personnel5 3uman esource Management 7 +e'en*o & o##ins 8Prentice 3all of India9

0. +. hattacharya 7 3uman esource Management 8E=cel9

?. ;SP ao J Managing 3uman esource 8Prentice 3all of India9


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2.+. Researc* Met*o3oog/ Fun3amentas of MR. 1"" Marks

Course Content

1. elevance & Scope of esearch In Management.$. Steps Involved in the esearch Process

(. Identification of esearch Pro#lem.

-. +efining M pro#lems

0.esearch +esign

?. +ata 'ollection Methodology, Primary +ata 'ollection Methods 5 Measurement

Techniues 'haracteristics of Measurement J elia#ility, ;alidity etc.

Secondary +ata 'ollection Methods i#rary esearch, eferences >i#liography. :#stracts, etc.

B. Primary and Secondary data sources and data collection instruments including indepth

intervieAs, proDective techniues and focus groups

F. +ata management plan Sampling & measurement

G. +ata analysis Ta#ulation, SPSS applications data #ase, teasing for association

1H. nalysis Techniues Kualitative & Kuantitative nalysis Techniues Techniues of Testing

3ypothesis . 'hisuare. Ttest, 'orrelation & egression nalysis, nalysis of

;ariance, etc. Ma!ing 'hoice of an ppropriate nalysis Techniue.

11. esearch eport @riting.

1$. 'omputer ided esearch Methodology use of SPSS pac!ages

Reference Text

1. >usiness esearch Methods 'ooper Schindler

$. esearch Methodology Methods & Techniues '..hattacharya 7 esearch Methodology 8E=cel9

-. P. '. Tripathy 7 Te=t #oo! of esearch Methodology in Social Sciences 8Sultan 'hand9

?. Mar!eting esearch 3air, >ush, )rtinau 8$nd edition Tata Mc/raA 3ill9

B. Mar!eting esearch Te=t & 'ases )%reon, Stevens. oudon 4aico pu#lication9

F. Mar!eting esearch Essentials Muuariels & /ates 8(4 coition S@ 'ollege pu#licc".ions

G. Mar!eting esearch a!er,


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2.- Management nformation S/stem 5" Marks

Course Content

1. >asic Information 'oncepts and +efinitions %eed for Information and Information Systems 8IS9 in

an organi*ation characteristics of Information and )rgani*ation Aith respect to organi*ationform, structure , philosophy, hierarchy etc

$. Types of Transaction, )perational 'ontrol, Management 'ontrol, +ecision Support.

E=ecutive Information Systems

(. +etermining Information %eeds for an )rgani*ation 5 Individual ManagerovervieA of use of

data floA method, analysis of information of decision processes etc.

-. Strategic use of Information and IS 2se of Information for 'ustomer >oding, for usiness is!s, for 'reating a neA #usiness models

and neA #usiness reality.

0. Information Security Sensiti*e students to the need 8or information security, concepts such as

confidentiality, Integrity and vaila#ility. Types of threats and 1i!C overvieA of some of the

manual, procedural and automated controls in real life IT environments.

Reference Text#

1. MIS a 'onceptual 6rameAor! #y +avis and )lson

$ nalysis and +esign of Information Systems #y 4ames Scan

(. 'ase Studies'ase on S' industrial /ases uthor7 Prof Pradeep Pendse

Mrs 6ieds 'oo!ie"s 3arvard 'ase Study

SeDect >usiness 'ases identified #y each /roup of Students for Aor! thrui the entire

su#Dect

$( 'ases on euirements Management uthor 7 Prof Pradeep Pendse

- .)"#rien MIS TM39

0. sho! rora & hatia7 Management Information Systems 8E=cel9

?. 4essup & ;alacich7 Information Systems Today 8Prentice 3all India9

B. T . M. Prasad Management Information Systems 8Sultan 'hand9


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2.0. Financia Management 1"" Marks

Course Content

1. )#Dective of 6inancial Management

$. 6inancial Performance ppraisal using atio nalysis, 6und 6loA nalysis & 'ash 6loA

nalysis.

(. Sources of 6inance J Short Term5ong Term, +omestic 5 6oreign, Euity 5 >orroAings5

Mi=ed etc.

-. 'ost of 'apital & 'apital J Structure Planning, 'apital >udgeting & Investment +ecision

nalysis 8using Time ;alue for Money, Theory9

0. @or!ing 'apital Management J Estimation & 6inancing

a9 Inventory Management#9 eceiva#le Management

c9 'ash Management

?. +ivided Policy5 >onus J Theory & Practice

eference Te=t 7

1. 6inancial Management J >righam

$. 6inancial Management J


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27. Marketing !ppications Practices# 1"" Marks

Course Content

1. Strategic mar!eting principles

$. Preparation of mar!eting and #usiness plans

(. F$( mar!eting

-. 6ast moving consumer goods mar!eting

0. 'onsumer +ura#les mar!eting

?. Service mar!eting

B. ural mar!eting

F. ural management

G. Internet mar!eting

1H. +irect mar!eting

11. Event & Media mar!eting

1$. 6ield proDect involving preparation of mar!eting 5 #usiness plan in any

Industry verticals.

Reference Text #

1. Mar!eting Management


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First /ear %1ectives

1.1" Seing 8egotiation Skis 1"" Marks

Course content #

1. Types of %egotiation

$. %egotiation Strategies

(. Selling s!ills Selling to customers

-. Selling to Superiors

0. Selling to peer groups, team mates & su#ordinates

?. 'onceptual selling. Strategic selling

B. Selling s!ills >ody language

Reference Text

Q )rgani*ational >ehavior #y 6red uthans 8Gth edition9

Q The Essentials of %egotiation 3arvard >usiness School Press

Q /etting to Les #y oger 6isher & @illiam 2ry


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1.11 6ig* Performance 4ea3ers*ip 1"" marks

Course Content

1. eadership Theories a eadership. eadership Styles

$. eadership eadership Styles, eadership S!ills

(. eadership S!ills

-. eadership essons through iterature

0. Team Aor!& Team #uilding

?. Interpersonal s!ills 'onversation. 6eed#ac!. 6eed toAard

B. Interpersonal s!ills +elegation, 3umor, Trust. E=pectations. ;alues, Status,

'ompati#ility

F. 'onflict Management Types of conflicts

G. 'onflict Management 'oping strategies

1H. 'onflict Management'onflict Management Styles

11. Positive thin!ing ttitudes, >eliefs

1$. Positive thin!ing. Martin Seligmani"s theory of earned 3elpossness, earned )ptimism.

Reference Text

1. )rgani*ational >ehavior #y 6red uthans 8Gth edition9

$. 3oA to Manage 'onflict #y Peg Pic!ering


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1.12 n3ian %t*os in Management 1"" Marks

)#Dectives7

The o#Dective is to sensitive participants of the programme to Indian culture and value

systems and the impact of this on management thin!ing and action. Participants Aill do

des! research papers. The institution @ill arrange guest lectures on various facets of this

area. The evaluation Aill #e through a proDect term paper.

Reference Text

1. Management and the Indian Ethes /.+, Sharma

$. Indian Ethes for Modern Management 7 /..oo!s9

0. >lending the hesi of the East and the @est in Management education7 Su#hir 'hoAdhury.

?. India"s contri#ution on to Management7 Privar Mali! 8Sri uro#inds Institute of esearch in socialSciences, pondicherry9

B. Management 'oncepts from the Maha#arata7 %.M!handelAar 8%eA 'entury

+elhi9

F. ;edic management7


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2.1" 9ecision Science 1"" Marks

Course Content

1. +ecision ma!ing under certainty. ris! and under uncertainty stations

+ecision tree for decision ma!ing>ayesian approach in decision ma!ing

>rea!even analysis under uncertainty"

Investment analysis under uncertainty

$. 'ompetitive strategies

(. Single euations models Aith one and tAo e=planatory varia#les plus %K; in

regression analysis.

