syllabus

Master of Business Administration (Marketing & Sales)

Programme Code: MMS

Duration – 2 Years Full Time

Programme Structureand

Curriculum & Scheme of Examination

2009

AMITY UNIVERSITY UTTAR PRADESHGAUTAM BUDDHA NAGAR

PREAMBLE

Amity University aims to achieve academic excellence by providing multi-faceted education to students and encourage them to reach the pinnacle of success. The University has designed a system that would provide rigorous academic programme with necessary skills to enable them to excel in their careers.

This booklet contains the Programme Structure, the Detailed Curriculum and the Scheme of Examination. The Programme Structure includes the courses (Core & Elective), arranged semester wise. The importance of each course is defined in terms of credits attached to it. The credit units attached to each course has been further defined in terms of contact hours i.e. lecture Hours (L), Tutorial Hours (T), Practical Hours (P). Towards earning credits in terms of contact hours, 1 Lecture and 1 Tutorial per week are rated as 1 credit each and 2 Practical hours per week are rated as 1 credit. Thus, for example, an L-T-P structure of 3-0-0 will have 3 credits, 3-1-0 will have 4 credits, and 3-1-2 will have 5 credits.

The Curriculum & Scheme of Examination of each course includes the course objectives, course contents, scheme of examination and the list of text & references. The scheme of examination defines the various components of evaluation and the weightage attached to each component. The different codes used for the components of evaluation and the weightage attached to them are:

Components Codes Weightage (%)Case Discussion/ Presentation/ Analysis C 10 - 15Home Assignment H 5 - 10Project P 10 - 15Seminar S 5 - 10Viva V 5 - 10Quiz Q 5 - 10Class Test CT 20Term Paper TP 10 - 15End Semester Examination EE 60

It is hoped that it will help the students study in a planned and a structured manner and promote effective learning. Wishing you an intellectually stimulating stay at Amity University.

July 2009

PROGRAMME STRUCTURE – M&S

FIRST SEMESTERCourse Code Course Title Lectures

(L) Hours Per Week

Tutorial (T) Hours Per Week

Practical (P) Hours Per Week

Total Credit

Page No.

MMSHR 10101 Organizational Theory & Management 4 - 4MMSMK 10101 Marketing Management 3 - - 3MMSFN 10101 Accounting for Management 3 1 - 4MMSCS 10101 Computer Application 2 - 2 3MMSEN 10101 Economic Analysis 3 1 - 4MMSMK 10102 Sales Management 4 - - 4MMSOM 10101 Quantitative Techniques 2 1 - 3MMSBS 10101 Business Communication – I 1 - - 1MMSBS 10102 Behavioural Science – I 1 - - 1

MMSFR 10101MMSGR 10101MMSSH 10101MMSJP 10101MMSCE 10101

Foreign Language- IFrenchGermanSpanishJapaneseChinese

2 - - 2

TOTAL 29

SECOND SEMESTERMMSMK 10201 Distribution & Logistics Management 4 - - 4MMSMK 10202 International Marketing Management 3 - - 3MMSMK 10203 Consumer Behaviour 3 - - 3MMSMK 10204 Product & Brand Management 3 - - 3MMSMK 10205 Market Research 3 - 2 4MMSLW 10201 Business Environment & Law 4 - - 4MMSFN 10201 Financial Management 3 1 - 4MMSBS 10201 Business Communication – II 1 - - 1MMSBS 10202 Behavioural Science – II 1 - - 1


Foreign Language – IIFrenchGermanSpanishJapaneseChinese

2 - - 2

TOTAL 29

SUMMER INTERNSHIP (8 - 10 WEEKS)

THIRD SEMESTERMMSGM 20301 Strategic Management 4 - - 4MMSGM 20302 Managerial Competencies & Career

Development (Non-credit course)1 - - -

MMSSI 20350 Summer Internship (Evaluation) - - - 9MMSBS 20301 Business Communication – III 1 - - 1MMSBS 20302 Behavioural Science – III 1 - - 1


Foreign Language - IIIFrenchGermanSpanishJapaneseChinese

2 - - 2

Electives: Choose any 6 courses (18 credit units) from the followingMMSMK 20301 Advance Sales Management 3 - - 3MMSMK 20302 Advertising and sales Promotion 3 - - 3MMSMK 20303 Industrial Marketing 3 - - 3MMSMK 20304 Services Marketing 3 - - 3

MMSMK 20305 Rural & Agricultural Marketing 3 - - 3MMSMK Entrepreneurship and New Venture 3 - - 3

TOTAL 35Integrated Marketing Communication – to be removed

FOURTH SEMESTERMMSGM 20401 Management in Action - Social,

Economic & Ethical Issues4 - - 4

MMSGM 20402 Managerial Excellence (Non-credit course)

- - - -

MMSDI 20460 Dissertation (to commence in Semester-III)

- - - 9

MMSBS 20401 Business Communication – IV 1 - - 1MMSBS 20402 Behavioural Science – IV 1 - - 1


Foreign Language – IV FrenchGermanSpanishJapaneseChinese

2 - - 2

Electives: Choose any 6 courses (18 credit units) from the followingMMSMK 20401 Customer Relationship Management &

Technology3 - - 3

MMSMK 20402 Retail and Mall Management 3 - - 3MMSMK 20403 Direct Marketing 3 - - 3MMSMK 20404 Marketing of Financial Services 3 - - 3MMSMK 20405 Service Operations Management 3 - - 3MMSMK 20406 Supply Chain Competitiveness 3 - - 3

TOTAL 35

Note:

1. For non-credit courses, evaluation will be done but no credit units will be assigned. They will be reflected in the grade sheet with result as “satisfactory” or “Unsatisfactory”.

2. In semester III & IV, a student can opt for one course of BSI/ EMC2 in each semester either as an alternative to one of the elective courses or as an additional course. In case these are taken as an alternative to an elective course, each of these courses will have 4 credit units and if taken as additional courses then each will be treated as non-credit course.

Curriculum & Scheme of Examination

ORGANIZATIONAL THEORY AND MANAGEMENT

Course Code: MMSHR 10101 Credit Units: 04

Course Objective: Managers face difficult and exciting challenges today. A global economy in which world-class quality is the ticket to success, increased diversity in the work force, calls for more ethical conduct and promise to keep things interesting. As trustees of society’s precious human, material, financial, and informational resources, managers hold the key to a better world. A solid grounding in management and behaviour are, therefore, essential to guide large and small, profit and non-profit organizations successfully through these turbulent times. The objective of this course is to impart a complete understanding about Organizational theory, its historical roots of management and changing paradigms of Individual – Organizational Fit. The learning unfolds structural and strategic processes of Human Resources in totality.

Course Contents:

Module I: Overview of Management Schools of Management, Managing and Managers, The Challenges of Management, The Practice and Study of Management, Emerging Issues in Management

Module II: Management in the Era of ChangeMultiple Stakeholder Relationships, The Rise of the Environmental Movements, Ethics and Social Responsibility, Values and Quality Improvement, Globalization of Management

Module III: Interpreting the Organizational Reality The Systems approach to Organization, Images of Organization, Organizational Power, Conflict and Politics, Organizational Decision – Making and Strategy Formulation, Managing Organizations – An understanding of why Organizations Fail.

Module IV: The OrganizationMotivation and Job Performance, Organizational Structure, Organizational Design, Organizational Culture, Managing Careers & Mentor Relationship

Module V: Human Resource Management in PerspectiveHuman Resource Management and the Strategic role of HR, Fundamentals, Purpose & Environment of Human Resource, Human Resource Evaluation, Human Resource Planning, Emerging trends in HR

Module VI: Human Resource Management in ActionAcquiring Human Resources, Learning & Development of Human Resource, Performance Management System, International Human Resource Management, Organizations - A Future Perspective

Examination Scheme:

Components P-1 C-1 CT-1 EEWeightage (%) 10 10 20 60

Text & References:

Text: Agarwal, Tanuja, 2007, Strategic Human Resource Management, Oxford University Press. Shukla, M.2006, Understanding Organizations: Organizational Theory and Practices in India, PHI.

References: Barat, N. 1998, Emerging issues in Management, Excel Books, India. David K. Banner & T Elaime Gague, Designing Effectives Organizations: Sage Publications. Greenberg, J. & Baron, R.A. 1993, Behaviours in Organizations, Allyn and Bacon, Boston. F Luthans, Organization Behaviour, 8th Ed, TMGH Mainiero, L. A. & Tromley, 2006, Developing Managerial Skills in Organizational Behaviour, Exercises,

Cases and Readings, 2nd Ed, Prentice Hall International. Robbins, S.P. 2005, Organizational Theory: The structure and design of organizations, 3rd Ed, Prentice Hall

International.

Russell L Ack off: Recreating the Corporation: A Design of Organization for the 21st Century. Oxford University Press

Schermerhorn, J.R. Jr.; Hunt, J.G. & Osborn, R.N. 1985, Managing Organizational Behaviour, John Wiley & Sons.

MARKETING MANAGEMENT

Course Code: MMSMK 10101 Credit Units: 03

Course Objective:The objective of this course is to introduce the basic concepts of marketing and to develop a feel of the marketplace.

Course Contents:

Module I: Understanding Marketing Management The orientations towards market place, Relationship marketing, Social marketing, Strategic Planning.

Module II: Market research & environmental scanningResearch, Objectives, Primary and Secondary Research, Gathering and Analyzing Data

Module III: Understanding Consumer Behaviour The factors influencing consumer behaviour. The stages in the buying process, the buying decision making process, factors effecting the buying decision. The industrial buying process

Module IV: SegmentationSegmentation, targeting, positioning. Product life cycles, stages in lifecycle and factors affecting each stage, Managing product life cycles.

Module V: Managing CompetitionAnalysing Competition, reaction patterns of various market players,

Module VI: Product ManagementClassification of products, New Product development, stages of product development, Adoption process, Product mix decisions and line management, Length, width and depth of a line, line analysis, and brand management.

Module VII: Pricing StrategiesSetting the price, adapting the price, initiating and responding the price changes.

Module VIII: Designing& managing value networks & marketing channelsChannel functions and flows. Channel design decisions. Channel management decisions. Channel dynamics; vertical horizontal and multi channel marketing systems. Conflict, cooperation and competition.

Module IX: Managing the Integrated Communication Advertising, sales promotions, public relations, direct marketing.

Module X: Marketing implementationFormulating the marketing plan.

Examination Scheme:


Text & References:

Text: Philip Kotler 13th Ed, Principles of Marketing, PHI publications

References: Rajan Saxena, latest edition, Marketing Management Tata McGrow Hill Ramaswamy, latest edition Ed, Marketing Management, Namakumari

ACCOUNTING FOR MANAGEMENT

Course Code: MMSFN 10101 Credit Units: 04

Course Objective:Participants in this course will develop the essential ability of all managers, to use complex accounting information as a platform for decision-making. As the course unfolds, participants will build an increasingly sophisticated level of understanding of the language of accounting and its key concepts. In addition the course develops skills in interpreting earnings statements, balance sheets, and cash flow reports. This ability to analyze financial statements will enable participants to deal more effectively with strategic options for their businesses or business units.

Course Contents:

Module I: Accounting BasicsIntroduction, Foundations, Accounting policies, Accounting and management control, Branches of accounting, Recording of transactions and classification, Trial Balance & Errors, Cash book and Bank reconciliation statement.

Module II: Final AccountsPreparation, Adjustments, Analysis, Depreciation Accounting, Reserves & Provisions. Form and contents of financial statements with reference to Indian Companies Act.

Module III: Financial Statement AnalysisRelation and Comparison of Accounting data and using financial statement information, Ratio Analysis, Fund flow and Cash flow analysis. Determination of Existing and future capital requirement.

Module IV: Cost AccountingElements of cost, Cost Classification and Allocation, Cost Sheet, Method of Inventory Valuation.

Module V: Management AccountingEmergence of Management Accounting, Marginal Costing and Cost Volume Profit Analysis, Budgeting & Variance Analysis.

Module VI: Common Issues and recent trends in Accounting Accounting for Investments, Payroll Accounting, Inflation Accounting & Pricing decisions. Activity Based Costing & responsibility Accounting.

Examination Scheme:

Components P1 C1 CT1 EE1Weightage (%) 10 10 20 60

Text & References:

Text: Bhattacharya, S.K. and Dearden, J. 2006 - Accounting for Management, Vikas Publishing

House

References: Narayanaswamy R,2005, 2nd Edition,Finanacial Accounting –A Managerial

Perspective,PHI (Prentice Hall of India.) Maheshwari S N and S K Maheshwari, 2006, Accounting for Management, Vikas

Publishing House Pvt. Ltd. Tulsian, P.C. 2006 - Financial Accounting, 2nd Ed, Tata McGraw Hill. Banerjee, A. 2005 - Financial Accounting, 2nd Ed, Excel Books. Ghosh,T.P, 2005, Fundamentals of Management Accounting, Excel Books

COMPUTER APPLICATION

Course Code: MMSCS 10101 Credit Units: 03

Course Objective: The course will expose the students to the latest trends in computer and understand the concepts and working of latest business application packages.

Course Contents:

Module I: Introduction to computers Computer fundamentals: History and development of computers, Computer architecture. Introduction to hardware and software, Generations of software, Types of software, System Software (Operating Systems, Computer Languages), Introduction to various application softwares

Module II: DBMS Introduction to DBMS, Traditional file system, Benefits of DBMS over traditional file system, Types of DBMS Advantages and disadvantages of each. MS ACCESS as tools for understanding of DBMS concepts

Module III: Management Information SystemsIntroduction to Information Systems, Roles, scope and advantage of Transaction Processing Systems, Management Information Systems, Decision Support Systems, Executive Support Systems. Success factors in implementation of Information Systems,

Module IV: Computer NetworksIntroduction to networking, Components, Types of networking, Network, Advantages of Network Environment, Introduction of Network operating system, Introduction to Internet, Intranet and Extranet, Basis concepts of Internet and IP Address, DNS, Protocols, Services of internet, Technology behind Internet, Application of Internet, Introduction of Mobile Technologies Module V: E-Commerce and IS SecurityIntroduction to E-Commerce and M-Commerce, Advantages and Disadvantages of each. Concept of B2B, B2C, C2C etc. Concept of Internet Banking and Online Shopping.. The IS Security, Security Threats and remedies. (Piracy, Hacking, Cracking, Spamming Etc.), Overview of Antivirus, Firewalls and Overview of IT-ACT 2000

Module VI: E-governance E-governance as an effective tool to manage the country’s citizens and resources, Advantages and Disadvantage of e-governance, History and Future of e-governance, e-governance perspective in India Advantages of E-governance to a developing economy like India.

