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SUKKUR INSTITUTE OF SCIENCE & TECHNOLOGYAffiliated with Sindh University of Sindh, Jamshoro

MANAGEMENT INFORMATION SYSTEM

Teacher: Kashif Shah MBA Final (1st Sem:)

Topic # Topics Week1 Introduction to the computer-based Information system2 Using Information technology for competitive advantage3 Using Information technology to engage in electronic

commerce4 Ethical Implications of Information technology5 The Systems approach6 System life cycle methodologies7 Data communications8 The management information systems9 Decision support systems10 The Virtual office11 Knowledge-based systems

Text BookManagement Information SystemBy: Raymond Mcleod, JrEssentials of Management Information systemsBy Kenneth C Laudon, Jane P LaudonManagement Information System

By James O’ Brien


SALES MANAGEMENT

Teacher: Sikander Tagar MBA Final (1st Sem:)

Ch# TOPICS Week1 JOB OF SALES MANAGEMENT

Nature of personal selling Changes in sellingPersonal selling in the Marketing MixDimensions of sales management

2 EVOLUTION OF PERSONAL SELLINGEarly History of sellingSelling in the twentieth centurySales Activities and tasks Selling in the 1990s

3 PRELIMINARY STEPS IN THE SELLING PROCESSProspectingIdentifying prospectsQualifying prospectsPreparing

4 ADVANCED STEPS IN THE SELLING PROCESSApproach Probing for needsConvincing the ProspectHandling the ObjectionsClosingFollow-up

5 TERRITORY DEVELOPMENT AND TIME MANAGEMENTThe Nature of Territory Management Sales Territories Design Time Management

6 SALES MANAGEMENT ENVIRONMENTA Model of the Environment for Sales ManagementCopying with Environmental changesThe Social and Cultural EnvironmentThe Technological EnvironmentThe Economic EnvironmentThe Competitive Environment

The political and Legal Environment7 SALES MANAGEMENT PLANNING

The Nature and Importance of Sales PlanningSales Planning in the Corporate Context Information for Sales PlanningSales Intelligence The growing importance of Marketing Decision Support SystemSales Management Planning Process

8 SALES FORECASTINGSales Quotas and Budgets Estimating Market and Sales Potentials Sales forecasting procedures

9 SALES BUDGETINGWhat is budgetTypes of Budgeting

10 ORGANIZATION OF THE SALES FORCETasks of the Sales OrganizationDeveloping A Sales Organization Basic types of Sales OrganizationRelation with other DepartmentsMajor trends in Sales OrganizationsEvaluating the sales Organization

11 SALES TRAINING AND DEVELOPMENTReasons for Training Sales PersonnelEvaluation and Follow-up

12 SALES LEADERSHIP AND SUPERVISIONMotivation Sales leadership & cooperationThe sales manager’s leadership skillsIndividual Leadership skillsHuman Relation skills

13 SALES INCENTIVESTypes of Incentives

15 SALES EVALUATIONEvaluating the sales force Information sources for evaluationEvaluation follow up

TEXT BOOK: SALES MANAGEMENT

BY: EUGENE M. JOHNSON DAVID L. KURTZ EBERHARD E. SCEHUING


BUSINESS RESEARCH METHOD

Teacher: Faiz Shaikh MBA Final (1st Sem:)

Chapter # Chapter Name Week1 Research & Management2 Scientific Thinking3 The research process4 Research design5 Measurement6 Sampling design7 Secondary data Sources8 Scaling9 Data Collection & Field Procedures10 Research Communication Text BookBusiness Research Method By C William EmoryBusiness Research MethodBy William G Zikmund


FUNDAMENTALS OF FINANCIAL MANAGEMENT

Teacher: Ayaz Mahar MBA Final (1st Sem:)

Chapter# Chapter name Week1 Society, Capitalism, & Financial Management

Societal objectives & the Capitalist philosophyForms of BusinessThe Objectives of the firmFinancial decision makingTypes of financial securitiesMaximizing stockholder welfare

2 The Mechanics of ValuationFinding future & Present valuesOther time-value considerationsApplications of the time-value concept