- Statistical forecasting techniues

0. uto correlation. 3etroscedasticity multicollinearity & distri#uted lag modelsC. Simultaneous euations

models

?. Identification pro#lems7 Estimation of structural parameters #y IS, SS, & I;

Reference Text

Q Kuantitative Techniues in Management %.+.;ora

Q Kuantitative Techniues in Management 4.< Sharma

Q Econometrics >y +amodar /uDarathi

Q


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2.11 Manageria Process Skis 1"" marks

Course Content

1. +ynamics or Entrepreneurship 'ommitment & +eterminationC eadership

$. +ynamics of Entrepreneurship )pportunity )#sessionC Tolerance of is!

(. +ynamics of Entrepreneurship m#iguity & 2ncertaintyC. 'reativity. Selfeliance &

#ility to dapt

-. +ynamics of Entrepreneurship Support 8from Significant )thersC Motivation to E=cel

0. Entrepreneurship, Entrepreneurship ProDect

?. Entrepreneurship ProDect

B. Methods for generating ideas

F. 'reative Pro#lem Solving Techniues

G7 ateral thin!ing

1H. nalytical s!ills

Reference Text

1. )rgani*ational >ehavior #y 6red uthans 8Gth edition9

$. The Essentials of Managing 'hange and Transition J 3arvard >usiness School Press


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2. 2 !na/sis of financia statements ': Marks

Course Content

1. evision of >alance Sheet and P& statement fundamentals.Q Indian ccounting Standards

Q Indian ccounting Standard vs 2S /P

8This Aould also cover the manipulations often done #y companies to shoA higher profits9

$. 'ash 6loA nalysis

Q Measuring operating 5 financing and investing 'ash floAs.

Q 'ash floAs and financial fle=i#ility 8lin!ages to dividend policy and ever retention

of profits9

(. ssessing >usiness Performance

Q )perational efficiency ratios 8/ross profit, net profit margins and various turnover ratios9

Q iuidity ratios 'urrent atio 5 cid test

Q Profita#ility ratios, ;aluation atiosQ EPS )E '"'EI Total Shareholder returns, in!ages #etAeen )E & )'E & optimal

capital structure and determinants of PE multiple, Price to #oo! value, E;5ES+IT multiple

Q 'apitali*ation ratios +e#t Euity, +e#t to ssets.

Q +upont nalysis

Q 'overage ratios and credit analysis and ratings

8The emphasis Aill #e on correct interpretation and correct measurement i e. Aith

%ecessary accounting adDustment for these ratios9.

-. 6ree 'ash floAs to Euity 5 6irm

Q 6rom earnings to free cash floAs

Q dDustment from standard accounting to correctly measure free cash floA

Q 'apitali*ation leasing e=pense and &+ e=penditure, correct treatment for amorti*ation e=pense

and deferrer ta=esQ Measuring correct )6 & )' after adDusting for intercorporate investment

Q implication of the a#ove intentioned adDustment on fundamentals valuation5company and PE or

Price 5 >oo! ;alue or E>+IT multiple

0. Introduction to dvance ccounting 'oncepts

Q Merger and acuisition

Q 'onsolidation of #alance sheets

Q +eferred ta=es, minority interest

Q %)PT arid adDu"menls to %)PT from E; perspective to measure correct economic

cash floAs.

Q Economic value added 8E;9 and lin!ages #etAeen value or a company and E;

Q Euity nalysis. Stoc! Spits and >uy #ac!

Q Managing Productivity of 'orporate 'apital

Q 'omposite Inde= for measuring productivity

?. 6orecasting 6'6E56'66 and Security ;aluation

Reference Text

Q 6inancial Management #y Prasanna 'handra

Q 6inancial Management #y


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Second Lear Third Semester

$.".1 nternationa ,usiness :niversit/ !ssessment 1"" Marks

Course Content

1. )vervieA of the International >usiness Process

$. PEST factors affecting International >usiness

(. /overnment influence on trade

-. International Trade Theories

0. 6+I

?. 'ountry Evaluation and Selection

B. 'olla#orative Strategies

F. International Mar!eting

G. International Trade greements

1H. International Trade )rgani*ations

11. International 3 Strategies .

1$. International +iplomacy .

Reference Text

1. International >usiness +aniels and ade#ouh

$. International >usiness Sundaram and >lac!

(. International >usiness oe#uc! and Simon

-. International >usiness J 'harles 3ill

0. International >usiness Su##a ao


28/109

$.".2 Strategic management 1"" Marks

Course Content

1. Strategic Management Process7 ;ision. Mission, /oal Philosophy. Policies of an

)rgani*ation.

$. Strategy, Strategy as planned action, Its importance, Process and advantages of planning

Strategic v5s )perational Planning.

(. +ecision ma!ing and pro#lem solving. 'ategories of pro#lems, Pro#lem solving s!ill, /roup

decision ma!ing. Phases indecision ma!ing,

-. 'ommunication 'ommitment and performance, ole of the leader, Manager v5s eaders

eadership styles

0. 'onventional Strategic Management vRs 2nconventional Strategic Management. The

+ifferences, 'hanged 'ircumstance.

?. /roAth cce orators7 >usiness @e#, Mar!et PoAer, learning #ased.

B. Management 'ontrol, Elements, 'omponents of Management Information Sysstems

F. Mo!ena"s B F Models 7 Strategy, style, structure, systems, staff, s!ill and Shared values

G. /roup ProDect

Reference Text

1. Strategic Management Thompson & Strie!land Mc/raA 3ill

$. 'ompetitive advantage J Michael Porter

(. 'ompetitive strategy Michael Porter


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)ptional /roup Mar!eting

$.1.1 Marketing Strateg/ :niversit/ !ssessment 1"" marks

Course Content #

1. Mar!eting strategy )vervieA

$. Pillars of Mar!eting SIP+ strategies

(. Mar!et situation strategy eaders challengers. folloAers, nichers

-. 'ompetition analysis Porter"s 0 forces model for competitive environment,

>enchrnar!ing e=ercise, understanding competitive moves and postures

0. Sustaina#le competitive advantage Porter"s generic strategys

?. Portfolio models )'/ and /E Mo!insey matri= .

B. %eA product strategies Innovation, Mar!et entry, Product line e=tension

F. 'ommunications strategy Managing communications mi= for products, #ranes

G. dvertising and sales Promotion strategy campaigns

1H. >rand #uilding 6M'/. 'onsumer dura#les & Services cases

11. +istri#ution Strategy J +esigning of channel systems, managing multichannel systems

1$. Pricing strategy J value pricing, optimi*ation of pricing

1(. Mar!eting Planning Introduction, groAth and mature mar!ets. Pruning of Product

Reference Text

1. Mar!eting Strategy >oyd. Aal!er and arreche Mc/raA 3all IrAin

$. Mar!eting Strategy Stephen Sohnaars 6ree Press

(.. Strategic Mar!et Management +avid a!er 4ohn @iley & sons

-. Strategic mar!eting te=t & cases 'averns


30/109

$.1.2 ntegrate3 Market Communications 1"" marks

Course Contents#

1. 'ommunication Process 'ommunication models 8for ur#an and rural 'ommunications

IntegratedMar!et 'ommunications

$. dvertising )rgani*ational structure of advertising agency and its function.

Evaluation of agency functioning.

(. dvertising o#Dectives Aith specific reference to +/M. >rand o#Dectives.

'onsumer attitude and mar!et structure

-. >rand position and #rand image strategy development.

0. Persuasion and attitudinal change through appropriate copy development.

?. 'reative decisions

B. 'opy decision 'reation and production of the 'opy

F. dvertising #udget, Media planning and Media research

G. dvertising esearch

1H. Pu#lic relations & Pu#licity campaigns

11. Event management

1$. ole of advertising manager in firms, advertising #riefs, gency coordination archives.

managing advertising campaigns

Reference Text

1. dvertising and Promotion7 n integrated Mar!eting 'ommunications Perspective.