Examination Scheme:


Text & References:

Text: Peter Norton’s, Introduction to Computers, Tata McGraw-HILL Turbon, Potter, Introduction to Computers, John Wiley & Sons (Asia) Pte Ltd

References: Rajaraman, V. 1998, an Introduction to Computers, Prentice Hall of India. Nagpal, 1999, Computer fundamentals, Wheeler Publishing, New Delhi. Bhatnagar, S.C. and Ramani, K.V., Computers and Information Management. Hunt and Shelly. 1994, Computers and Commonsense, Prentice Hall of India. Manuals for Ms-Office, Excel, MS -Word, MS – Access, FoxPro Mansfield. 1994, Compact Guide to MS - Office, BPB Publications.

ECONOMIC ANALYSIS

Course Code: MMSEN 10101 Credit Units: 04

Course Objective: To familiarize the students with theoretical concepts of modern Economic Analysis so that they can use these as inputs in managerial decision making process. Emphasis would be laid on the understanding of key economic variables both at micro and macro level which influence the business operations and strategies of the firm and the business environment under which they operate.

Course Contents:

Module I: Theory of demand and supply

Nature and scope of economic analysis: its relevance for managerial decision making, Demand analysis: nature of demand for a product- individual demand and market demand, demand by market segmentation. Demand function and determinants of demand. Supply function: determinants of supply of a product, law of supply. Elasticity of supply.Concept of elasticity of demand- income, cross, price and advertizing elasticity. Theorems on the price elasticity of demand. Applications of the concept of price elasticity of demand in business decisions. Demand forecasting—need for forecasting and techniques of forecasting. Cost concepts: costs relevant for management decision making. Economies of scale: internal and external. Cost function: cost and output relationship. Short run and long run.

Module II: Theory of production and cost. Production analysis: Production function—neo-classical, Cobb- Douglas, Leontief. Least cost combination of inputs for a firm. Concept of an isoquant—smooth curvature and right angle. Returns to scale and returns to a factor. Expansion path of a firm. Cost Analysis: Cost relevant for management decision making. Economies of scale : Internal and External, Cost Function: Cost and output relationship. Short Run and Long run. An Analysis of the Objectives of a Business Firm: Profit Maximization Model, Baumoul’s Sales Maximization Model, Marris’s Model of ‘Managerial Enterprise’ Williamson’s Model Of ‘Managerial Discretion.

Module III: Market Structure : Price and Output decisions

Pricing and Output decisions – Perfectly Competitive and Monopoly Market Pricing and Output Decisions- Under Monopolistically Competitive Market- Product Differentiation; Price Discriminating Monopolist; Models of Oligopolistic Market : Price Rigidity – The Kinky Demand Curve Model Interdependence—The Cournot Model, Price Leadership Models, Cartels and Collusion.

Module IV: Macro Economics AnalysisEconomic Policy and Analysis : Macro Economic Variables and Functional Relationships. Business Environment : An Exogenous Variable. Factors Influencing the Business Environment. National Income Analysis:. National Income Aggregates. Approaches to National Income Measurement. Models of Circular Flow of Money-Incorporating Savings Investment, Foreign Trade and Government Sector. Models of Income Determination: Keynesian Model and Neo-Classical Models. Consumption Function, Saving Function and investment Function. Concepts of Investment Multiplier. Factors Influencing Consumption Function- Objective, Subjective and Structural. Demand and Supply of Money: Transaction, Precautionary and Speculative Demand for Money; Liquidity preference function; Components of Money Supply. Business Cycles: An Analysis of Fluctuation in the level of Economic Activity. Phases of Business Cycles.

Inflation and Deflation: Demand – Pull and Cost – Push Inflation. Impact of Inflation on Employment, Price Level and other Macro Economic Variables and Analysis of Policies to control inflation. Deflation. Monetary Policy: Objectives of Monetary Policy. Function of Central Bank. Credit Policy and its implications on the Corporate Sector. Fiscal Policy: meaning, objectives and impact on economy. Money Market, Capital Market and Foreign Exchange Market.

Examination Scheme:


Text & References:

Text:

Gupta, G.S. 2006, Managerial Economics, 2nd Edition, Tata McGraw Hill Peterson, H.C and Lewis, W.C. 2005, Managerial Economics, 4th Edition, Prentice Hall of India

References: R Ferguson, R., Ferguson, G.J and Rothschild, R. 1993 Business Economics Macmillan. Varshney, R. Land Maheshwari, 1994 Manageriaql; Economics, S Chand and Co. Koutsoyiannis, A. Modern Economics, Third Edition. Chandra, P.2006, Project: Preparation Appraisal Selection Implementation and Review, 6th Edition, Tata

McGraw Hill. Goldfield, S.M and Chandler, L. V. The Economics of Money and Banking. Salvatore, D, International Economics, 9th Edition, John Wiley & Sons. Salvatore, D, Managerial Economics, 5 the edition, Thomson-South Western

SALES MANAGEMENT Course Code: MMSMK 10102 Credit Units: 04

Course Objective:It is essential for everybody aspiring to be a sales manager to have an understanding of the concepts of Selling. This helps them understand not only their role better, but also guides them towards better practice of management.To introduce students to the concepts and theories of salesTo develop an understanding of application of these conceptsTo help understand the various facets of the role of a sales manager

Course Contents:

Module I: Introduction to Sales ManagementConcept, scope, functions; Personal Selling,; Buyers- Sellers dyad and salesmanship.

Module II: Organization of sales managementDecision regarding sales force sizeTypes of sales force Sales force organization structure and its types

Module III: Management of Sales ForceRecruitment and selection of sales forceSales force training- objectives and methods.Coordinating of sales teamsControlling of sales effort

Module IV: Managing sales effortTerritorization of sales effortQuota setting - Importance Types and processDeveloping sales budgetsRouting of sales effortCompensation & Reimbursement of sales expense.

Module V: Selling ProcessThe sales process, planning Prospecting,Preapproach and call Planning Sales presentation-types of sales presentation, Objection handling and closing.

Module VI: Emerging Trends in Selling Integrating Sales with Other functions of Management Live sales project to be done starting with conception of idea to final execution.Case studies Latest emerging trends and practices to be discussed.Objection handling and closing

Examination Scheme:


Text & References:

Text: E Cundiff and N Govini, Sales Management- 5th Edition. Prentice Hall of India

References: Laforge, Avita, Professional Selling A trust based approach, Ingram, Harcourt College Publications. Smart Selling, Christopher Power. David Mayer and H M Greenberg, What makes a good salesman. Stanton, Bursnick and Spiro, Management of Sales force.

QUANTITATIVE TECHNIQUES

Course Code:MMSOM 10101 Credit units : 03Course Objective:

The aim of this course is to develop the understanding of the various statistical models used for decisions making and how each applies to and can be used in the business environment using contemporary computer-based technology.

Course Contents:Module I: Introduction:Application of Statistics in Business & Management; Basic Concepts of Statistical Studies: Variable and Classification of Data; Diagrammatic & Graphical Presentation of Data: Bar Diagram, Histogram, Pie – Diagram, Stem Leaf Display, Frequency Polygons, and Ogives.

Module II: Summary Statistics:Measures of Central Tendency: Arithmetic Mean, Weighted Mean, Median and ModeMeasures of Dispersion: Range, Quartiles, Average Deviation, Standard Deviation, Variance and Coefficient of Variation.

Module III: Forecasting Techniques:Simple Correlation & Regression Analysis, Time Series Analysis- Introduction, Variation in Time Series, Trend Analysis, Cyclical Analysis, Seasonal Analysis, Irregular Variation

Module IV: Probability & Probability Distributions:Probability: Basic Terminology in Probability, Types of Probability, Probability rules, Probabilities under condition of Statistical Independence, Probabilities under condition of Statistical dependence, Baye’s TheoremProbability Distributions: How Random Variable arise, Probability distribution of random variable, Mean or Expected value of random variable, Variance and Standard Deviation of random variable. Binomial Distribution, Poisson Distribution, The Normal Distribution.

Module V: Sampling, Estimation and Testing of Hypotheses:Sampling & Sampling Distribution: Parameter and Statistic, Point and Interval Estimation, Interval Estimation of three common parameters viz. Mean, Standard Deviation and Proportion.Hypothesis Testing for a Single Population: Concept of Hypothesis, Test involving a population mean, Test involving a population proportion, Test involving population Standard Deviation, The concept of P - ValueHypothesis Testing to compare two populations: Test for two population means (Independent Samples), Tests for two population means (Dependent Samples), Tests for two population proportions (Independent Samples), Tests for two population variances (Dependent Samples), F-test, Non-parametric Tests (Chi – Square Test)

Module VI: Decision Theory & Introduction to Operations Research: Decision Theory : Introduction of Decision Theory, Steps in decision theory approach, Types of Decision Making Environments, Decision Making under Uncertainty- Criterion of Optimism, Criterion of Pessimism, Equally likely decision (Laplace) criterion, Criterion of Realism (Hurwicz Criterion), Criterion of Regret (Savage criterion) Decision Making under Risk- Expected Monetary Value & Expected Opportunity Loss.Linear Programming : Introduction of Linear Programming, Formulation of LPP, Solution of LPP- Graphical MethodExamination Scheme

Component Codes P-1 C-1 CT-1 EEWeightage (%) 10 10 20 60

Text & References:

Text: Levin R.I. & Rubin S.R. 1998, Statistics for Management, 7th Ed. Prentice Hall Of India

Reference:

Anderson David R, Sweeny Dennis J, Williams Thomas A, Statistics for Business and Economics 9th ed, Cengage learning.

Keller Gerald, Statistics for Management, Cengage Learning

Anderson David R, Sweeny Dennis J, Williams Thomas A, Quantitative Methods for Business, Cengage learning.

Vohra N.D., Quantitative Techniques in Management, Tata McGraw Hill

BUSINESS COMMUNICATION - I

Course Code: MMSBS 10101 Credit Units: 01

Course Objective: One cannot‘not communicate’. This course is designed to facilitate our young Amitians to communicate effectively by emphasizing on practical communication through refurbishing their existing language skills and also to bring one and all to a common take-of level.

Course Contents:

Module I: Fundamentals of communication Relevance of communicationEffective communication Models of communicationEffective use of language

Module II: Tools of communication Proficiency in English – The international Language of businessBuilding vocabulary(Denotative & connotative)Extensive vocabulary drills (Synonyms / Antonyms / Homonyms)One Word substitutionIdioms & phrasesMechanics and Semantics of sentencesWriting sentences that really communicate(Brevity, Clarity, and Simplicity)Improving the tone and style of sentences

Module III: Barriers to Effective use of languageAvoiding clichésRemoving redundanciesGetting rid of ambiguityEuphemismJargonsCode switching Note: 2 tests of 20 marks of one hour duration each will be conducted over and above the teaching hours. They will have to be programmed accordingly. Text & References:

Working in English, Jones, Cambridge Business Communication, Raman – Prakash, Oxford Echoes: Jha Madhulika: Orient Longman Practical English Usage, Swan M, Cambridge

BEHAVIOURAL SCIENCE - I(SELF-DEVELOPMENT AND INTERPERSONAL SKILLS)


Course Objective:This course aims at imparting an understanding of:Self and the process of self exploration Learning strategies for development of a healthy self esteemImportance of attitudes and their effect on work behaviourEffective management of emotions and building interpersonal competence.

Course Contents:

Module I: Understanding Self Formation of self concept Dimension of SelfComponents of selfSelf Competency

Module II: Self-Esteem: Sense of Worth Meaning and Nature of Self EsteemCharacteristics of High and Low Self EsteemImportance & need of Self EsteemSelf esteem at workSteps to enhance Self Esteem

Module III: Emotional Intelligence: Brain Power Introduction to EIDifference between IQ, EQ and SQRelevance of EI at workplace Self assessment, analysis and action plan

Module IV: Managing Emotions and Building Interpersonal Competence Need and importance of Emotions Healthy and Unhealthy expression of emotionsAnger: Conceptualization and CycleDeveloping emotional and interpersonal competenceSelf assessment, analysis and action plan

Module V: Leading Through Positive Attitude Understanding Attitudes Formation of AttitudesTypes of AttitudesEffects of Attitude on BehaviourPerceptionMotivationStressAdjustmentTime ManagementEffective PerformanceBuilding Positive Attitude

Module VI: End-of-Semester Appraisal Viva based on personal journalAssessment of Behavioural change as a result of trainingExit Level Rating by Self and Observer

Text & References:

Towers, Marc: Self Esteem, 1st Edition 1997, American Media Pedler Mike, Burgoyne John, Boydell Tom, A Manager’s Guide to Self-Development: Second edition,

McGraw-Hill Book company.

Covey, R. Stephen: Seven habits of Highly Effective People, 1992 Edition, Simon & Schuster Ltd. Khera Shiv: You Can Win, 1st Edition, 1999, Macmillan Gegax Tom, Winning in the Game of Life: 1st Edition, Harmony Books Chatterjee Debashish, Leading Consciously: 1998 1st Edition, Viva Books Pvt Ltd. Dr. Dinkmeyer Don, Dr. Losoncy Lewis, The Skills of Encouragement: St. Lucie Press. Singh, Dalip, 2002, Emotional Intelligence at work; First Edition, Sage Publications. Goleman, Daniel: Emotional Intelligence, 1995 Edition, Bantam Books Goleman, Daniel: Working with E.I., 1998 Edition, Bantam Books.

FRENCH - I

Course Code: MMSFR 10101 Credit Units: 02

Course Objective: To familiarize the students with the French language with the phonetic system with the accents with the manners with the cultural aspects To enable the students to establish first contacts to identify things and talk about things

Course Contents:

Unité 1, 2: pp. 01 to 37

Contenu lexical: Unité 1: Premiers contacts1. Nommer des objets, s’adresser poliment à quelqu’un2. se présenter, présenter quelqu’un3. entrer en contact : dire tu ou vous, épeler4. dire où on travaille, ce qu’on fait5. communiquer ses coordonnées

Unité 2: Objets1. identifier des objets, expliquer leur usage2. Dire ce qu’on possède, faire un achat, discuter le prix.3. Monter et situer des objets4. Décrire des objets5. comparer des objets, expliquer ses préférences

Contenu grammatical: 1. articles indéfinis, masculin et féminin des noms, pluriel des noms 2. Je, il, elle sujets, verbes parler, habiter, s’appeler, être, avoir, masculin et

féminin des adjectifs de nationalité 3. tu, vous sujets, verbes parler, aller, être, c’est moi/c’est toi

4. verbes faire, connaître, vendre, c’est/il est + profession, qui est-ce ? qu’est- ce que ... ?