3 The Concept of ValueWhat is valueThe Valuation processMarket values & Market efficiencyThe Fundamental valuation model

4 Equity FinancingEquity OwnershipSources of equity capitalCommon stock valuationInvestment banking

5 Long term debt & Preferred stockDebt terminology & characteristicsDebt offeringsBond valuationBond values over timePreferred stockDebt Innovations

6 Financial statement analysisBook values in FinanceThe Basic financial statementsThe common-size statementsThe cash flow statementTaxes & financial managementDepreciation

7 Financial ratio analysisThe types of financial ratiosUses of rotation analysisLimitations of ratio analysisOther users & application of ratio analysis

8 Adjusting for Uncertainty in capital budgeting decisionsAssessing the impact of uncertain cash figureTwo approaches to estimating RRR for a risky projectUsing the CAPM to estimating the RRR for a risky projectCalculating the WACC

9 Capital Structure theoryMaximizing firm valueCapital structure irrelevanceTaxes & capital structureBankruptcy considerationsAgency costs

10 Working capital managementThe importance of working capitalShort-term financial decisions & value maximizationWhy current assets & current liabilities are requiredDeciding on an appropriate working capital policy

Text Books:1. James C. Van Horne: Financial Management & Policy, Prentice Hall.2. Weston & Brigham: Financial Management, The Dryden Press3. Gitman: Managerial Finance.4. Block & Heart: Foundation of Financial Management


CONSUMER BEHAVIOR

Teacher: Sohail Isani MBA Final (1st Sem:)

Chapter #

Chapter Name Week

1 Introduction2 Culture defined, Characteristics, values,

cultural change3 The process of social stratification, life

styles, role of social class, cultural values.4 Families and household, family life cycle,

family purchasing decision5 Presentation, nature & Role of motives,

classifying motives, motive arousal6 Strategies for changing attitudes, source

factors, message factors, receiver factors7 Information Acquisition, perceptual

encoding8 Types of consumer decisions, problem

recognition9 Search and Evaluation, information

evaluation process10 Why do people shop, choosing a store, In

store purchasing behavior, purchasing patterns

11 Behavior related to the purchase, post purchase evaluation, product disposition


CORPORATE FINANCE

Teacher: MBA Final (1st Sem:)

Chapter # Chapter Name Week1 An overview of common stock

Common stock, book value, market value, stockholder rightsClasses of stock, DividendsPreferred stockCorporate debt, convertible securities

2 The firm & financial managerSole proprietorshipPartnershipCorporationThe capital budgeting decisionThe financing decisionFinancial marketsGoal of the corporationFinancial manager

3 Accounting & FinanceBalance sheetIncome statementBook value, Market valueCash flows

4 Time value of moneyFuture valueCompound interest & simple interestPresent valueOther time value considerationApplications of the time value concept

5 Fixed income financingLong term debtClassification of long term debtOther types of bondBond valuationBond prices & interest ratesPreferred stock

6 Valuing stocksCharacteristics Different period assumption

Different dividend assumption7 Investment Criteria

Net present valueValuing long lived projectsInternal rate of returnPay back methodBook rate of return Profitability index

8 Introduction to Risk, ReturnMarket indexesThe historical recordEstimation of cost of capitalVariance & standard deviationAsset versus Portfolio riskMarket versus unique risk

9 How corporation issue securitiesVenture capitalThe initial public offeringThe underwritersGeneral cash offer by Public companiesPrivate placement

Text Book:

Fundamental of Corporate finance: 3rd edition (International edition)By: Brealey, Myres, Marcus


Analysis of Financial Statements

Teacher: Suresh Kumar MBA Final (1st Sem:)

Chapter # Chapter Name Week1 Fundamental concepts & Introduction to Financial

reporting2 Introduction to financial statements & other financial

reporting topics3 Balance sheet4 Income statements5 Basics of analysis6 Liquidity of short-term assets7 Related Debt-paying ability8 Long term debt-paying ability9 Analysis of profitability10 Analysis for the investor11 Statement of cash flows

Text Book:Financial statement analysis using financial accounting informationBy: Charles H. Gibson

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