/eorge >elch, Sari +iego 2niversity Michael >elch, San +iego 2niversity

$. dvertising Management7 aDeev Sara 4ohn /. Myers. +avid . a!er

(. ogo %aomi rand eporter fortnightly

0. )ther /uy >lin!ed , The 4esse elch dvertising & Promotions 8T139

B. 4 ; :;ilianiam & < verghese dvertising >asics 8sage9


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$.1 .$ !. Consumer ,u/ing ,e*avior 5" marks

Course Content #

1. +iversity of consumer #ehavior ole of consumer #ehavior in mar!eting strategy.

$. Individual aspects of consumer #ehavior or Perception1 earning & Information processing

(. Motivation and involvement. ttitudes and Personality.

-. E=ternal influences7 /roup #ehavior7 Social classC )pinion leadersC eference groups

0. ole of 'ulture and su#cultures7 6amily7

?. 'onsumer decision process7 Pro#lem recognitionC Search and evaluation of alternatives7

Purchase processC Post purchase #ehavior and cognitive dissonance.

B. 'onsumer adoption process and diffusion of innovationC Situational influences.

F. )rgani*ation #uying process7 oles of #uying centers +ecision ma!ing units.

G. pplication of 'onsumer #ehavior Studies in 'onsumerism in India and glo#al mar!ets.

Reference Text

1. 'onsumer >ehavior Schiffman & ehavior #uilding mar!eting strategy 7 3aA!ins >est & 'oney

edition Mc/raA 3ill International edition

-. 'onsumer >ehavior in mar!eting strategy7 3oAard Prentice 3all International

0. 'onsumer #ehavior a strategic approach 3endry sssael >i*tantra

?. MS aDa & +ominiue ardel7 'onsumer >ehavior, 'oncepts . pplication & cases

8;i!as9

B. Satish >atra & S 3 3


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$.1.$ , Market Researc* !ppications 5" marks

Course Content #

1. ole and value or mar!et research in mar!eting 8frameAor!9

$. +ata analysis Ta#ulation, SPSS applications data #ase, testing for association

(. Multivariate techniues Interdependence techniues7 6actor5 cluster analysisC

+ependence analysis7 discriminate analysisC com#ination Aith duster analysis7 conDoint

analysis.

-. Perceptual mapping applications in mar!et research

0. pplications of M in consumer research, advertising, test mar!eting, 2sage altitude

studies, Television vieAer ship surveysC Media effectiveness study7 nnual readership

survey of print media etc.

?. eport preparation and presentationC interpretation of M reportsC hoA to read )/ %ielson"s

store audit report

B. >rand trac!ing study

F. 6ield proDect on mar!et research on any functional 5 industry verticals.

Reference Text

1. Mar!eting esearch 3air, >ush, )rtinau 8$nd edition Tata Mc/raA 3ill9

$. Mar!eting esearch Te=t & 'ases 8@renn, Stevens, oudon 4aico pu#lication9

(. Mar!eting esearch Essentials Mc+aniels & /ates 8( rdedition S@ college Pu#lication9

-. Mar!eting esearch a!er, urns , lvin, >ush onald 8(rdPrentice 3all9

?. aiendra %argund!ar 7 Mar!eting esearch 8Macmillan9

B. S /upta Mar!eting esearch 8E=cel >oo!s9


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$.1.& ! Saes Management Saes Promotion 5" marks

Course Content

1. Sales )rgani*ation and its evaluation 4o# and role of Sales Management in )rgani*ations,

The Selling functions The importance of systems selling in contemporary environment.

Selling of services as opposed to selling of tangi#le products selling process.$. Sales management Planning Sales Management Information Systems, Sales Management

Planning 6orecasting, Sates >udgeting and Planning uotas

(. ManpoAer Planning for the sales organi*ation for and development of sales organi*ation

-. ecruitment, selection, training, and development of sales Personnel.

0. Time and Territory Management Territory Planning, esta#lishing and revising territories, #ases

of territory design, methods of territory design including computer models, assigning sales people

to territories route planning and territory coverage.

?. Sales incentives and sales compensation. Sales 6orce Performance evaluation and control

B. Identify the roles of consumer and trade promotion activities in terms o differences, characteristics

and application

F. Sales promotion strategies to integrate #eloA the line promotion into the communication mi=. process of researching, planning and setting goals , to measure and test the effectiveness of

G. Planning and designing sales promotion Programme Aith specific reference to sales contests, trade

n discounts, coupons etc.

Reference Text

1. Sales management Still , 'undiff & /ovani Prer lice 3all India

$. Professional Sales Managementnderson , 3air & >ush Tata Mc/raA 3ill

(.Management o sales force Stanton Spiro Mc/raA 3ill International-. Sales Management 6utrell ?thedition Thomson South @estern


34/109

$.1.& , 9istri)ution Supp/ C*ain Management 5" marks

Course Content

1. The roles of distri#ution 8unction in the mar!eting mi= and the meaning of distri#ution

euity.

$. 'hannel design and management for consumer, industrial products, rural mar!ets and

services.

(. Tas!s and responsi#ilities of channel mem#ers.

-. 'hannel selection, training,development and motivation and performance appraisal of channel

mem#ers.

0. 6inancial dimensions of dealer management.

?. Management issues in distri#ution vi*. channel conflict, use of poAer #ases. disputes etc.

B. Supply chain management issues, opportunities and strategies

F. EP solutions opportunities and challenges.

G. +istri#ution >udgeting and control systems7 'ost of distri#ution7 inventory, Aarehousing material

3andling, order processing, pac!ing and transportation.

1H. 6iscal levies 5 regulations in distri#ution 'ST . ST . )ctrol . E=cise duties etc.

Reference Text

1. ogistical Management +onald 4 >oAerso=

$. ogistics Management >oAerso= & 'lass

(. Physical +istri#ution Management ogistical pproach +r. <


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$.1. 5 ! Pro3uct ,ran3 Management 5" marks

Course Content

1. Introduction to product management.

$. ole and operation of Product management n mar!eting

(. Product analysis7 category 5 competitor5customer5demand

-. %eA product development process and role of product managers

0. >rand vs. product, >rand elements

?. >rand e=tension 5 >rand relationships spectrum

B. >rand identity

F. >rand Euity

G. >rand #uilding strategies

Reference Text

1. Product Management ehman

$. Strategic >rand Management +avie a!er

(. Strategic >rand Management %oe uilding strong #rands !eller


36/109

$.1.5 ,. Marketing Finance 5" Marks

Course Content

a9 SES E;E%2E as an Integral Elements of 'ost revenue Investment 6rameAor! #y )I

Management of Sales evenue nalysis, of evenue #y Products, Territories, 'hannel,

'ustomers )rders etc. nalysis of Mar!eting 'osts in terms of Engineered 'osts, 'apacity8fi=ed9 'osts and Managed 'osts 'lassification of Mar!eting 'osts #y 6unction r Mar!eting

'ost allocations and its limitations for Managerial +ecisions,

#9 Mayesian +ecision Theory and

Pricing /overnment Price 'ontrol +ual Pricing pproaches of /overnment >odies to

+evelopment 6air Price" Su#mitting Tenders pplications of +'6 Techniue. E=port

Mar!eting and 6inance 6inancial Incentives, E=port 'osts and E=port Pricing E=port 'redit

Ta= 'oncessions pplications and 6orecasting Techniues to +eveloping Mar!eting

>udgeting J +eveloping su# >udget #y mar!eting segments dvertising >udget >udgeting Sales

fore efforts )ptimum evel and llocation for Selling Efforts among +ealers +eveloping

'omparison Plans for sales 6orce #udgeting Samples. @arehousing decisions

Transportation +ecsion +eliver oute +ecisions 'ost nalysis for +istri#ution alternative

6inancial nalysis for sAitching over form. Soul selling agency to +irect selling to Trade 'annels

Economics of directs rating #y manufacturer. Impact of mar!eting strategies on

)rgani*ation structure design and conseuent financial implications. . The 'oncept of Mar!eting'ost & value J Measuring mar!eting ;alue J ;alue ddedU #y mar!eting effort productivity

Mar!eting and its social Dustification.

d9 Target Pricing Pricing of Turn rand ;aluation J6inancial

spects of >rand Management Impact of Transfer Pricing Mechanism cm Mar!eting

Performance ;alue 'hain nalysis & relevant decisions a#out Mar!eting 'osts & Mar!eting

Investment.