5. article défini, complément du nom avec de, quel interrogatif 6. adjectifs possessifs (1), pour + infinitif 7. verbe avoir, ne...pas/pas de, question avec est-ce que ?, question négative,

réponse Si 8. Prépositions de lieu, il y a/qu’est-ce qu’il y a 9. accord et place des adjectifs qualificatifs, il manque... 10. comparatifs et superlatifs, pronoms toniques, pronom on

Examination Scheme:

Components V H CT EEWeightage (%) 10 10 20 60

Text & References:

le livre à suivre : Français.Com (Débutant)

GERMAN - I

Course Code: MMSGR 10101 Credit Units: 02

Course Objective: To enable the students to converse, read and write in the language with the help of the basic rules of grammar, which will later help them to strengthen their language. To give the students an insight into the culture, geography, political situation and economic opportunities available in Germany

Course Contents:

Module I: Introduction Self introduction: heissen, kommen, wohnwn, lernen, arbeiten, trinken, etc.All personal pronouns in relation to the verbs taught so far.Greetings: Guten Morgen!, Guten Tag!, Guten Abend!, Gute Nacht!, Danke sehr!, Danke!, Vielen Dank!, (es tut mir Leid!), Hallo, wie geht’s?: Danke gut!, sehr gut!, prima!, ausgezeichnet!,

Es geht!, nicht so gut!, so la la!, miserabel!

Module II: InterviewspielTo assimilate the vocabulary learnt so far and to apply the words and phrases in short dialogues in an interview – game for self introduction.

Module III: Phonetics Sound system of the language with special stress on Dipthongs

Module IV: Countries, nationalities and their languagesTo make the students acquainted with the most widely used country names, their nationalitie and the language spoken in that country.

Module V: Articles The definite and indefinite articles in masculine, feminine and neuter gender. All Vegetables, Fruits, Animals, Furniture, Eatables, modes of Transport

Module VI: ProfessionsTo acquaint the students with professions in both the genders with the help of the verb “sein”.

Module VII: Pronouns Simple possessive pronouns, the use of my, your, etc.The family members, family Tree with the help of the verb “to have”

Module VIII: ColoursAll the color and color related vocabulary – colored, colorful, colorless, pale, light, dark, etc.

Module IX: Numbers and calculations – verb “kosten”The counting, plural structures and simple calculation like addition, subtraction, multiplication and division to test the knowledge of numbers.“Wie viel kostet das?”

Module X: Revision list of Question pronouns W – Questions like who, what, where, when, which, how, how many, how much, etc.

Examination Scheme:

Components CT-1 CT-2 H-1 + V-1 EEIWeightage (%) 15 15 10 60

Text & References:

Wolfgang Hieber, Lernziel Deutsch Hans-Heinrich Wangler, Sprachkurs Deutsch Schulz Griesbach, Deutsche Sprachlehre für Ausländer P.L Aneja, Deutsch Interessant - 1, 2 & 3 Rosa-Maria Dallapiazza et al, Tangram Aktuell A1/1,2 Braun, Nieder, Schmöe, Deutsch als Fremdsprache 1A, Grundkurs

SPANISH – I

Course Code: MMSSH 10101 Credit Units: 02

Course Objective:To enable students acquire the relevance of the Spanish language in today’s global context, how to greet each other. How to present / introduce each other using basic verbs and vocabulary

Course Contents:

Module IA brief history of Spain, Latin America, the language, the culture…and the relevance of Spanish language in today’s global context.Introduction to alphabets

Module IIIntroduction to ‘Saludos’ (How to greet each other. How to present/ introduce each other).Goodbyes (despedidas) The verb llamarse and practice of it.

Module IIIConcept of Gender and NumberMonths of the years, days of the week, seasons. Introduction to numbers 1-100, Colors, Revision of numbers and introduction to ordinal numbers.

Module IVIntroduction to SER and ESTAR (both of which mean To Be).Revision of ‘Saludos’ and ‘Llamarse’. Some adjectives, nationalities, professions, physical/geographical location, the fact that spanish adjectives have to agree with gender and number of their nouns. Exercises highlighting usage of Ser and Estar.

Module VTime, demonstrative pronoun (Este/esta, Aquel/aquella etc)

Module VIIntroduction to some key AR /ER/IR ending regular verbs.

Examination Scheme:

Components C-1 CT V EEIWeightage (%) 10 20 10 60

Text & References:

Español, En Directo I A Español Sin Fronteras

JAPANESE - I

Course Code: MMSJP 10101 Credit Units: 02

Course Objective: To enable the students to learn the basic rules of grammar and Japanese language to be used in daily life that will later help them to strengthen their language.

Course Contents:

Module I: Salutations Self introduction, Asking and answering to small general questions

Module II: Cardinal NumbersNumerals, Expression of time and period, Days, months

Module III: TensesPresent Tense, Future tense

Module IV: PrepositionsParticles, possession, Forming questions

Module V: DemonstrativesInterrogatives, pronoun and adjectives

Module VI: DescriptionCommon phrases, Adjectives to describe a person

Module VII: ScheduleTime Table, everyday routine etc.

Module VIII: OutingsGoing to see a movie, party, friend’s house etc.

Learning Outcome Students can speak the basic language describing above mentioned topics

Methods of Private study /Self help Handouts, audio-aids, and self-do assignments and role-plays will support classroom teaching

Examination Scheme:


Text & References:

Text: Teach yourself Japanese

References: Shin Nihongo no kiso 1

CHINESE – I

Course Code: MMSCE 10101 Credit Units: 02

Course Objective:There are many dialects spoken in China, but the language which will help you through wherever you go is Mandarin, or Putonghua, as it is called in Chinese. The most widely spoken forms of Chinese are Mandarin, Cantonese, Gan, Hakka, Min, Wu and Xiang. The course aims at familiarizing the student with the basic aspects of speaking ability of Mandarin, the language of Mainland China. The course aims at training students in practical skills and nurturing them to interact with a Chinese person.

Course Contents:

Module IShow pictures, dialogue and retell.Getting to know each other.Practicing chart with Initials and Finals. (CHART – The Chinese Phonetic Alphabet Called “Hanyu Pinyin” in Mandarin Chinese.)Practicing of Tones as it is a tonal language.Changes in 3rd tone and Neutral Tone.

Module IIGreetings Let me IntroduceThe modal particle “ne”.Use of Please ‘qing” – sit, have tea ………….. etc.A brief self introduction – Ni hao ma? Zaijian!Use of “bu” negative.

Module IIIAttributives showing possessionHow is your Health? Thank youWhere are you from?A few Professions like – Engineer, Businessman, Doctor, Teacher, Worker.Are you busy with your work?May I know your name?

Module IVUse of “How many” – People in your family?Use of “zhe” and “na”.Use of interrogative particle “shenme”, “shui”, “ma” and “nar”.How to make interrogative sentences ending with “ma”.Structural particle “de”.Use of “Nin” when and where to use and with whom. Use of guixing.Use of verb “zuo” and how to make sentences with it.

Module VFamily structure and Relations.Use of “you” – “mei you”.Measure wordsDays and Weekdays.Numbers.Maps, different languages and Countries.

Examination Scheme:

Components V H CT EEIWeightage (%) 10 10 20 60

Text & References: “Elementary Chinese Reader Part I” Lesson 1-10

DISTRIBUTION AND LOGISTICS MANAGEMENT Course Code: MMSMK 10201 Credit Units: 04 Course Objective:The aim of this course is to develop the understanding of the various components of the integrated supply chain from the perspective of Distribution Management. The learning is focused on developing the various models of logistics and supply chain to suit domestic as well as global markets.

Course Contents:

Module I: Introduction to DistributionMarketing Channels – Role, Scope, Functions & StructureTypes of channelsLevels of channels

Module II: Channel Design & ImplementationSegmentation, TargetingEstablishment of new channels or refining existing channelsIdentifying power sourcesChannel coordination

Module III: Channel institutionsRetailing- definition, choosing retail positioningStrategy & strategic issues in retailingElectronic ChannelsWholesaling and Franchising

Module IV: Appointments & MotivationRecruitment of channel membersSelection & training of channel membersMotivating techniques

Module V: Power, Conflict & ControllingChannel Power- nature, sourcesBalancing & exercising power, influence strategiesChannel Conflict- nature & degreeSources, Consequences, Conflict Resolution StrategiesControlling Techniques

Module VI: Logistics System Logistics System- concept, objective & scopeThe system elements, transportation, warehousingInventory management, packing & utilizationCommunication & Control

Module VII: Strategic Logistics PlanningLogistics strategyImplementation & management

Examination Scheme:


Text & References:

Text: Stern & El-Ansary, Marketing channels, PHI Publications

References: Donald J. Bowersox & David J Closs, Logistical Management, TMH Stephen Lemay, Joe B Hanna, Logistics, David J Bloomberg, PHI Satish K Kapoor, Purva Kansal, Marketing Logistics, Pearson Education

INTERNATIONAL MARKETING MANAGEMENT


Course Objective:In today’s dynamic global scenario people who succeed will have to learn the art of managing functions across domestic borders. Thus the course aims at exposing the students to the international business activities. The course would develop a general perspective about managing international business both in operational as well as strategic context.

Course Contents:Module I: OverviewNeed, Scope, Tasks, Domestic vs. International marketing, International trade Theories, Importance of International Marketing, Management orientation (Ethnocentric, Polycentric, Regiocentric & Geocentric)Module II: International Marketing Environment Economic Environment (World Economy, Stages of market & economic development, Income & Purchasing Power parity, Economic Risk Analysis, Balance of payments, Trade patterns, International trade alliances, WTO, World Bank, IMF, Regional Economic groups. Social & Cultural environment – Culture, Cultural impact on Industrial & Consumer products. Political, Legal & Regulatory Environment – Political Risk, IPR, Licensing & Trade Services, Dispute Settlement & Litigation, Embargoes & Sanctions. Module III: International Entry & Expansion StrategiesInternational Market Entry Strategies – Exporting, Sourcing, Licensing, JVs, Ownership & control, Ownership/ Investment, Merger’s and Acquisitions, Stages of development models (Domestic, International, Multinational, Global, Transnational) Strategies Employed by Indian companies to sustain Globally. Tariff and Non Tariff Barriers.Module IV: Developing Product for International MarketThe international product and its life cycle, Product positioning & Segmentation , Product design consideration, Geographic expansion, Global branding and different positioning of the same brand in different countries, New product development & testing . Dumping, Gray market, Role of Services in global economy, Module V: Promotion & Pricing Strategy for International MarketChannel development & Innovation. Role of International Advertising & Branding, PR, Trade Fairs, Personal selling, Sales promotion, Exhibitions, Sponsorship promotion, Internet Marketing.. Global pricing Objectives & methods, Pricing policies – Marginal cost, cost plus, Market oriented, Export payment methods – L/C, Advance, DA/DP, FIBC, Counter trade, Transfer price.Module VI: India’s International Policy and Impact on EconomyGovernment measures and export incentives, EXIM policy, ECGC services, Role of Indian banks & F.I’s, Current stand on WTO, Services export from India.

Text & References:Text: Global Marketing Management, Kotabe MakadiReferences: Keegan, Global Marketing Varshney & Bhattacharya, International Marketing Management Czinkota , International Business Khurana PK , Export Marketing Harvard Business Review, Global Business Review (Sage Publications), Global Forum – ITC Geneva

CONSUMER BEHAVIOUR


Course Objective:To identify and understand the consumers behaviour both household market and business market. It makes a connection between customer behaviour principles and the elements of marketing strategy. Allowing the students to see how an understanding of customer behaviour is crucial to successful marketing programs.

Course Contents:

Module I: Understanding Consumer BehaviourIntroduction, Consumer Behaviour & Decision Making Model, Customer Profile. Segmentation, Criterion for effective segmentation, Criterion for effective Targeting, implementing segmentation strategies

Module II: Consumer ResearchConsumer Research Process.

Module III: External Influences on Consumer BehaviourCulture & Subculture, Social Class - Lifestyle Profiles of the Social Classes, Group Influence - Understanding the power of Reference Groups, Household Consumption Behaviour - Family Decision Making & Consumption Related Roles.

Module IV: Internal Influence on Consumer BehaviourNeeds & Motivation - Dynamics of Motivation, Motivational Research, Learning - Behavioural Learning Theories, Personality Factor - Theories of Personality, Brand Personality, Self& Self Image, Attitude - Structural Models of Attitudes, Attitude formation, Strategies of Attitude Change, Perception - Dynamics of Perception, Consumer Imagery.

Module V: Cross Cultural Consumer Behaviour: An International perspectiveCross- Cultural Consumer Analysis, Alternative Multinational Strategies, Cross Cultural Psychographic Segmentation, Marketing Mistakes.

Module VI: Consumer InfluenceDynamics of Opinion Leadership, Diffusion of Innovations.

Module VII: Consumer Decision Making & BeyondConsumer Decision Making Process, Consumer Decision Making Models, Problem Recognition & Decision Making, Post-Purchase Behaviour.

Module VIII: Emerging Trends Integrating the concepts with other functions of Management Live project to be undertaken starting with conception of idea to final execution.Case studies Latest emerging trends and practices.

Examination Scheme:


Text & References:

Text: Schiffman, Leon G, & Kanuk , Leslie Lazar, 2004, Consumer Behaviour, Prentice Hall of India

References: Assael, Henry, Consumer Behaviour, Asian Books Pvt. Ltd Laudon, David L,& Bitta, Albert J Della, Consumer Behaviour, Tata McGraw Hill Leudquest, 2004, Consumer Behaviour Biztantra Publication Batra, Satish K., & Kazmi, S H H, Consumer Behaviour, Excel Books

PRODUCT AND BRAND MANAGEMENT


Course Objective:In congruence with the aim of marketing to convert a commodity into an identifiable product and to a subsequent brand, the following two processes will be adopted:Impart comprehensive understanding of the process of conceptualization and the development of a product including its positioning and pricing strategies.Focus to understand the concept of branding, developing a brand personality, identity, image, revitalization options and the methods to evaluate the brand.

Course Contents:

Module I: Product ManagementIntroduction and Concepts, Classification, Product Mix and Line decisions. Methods of positioning, Managing premium products and brands.

Module II: New Product PlanningProduct Life Cycle, Product Development Process, New Product Launches, Pricing Decisions & Strategies.

Module III: Evolving a BrandConcept of branding, the challenges faced by brand managers, the value of a brand to customers and the organization, Selection Criteria for Name, Symbol and Slogan, Creation of brand personality and the approaches to develop brand personality scale, brand image sources, identity and positioning, identity dimensions, core identity and extended identity of brands.