Reference Text

1. Mar!eting 6inance J +r. >.


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Mar!eting Electives7

$.1.+ nternationa Marketing "" marks

Course Content

1. 6inancial transactions s #etAeen e=porter & importer open account +5P, +5 etters of credit

etc. E=change control regulations regarding e=port and foreign e=change e=penditure on e=port

promotion preshipment and postshipment finance 81+m #an!s policies of E'/'

$. +ecision and need to enter into International mar!eting organi*ation pro#lems

International mar!eting environment Institutions in Aorld economy, /T6 5 2%'T+

Trade /roups in different countries legal environment of international mar!eting Political

environment cultural environment economic environment India"s trade relations Aithother countries government assistance for e=port.

(. International mar!eting intelligence and tas! ppraising opportunities and ris!s

product planning and development managing channels of distri#utions, foreign mar!et

channels & glo#al logistics study of 2S. 'anada, atin merica, Middle East, frica,

South East sia Europe for e=port potential, mar!eting research and e=port promotion J

international mar!eting operations and communications J e=port pricing and costing J case studies.

-. E=port procedures and documentation registration Aith various agencies compulsory

Kuality control no preshipment Aith inspection processing e=port orders J e=port production

and pac!ing J procedure for claim of central e=cise duty on e=port goodscustoms and shipment

procedure duty draA#ac! J procedures to claim EP license and cash assistance J e=port houseetc.

Reference Text

1. International Mar!eting )n!visit and ShaA

$. International Mar!eting


38/109

$.1.- Retai Management 1"" Marks

Course Content

1. Place of etailing in the Mar!eting Mi=

$. Trends in retailing

(. etail Economics

-. etail Merchandising and Shop +isplays

0. etail dvertising and Sales Promotions

?. Managing People at @or! ecruitment and Motivation

B. 'ommunication and 'ustomer elations.

F. Inventory control and 6inancial Management

G. etail Strategies

1H. etail Mar!eting

11. etail Management Information Systems J 2se of %eA Technology

1$. Super Mar!et 5 +epartmentalC Stores 5'hain store Management

1(. 'omparative retailing across the @orld.

1-. ole of personal selling in retailing.

10. Store layout.

1?. elationship Mar!eting

1B. Supply 'hain Management

1F. etail esearch including etail udits and 'onsumer esearch at the point of purchase

1G. )nline retailing

$H. Trends in retailing should include the Indian as Aell as the international conte=t

Reference Text #

1. etailing Management J Michael evy

$. etail Management J >arry >erman & 4oel Evans

(. etailing Management. J Te=t & 'ases JSAapna Pradhan

-. etail Management J usch +unne

0. etail Management J /i#son ;edamani


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$.1 0 ,2, Marketing CRM ; 1"" marks

Course Content

1. Introduction to Industrial Mar!eting, +istances #etAeen Industrial &

'onsumer Mar!eting

$. Industrial Mar!eting Environment, Types d 'ustomers, Types of #uying situations

Segmentation

(. +erived demand concepts ,industrial >uyer >ehavior & Industrial Mar!eting esearch

-. Industrial dvertising & Promotions, >randing of Industrial, 3igh Technology &

'ommodities

0. >$> Product +ecisions, %eA Product +evelopment,

?. Industrial Pricing +ecisions.

B. ole of after sales services in Industrial Mar!eting

F. Industrial +istri#ution

G. >$> selling & Sales management, !ey account management concepts, %egotiated

selling, >idding for contracts, selling to /ovt. customers

1H. 'oncept & conte=t of 'M7'M as an integral #usiness strategy

11. 'ustomer oyalty Program 7 #rief discussion from Technology Point of ;ieA

1$. 'ustomer !noAledge7 The Individuali*ed customer proposition

1(. The relationship policy 7 elationship data management

Reference Text

1. Industrial Mar!eting J nalysis, Planning and 'ontrol >y eeder EdAard ' , >riety

nd >etty eeder J Prentice 3all of India

$. Industrial Mar!eting Management J >y Michael +.3utt 8 r*ona Statte 2niversity9

Thomas @. Speh 8Miami 2niversity 9 J Pu#lished #y 3olt Sarenders.

(. Industrial Mar!eting J >y


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$.1. Rura marketing 5" marks

Course content#

1. Introduction

+efinition scope of rural mar!eting concepts components of rural mar!ets

classification of rural mar!ets rural vs. ur#an mar!ets

$. ural mar!eting environment. .

Population occupation pattern Income generation location of rural population

e=penditure pattern literacy level land distri#ution land use pattern irrigation

development programs. Infrastructure facilities rural credit institutions rural retail outlets

print media in rural areas rural areas reuirement pro#lems in rural mar!eting rural

demand J rural mar!et inde=

(. Mar!eting of agricultural input illustration 'onsuma#le inputs dura#le inputs fertili*ers

product price distri#ution promotion S@)T analysis of fertili*er mar!et agro

chemicals product price distri#ution promotion S@)T analysis of agro chemicals

mar!et seeds cattle poultry aua feeds tractors poAer tillers irrigationeuipments other farm machinery

-. Mar!eting of 'onsuma#les and dura#les

Product price distri#ution strategies J product redesign Jmodification needs

0. Mar!eting of agricultural produce and rural and cottage industry products

Mar!eting to agricultural produce J regulated mar!etsformation of cooperative organi*ations

contract farming J agricultural e=port *one 8EN9 mar!eting of rural5cottage industries J artisan

products.

?. ole of financial institutions in rural mar!eting

gricultural credit situationtypes of creditrural credit institutions%>+ J commercial #an!s

Jstate cooperative agricultural and rural development #an!s 8S'+>9 J regional rural #an!s

P> Jlocal area #an!s J floA of institutional credit to agriculture J !issan credit card schemeImpact on rural mar!et.

B. ole of cooperative institutions in rural mar!eting

'ooperatives as organi*ations J structure of cooperative organi*ations J types J share of

cooperatives in national economy J impact of cooperatives on rural mar!eting.

F. ole of cooperative institutions in rural mar!eting

'ooperatives as organi*ations J structure of cooperative organi*ations J types J share of

cooperatives in national economy J impact of cooperatives on rural mar!eting.

Reference Text #

1.ural Mar!eting J T P /opalsAamy J ;i!as Pu#lishing 3ouse

$.ural Mar!eting J ; >adi, % ;, >adi J 3P3 . $5e. $HH0.

(.The ural Mar!eting Te=t >oo! J pradeep i*tantra $HH0

!33itiona rea3ings

1. ural Mar!eting 3a#aee# 2r. ahman J 3P3

$. ural Mar!eting J Su!hpal Singh ;i!as pu#lisher

(. ural Mar!eting J ' / 3


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$.1.1" Marketing in 8on profit 'rgani(ations 5" marks

Course content

1. ational of Social Issues on the Indian 'onte=t.

$. ttitude 6ormation and 'hange

(. Mar!eting of family planning

-. Mar!eting of literacy, health management, Small savings, afforestation.

0. Measurement of effectiveness of social mar!eting Programs.

?. Mar!eting of %/K"s

Reference Text

1. 4ha S. M.Social Mar!eting

$. Kuraishi, S L J Social mar!eting for social change

(. a*er, @illiam Social mar!eting perspective and vieApoints

-.


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$.1.11


43/109

$.1.12 Marketing !u3it 5" Marks

Course Content

1. Mar!eting udit Process

$. Mar!eting segment cost analysis

(. Mar!eting cost variance audit

-. Environment audit

0. %eA product launch audit

?. 'ompany internal analysis7

B. 'ompetitive capa#ility analysis

F. >rand audit

G. +istri#ution audit

1H. Strategic audit

Reference Text

1. 3> articles

$. 3> and lvey league cases


44/109

'PT'8!4 =R':P F8!8C%

$.2.1 !3vance3 Financia Management :! 1"" Marks

Course Content

1.'orporate 6inance.

Q 'apital Structuring Theory & Practice

Q Investment 8ProDect9 Identification & 6easi#ility nalysis @ith sensitivities.

Q 6inancing )ptions structuring & evaluation )ffshore I )nShore Instruments, Multiple

)ption >onds is! nalysis, 6inancial engineering Q 6inancial >enchmar!ing concept of shareholder value. Ma=imi*ation. Interest rate

structuring, #ond valuations.

Q 6inancial Interest ate SAaps Treasury 6unction in corporate.

$. Investment >an!ing

Q ;aluation of 'orporate I ProDects I Investment )pportunities +ie +iligence Procedures

Q 'redit ating of 'ountries5 State 5 Investment & Instruments

Q 4oint ;enture 6ormulations 6IPS 5 >I

Q Merchant >an!ing ole & 6unctions oan Syndication IP) J Primary Issue

Management

(. Infrastructure 6inancing Q Issues & 'onsiderations 6inancial 6easi#ility. Pricing & Earning Model9

Q 6inancing )ptions

-. Sic! companies ct 5 Provisions of >I6 5 eha#ilitees of sic! units5 estructuring of sic! units

0. Indian financial systems

Reference Text #

1. 6inancial Management >riefly Myres

$. 6inancial Management >righam

(. Indian 6inancial Systems M L


45/109

$.2.2 Corporate 4a> 1"" Marks

Course Content

')MP%L @

1. 8C'RP'R!T'8 'F C'MP!8%S #

Q Preparation of Memorandum of ssociation

Q %ame of the 'ompany, its registration and procedure for changing the name

Q rticles of ssociation, lternation of rticles

Q Mem#ership of 'ompany 'ontracts, +eeds, Investments and service of +ocuments

Q egal provisions relating to holding 'ompanies. Private 'ompanies. 2nlimited companies

2. SS:% 'F C!PT!4#

Q +rafting of prospectusQ egistration of +ocuments

Q 'ommission and+iscount on issue of 'apital

Q Issue of Shares at a premium or discount

Q Provisions of governing issue of redeema#le preference of Share 'apital

Q Transfer of Share and +e#entures

Q ights or Share 3olders

Q Provisions relating to payment of dividend, Payment of interest out of 'apital. 6i=ed ass

$. R!S8= 'f 4'!8S #

Q Provisions relating to de#entures

Q egistration of charges

Q Inter company #orroAings.

&. R%C'R9S7 R%T:R8 !CC':8T !89 M%%T8= # egister of mem#ers and de#entures

holders nnual returns and penalty for failure to su#mit returns Meeting Statutory. nnual general and

E=traordinary general meeting Kuorum. pro=ies, voting procedure, oo!s o ccounts to #e !ept and inspection ppointment auditors uditing of 'ost ccounts

Investigation poAers of the government

M%/EME%TS7 'onstitution of >oard of +irectors ppointment of Managing +irectors

Kualification of +irectors >oard Meeting PoAers of the >oard emuneration Jof +irectors eduction

imposed on +irectors J relating to mismanagement malgamations. econstruction rrangements and

'ompromise and the Provisions relating thereto


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5. R:TP!CT

ESTI'TI;E >+ 2%6I T+E P'TI'ES 'T 7 Investing #y 'ommission

egistration of agreements relating to restrictive trade practice presumption as or pu#lic interest resale

price maintenance ))ffences andpenalties under the ct Procedures to #e compiled Aith

2nfair Trade Practices.

F%8!

Provisions relating to 6E% 'ompaniesegulations 'oncerning Import and E=port

cuisitions and Sales of immova#le properties

)vervieA of E=change 'ontrol egulations

SE>I, SE>I 'T, SE>I ules, SE>I egulations, SE>I /uidelines, SE>I Procedure >oo!

Reference #

')MP%IES 'T 7

1. ectures on 'ompany aA #y S. M. Shah

$. 'ompany aA #y vtar Singh

(. /uide to 'ompanies ct #y amaiah

2TP 'T 7

MTP 'T #y . M. 'ha!ravorty

E;E )6


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$.2.$ Financia Markets an3 nstitutions 1"" Marks

Course Content

1. Introduction to 6inancial Mar!ets

Q Money Mar!ets

Q 'apital Mar!etsQ dvantages of 6inancial Mar!ets to investor5 corporates

$. +eterminants of Interest ate

Q eal and nominal Interest rates

Q Theory of Term structure of Interest ates

Q Monetary Policy ole played #y 'entral >an!

Q Money supply and +emand

Q Measures of money Supply 8Ml 5 M(9

Q Influence of Interest ates in other economics on domestic interest rates

(. Money Mar!etsQ @hy money mar!ets are needed

Q ;arious Money Mar!et instrument

Q Measuring >ond euivalent yield and discount yield on Money Mar!et Instruments

Q 3oA the Monetary Policy stance of central #an! gets percolated in the economy

-. >onds

Q >onds mathematics 8LTM. 'urrency yield, duration, conve=ity, *ero coupon yield

etc9 pplication +uration in is! Management

Q Term Structure & Theories >ehind term Structure

Q +eterminants of interest rates 8ole played #y 'entral >an!s Monetary &

'redit Policy, Etrect of /lo#ali*ation 8hed Aatching9 etc

Q /overnment #onds & 'orporate #onds 8'redits ating, +efault is!9Q Interest ate is! Management

Q 3istorical returns from India Mar!ets

Q Introduction to mortgage Mathematics

0. Stoc! Mar!ets

o Introduction to Portfolio Management Theory

2nderstanding is! +iversification

'PM Systematic5 2nsystematic is!s etc

o 2nderstanding Mar!et Efficiency

o 3istorical returns from 2S Mar!ets

o 3istorical returns from Indian Mar!ets

o 6undamental drivers of ;alue of Stoc!s 5 Mar!et 8Inde=9

o elative ;aluation Measures i!e P0 atio. >5>; Multiple and their determinants


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?. Mutual 6unds

Q Structure & Important regulations @.r.t. M6S

Q dvantages of Investments Through M6s

Q Types of M6s & investments through M6s

Q ccounting 8%; 'omputation9& Intermediaries associated Aith M6s

Q The present status of M6 industry in India and its potential

Q 'omparison of Indian M6 industry Aith 2S Mutual fund industryQ Styles of investment

Q Evaluating 6und performance on the #asis of

8 Sharpe, Treyner information ratio9 etc

Style 8;alue /roAth J Momemutum9

6und Manager"s past performance, M'"s epu#lic etc

Q ctual Performance of Indian M6 8eturns delivered #y Indian Mutual 6unds9

B. 6oreign E=change Mar!ets

Q Purpose served #y Mar!ets

Q Spot ates I 6orAard ate 6oreign E=change Mathematic

Q 6loating I 6i=ed rate dvantages 5 +isadvantagesQ +eterminants of 'urrency Movements or E=change rate

Q eal & %ominal E=change ates

Q 'overed Interest Parity

F. +erivatives & is! Management

Q 2nderstanding >asic Purpose of +erivatives is! Management 5Speculation

Q >asic features of 6utures and )ptions

Q +ifference #etAeen 6orAard and 6uture mar!ets

Q Introduction to r#itrage & is! %eutral ;aluation

G. 'ommercial >an!s

Q 2nderstanding the >alance Sheet, 'apital deuacy ratio Q 2nderstanding various is!s fi=ed #y #an!s and hoA #an!s manager these ris!s

Q 2nderstanding the profita#ility drivers of the >an!s

1H. Investment >an!ing7

Q ole )f Merchant(an!ers

Q 'apital Structuring

Q >uy >ac! and its rationale

Q IP) ights Issue Process

Q +5/+ issue

Q Important SE>I egulations

Reference Text#

1. 6inancial Mar!ets and Institutions #y nthony Saunders Tata Mc/raA 3ill Pu#lication

$. SE>I /uidelines 8availa#le on net9 on Mutual funds.