Module IV: Brand Re-vitalizationBrand & Line Extensions, Marketing Mix for Brand Extensions, Co – Branding. Upward and Downward stretching of brands.

Module V: Managing the Brand SystemsThe complexities of managing brand systems, including brand roles, brand hierarchy & branding benefits. Brand Equity, Brand Awareness, Brand Loyalty, Brand Associations, Brand Promise, Brand Recognition, Recall and Brand Equity. Brand Examination based on cost based and customer based Examination methods.

Module VI: Emerging Trends Integrating the concepts with other functions of Management, Live project to be undertaken starting with conception of idea to final execution, Case studies, Latest emerging trends and practices.

Examination Scheme:


Text & References:

Text: Ramanuj Majumdar, Product management in India PHI Subroto Sengupta, Brand Positioning

References: Cowley. D, Understanding Brands Donald R Lehmann, Russell S Winer Product Management, Tata Mcgraw. Jean Noel Kampferer, Strategic Brand Management David Aaker, Building strong brands David Aaker, Brand Leadership

MARKET RESEARCH


Course Objective:This course in marketing research aims at familiarizing the participants of the MBA program with scientific research and its various methods in the field of management. The focus of the course is applied and decisional. It aims at providing the relevant inputs to the participants so that they could study systematically various complex management problems and provide information and solutions for the same. Besides the course work, the participants shall be required to undertake a market research project incorporating the research techniques studied during the semester

Course Contents:

Module I: Nature and scope of marketing researchMarketing research as input in decision making process, Marketing research and marketing information system. Applications of marketing research, Planning a research project: Problem identification and formulation. Research Design: Exploratory, Descriptive and Experimental research designs, Market research on the Internet

Module II: Data collection methodsObservation Methods and Questionnaire Method, Questionnaire Design: Steps in constructing a questionnaire, types of questions, Attitude measurement and Scaling techniques: Ratio, interval, ordinal and nominal scales. Likert’s scale, Thurstone scale, Semantic differentiation method etc. Projective techniques. Multidimensional scaling and perceptual mapping, Sampling decisions: Sampling frame, sample selection methods- Probability and non- probability, sample size, Application of sampling methods to marketing problems.

Module III: Data collection and field forceField work procedure. Common sources of error in the field work. Minimizing fieldwork errors, Tabulation of the collected data

Module IV: Data analysis - ITests of significance Z, t, F and chi-square, Data analysis-II: Correlation and Regression techniques, Data analysis-III: Over-view of Multivariate Techniques-Factor analysis, conjoint analysis, Cluster analysis

Module VPre-Writing Considerations, Format of the Marketing research report, Common Problems Encountered when preparing the marketing research report. Presenting the Research Report

Module VI: Selected applications of marketing researchIdentifying market segments, Product research, Sales research and Advertising research

Examination Scheme:

Components P C CT EEWeightage (%) 10 10 20 60

Text & References:

Text: Malhotra, Naresh; Market Research - 6th Edition-PHI Churchill, Gilbert A, Lacobucci, Dawn; Marketing Research: Methodological Foundations, 8 th Edition,

South Western

References: Luck, David J And Rubin, Ronald S, Marketing Research, Seventh Edition, Prentice Hall of India Beri, Gc., Marketing Research, Second Edition, Tata McGraw Hill Thomas H. Wancott and R. Wancott, Introductory Statistics for Business and Economics, John Wiley and

Sons, New York. Burns, Alvin C and Bush, Ronald F: Marketing Research, 5th Edition, Pearson Education

Software: Students can use SPSS 15.0 for analyzing the data for marketing research. The software is available in the computer lab.

BUSINESS ENVIRONMENT AND LAW

Course Code: MMSLW 10201 Credit Units: 04

Course Objective:The objective of this course is to develop in students the understanding of the role of business environment in general and the legal environment in particular in management decision making. It aims at giving insight into various Business and Economic Laws so that the students are able to interpret the provisions of some of the important laws and apply the same in commercial and industrial organizations.

Course Contents:

Module I: Legal Environment of Business Environment of Business, Its importance, Change in business environment consequent to economic reform, industrial policy, trade policy, macro reform, MNC’s role, financial services, private sector, Legal environment of business.

Module II: Indian Contract Act, 1872Nature and kinds of Contracts, Concepts related to offer, Acceptance and Consideration, Principles Governing Capacity of Parties and Free Consent, Legality of Objects, Performance and Discharge of Contract, Breach of Contract and its Remedies, Basic Elements of Law Relating to Agency, Guarantee and Pledge.

Module III: Law of TortsMeaning of tort – Contractual and Tortious Liability, Application of Tortious Liability in Business Situations.

Module IV: Indian Sale of Goods Act, 1930Sale and Agreement to Sell, Hire Purchase – Pledge – Mortgage – Hypothecation Lease, Goods – Different types of Goods, Passing of Property in Goods, Conditions and Warranties, Doctrine of Caveat emptor, Rights of an unpaid Seller.

Module V: Negotiable Instruments Act, 1881Meaning of Negotiability and Negotiable Instruments – Cheques Bill of Exchange and Promissory Note – Crossing of Cheques – Endorsement – Dishonour of Cheques.

Module VI: Elements of Company Law Meaning and types of companies, Formation of a company, Memorandum and Articles of Association, Prospectus and Issue of Shares, Share Capital and Shareholders, Company Meetings and Proceedings, Powers and Liabilities of Directors and Winding up of Company.

Module VII: Miscellaneous ActsConsumer Protection Act, 1986 – Need for Consumer Protection, Intellectual Property Laws (IPR) – Overview of Law & Procedure relating to Patents , Trade marks & Copyrights, Infringement, Provisions of Central Sales Tax Act and Central Excise Act & Customs Act 1962, Provisions of Income Tax Act relating to individuals, Calculation of Tax Liability under the head Salary Income.

Examination Scheme:


Text & References:

Gulshan S. S, Elements of Mercantile Law, Excel Books, N. Delhi Suresh Bedi, Business Environment, Excel Books, N. Delhi

FINANCIAL MANAGEMENT

Course Code: MMSFN 10201 Credit Units: 04

Course Objective:The objective of this course is to develop an understanding of short-term and long-term financial decisions of a firm and various financial tools used in taking these decisions. It is also aimed to develop the understanding of the financial environment in which a company operates and how it copes with it.

Course Contents:

Module I: IntroductionA Framework for Financial Decision-Making- Financial Environment, Changing Role of Finance Managers, Objectives of the firm

Module II: Valuation ConceptsTime Value of Money, Risk and Return, Financial and Operating Leverage

Module III: Financing DecisionsCapital Structure and Cost of Capital, Marginal Cost of Capital

Module IV: Capital BudgetingEstimation of Cash Flows, Criteria for Capital Budgeting Decisions, Issues Involved in Capital Budgeting, Risk analysis in Capital Budgeting – An Introduction

Module V: Working Capital Management Factors Influencing Working Capital Policy, Operating Cycle Analysis, Management of Inventory, Management of Receivables, Management of Cash and Marketable Securities, Financing of Working Capital.

Module VI: Dividend Policy DecisionsAn introduction: Different Schools of Thought on Dividend Policy

Examination Scheme:


Text & References:

Text: Chandra, P. 2006, Financial Management: Theory and Practice, 6th Ed., Tata McGraw Hill.

References: Damodaran, A. 2004, Corporate Finance: Theory and Practice, 2nd Ed., Wiley & Sons. Van Horne, J.C. 2006, Financial Management and Policy, 12th Ed., Prentice Hall of India. Brearly, R. A. and Myers, S. C. 2006, Principles of Corporate Finance, 8th Ed., Tata McGraw Hill Pike, R and Neale, B. 1998, Corporate Finance and Investment: Decisions and Strategies, Prentice Hall of India Rustagi, R.P. 1999, Financial Management: Theory, Concepts and Problems, Galgotia Publishing Company. Pandey, I.M. 1999, Financial Management, 9th Ed., Vikas Publishing House

BUSINESS COMMUNICATION - II


Course Objective: This course is designed to hone the PR skills of the budding managers and enable them to be an integral part of the corporate communication network. The Verbal Communication (oral and written) will be the lingua franca of this endeavour.

Course Contents:

Module I: Communication in PracticeVerbal Communication 1. Communication Networks2. Developing writing skillsInter- office communicationThe business lettersE mail – Netiquette (etiquette on the mail)Intra- office communicationMemosNoticesCircularsAgenda and MinutesBusiness Report writingResume writing

Module II: Cross Functional Communication Marketing/ Integrated marketing communicationProject management communicationHuman Resource communicationFinancial Communication

Module III: Communication for Public RelationsFunctions and activities of PRReputation ManagementBuilding Corporate Image and IdentityNegotiation Techniques

Note: 2 tests of 20 marks of one hour duration each will be conducted over and above the teaching hours. They will have to be programmed accordingly.

Text & References: Business Communication, Raman – Prakash, Oxford The Oxford Handbook of Commercial Corrospondence, Ashley A, Oxford Business Communication for

Managers: An Advanced Approach, Penrose, Thomson Business Communication, Krizan, Thomson Understanding Human Communication,9/e, Adler R Oxford

BEHAVIOURAL SCIENCE - II

(BEHAVIOURAL COMMUNICATION AND RELATIONSHIP MANAGEMENT)


Course Objective:This course aims at imparting an understanding of:Process of Behavioural communicationAspects of interpersonal communication and relationshipManagement of individual differences as important dimension of IPR

Course Contents:

Module I: Behavioural Communication Scope of Behavioural CommunicationProcess – Personal, Impersonal and Interpersonal CommunicationGuidelines for developing Human Communication skillsRelevance of Behavioural Communication in relationship management

Module II: Managing Individual Differences in Relationships PrinciplesTypes of issuesApproachesUnderstanding and importance of self disclosureGuidelines for effective communication during conflicts

Module III: Communication Climate: Foundation of Interpersonal Relationships Elements of satisfying relationshipsConforming and Disconfirming CommunicationCulturally Relevant CommunicationGuideline for Creating and Sustaining Healthy Climate

Module IV: Interpersonal Communication Imperatives for Interpersonal CommunicationModels – Linear, Interaction and TransactionPatterns – Complementary, Symmetrical and ParallelTypes – Self and Other OrientedSteps to improve Interpersonal Communication

Module V: Interpersonal Relationship Development Relationship circle – Peer/ Colleague, Superior and SubordinateInitiating and establishing IPREscalating, maintaining and terminating IPRDirect and indirect strategies of terminating relationshipModel of ending relationship


Text & References:

Vangelist L. Anita, Mark N. Knapp, Inter Personal Communication and Human Relationships: Third Edition, Allyn and Bacon

Julia T. Wood. Interpersonal Communication everyday encounter Simons, Christine, Naylor, Belinda: Effective Communication for Managers, 1997 1st Edition Cassell Harvard Business School, Effective Communication: United States of America Beebe, Beebe and Redmond; Interpersonal Communication, 1996; Allyn and Bacon Publishers.

FRENCH - II


Course Objective: To enable the student to talk about his time schedule to talk about travel

Course Contents:

Unité 3, 4: pp. 42 to 72:

Contenu lexical: Unité 3: Emploi du temps1. demander et donner l’heure, des horaires2. raconter sa journée3. parler de ses habitudes au travail, de ses loisirs4. dire la date, parler du temps qu’il fait5. fixer rendez-vous (au téléphone par e-mail), réserver une table au restaurant

Unité 4: Voyage1. réserver une chambre d’hôtel, demander la note2. expliquer un itinéraire3. parler de ses déplacements, situer sur une carte4. exprimer un conseil, une interdiction, une obligation5. acheter un billet de train, consulter un tableau d’horaires

Contenu grammatical: 1. question avec à quelle heure ? adjectifs démonstratifs 2. verbes pronominaux au présent, les prépositions à et de : aller à venir de

3. adverbes de fréquence, pourquoi... ? Parce que ... ?4. expression indiquant la date, verbes impersonnels5. verbe pouvoir + infinitif, le lundi, lundi prochain6. adjectifs possessifs (2), adjectif tout7. impératif présent (1), nombres ordinaux8. questions avec est-ce que ? à et en + moyen de transport, en/au+pays9. verbes devoir+infinitif, il faut+ infinitif, il est interdit de

10. verbes : aller, venir, partir , questions avec d’où, où,par où, à quel, de quel

Examination Scheme:


Text & References:


GERMAN – II


Course Objective: To enable the students to converse, read and write in the language with the help of the basic rules of grammar, which will later help them to strengthen their language. To give the students an insight into the culture, geography, political situation and economic opportunities available in GermanyIntroduction to Grammar to consolidate the language base learnt in Semester - I

Course Contents:

Module I: Everything about Time and Time periodsTime and times of the day.Weekdays, months, seasons. Adverbs of time and time related prepositions

Module II: Irregular verbsIntroduction to irregular verbs like to be, and others, to learn the conjugations of the same, (fahren, essen, lessen, schlafen, sprechen und ähnliche).

Module III: Separable verbsTo comprehend the change in meaning that the verbs undergo when used as suchTreatment of such verbs with separable prefixes

Module IV: Reading and comprehensionReading and deciphering railway schedules/school time table Usage of separable verbs in the above context

Module V: Accusative caseAccusative case with the relevant articlesIntroduction to 2 different kinds of sentences – Nominative and Accusative

Module VI: Accusative personal pronounsNominative and accusative in comparisonEmphasizing on the universal applicability of the pronouns to both persons and objects

Module VII: Accusative prepositions Accusative propositions with their useBoth theoretical and figurative use

Module VIII: DialoguesDialogue reading: ‘In the market place’

‘At the Hotel’

Examination Scheme:


Text & References:

Wolfgang Hieber, Lernziel Deutsch Hans-Heinrich Wangler, Sprachkurs Deutsch Schulz Griesbach, Deutsche Sprachlehre für Ausländer P.L Aneja, Deutsch Interessant- 1, 2 & 3 Rosa-Maria Dallapiazza et al, Tangram Aktuell A1/1, 2 Braun, Nieder, Schmöe, Deutsch als Fremdsprache 1A, Grundkurs

SPANISH – II


Course Objective:To enable students acquire more vocabulary, grammar, Verbal Phrases to understand simple texts and start describing any person or object in Simple Present Tense.

Course Contents:

Module IRevision of earlier modules.

Module IISome more AR/ER/IR verbs. Introduction to root changing and irregular AR/ER/IR ending verbs

Module IIIMore verbal phrases (eg, Dios Mio, Que lastima etc), adverbs (bueno/malo, muy, mucho, bastante, poco).Simple texts based on grammar and vocabulary done in earlier modules.

Module IVPossessive pronouns

Module VWriting/speaking essays like my friend, my house, my school/institution, myself….descriptions of people, objects etc, computer/internet related vocabulary

Examination Scheme:


Text & References:

Español, En Directo I A Español Sin Fronteras

JAPANESE - II Course Code: MMSJP 10201 Credit Units: 02

Course Objective: To enable the students to converse in the language with the help of basic particles and be able to define the situations and people using different adjectives.

Course Contents:

Module I: Verbs Transitive verbs, intransitive verbs

Module II: More prepositions More particles, articles and likes and dislikes.

Module III: Terms used for instructionsNo parking, no smoking etc.

Module IV: AdverbsDifferent adverbial expression.

Module V: Invitations and celebrationsGiving and receiving presents, Inviting somebody for lunch, dinner, movie and how to accept and refuse in different ways

Module VI: Comprehension’sShort essay on Family, Friend etc.

Module VII: ConversationsSituational conversations like asking the way, At a post office, family

Module VIII: Illness Going to the doctor, hospital etc.

Learning Outcome Students can speak the language describing above-mentioned topics.

Methods of Private study/ Self help Handouts, audio-aids, and self-do assignments. Use of library, visiting and watching movies in Japan and culture center every Friday at 6pm.

Examination Scheme:


Text & References:



CHINESE – II


Course Objective:Chinese is a tonal language where each syllable in isolation has its definite tone (flat, falling, rising and rising/falling), and same syllables with different tones mean different things. When you say, “ma” with a third tone, it mean horse and “ma” with the first tone is Mother. The course aims at familiarizing the student with the basic aspects of speaking ability of Mandarin, the language of Mainland China. The course aims at training students in practical skills and nurturing them to interact with a Chinese person.

Course Contents:

Module IDrillsPractice reading aloudObserve Picture and answer the question.Tone practice.Practice using the language both by speaking and by taking notes.Introduction of basic sentence patterns.Measure words.Glad to meet you.

Module IIWhere do you live? Learning different colors.Tones of “bu”Buying things and how muchit costs?Dialogue on change of Money.More sentence patterns on Days and Weekdays.How to tell time. Saying the units of time in Chinese. Learning to say useful phrases like – 8:00, 11:25, 10:30 P.M. everyday, afternoon, evening, night, morning 3:58, one hour, to begin, to end ….. etc.Morning, Afternoon, Evening, Night.

Module IIIUse of words of location like-li, wais hang, xiaFurniture – table, chair, bed, bookshelf,.. etc.Description of room, house or hostel room.. eg what is placed where and how many things are there in it?Review Lessons – Preview Lessons.Expression ‘yao”, “xiang” and “yaoshi” (if).Days of week, months in a year etc.I am learning Chinese. Is Chinese difficult?

Module IVCounting from 1-1000Use of “chang-chang”.Making an Inquiry – What time is it now? Where is the Post Office?Days of the week. Months in a year.Use of Preposition – “zai”, “gen”.Use of interrogative pronoun – “duoshao” and “ji”.“Whose”??? Sweater etc is it?Different Games and going out for exercise in the morning.

Module VThe verb “qu”Going to the library issuing a book from the libraryGoing to the cinema hall, buying ticketsGoing to the post office, buying stampsGoing to the market to buy things.. etcGoing to the buy clothes …. Etc.Hobby. I also like swimming.Comprehension and answer questions based on it.

Examination Scheme:

Components V H CT EEIWeightage (%) 10 10 20 60

Text & References:

“Elementary Chinese Reader Part I” Lesson 11-20

STRATEGIC MANAGEMENT

Course Code: MMSGM 20301 Credit Units: 04

Course Objective:The objective of this course is to develop an understanding of: The integrative role of all areas of management in business. The prescriptive and descriptive ideas of theorist’s practitioners and researchers in the field. The principles of management and their relevance in business. The methods and techniques of strategic choice and strategic implementation over different industries Measurement of performance in various business and effect of strategies Difference between traditional and contemporary business management

Course Contents:

Module I: IntroductionConcept of Planning, Evolution of Strategic Management, Corporate Strategy, Patterns of Strategy Development, Levels of Strategy, Competitive scope and value chain

Module II: Strategic AnalysisMission, Vision and Business Definition, Environmental Threat and Opportunity Profile (ETOP), Industry Analysis, Strategic Advantage Profile (SAP), Competitor analysis, market analysis, environmental analysis and dealing with uncertainty, scenario analysis and SWOT Analysis.

Module III: Strategic ChoiceTraditional Approach - Strategic Alternatives, Various models like BCG, GE Nine Cell Matrix, Hofer’s Model, Strickland’s Grand Strategy Selection Matrix, Basis of Choice; Michael Porter’s Approach - Generic competitive strategies, Cost advantage, differentiation, technology and competitive advantage, substitution, competitor, complementary products and competitive advantage, strategic vision vs. strategic opportunism, Coevolving and patching.

Module IV: Offensive and Defensive Competitive StrategiesIndustry scenarios, advantages and disadvantages of defensive strategies, advantages and disadvantages of offensive strategies.

Module V: Strategic ImplementationOperationalizing Strategy, Institutionalizing Strategy, Strategic Control, Balanced Scorecard – Concepts and applications in strategy implementation.

Examination Scheme:


Text & References:

Text: Azhar Kazmi, Business Policy and Strategic Management, 2nd Edition, Tata McGraw Hill. Kaplan Robert & Norton David P., 2001, Strategic Focused Organization, 1st Ed., Harvard Business School

Press.

References: Pearce John A & Robinson R B, 1977, Strategic Management: Strategy Formulation and Implementation,

3rd Ed., A.I.T.B.S. Publishers & Distributors. Aaker David, Strategic Market Management, 8th Ed., John Wiley and Sons Regular reading of all latest Business Journals: HBR, Strategist, Business World, Business India, Business

Today. Porter Michael, Competitive Advantage: Creating and sustaining superior performance, Free press. Thomson & Strickland, Business Policy and Strategic Management, 14th Ed., Tata Mc Graw Hill

MANAGERIAL COMPETENCIES AND CAREER DEVELOPMENT

Course Code: MMSGM 20302 Non Credit CourseCourse Objective:In this course, students will actively learn and practice job-related skills vital to becoming a successful manager in contemporary organizations. Class sessions will consist of diverse exercises, self-assessments, role plays, etc., which help students’ evaluate and develop their skills. It will help the students to perform well at an acceptable entry level in each skill area; and better interact with other students, faculty, alumni and industry professionals.

Course Contents:

Module I: Introduction to Managerial CompetenciesBusiness Service Performance Management and Future Managers, managerial Competencies. Values for managerial effectiveness and competencies in career development. Individual career goals and action plan.

Module II: Identification of Career Opportunities in Various IndustriesIndustry scenario and identifying career opportunities. Key position competencies at entry level in different industries and growth prospects. Career Recruitment / selection processes in various industries and companies.

Module III: Career Development ProcessDiagnostic instruments. Steps in career Development, Career Counseling. Seeking, giving and receiving face-to-face feedback. Strategies for improving managerial competencies. Opportunities and tactics for developing managerial competencies.

Module IV: Developing Skills for Career ProspectsHow to succeed in interviews, Mock interviews and GDs. Special focus areas. Career Clusters, Role of Mentor in career development. Importance of Entrepreneurial and leaderrship skills in career development.

Module V: Enhancing Learning through Experience SharingExperience sharing of successful industry professionals, entrepreneurs, alumni and career specialists.

Examination Scheme:


Text & References:

Kolb, Osland, & Rubin, 1995, Organizational Behaviour, Prentice Hall Greenhaus, Career Management, 2004, Thompson Learning, India, New Delhi

SUMMER INTERNSHIP

Course Code: MMSSI 20350 Credit Units: 09

There are certain phases of every Intern’s professional development that cannot be effectively taught in the academic environment. These facets can only be learned through direct, on-the-job experience working with successful professionals and experts in the field. The internship programme can best be described as an attempt to institutionalize efforts to bridge the gap between the professional world and the academic institutions. Entire effort in internship is in terms of extending the program of education and evaluation beyond the classroom of a university or institution. The educational process in the internship course seeks out and focuses attention on many latent attributes, which do not surface in the normal class room situations. These attributes are intellectual ability, professional judgment and decision making ability, inter-disciplinary approach, skills for data handling, ability in written and oral presentation, sense of responsibility etc.

In order to achieve these objectives, each student will maintain and submit a file (Internship File) and a report (Internship Report).

INTERNSHIP FILEThe Internship File aims to encourage students to keep a personal record of their learning and achievements throughout the Programme. It can be used as the basis for lifelong learning and for job applications. Items can be drawn from activities completed in the course modules and from the workplace to demonstrate learning and personal development.

The File will assess the student’s analytical skills and ability to present supportive evidence, whilst demonstrating understanding of their organization, its needs and his/her own personal contribution to the organization.

The File is essentially a comprehensive documentation of how one proceeds while working on the assignment and should be regularly checked by the faculty guide/ supervisor, issues discussed with the students, doubts if any clarified and signed as having done so. This will form the basis of continuous evaluation of the project.

The File will include five sections in the order described below.

1. The Title Page – An Internship Experience Report For (Your Name), name of internship organization, name of the Supervisor/Guide and his/her designation, date started and completed, and number of credits for which the report is submitted.

2. Table of Content – An outline of the contents of the file by topics and subtopics with the page number and location of each section.

3. Introduction – Short, but should include how and why you obtained the internship experience position and the relationship it has to your academic/professional and career goals.

4. Main Body – Should include a brief summary/ executive summary of the Internship Project Report that the student has worked on, an analysis of the company/organization in which the student is working, a personal review of the student’s management skills and how they have been developed through the programme, the daily tasks performed, major projects contributed to, dates and hours spent on a task, observations and feelings, meetings attended and their purposes, listing of tools and materials and their suppliers, and photographs if possible of projects, buildings and co-workers.

5. Appendices – Include pamphlets, forms, charts, brochures, technical and descriptive literature, graphs and other information related to your Internship experience.

INTERNSHIP REPORT The Internship Report is the research report that the student has to prepare on the project assigned by the organization. (Incase a student is not assigned a specific research project in the organization, he has to select any one aspect of the organization and prepare a research report on it). The lay out of the report should be as per the standard layout prescribed by the organization wherein the student undertakes the Internship. In case, there is no layout prescribed by the organization the following components should be included in the report:

Title or Cover Page The title page should contain Project Title; Student’s Name; Programme; Year and Semester and Name of the Faculty Guide.

Acknowledgements Acknowledgment to any advisory or financial assistance received in the course of work may be given. It is incomplete without student’s signature.

AbstractA good "Abstract" should be straight to the point; not too descriptive but fully informative. First paragraph should state what was accomplished with regard to the objectives. The abstract does not have to be an entire summary of the project, but rather a concise summary of the scope and results of the project. It should not exceed more than 1000 words.

Table of ContentsTitles and subtitles are to correspond exactly with those in the text.

IntroductionHere a brief introduction to the problem that is central to the project and an outline of the structure of the rest of the report should be provided. The introduction should aim to catch the imagination of the reader, so excessive details should be avoided.

Materials and MethodsThis section should aim at experimental designs, materials used (wherever applicable). Methodology should be mentioned in details including modifications undertaken, if any. It includes organization site(s), sample, instruments used with its validation, procedures followed and precautions.

Results and DiscussionPresent results, discuss and compare these with those from other workers, etc. In writing this section, emphasis should be laid on what has been performed and achieved in the course of the work, rather than discuss in detail what is readily available in text books. Avoid abrupt changes in contents from section to section and maintain a lucid flow throughout the thesis. An opening and closing paragraph in every chapter could be included to aid in smooth flow.

Note that in writing the various secions, all figures and tables should as far as possible be next to the associated text, in the same orientation as the main text, numbered, and given appropriate titles or captions. All major equations should also be numbered and unless it is really necessary, do not write in “point” form.

While presenting the results, write at length about the the various statistical tools used in the data interpretation. The result interpretation should be simple but full of data and statistical analysis. This data interpretation should be in congruence with the written objectives and the inferences should be drawn on data and not on impression. Avoid writing straight forward conclusion rather, it should lead to generalization of data on the chosen sample.

Results and its discussion should be supporting/contradicting with the previous research work in the given area. Usually one should not use more than two researches in either case of supporing or contradicting the present case of research.

Conclusion(s) & RecommendationsA conclusion should be the final section in which the outcome of the work is mentioned briefly.Check that your work answers the following questions: Did the research project meet its aims (check back to introduction for stated aims)? What are the main findings of the research? Are there any recommendations? Do you have any conclusion on the research process itself?

Implications for Future ResearchThis should bring out further prospects for the study either thrown open by the present work or with the purpose of making it more comprehensive.

AppendicesThe Appendices contain material which is of interest to the reader but not an integral part of the thesis and any problem that have arisen that may be useful to document for future reference.

ReferencesReferences should include papers, books etc. referred to in the body of the report. These should be written in the alphabetical order of the author's surname. The titles of journals preferably should not be abbreviated; if they are, abbreviations must comply with an internationally recognised system.

ExamplesFor research articleVoravuthikunchai SP, Lortheeranuwat A, Ninrprom T, Popaya W, Pongpaichit S, Supawita T. (2002) Antibacterial activity of Thai medicinal plants against enterohaemorrhagic Escherichia coli O157: H7. Clin Microbiol Infect, 8 (suppl 1): 116–117.

For bookKowalski,M.(1976) Transduction of effectiveness in Rhizobium meliloti. SYMBIOTIC NITROGEN FIXATION PLANTS (editor P.S. Nutman IBP), 7: 63-67

The Layout Guidelines for the Internship File & Internship Report

A4 size Paper Font: Arial (10 points) or Times New Roman (12 points) Line spacing: 1.5 Top and bottom margins: 1 inch/ 2.5 cm; left and right margins: 1.25 inches/ 3 cm

Examination Scheme:

Continuous Evaluation by faculty guide 15%Continuous evaluation by CRC 15%Feedback from industry guide 35%Report, Presentation & Viva Voce 35%

TOTAL 100%

BUSINESS COMMUNICATION - III


Course Objective: ‘Actions speak louder than words.’ Every business communicator needs to understand the nuances of ‘body language and voice.’ This course is designed to enable the young Amitian to decipher the relevance of Kinesics, Proxemics and Para Language that cater to the fundamental requirements of effective business presentations and speeches.

Course Contents:

Module I: Non - Verbal Communication Principles of non- verbal communicationKinesicsProxemicsParalanguage and visible code

Module II: Speaking SkillsPronunciation drills (Neutralizing regional pulls)Conversational EnglishGuidelines to an effective presentation

Module III: Interviews and GDs

Note: 1 written test of 20 marks of one hour duration will be conducted. Also, each student will be required to make a presentation for 20 marks over and above the teaching hours. They will have to be programmed accordingly.