(. 3andouts 5 Soft copies 8E=cel #ond9 on some topics li!e >ond Mathematics. Portfolio

Management. Evaluation of Mutual 6und performance etc Aill #e given


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$.2.& nternationa Finance 1"" Marks

Course Content

1. 6undamental euili#rium relationships covered interest parity, purchasing poAer parity &

6isher open theorem.

Q 6oreign E=change e=posureC transaction & operating.

Q +erivatives Pricing & nalysisC foreign e=change arithmetic, foreign e=change

sAaps, forAard contracts financial futures & 6inancial sAaps.

Q'urrency options fi=ed income analysis & interest rate options.

Q'apital >udgeting for international proDects, international cash management,

international asset pricing theories. 6inancial spects of International %egotiations.

$. )perations of foreign e=change mar!ets, modes & mechanism of spot & forAard

Q e=change contracts,

Q E=change trading & position.

Syndication, SAaps, )ptions, )ffshore #an!ing, International Money, 'apital &

6oreign E=change Mar!ets Aith reference to %eA Lor!, ondon To!yo, 3ong alance of Payments theory. 3istorical perceptive on e=change rate, /old

Standard.

Q Inter Aar insta#ility, >retton Aoods, fi=ed e=change rates, fluctuating e=change rates

case for fi=ed or fluctuating e=change rates. The changing nature of Aorld money.

Q The rise of private Aorld money.


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Q. Eurocurrencies, Eurodollars, European 'urrency 2nit,

Q '. 2., their mechanics & impact,

Q International capital floAs & shoc!s. .

Q International de#t pro#lem its origin, history & status.

Q International liuidity & S+s.

-. Innovative International 6inancial Products.

Q SocioPolitical Issues in Strategic International 6inancial Management 8@ith special reference to

multinational corporations9

Reference Text. #

1. International 6inance vadhani

$. 6oreign e=change Management


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$.2.5 Mergers7 !c?uisitions Corporate Restructuring 1"" Marks

Course Content

1. %eed for restructuring

$. ;arious forms of estructuring, ;i* Mergers cuisitions, malgamation, Stump Sates +e

Ta!e overs, Spinoff etc. and implications thereof ;is ;is strategic.

(. ;aluation of #usiness #rands, human resource capital, intangi#le assets etc.

-. Statutory regulations under 'ompanies ct, SE>I egulations isting agreements allied

#odies ;is a ;is 'ompliance thereAith.

0.Ta=ation aspects of restructuring, mergers etc.

?. everaged #uyouts

B. +octrine of due diligence

F. )ther implications of ta!eovers mergers etc

G.'ases Studies of specific instances of Mergers, +emergers etc.

Reference Text #

1. ;aluation J 'opeland

$. ;aluation +amodaran


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F8!8C% %4%CT@%S

$.2.+ Securit/ !na/sis !n3 Portfoio Management 1"" Marks

Course content

1. is! nd eturn

Q Simple determination of stoc! mar!et price using time value of money simple one period and

multi period case.

Q eturn on common stoc! under uncertainty, for a single stoc! E=pected eturn, ;ariance of

eturn, 'oncept of pro#a#ility +istri#ution of eturns.

Q 'omovement of tAo ssets returns, Measuring of 'ovariance definition and Simple

%umerical E=ample, 'orrelation 'oefficient

Q TAo asset portfolio case, e=pected return and variance of returns of a TAo asset Portfolio

Simple %umerical E=ample and /raphical illustration.

Q +iversification of is!, Systematic and 2nsystematic ris!

$. M)+E% P)T6)I) T3E)L

Q /eneral %asset Portfolio Pro#lem, Marches Model 7 )#Dectives 6unction and 'onstraints,

Meaning of Efficient 6rontier 5 Set, 'oncept of 'M 8'apital Mar!et ine9, 'oncept l Mar!et

Portfolio, is! 6ree rate, SorroAing and ending rates.

(. S3P"S SI%/E I%+E ) M


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$. Securities nalysis and Portfolio Management, Prasanna 'handra J Tata McgraA 3ill 8$HH$9

$.2.- Strategic Cost Management 1"" Marks

Course Content

1. 'ost >enefit nalysis Aith reference to Strategic >usiness +ecision Ma!ing J Kualitative &Kuantitative aspects.

$. +ifferent aspects of Strategic 'ost Management7

Q ;alue nalysis & ;alue Engineering.

Q @astage 'ontrol,

Q +isposal Management,

Q >usiness Process eengineering,

Q Total Kuality Management.

Q Total Productive Maintenance,

Q Energy udit.

Q 'ontrol of Total +istri#ution 'ost & Supply 'ostQ 'ost eduction,

Q Product ife 'ycle 'osting etc.

(. ctivity >ased 'osting

Q Target 'osting

-. ;alue 'hain nalysis & ong Term 'ost Management

0. )#Dective >ased 'osting

?. >alance Score 'ard 'oncept

B. 'ost udit & Management udi under companies ct, Aith reference to strategic7

assessment of cost & managerial performances.

F. Strategic 'ost>enefit nalysis of different #usiness restricting propositions.

G. Entrepreneurial approach to cost Management, Aith reference to core competencies. strategicadvantages & longterm perspective of cost Management,

Reference Text #

1. Strategic 'ost Management +r. /ovindaraDa

$. Strategic 6inancial Management +r. /irish 4a!hotiya


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$.2.0 Fisca Poic/ an3 Corporate Tax Panning 1"" Marks

Course content

6iscal Ta= Planning

1. +irect and indirect Ta=es as MaDor evenue in /overnment >udgets

$. 6iscal >udget & Ta= Policy

(. Ta=es as Kuantitative Measures to Promote +omestic Industry and E=ports

-. 'entral & State evel Ta=es and Inter

0. State and Monetary Policy for egulating Inflation for >oosting Economic /roAth

?. Ta= Su#sidies 8+irect, Indirect, 'ross. etc.9

B. Pre >udget & Post >udget Ta=es

F. Impact of 6iscal Ta= Planning on 6iscal +eficit and Surplus

G. Ta= 6ree Nones and ProductsIH. /overnment Machinery for Ta= e1orms, egulating & ecovery

11. >rief 'omparative Study of 6iscal a= Planning in +eveloped, +eveloping and 2nderdeveloped

Economics

'orporate Ta= Planning

1. 'ompany as Ta=a#le Entity +istinguishing 6eatures, Ahen compared Aith other Ta=a#le

Entities.

$. Study of Specific Sections

(. Illustrative ist of Sections $g>9C $81F9C 1104C ((cC B$ C B( E=pC 110o7 FH1 7 BGC -H : -B 8To

#e updated Aith nnual 6inance ct9

-. Ta= Planning for 'ompanies 2nder 'apital /ains & 2nder >usiness 3ead0. Ta=ation of 6oreign 'ompany 8>rief )vervieA9

?. Important 'ase aA on Ta= Planning vis Ta= Evasion and other relevant 'ases related to 'ompanies

B. Planning of 'orporate indirect ta=es 8including 'ustoms, E=cise. Modvat )ciroi. Sales Ta=. Stamp

+uty, etc.9

F. Ta= Planning through Specific. Strategic E=ercises li!e malgamation and merger

Reference Text#

'orporate Ta= Penning +r.Singhar.ia

Indian Economy Prof garAal 8'hapters pertaining to 6iscal Policy9


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$.2. ,anking an3 nsurance 1"" Marks

Course content

1. Introduction to >an!ing.$. ole of #an!s in an economy

(. Structure, groAth and development of #an!ing in India

-. Study of #an! #alance sheet and profit and loss account

0. Treasury and funds management In #an!s

?, is! management In >an!s

B. ssets lia#ility management in tan!s

F. egulatory role of >I and its monetary policy

G. 'ooperative #an!is, >s and rural #an!ing in India

1H. Special Issues in Indian #an!ing sector

Q %arasimham comm,ltee report

Q >asel II

Q ssets econstruction 'ompanies

Q Securiti*ation ct

Q 'onsolidation in Indian #an!ing Sector

11. Introduction to insurance

1$. /roAth and +evelopment iii Insurance in India

1(. ange of products and services of insurance1-. 6und management in insurance sector

10. )pening up of sector in India and challenges

1?. egulation and reforms in Indian insurance sector

Reference Text#

1. >an!ing in the neA Millennium #y I'6I 2niversity #an!ing series edited #y % aDashe!ar,

Lear $HH1.

$. >an!ing Strategy #y I'6 2niversity #an!ing series edited #y


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$.2.1" 9erivatives an3 Risk Management 1"" Marks

Course Content

1. Introduction to +erivativesQ pplication of +erivatives 8for is! Management & Speculation 8everaging9

Q >asic Terms & properties of )ptions 5 6utures 5 6orAards

$. 6utures & 6orAards

Q Pricing & ;aluation of 6utures56orAards

Q is! Management using 6utures

Q >asis is!

Q Introduction to 'urrencies5'ommodity5Interest rate futures

(. Mechanics & Properties of )ptions

Q >oundary 'onditions for options Q Putcall parity and its Interpretation

Q )ptions sensitivity to the

o 2nderlying

o ;olatility

o Stri!e price

o Interest rate

o Time to e=piration

-. >asic )ption strategies

Trading

1. +irectional Strategies 8 na!ed 'all5Put5>ull 'all5Spread etc.

$. ;olatility #ased strategies 8Straddle5Strangle 5'alendar Spread9

(. Economic ationale #ehind spreading

Risk Management

Q Protective Put

Q 'overed 'all

1. Introduction to )ption ;aluation

Q International Model for ;aluations

Q is! %eutral pro#a#ilities and their interpretation

Q >inomial Models application 8or merican option Ahere the underlying pays It +ividend

Q >lac! & Scholes Model

2nderstanding @einer& Mar!ov processes

og %ormal distri#ution

IT) EMM & its application in Stochastic processes

2sing IT) EMMto derive >lac! & Scholes Model for Stoc!5'urrency options

Interpreting the > & s formula


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$. 2nderstanding )ptions /ree!s

Q+elta5Theta5;ega & /amma ris!s of options

Q2nderstanding )ptions /ree!s for various trading strategies 8volatility & +irectional Spreads9Q+elta5+ynamic 3edging and relating the cost of +elta hedging Aith the option price determined #y

Q>lac! & Scholes J model.

QElasticity 8>eta 9 of an option in the 'PM frameAor!. This @ould :'larify" the" ris! return" Qprofile

8@hich is often misunderstood for various options trading strategies9

(. )ptions ;otality

Q 3istorical & Implied ;olatility

Q ;olatility Smile

Q Term Structure of volatility

Q Some dvance Models of ;olatility estimation

Q ;alue t is! 3istorical SimulationQ Models >uilding pproach

Q Stress Testing & >ac! Testing

Reference Text #

1. )ptions, 6uture & other +erivatives J #y 4ohn. ' 3ull

$. pplied +erivatives J ichard . D. endleman . 4r

Special 6ocus on 7

'hap 7 $ P2T J' Parity

'hap 7 ( & - >inomial )ption Pricing Models

(.)ption ;olatility & Pricing J Sheldon %aten >erg

n e=cellent #oo! from options trading perspective. handout on option /ree!s Aill #e/iven to students at the appropriate time

Students at the appropriate time.

-. The %eA )ptions Mar!et J Ma= ns#acher

gain an e=cellent #oo! from option trading perspective. handout on trading strategies Aill #e given to

the students.

0. +erivatives J The @ild #east of 6inance J lfred Steinherr

The #oo!s deals in detail Aith the folloAing Aell!noAn disasters Aith +erivatives.

o Metallgesellschaft J 8ollover is!9

o >arings 8ESS)%"S J 'SE9 J3ighly speculation & everages position in +erivatives

o 3edge funds & the collapse of T'M 8ong Term 'apital Management9


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$.2.11 >eat* Management 1"" Marks

Course Content

6I%%'E

is! & eturn from various asset classes

ST)'ehind term". Structure

Q +eern"inan1s of interest rates ole played #y 'entral >an! Monetary & 'redit Policy,

Effect o /lo#ali*ation 86ed @atching 9 etc.

Q /overnment #onds & 'orporate #onus 8'redit ating, +efault is!9

M2T2 62%+S

Q Structure & important regulations A.r.t. M6s

Q dvantages of investments :through M6s

Q Types of M6s & investment options

Q ccounting 8%; 'omputation9 & Intermediaries associated Aith M6s

Q The present status of ME industry in India and its potential.

Q 'omparison of Indian M6 industry Aith 2S Mutual fund industry

Q Styles investment of

Evaluating 6und performance on the #asis of

o 8Snarpe, Treyner, Information ratio9etc

o Styte K"4alue I /roAth Momemtum9

o 6und Managers past performance, M'"s eputation etc

ctual Performance of Indian M6. 8eturns delivered #y Indian Mutual 6unds9


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Q 6I%%/I P%%1%/ 5 @ET3 M%/EME%T

Q Introduction and advantages 6inancial Planning

Q ife cycle %etAorth & StrategiesQ ife 'ycle Investment /oals

Q sset llocation & is! Tolerance 8E=pected 2tility9 etc.

Q ;arious sset allocation strategies

'ITEI)% 6) 62%+ SEE'TI)% 8E=pected 2tility9

Q Preparation of a 6inancial Plan @hich Aould reuire

o Ta= planning

o 80 year cash floAs 8Aith9

Q E=isting sset llocation

Q evised sset llocation

Q Ma=imum +oAnside is!

ME3;I)2

Q @ealth 'reation 'ycle, ole of >an!s & Private >an!ing

Q Environment. @ealth management 6uture & ;ision

Q ole of mar!eting in @ealth Management

Q Technology

Q Process of Mar!eting & 3%IS

Q 'lient Segmentation

Q Profiling the Prospects & pproach

Q E=plore & Strategies

Q E=ecute, Monitor & evieA

Q +E' )f Interpersonal %egotiation. time Mgmt. S!ills & ssertiveness

Q Kualities of elationship Manager and 'MQ Selling Process & ole plays in prospecting, closing etc.

Q 'ase Studies

Reference Text#

I'I'I %otes on @ealth Management


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$.2.12


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0. Profit Planning nd >udgeting

Q >rea! Even nalysis and inear Programming

Q pplication of 'urvyinear >rea! Even analysis. Q Pro#a#ilities Profit >udgets.

Q 'ost ;olume Profit nalysis 2nder 'onditions of 2ncertainty

Q >udgeting Aith %et @or! nalysis.

Q PET'ost.