Text & References: Business Communication, Raman – Prakash, Oxford Business Communication for Managers: An Advanced Approach, Penrose, Thomson Business Communication, Krizan, Thomson Understanding Human Communication,9/e, Adler R Oxford

BEHAVIOURAL SCIENCE - III(LEADING THROUGH TEAMS)


Course Objective:This course aims to enable students to:Understand the concept and building of teamsManage conflict and stress within teamFacilitate better team management and organizational effectiveness through universal human values.

Course Contents:

Module I: Teams: An Overview Team Design Features: team vs. groupEffective Team Mission and VisionLife Cycle of a Project TeamRationale of a Team, Goal Analysis and Team Roles

Module II: Team & Sociometry Patterns of Interaction in a TeamSociometry: Method of studying attractions and repulsions in groupsConstruction of sociogram for studying interpersonal relations in a Team

Module III: Team Building Types and Development of Team Building Stages of team growthTeam performance curveProfiling your Team: Internal & External DynamicsTeam Strategies for organizational visionTeam communication

Module IV: Team Leadership & Conflict ManagementLeadership styles in organizationsSelf Authorized team leadershipCauses of team conflictConflict management strategiesStress and Coping in teams

Module V: Global Teams and Universal Values Management by values Pragmatic spirituality in life and organizationBuilding global teams through universal human values Learning based on project work on Scriptures like Ramayana, Mahabharata, Gita etc.


Text & References:

Organizational Behaviour, Davis, K. Hoover, Judhith D. Effective Small Group and Team Communication, 2002,Harcourt College Publishers LaFasto and Larson: When Teams Work Best, 2001, Response Books (Sage), New Delhi Dick, Mc Cann & Margerison, Charles: Team Management, 1992 Edition, Viva books J William Pfeiffer (ed.) Theories and Models in Applied Behavioural Science, Vol 2, Group (1996); Pfeiffer &

Company Smither Robert D.; The Psychology of Work and Human Performance, 1994, Harper Collins College Publishers

FRENCH - III


Course Objective: To furnish linguistic tools to talk about work and problems related to work to perform simple communicative tasks (explaining a set back, asking for a postponement of appointment, give

instructions, place orders, reserve) to master the current social communication skills oral (dialogue, telephone conversation) Written (e-mails, reply to messages)

Course Contents:

Unité 5, 6: pp. 74 to 104

Contenu lexical: Unité 5: Travail1. manger au restaurant, comprendre un menu, commander 2. engager une conversation téléphonique3. parler de sa formation, de son expérience, de ses compétences4. Raconter des événements passes5. consulter sa boite e-mails, répondre aux messages

Unité 6: Problèmes1. identifier un problème, demander des précisions2. expliquer un contretemps, déplacer un rendez-vous3. demander de l’aide (par téléphone, par e-mail)4. donner des instructions5. expliquer un problème, suggérer une solution

Contenu grammatical: 1. futur proche, articles partitifs, un peu de, beaucoup de, une bouteille de, un morceau de…2. pronoms COD, venir de + infinitif, verbes appeler (au présent)3. passé composé avec avoir, affirmatif et interrogatif, savoir et connaître4. passé composé avec être, accord du participe passé, négation5. pronoms COI, être en train de6. ne…rien, ne…personne, ne…plus, ne…pas encore, qu’est-ce que/ qu’est-ce qui/qui

est-ce que/qui est-ce qui7. passé composé des verbes pronominaux8. si/quand+présent, ne…plus, ne …pas encore9. impératif présent (2) place du pronom et verbes pronominaux10. trop/pas assez, verbe devoir au conditionnel présent

Examination Scheme:


Text & References:

le livre à suivre: Français.Com (Débutant)

GERMAN - III


Course Objective: To enable the students to converse, read and write in the language with the help of the basic rules of grammar, which will later help them to strengthen their language. To give the students an insight into the culture, geography, political situation and economic opportunities available in Germany

Course Contents:

Module I: Modal verbsModal verbs with conjugations and usageImparting the finer nuances of the language

Module II: Information about Germany (ongoing)Information about Germany in the form of presentations or “Referat”– neighbors, states and capitals, important cities and towns and characteristic features of the same, and also a few other topics related to Germany.

Module III: Dative caseDative case, comparison with accusative caseDative case with the relevant articlesIntroduction to 3 different kinds of sentences – nominative, accusative and dative

Module IV: Dative personal pronouns Nominative, accusative and dative pronouns in comparison

Module V: Dative prepositions Dative preposition with their usage both theoretical and figurative use

Module VI: DialoguesIn the Restaurant, At the Tourist Information Office,A telephone conversation

Module VII: Directions Names of the directions Asking and telling the directions with the help of a roadmap

Module VIII: ConjunctionsTo assimilate the knowledge of the conjunctions learnt indirectly so far

Examination Scheme:


Text & References:

Wolfgang Hieber, Lernziel Deutsch Hans-Heinrich Wangler, Sprachkurs Deutsch Schulz Griesbach, Deutsche Sprachlehre für Ausländer P.L Aneja, Deutsch Interessant- 1, 2 & 3 Rosa-Maria Dallapiazza et al, Tangram Aktuell A1/1, 2 Braun, Nieder, Schmöe, Deutsch als Fremdsprache 1A, Grundkurs

SPANISH – III


Course Objective:To enable students acquire knowledge of the Set/definite expressions (idiomatic expressions) in Spanish language and to handle some Spanish situations with ease.

Course Contents:

Module I Revision of earlier semester modulesSet expressions (idiomatic expressions) with the verb Tener, Poner, Ir….Weather

Module IIIntroduction to Gustar…and all its forms. Revision of Gustar and usage of it

Module IIITranslation of Spanish-English; English-Spanish. Practice sentences.How to ask for directions (using estar)Introduction to IR + A + INFINITIVE FORM OF A VERB

Module IVSimple conversation with help of texts and vocabularyEn el restauranteEn el institutoEn el aeropuerto

Module VReflexives

Examination Scheme:


Text & References:

Español, En Directo I A Español Sin Fronteras -Nivel Elemental

JAPANESE - III


Course Objective: To enable the students to converse in the language with the help of basic verbs and to express themselves effectively and narrate their everyday short encounters. Students are also given projects on Japan and Japanese culture to widen their horizon further.Note: The Japanese script is introduced in this semester.

Course Contents:

Module I: VerbsDifferent forms of verbs: present continuos verbs etc

Module II More Adverbs and adverbial expressions

Module III: CountersLearning to count different shaped objects,

Module IV: TensesPast tense, Past continuous tense.

Module V: Comparison Comparative and Superlative degree

Module VI: Wishes and desiresExpressing desire to buy, hold, possess. Usage in negative sentences as well. Comparative degree, Superlative degree.

Module VII: AppointmentOver phone, formal and informal etc.

Learning Outcome Students can speak the language and can describe themselves and situations effectively They also gain great knowledge in terms of Japanese lifestyle and culture, which help them at the time of

placements.

Methods of Private study /Self help Handouts, audio-aids, and self-do assignments. Use of library, visiting and watching movies in Japan and culture center every Friday at 6pm.

Examination Scheme:


Text & References:



CHINESE – III


Course Objective:Foreign words are usually imported by translating the concept into Chinese, the emphasis is on the meaning rather than the sound. But the system runs into a problem because the underlying name of personal name is often obscure so they are almost always transcribed according to their pronciation alone. The course aims at familiarizing the student with the basic aspects of speaking ability of Mandarin, the language of Mainland China. The course aims at training students in practical skills and nurturing them to interact with a Chinese person.

Course Contents:

Module IDrillsDialogue practiceObserve picture and answer the question.Introduction of written characters.Practice reading aloudPractice using the language both by speaking and by taking notes.Character writing and stroke order

Module IIMeasure wordsPosition words e.g. inside, outside, middle, in front, behind, top, bottom, side, left, right, straight.Directional words – beibian, xibian, nanbian, dongbian, zhongjian.Our school and its different building locations.What game do you like?Difference between “hii” and “neng”, “keyi”.

Module IIIChanging affirmative sentences to negative ones and vice versaHuman body parts.Not feeling well words e.g. ; fever, cold, stomach ache, head ache.Use of the modal particle “le”Making a telephone callUse of “jiu” and “cal” (Grammar portion)Automobiles e.g. Bus, train, boat, car, bike etc.Traveling, by train, by airplane, by bus, on the bike, by boat.. etc.

Module IVThe ordinal number “di”“Mei” the demonstrative pronoun e.g. mei tian, mei nian etc.use of to enter to exitStructural particle “de” (Compliment of degree).Going to the Park.Description about class schedule during a week in school.Grammar use of “li” and “cong”.Comprehension reading followed by questions.

Module VPersuasion-Please don’t smoke.Please speak slowlyPraise – This pictorial is very beautifulOpposites e.g. Clean-Dirty, Little-More, Old-New, Young-Old, Easy-Difficult, Boy-Girl, Black-White, Big-Small, Slow-Fast … etc.Talking about studies and classmatesUse of “it doesn’t matter”Enquiring about a student, description about study method.Grammar: Negation of a sentence with a verbal predicate.

Examination Scheme:


Text & References:

“Elementary Chinese Reader Part I, Part-2” Lesson 21-30

ADVANCED SALES MANAGEMENT Code:MMSMK 20301 Credit Units: 03 Course Objective:

In the fast changing, dynamic marketing environment of 21st century, the role of salesperson has changed from being seller of products and service to a solution provider. Today, sales manager are looked upon as corporate team leaders who are able to manage sales across multiple channel formats. They are expected to coordinate sales and distribution functions in order to achieve the goals of their organizations.

This advanced sales management program is meant to acquaint the aspiring sales managers with theories, concepts, techniques and practices related to sales in this era of higher customer orientation of businesses.

To introduce students to the concepts and theories of Advanced sales Management To develop an understanding of important selling skills such as Negotiation and Problem Solving.. To help understand the various facets of the role of a sales manager.

Course Contents:

Module I: Nature, role and importance of Sales Management Evolution of Sales Management to modern day, Nature and importance of Sales Management, Emerging trends in Sales Management, Selling Situations and Selling Skills, Negotiation & Problem Solving

Module II: Managing Sales Information & ProcessStrategic Planning for Sales, Forecasting Marketing Demand, Forecasting Approaches, Buying Situations and the Sales Process

Module III: Management of Sales Territories and Sales Quotas Sales Territories –size & design, Sales Quota –Type, Method & Problem

Module IV: Organising & Staffing SalesforceSize of the Salesforce, Planning the Recruitment, Selection of a Salesperson

Module V: Training, Motivation & Compensation of Salesforce Managing the Sales Training Process, Motivating the Salesforce, Compensating the Salesforce, Controlling & Evaluating the Salesforce

Module VI: Emerging Trends in Advanced Selling Integrating Sales with Other functions of Management, The Ten Commandments of Effective selling, Making and Retaining Customers for Lifetime, Latest emerging trends and practices to be discussed.

Examination Scheme:

Components Group Project Surprise Quiz (2) Class Test ETEWeightage (%) 10 10 20 60

Text & References:

Text: Sales Management By Tanner , Honeycutt, Erffmeyer , Pearson Education

References: Sales Management-E Cundiff and N Govini 5th Edition. Prentice Hall of India. Sales and Distribution Management- Tapan Panda and Sunil Sahadev, Oxford, 2007 Smart Selling, Christopher Power. What makes a good salesman, David Mayer and H M Greenberg. Management of Sales force, Stanton, Bursnick and Spiro Sales and Distribution Management-KK Havaldar and VM Cavale,2008. T M Hill

ADVERTISING AND SALES PROMOTION


Course Objective:To familiarize students with advertising concepts and strategies, the methods and tools used. Enabling them to develop advertising strategies and plans and to develop the judgment parameters required in product management, to evaluate advertising.

Course Contents:

Module I: Advertising IntroductionAdvertising defined – Nature, Scope, Types & Limitations of Advertising.Role of advertising in Marketing Mix.Advertising as industry.Advertising agencies – Client Agency relationships

Module II: Setting Advertising Domain Setting Advertising objectives, Sales as an advertising objectives, DAGMAR Approach. Setting advertising budgets – Methods and factors, advertising and positioning. Process of developing Ad Campaign.

Module III: Creative and Media StrategyCreative Strategy, Message designing – Style, Tone, Theme & Appeal. Developing story board and finalizing message structure, format, content.Media strategy – Factors of Media, types & levels of media planning. Process of Media planning.

Module IV: Advertising Evaluation Pretest – Types of various Pretest Methods.Post-test – Various Tools & Applications.

Module V: Sales Promotion Concepts, Nature, Benefits and Limitation of Sales Promotion.Types of sales Promotion Tools – Dealer Promotion , Consumer promotion and sales incentives.Developing Sales Promotion Campaign.

Module VI: Emerging Trends Integrating the concepts with other functions of Management Live project to be undertaken starting with conception of idea to final execution.Case studies Latest emerging trends and practices.

Examination Scheme:


Text & References:

Text: David Aaker, Advertising Management, Myers and Batra

References: Magazines, A&M, Brand Equity, Business World Wright, Winter, Ziegler, Advertising David Ogilvy, Trout and Ries, Advertising Sandage, Fryburger, Ratroll, Advertising Theory & Practice SL Gupta, Advertising & Sales promotion, S Chand Publication.

INDUSTRIAL MARKETING


Course Objective:To understand how marketing for industrial good is different from the traditional marketing. To be aware of the success stories and failures in Industrial Marketing.

Course Contents:

Module IEnvironment of industrial and consumer marketing, profile of an industrial buyer, industrial and consumer marketing, organizational buying process and organizational buying behaviour, commercial and institutional buying, Bidding, tendering, channel behaviour, industrial establishment. OEM and impact on pricing policies.

Module IIThe strategic perspective in industrial marketing, the GE matrix, Michael Porter’s generic options theory, economies of scale Vs economies of scope. Case Discussion.

Module IIIBuyer seller interactions, sales culture overshadowing the marketing culture, interactive transactions, organizational buying environment, individual Vs group decision making and buying center influences. Assessing the market reach, fragmented markets and their implications.

Module IVIndustrial marketing communications, advertising, publicity, sales promotion possibilities, the role of exhibitions and domestic and international contacts, the marketing intelligence, role of MIS and DSS and evaluating the marketing strategies and performances.

Examination Scheme:


Text & References:

Text: M. Hill, Ralph S Alexander and James C Cross, Industrial Marketing by Richard.

References: Michael D Hutt and Thomas W Speh, Industrial Marketing Management: A strategic view of business

markets Newspapers- Economic Times, Business Standard, Financial Express, Brand Equity. Magazines- Advertising and Marketing, Business World, Business India.

SERVICES MARKETING Course Code: MMSMK 20304 Credit Units: 03

Course Objective:Ever after the postindustrial era, services have grown immensely owing to the dynamic technical, economic, political, social and competitive environment. The understanding of the concepts of services is very critical as they now form the backbone of a healthy organization.The course aims to introduce the concepts of services and marketing of services. To draw a clear distinction between products and services and further make the students understand the complexities involved in handling services. Course Contents: Module I: Overview of servicesConcept of Services, services environment, Service models, classification of service industry, Growth of service industries, Characteristics of services: The 4 I’s of services, Classification of services. Module IIManaging knowledge in a service firm (Marketing research). Buying behaviour of the service consumer family life cycle and services consumptions. Multi attribute model to understand consumer attitudes. Module III: Marketing Mix for ServicesProduct, Price of services, service channels and distribution, developing the service communication mix. Physical Evidence and process in services: service-scapes, the service delivery process. Service blueprint components.

Module IV: Customer Retention through CRMUnderstanding customer expectations, Fundamentals of customer satisfaction, Understanding customer service, Monitoring and measuring customer satisfaction, Customer Retention: Complaint Handling and Service Recovery, Customer Loyalty. Life time value of customer Module V: Service Quality: Assessment and improvement of service deliveryDefinition and measurement of customer satisfaction. Definition and measurement of service quality. GAP model, SERVQUAL. Impact of technology in enhancing service competitiveness Examination Scheme:


Text & References: Text: C Bhattacharjee: Services Marketing, Excel Books References: Lovelock, Christopher & Wirtz Jochen, 2004, Services Marketing, Pearson Education Woodruffle, Helen, Services Marketing, Macmilan Publishing Kertz, David L, & Clow, Kenneth. E, 2004, Services Marketing, Biztantra Publishers

RURAL AND AGRICULTURAL MARKETING


Course Objective:To understand how is marketing done in rural India. To be aware of the success stories and failures in rural Indian Marketing.

Course Contents:

Module IRural marketing an overview, principles of marketing as relevant to rural marketing changing concept of marketing, profiles of urban/ customers and differences in their characteristics.

Module IIFeatures of rural markets/ infrastructure, products and services in the rural markets and channels of distribution and trade management.

Module IIITransportation and communication, advertising and sales promotion strategies for rural marketing and characteristics of pricing in rural markets for different products and factors influencing.

Module IVMarketing objectives, sales target strategies, organizing for rural marketing and new product launch techniques for rural markets.

Module VMarketing strategies, policy, sales management practices training, motivation and Examination.

Module VIRural Market research and market information system and a glimpse of the future of rural marketing.

Module VIICase Studies: ITC eChaupal, HLL Project Shakti, Sagar, DCM Haryali

Examination Scheme:


Text & References:

Text: Pradeep Kashyap & Siddhartha Raut, The Rural Marketing Book, , Biztantra

References: TP Gopalaswamy, Rural Marketing, Newspapers- Economic Times, Business Standard, Financial Express, Brand Equity. Magazines- Advertising and Marketing, Business World, Business India

ENTREPRENEURSHIP AND NEW VENTURES

Course Code: MMSEL20306 Credit Units: 03

Course Objective:The course will help the students to acquaint with the special challenges of starting new ventures, introducing new product and service ideas.

Course Contents:

Module I: Concept of an entrepreneur and EntrepreneurshipThe entrepreneur’s role, task and personality, A typology of entrepreneurs: Defining survival and success, Entrepreneurship as a style of management, The entrepreneurial venture and the entrepreneurial organization

Module II: Setting New VentureMaking business Plan, Cost Benefit Analysis, Feasibility Analysis, Report Writing for business

Module II: Choosing a direction, opportunity recognition and entry strategiesNew product, Franchising, Sponsorship and Acquisition, The strategic window of opportunity: scanning, positioning and analyzing, Intellectual Property creation and protection.

Module III: Gaining commitmentGathering the resources, the business plan as an entrepreneurial tool, Financial Projections and planning, Debt, venture capital and other forms of financing, Sources of external support, Developing entrepreneurial marketing: Competencies, networks and frameworks

Module IV: Closing the window: sustaining competitivenessMaintaining competitive advantage, The changing role of the entrepreneur: mid career dilemmas, Harvesting Strategies versus Go for Growth.

Examination Scheme:

Component codes P1 C1 CT1 EE1Weightage (%) 10 10 20 60

Text & References:

Text: Lynne Milgram - Managing Smart, Prentice Hall.

References: Allen, Foster – Entrepreneurship for Dummies, IDG Books Worldwide. Burton and Bragg – Accounting and Finance for your Small Business, John Wiley and Sons, New York Cook Michelle & Cook Curtis - Competitive Intelligence, Kogan Page. Peter Krass – Book on Entrepreneur’s Wisdom, John Wiley. West Chris - Competitive Intelligence, Polgrave Publications.

MANAGEMENT IN ACTION - SOCIAL, ECONOMIC AND

ETHICAL ISSUES

Course Code: MMSGM 20401 Credit Units: 04

Course Objective:The course aims at bringing the students closer to reality by developing their understanding of the professional prerequisites to practice of management in terms of required skills and attitude to respond proactively to rapid discontinuous change in business environment. Integrative in approach, this course aims at developing not theoreticians but practitioners who are expected to sense the ongoing conflict between environmental change and internal desire of management for stability.

Course Contents:

Module I: IntroductionModern Management Practices and Issues Involved, Outsourcing Management Services and Evolution of Management Consultancy, Skills-set required for Management Consultants, Consulting and performance, counseling

Module II: The Process of Management ConsultingConsulting Proposals, Identification and Definition of Problem, Fact-Finding Leading to Solution Development and Implementation, Developing Strategic and Tactical Plans and Subcontracting, Pricing of Consultancy, Acquiring and Developing Talents for Consulting

Module III: In-house Management versus Management OutsourcedWhy a Sense of Skepticism and Unease Towards Management Consultants, Cost versus Value of Advice, Separating Consulting Success from Consulting, Disaster. Some Revealing Situations

Module IV: Cross Cultural Management Systems and ProcessesTypes of organizational culture, Strength of organizational culture, Function of organizational culture, Importance of culture to the organization, Cultural Models, Cross- Cultural Perspectives, Geert Hofstede and Cross- Cultural Issues

Module V: Economic and Social Issues in ManagementAdaptation to Changing Environment in General and Economic Environment in Particular, Economic Growth and Change Areas, Emerging Opportunities in Various Sectors including Social Sector, Management Practice and Cultural Issues, The global Political Situation, The Global Competitive Environment and the internal scene in India, War Game.

Module VI: Ethical Issues in ManagementRelationship among Various Stakeholders, Reasons for Conflict of Interests Among Stakeholders, Corporate Governance and Ethics. Why Unethical Decisions Leading to Conflicts are Taken, Power and Politics, Initiatives on Corporate Governance by the Governments.

Examination Scheme:

Components C CT EEWeightage (%) 20 20 60

Text & References:

Text: Bareus S.W. &Wilkinson J.W., 1994, Management Consulting Services, McGraw Hill, 2nd Edition.

References: Cadbury, Sir Adrian, “Ethical Managers Make Their Own rules”. Harvard Business Review, 65, September

/ October 1987. Cogner, Jay A, David Finegold and Edward E Lawler III, ‘appraising Boardroom Performance. Harvard

Business Review, January-February 1998. Drucker, Peter F. “Managing the Future: The 1990s and Beyond”. Dutton 1992 Kumar Mangalam Birla Committee Report on Corporate Governance – “Legislation alone is not enough”,

“activating adult committees”. “Shareholder – friendly steps” - The Hindu, October 10, 1999. Parekh, Deepak S, “The Real Meaning of Corporate Governance”. Indian Management, August 1999. Paine, Lynn Sharp, “Managing Organizational Integrity”. Harvard Business Review, March – April 1994.

Salmon W.J. “Crises Prevention’s; How to Gear up Your Board”. Harvard Business Review, January-February 1993, pp 68-75.

Sodarn, Dr. Kailash, “Transparency in Corporate Governance”, Indian Management Vol. 38, No.10. October 1999.

Cadbury, Sir Adrian, “The Company Chairman”, Director Books, Simon Schuster International Group 1990.

Eccles, R.G. and Crane, D.B. 1995, Doing Deals: Investment Banks at Work, McGraw Hill International James O-Shea, Dangerous Company, NB

MANAGERIAL EXCELLENCE

Course Code: MMSGM 20402 Non Credit Course

Course Objective: To help the students of Business Management believe in excellence and create an environment that cultivates the same. It aims at focusing on the basics and establishes a flexible strategic direction with a team-based organizational concept as they work to advance their team and their department. This course is designed to provide hands on experience for professional success. This common sense approach combining self-examination surveys, class exercises, practical exposure and team work is applicable. The main area to provide the practical exposure include small activities to a mega event such as guest lectures, industry visits, placements, seminars, conferences, management competitions, corporate meet, alumni meet, publications etc. The course will be delivered as under:Class room 20%Practical 80%

Course Contents:

Module I: Introduction to ExcellenceSelf-evaluation, Definition of Excellence, Cultivating the Attitude &Developing the Habit for achieving excellence

Module II: Excellence for Everyone & Excellence for Everything Recognizing the Qualities, Excellence for Everything: External vs. Internal, Obstacles to Excellence, Excellence Ethics, Professional Characteristics]Module III: Achieving ExcellenceInstilling Excellence, Managing Excellence, Rewarding Excellence

Module IV: Excellence IndicatorsTypes of Indicators, Building Models, Distinguishing Characteristics

Module V: Applying ExcellenceApplication of Excellence, Practical Steps, Self-evaluation of achievements

Examination Scheme:


Text & References:

English, Gary, ‘Phoenix without the ashes: achieving organization .Excellence through common sense Management’ CRC Press.

DISSERTATION

Course Code: MMSDI 20460 Credit Units: 09

The aim of the dissertation is to provide you with an opportunity to further your intellectual and personal development in your chosen field by undertaking a significant practical unit of activity, having an educational value at a level commensurate with the award of your degree

The dissertation can be defined as a scholarly inquiry into a problem or issues, involving a systematic approach to gathering and analysis of information / data, leading to production of a structured report.

Selecting the Dissertation TopicIt is usual to give you some discretion in the choice of topic for the dissertation and the approach to be adopted. You will need to ensure that your dissertation is related to your field of specialization.

Deciding this is often the most difficult part of the dissertation process, and perhaps, you have been thinking of a topic for some time.

It is important to distinguish here between ‘dissertation topic’ and ‘dissertation title’. The topic is the specific area that you wish to investigate. The title may not be decided until the dissertation has been written so as to reflect its content properly.

Few restrictions are placed on the choice of the topic. Normally we would expect it to be: relevant to business, defined broadly; related to one or more of the subjects or areas of study within the core program and specialisation stream; clearly focused so as to facilitate an in-depth approach, subject to the availability of adequate sources of

information and to your own knowledge; of value and interest to you and your personal and professional development.

Planning the DissertationThis will entail following: Selecting a topic for investigation. Establishing the precise focus of your study by deciding on the aims and objectives of the dissertation, or

formulating questions to be investigated. Consider very carefully what is worth investigating and its feasibility.

Drawing up initial dissertation outlines considering the aims and objectives of the dissertation. Workout various stages of dissertation

Devising a timetable to ensure that all stages of dissertation are completed in time. The timetable should include writing of the dissertation and regular meetings with your dissertation guide.

The Dissertation plan or outlineIt is recommended that you should have a dissertation plan to guide you right from the outset. Essentially, the dissertation plan is an outline of what you intend to do, chapter wise and therefore should reflect the aims and objectives of your dissertation.

There are several reasons for having a dissertation plan It provides a focus to your thoughts. It provides your faculty-guide with an opportunity, at an early stage of your work, to make constructive

comments and help guide the direction of your research. The writing of a plan is the first formal stage of the writing process, and therefore helps build up your

confidence. In many ways, the plan encourages you to come to terms with the reading, thinking and writing in a

systematic and integrated way, with plenty of time left for changes. Finally, the dissertation plan generally provides a revision point in the development of your dissertation

report in order to allow appropriate changes in the scope and even direction of your work as it progresses.

Keeping recordsThis includes the following:

Making a note of everything you read; including those discarded. Ensuring that when recording sources, author’s name and initials, date of publication, title, place of

publication and publisher are included. (You may consider starting a card index or database from the outset). Making an accurate note of all quotations at the time you read them.

Make clear what is a direct a direct quotation and what is your paraphrase.Dissertation formatAll students must follow the following rules in submitting their dissertation.

Front page should provide title, author, Name of degree/diploma and the date of submission. Second page should be the table of contents giving page references for each chapter and section. The next page should be the table of appendices, graphs and tables giving titles and page references. Next to follow should be a synopsis or abstract of the dissertation (approximately 500 words) titled:

Executive Summary Next is the ‘acknowledgements’. Chapter I should be a general introduction, giving the background to the dissertation, the objectives of the

dissertation, the rationale for the dissertation, the plan, methodological issues and problems. The limitations of the dissertation should also be hinted in this chapter.

Other chapters will constitute the body of the dissertation. The number of chapters and their sequence will usually vary depending on, among others, on a critical review of the previous relevant work relating to your major findings, a discussion of their implications, and conclusions, possibly with a suggestion of the direction of future research on the area.

After this concluding chapter, you should give a list of all the references you have used. These should be cross - references with your text. For articles from journals, the following details are required e.g.

Draper P and Pandyal K. 1991, The Investment Trust Discount Revisited, Journal of Business Finance and Accounting, Vol18, No6, Nov, pp 791-832.

For books, the following details are required:Levi, M. 1996, International Financial Management, Prentice Hall, New York, 3rd Ed, 1996

Finally, you should give any appendices. These should only include relevant statistical data or material that cannot be fitted into the above categories.

The Layout Guidelines for the Dissertation A4 size Paper Font: Arial (10 points) or Times New Roman (12 points) Line spacing: 1.5 Top and bottom margins: 1 inch/ 2.5 cm; left and right margins: 1.25 inches/ 3 cm

Guidelines for the Assessment of the DissertationWhile evaluating the dissertation, faculty guide will consider the following aspects:

1. Has the student made a clear statement of the objective or objective(s).2. If there is more than one objective, do these constitute parts of a whole? 3. Has the student developed an appropriate analytical framework for addressing the problem at hand.4. Is this based on up-to-date developments in the topic area?5. Has the student collected information / data suitable to the frameworks?6. Are the techniques employed by the student to analyse the data / information appropriate and relevant?7. Has the student succeeded in drawing conclusion form the analysis?8. Do the conclusions relate well to the objectives of the project?9. Has the student been regular in his work?10. Layout of the written report.