?. 'osting nd Pricing

Q ole of 'ost in Pricing 4oint Product.

Q Multiple Product 'osting and Multiple 'orrelating nalysis.

Q pplication of P to +etermine Profita#ility of Products Involving Doint 'osts.

B. 'ost of 'ontrol

Evaluation of Training E=penses

Management ccounting for esearch and +evelopment pplying inear Programming to

Pay Structure

Q Model for humor esources 2tili*ation.

Q 'ontrolling inventory Practical pproach

Q pplication of Pro#a#ility to 'ost 'ontrol, eports.

Q inear Programming and ccounting Information Model.

Q Productivity 'osting and Management.

Reference Text#

Economic Times >usiness Standard 8+aily9 for neAs related to managerial accounting. Practices and

accounting frauds


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$.2.1$ Corporate vauation 1"" Marks

Course 'utine

1. pproaches to ;aluation

$. +iscounted 'ash floA ;aluation

a. >asics

#. Estimating Inputs

Q +iscount ates

Q /roAth floAs

Q /roAth

Q /roAth Patterns

Qc. 'hoosing the ight Model d. oose Ends

Qd. oose Ends

Q +ealing Aith 'ash and 'ross 3oldings

Q +ealing Aith Management )ptions 5 @arrants5 'onverti#les

Qe. E=amples of ;aluation

(. elative ;aluation

a. >asics and tests

#. Multiples

Q PE atio

Q PE/ atios

Q elative PE atiosQ E;5E>9T Multiples

Q >oo! ;alue atios

Q Sales Multiples

Q 'hoosing the right multiple

-. >rand %ame ;aluation

0.;aluting Private 'ompanies

?. )ption Pricing pplications in ;aluation

B. ;aluation in cuisitions

F. ;alue Enhancement +'6, E;. and '6)I

Reference Text #

Q rearly Myers . 'orporate 6inance

Q sAath +amodaran, ;aluations


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$.2.1& Marketing Finance 5" Marks

Course Content

1. SES E;E%2E as an Integral Elements of 'ost

Q evenueinvestment 6rameAor! #y )I Management of Sales evenue nalysis, of evenue #y

Products. Ten Territories, 'hannel, 'ustomers )rders etc.

Q nalysis of Mar!eting 'osts in terms of Engineered 'osts, 'apacity 8fi=ed9 'osts and

Managed 'osts

Q 'lassification of Mar!eting 'osts #y 6unction

Q Mar!eting 'ost allocations and its limitations for Managerial +ecisions.

$. Mayesian +ecision Theory and Pricing

Q /overnment Price 'ontrol J +ual Pricing

Q pproaches of /overnment >odies to +evelopment :6air Price" Su#mitting Tenders

Q pplications of +'6 Techniue

.

Q E=port Mar!eting and 6inance


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Q 6inancial Incentives, E=port 'osts and E=port Pricing

Q pplications and 6orecasting Techniues to +eveloping Mar!eting >udgeting

Q +eveloping Su##udgets #y Mar!eting Segments

Q dvertising >udget >udgeting Sales force Efforts

Q )ptimum evel and llocation of Selling Efforts among +ealers +eveloping 'ompanion plans for

sales 6orce

Q #udgeting Samples.

Q @arehousing decisions

Q Transportation +ecision +eliver oute +ecisions

Q 'ost nalysis for +istri#ution alternatives 6inancial nalysis for sAitching over form

Q Soul selling agency to +irect Selling to Trade 'hannels

Q Economics of directs rating #y manufacturer.

Q Impact of mar!eting strategies on organi*ation structure design and conseuent financial

Implications.

Q The concept of Mar!eting 'ost & ;alue Measuring Mar!eting ;alue J :;alue dded" #y

mar!eting effort Productivity Mar!eting and its social Dustification

-. Target Pricing

Q Pricing of Turn rand ;aluation

Q 6inancial spects of >rand Management

Q Impact of Transfer Pricing

Q Mechanism on Mar!eting Performance

Q ;alue 'hain nalysis & relevant decisins a#out Mar!eting 'osts & Mar!ehrig Investments.

eference Te=t7

Q Mar!eting Management 6inance Emphasis >


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Q Mar!eting Models 8'hapter on Pricing9 /ary ilian, 6. oller, rand Euity + a!er


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$.2.15 Fixe3 ncome 1"" Marks

Course Content

1. 2nderstanding >asics )f >onds Mathematics7

Q Lield to Maturity5Lield to 'all

Q Spot ates56orAard ates and Par Lield

Q >ootstrapping Process for Nero 'urve

Q Lield 'urve slope and the theory

$. 2nderstanding +uration and 'onve=ity

Q Measuring +uration and 'onve=ity

Q +uration or Par 5+iscount 5Premium >onds

Q +uration as a is! Measure Q M Suare & ar#elle, adder & >ullet Strategy

(. >ond Management Strategies

Q ctive and Passive Management Strategies

Q 'lassical and 'ontingent Immuni*ation

Q +uration >ased sset ia#ility is! Management

-. Mortgage >ac!ed Securities

Q Mortgage Mathematics

Q M>S & sset Securiti*ation

Q Securiti*ation Structures

0. Interest ate 6utures

Q T#ill & T#ond 6utures

Q +uration >ased hedging using 6utures

?. Interest ate )ptions

Q 6orAard ate greement

Q 'aps56loor5'ollar

Q >lac!s model of Interest )ption ;aluation

Q 'aplet 6loorlet SAaplct Parity

B. Interest ate SAaps

Q >asics )f SAaps

Q ;aluation of SAaps 8 6i=ed Side9

Q 6orAard 5mortising5sset SAaps

Q ;aluing a SAap during its ife

Reference Text #

1. The 3and >oo! of 6i=ed Income Securities 6a#o**i 6ran! Mc/raA 3ill International

$. 6i=ed Income Mar!ets & Their +erivatives Suresh Sunderasan Thomson earning


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(. SAaps 7 ichard 6Iavell 4ohn @iley Pu#lications.

'PT'8!4 =R':P 6uman Resources Management

$.$.1 'rgani(ationa T*eories an3 Structure 9esigns :! 1"" Marks

Course Content

1. Evolution of organi*ational theories.

$. )rgani*ational design & effectiveness

(. +eterminants of organi*ational structure strategy, technology, si*e, life cycle, environment and

culture

-. impact of mergers, acuisitions & glo#ali*ation on organi*ational structures and effectiveness

0. managing dynamic processes decision ma!ing, conflict, poAer & politics

?. learning organi*ations, virtual organi*ations, #oundryless organi*ations, netAor! organi*ations,

organi*ational design for change and innovation

Reference Text #

1. +aft. P )rgani*ation Theory and +esign 'urrent Edition. Thomson SouthAestern

$. o#ins


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$.$.2 Training 9eveopment 1"" Marks

Course Contents#

1. Introduction to human resource development

$. )vervieA of Training in )rgani*ations 8ole of training, structure of training9

(. earning organi*ation

-.Principles of dult earning. Motivation & Performance

0. Training dministration. 8training #udget, #udget training programmersC design training calendar 5schedules9

?. Training %eed assessment.

B. 'ompetency modeling and mapping

F. +esigning Training Modules

G. Implementation of Training

1H. Traditional training methods

11. Elearning and use of technology in training

1$. Training evaluation, 'ost >enefit nalysis and )I

1(. Management +evelopment

1-. Planning & )rgani*ing conferences, seminar etc

10. Training udit

Reference Text

1. Effective Training Systems, Strategies and Practice

$. P. %ic! >lanchard 4ames @ Thac!er Second edition Pearson Education

(. Employee Training and +evelopment #y aymond %oe, (ed. Mc/raA 3ill Pu#lication

8International Edition9


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$.$.$ ntro3uction to n3ustria Reation 4a)or Aefare 1"" Marks

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