Examination Scheme:

Contents & Layout of the Report 30Conceptual Framework 10Objectives & Methodology 15Implications & Conclusions 15Viva/ Presentations 30

TOTAL 100

BUSINESS COMMUNICATION - IV


Course Objective: The influx of multinationals, FDIs and Retail Management makes global communication a harsh reality and offers cultural communication challenges. This course is designed to inculcate transcultural communication skills among the young Amitians.

Course Contents:

Module I: Importance of Culture in Communication Principles of effective cross cultural communicationDeveloping Communication Competence

Module II: Barriers to effective communicationSender, Receiver and Situation related barriersMeasures to overcome the barriersListening skills

Module III: Cross cultural communicationCharacteristics of cultureSocial differencesContextual differencesNonverbal differencesEthnocentrism

Note: 1 written test of 20 marks of one hour duration will be conducted. Also, each student will be required to make a presentation for 20 marks over and above the teaching hours. They will have to be programmed accordingly. Text & References: Business Communication, Raman – Prakash, Oxford Business Communication for Managers: An Advanced Approach, Penrose, Thomson Understanding Human Communication, 9/e, Adler R Oxford

BEHAVIOURAL SCIENCE - IV(PERSONAL AND PROFESSIONAL EXCELLENCE)


Course Objective:This course aims at imparting an understanding of:Build and leverage your professional reputation Maintain focus in pressure situations Make a balanced choice between professional and personal commitments

Course Contents:

Module I: Individual, Society and NationIndividual Differences and Dimensions of PersonalitySocialization ProcessRelating to the Nation: Values, Culture, ReligionSense of pride and PatriotismManaging Diversity

Module II: Components of Excellence Personal Excellence: Identifying long-term choices and goals Uncovering the talent, strength & styleAnalyzing choke points in your personal processes by analysis in area of placements, events, seminars, conference, extracurricular activities, projects etc.Developing professional power: Goal-setting, time management, handling criticism, interruptions and time wasters

Module III: Career Planning Knowing one’s Interest and AptitudeIdentifying available ResourcesSetting goals to maintain focus: Developing Positive attributes in personalitySelf-reliance and Employability skills

Module IV: Stress Management for Healthy Living Meaning and Nature of StressStages of stressCauses and Consequences of stress: Personal, Organizational and EnvironmentalPersonal Styles and strategies of coping

Module V: Professional Success Building independence & interdependenceReducing resistance to changeContinued reflection (Placements, events, seminars, conferences, projects extracurricular Activities etc.)


Text & References:

J William Pfeiffer (ed.) Theories and Models in Applied Behavioural Science, Vol 2, Group (1996); Pfeiffer & Company

Smither Robert D.; The Psychology of Work and Human Performance, 1994, Harper Collins College Publishers Raman, A.T. (2003) Knowledge Management: A Resource Book. Excel Books, Delhi. Kamalavijayan, D. (2005). Information and Knowledge Management. Macmillan India Ltd. Delhi

FRENCH - IV


Course Objective: To strengthen the language of the students with both oral and writtenTo provide the students with the know-how to master the tenses – present, past and future to express emotion to accomplish simple tasks of day-to-day programmes to prepare résumé

Course Contents:

Unité 7: pp. 106

Rédiger un résumé (Cf. Campus 2 – P.6, Français.Com, Intermédiaire- p.98)Passer un entretien d’embauche. Français.Com, Intermédiaire – p.100

Contenu lexical: Unité 7: Tranches de vie1. évoquer un souvenir2. raconter une histoire3. rapporter des événements marquants d’une vie professionnelle4. expliquer une situation de stress, donner son avis5. faire des projets

Contenu grammatical: 1. formation de l’imparfait, chaque/chacun 2. emploi du passé composé et de l’imparfait 3. relatifs qui, que, où, mise en relief, indicateurs de temps : depuis, il y a, pendant, pour, en 4. pronom en de quantité, propositions complétives : je pense que…, je crois que … 5. futur simple, pronom y

Examination Scheme:


Text & References:


GERMAN - IV


Course Objective: To enable the students to converse, read and write in the language with the help of the basic rules of grammar, which will later help them to strengthen their language. To give the students an insight into the culture, geography, political situation and economic opportunities available in Germany.Introduction to Advanced Grammar Language and Professional Jargon

Course Contents:

Module I: Present perfect tensePresent perfect tense, usage and applicabilityUsage of this tense to indicate near pastUniversal applicability of this tense in German

Module II: Letter writingTo acquaint the students with the form of writing informal letters.

Module III: Interchanging prepositionsUsage of prepositions with both accusative and dative casesUsage of verbs fixed with prepositionsEmphasizing on the action and position factor

Module IV: Past tense Introduction to simple past tenseLearning the verb forms in past tenseMaking a list of all verbs in the past tense and the participle forms

Module V: Reading a Fairy TaleComprehension and narration RotkäppchenFroschprinzessinDie Fremdsprache

Module VI: Genitive caseGenitive case – Explain the concept of possession in genitive Mentioning the structure of weak nouns

Module VII: Genitive prepositions Discuss the genitive propositions and their usage: (während, wegen, statt, trotz)

Module VIII: Picture DescriptionFirstly recognize the persons or things in the picture and identify the situation depicted in the picture;Secondly answer questions of general meaning in context to the picture and also talk about the personal experiences which come to your mind upon seeing the picture.

Examination Scheme:


Text & References:

Wolfgang Hieber, Lernziel Deutsch Hans-Heinrich Wangler, Sprachkurs Deutsch Schulz Griesbach, Deutsche Sprachlehre für Ausländer P.L Aneja, Deutsch Interessant- 1, 2 & 3 Rosa-Maria Dallapiazza et al, Tangram Aktuell A1/1,2 Braun, Nieder, Schmöe, Deutsch als Fremdsprache 1A, Grundkurs

SPANISH - IV


Course Objective:To enable students acquire working knowledge of the language; to give them vocabulary, grammar, voice modulations/intonations to handle everyday Spanish situations with ease.

Course Contents:

Module IRevision of earlier semester modulesIntroduction to Present Continuous Tense (Gerunds)

Module IITranslation with Present Continuous TenseIntroduction to Gustar, Parecer, Apetecer, doler

Module IIIImperatives (positive and negative commands of regular verbs)

Module IVCommercial/ business vocabulary

Module VSimple conversation with help of texts and vocabularyEn la recepcion del hotelEn el restauranteEn la agencia de viajesEn la tienda/supermercado

Examination Scheme:


Text & References:

Español Sin Fronteras (Nivel – Elemental)

JAPANESE - IV


Course Objective: To enable the students to comfortably interact using basic Japanese.Note: Teaching is done in roman as well as Japanese script, students will be taught katankana (another form of script) in this semester i.e. to be able to write all the foreign words in Japanese.

Course Contents:

Module I Comparison using adjectives, making requests

Module IISeeking permission

Module IIIPractice of conversations on:Visiting people, Party, Meetings, After work, At a ticket vending machine etc

Module IVEssays, writing formal letters

Learning Outcome Students can speak the language describing above-mentioned topics.

Methods of Private study /Self help Handouts, audio-aids, and self-do assignments, role-plays. Students are also encouraged to attend Japanese film festival and other such fairs and workshops organized in

the capital from time to time.

Examination Scheme:


Text & References:



CHINESE – IV


Course Objective:How many characters are there? The early Qing dynasty dictionary included nearly 50,000 characters the vast majority of which were rare accumulated characters over the centuries. An educate person in China can probably recognize around 6000 characters. The course aims at familiarizing the student with the basic aspects of speaking ability of Mandarin, the language of Mainland China. The course aims at training students in practical skills and nurturing them to interact with a Chinese person.

Course Contents:

Module IDialogue PracticeObserve picture and answer the questionPronunciation and intonationCharacter writing and stroke order.Electronic items

Module IITraveling – The Scenery is very beautifulWeather and climateGrammar question with – “bu shi …. Ma?”The construction “yao … le” (Used to indicate that an action is going to take place)Time words “yiqian”, “yiwai” (Before and after).The adverb “geng”.

Module IIIGoing to a friend house for a visit meeting his family and talking about their customs.Fallen sick and going to the Doctor, the doctor examines, takes temperature and writes prescription.Aspect particle “guo” shows that an action has happened some time in the past.Progressive aspect of an actin “zhengzai” Also the use if “zhe” with it.To welcome someone and to see off someone …. I cant go the airport to see you off… etc.

Module IVShipment. Is this the place to checking luggage?Basic dialogue on – Where do u work?Basic dialogue on – This is my addressBasic dialogue on – I understand ChineseBasic dialogue on – What job do u do?Basic dialogue on – What time is it now?

Module VBasic dialogue on – What day (date) is it today?Basic dialogue on – What is the weather like here.Basic dialogue on – Do u like Chinese food?Basic dialogue on – I am planning to go to China.

Examination Scheme:


Text & References:

“Elementary Chinese Reader, Part-2” Lesson 31-38

CUSTOMER RELATIONSHIP MANAGEMENT


Course Objective:The course aims to help our student understand the concept and practice of CRM, thereby inculcating in them the “CRM MINDSET”, which in turn will enable them to occupy some of the positions like: Customer Care/ Customer Relationship Managers in various B 2 B and B 2 C organizations.To address these objectives, the course aims to:Enhance the understanding of various strategic and tactical approaches, tools and support systems that companies are implementing to develop effective relationship with key customers. Develop Managerial insights into the role, value and prospects of CRM in the process of forming,

managing, measuring and enhancing customer relationships. Provide Exposure to the Latest technologies used in CRM.

Course Contents:

Module 1: Introduction to CRM & Managing Key Customers Concept & Philosophy of CRM, Rationale and Benefits of CRM, Types of Customers, Definition of Key Account Management (KAM), Defining and selecting key accounts, Planning, organizing and implementing strategies for key account management,.

Module II: Relationship Marketing Evolution and Growth of R.M., Process , Programs and strategies for RM; Extending the concept of Relationship to achieve competitive advantage.

Module III: Customer Experience Marketing

Types of CRM, Types of Customer Experience, 5 Es of Experiential Marketing, A Framework for Experiential Marketing, Delivering Compelling Customer Experiences, EXQUAL-Instrument for measuring customers perception of ‘Experiential Quality’.

Module IV: Creating Customer Value through CRM Customer Value, Customer Life time Value: Concept and Measurement, Measuring Equity in Customer Relationships, CRM Metrices.

Module V: Customer Loyalty Through CRM Meaning of Customer Loyalty, Key issues in Customer Loyalty, Steps for Profitable Loyalty Building, Kick Starting the Loyalty Process, Loyalty towards Brand. Winning Strategies of Customer Loyalty, Creativity and Innovation in Customer Loyalty, Well established Customer Loyalty Practices based on Sectoral Classification. Creativity & Innovation in Customer Service, Strategic Customer Service, Linkage towards CRM.

Module V: CRM Strategies

Strategies for Customer Retention, Strategies for Service Recovery and Complaint Management, CRM Strategies for Key Relationship Management.

Module VI: CRM on Web & SoftwareeCRM and Portal, eCRM Feature, Requirement, Integration of Front End with back end implementation, Challenges in eCRM Software Implementation. Study of Different CRM Software,.

Examination Scheme:


Text & References:

Text: Shajahan K, 2004, Relationship Marketing Text & Cases, Tata McGraw Hill, New Delhi Dyche, Jill, 2004, A Business Guide To Customer Relationship Management, Pearson Education

References: Lytle, John F, What Do Your Customers Really Want?, Excel Books Pattanayak, Biswajeet & Niranjana, Phagu &Kumar, Tarun, Future Organization ,Excel Book Ramana, V. Venkata & Somayajulu. G, Customer Relationship Management, Excel BooksThumpson, Harvey ,The Customer Centered Enterprise, McGraw Hill

RETAIL AND MALL MANAGEMENT


Course Objective:The primary objective of the course is to have students develop marketing competencies in retailing and retail consulting. The course is designed to prepare students for positions in the retail sector or positions in the retail divisions of consulting companies. The course can also benefit students interested in starting their own consulting firm. Students taking the course will develop a fundamental understanding of retailing and come away with a fundamental appreciation of the problems, constraints, and opportunities faced by retailers. Simultaneously, students taking the course will develop a fundamental understanding of retail consulting. This includes developing an understanding of the challenges and opportunities faced by professionals and companies in this sector of the consulting industry. Besides learning more about retailing and retail consulting, the course is designed to foster the development of the student’s critical and creative thinking skills.

Course Contents:

Module IDefine Retailing, Retail Scenario (Globally and in India), Growth of Retail Business / Outlets in India. Key Drivers of Retailing in India, Evolution of Retailing through the Four Gears, Organized Retailing in India, Retail Formats and their Characteristics viz. Location, space / layout, merchandise, Customer profile etc.Formats: Super market, Specialty Store, Departmental Store, The Plaza, The Mall, The emporium, The Bazaar, Stop-Over, Single Size Denomination, Kiosk

Module II: Store Planning, Design and LayoutStore Planning: Location Planning- High-Street Location, Destination/Free Standing Location, Shopping Centre/mall Location, Location Mapping, Location Parameters,-Site SelectionStore Design and the Retailing Image Mix: (employees, merchandise, fixtures, sound, odour, visual, type, density etc.), The Space mix: (Single goods, convenience goods, impulse purchase Merchandise), The Effective Retail Space Management: (Store Layout: the circulation path)

Module III: Store OperationsPOS (Point of Sale) / Cash Process, Customer Service and Accommodation, Retail Selling Process, Retail Floor and Shelf Management, Retail Accounting and Cash Management

Module IV: Information ManagementRetail Technology and Retail Automation, POS and Back-end Technologies, Merchandise Management Cycle, Merchandising and Buying and their effect on ROI, Marketing: Build Store Brand, Positioning for Differentiation, Retail Advertising, Sales Promotion, Direct Marketing CRM, etc.Warehousing and SCM: Vendor Management, Electronic Data Interchange, Warehouse Management, GRN, Inter-Transfer Note (ITN), Transportation, Value ChainVisual Merchandising and Displays: Planning the Visual Merchandising Theme and Creating Displays, Arranging Props and Displays, Arranging Display Fixtures and Lighting, Setting up Stores before Opening, Working with Floor Plans and Store Requirements, Training Personnel on Sales floor to create Displays, Organizing merchandising units such as Racks and ShelvingStrategic Store Planning and Project: (Store location assessment, design and layout, Construction and fit-up), Administration and Facilities, The Human Resource Factor, Some examples of Retail Stores viz. ARCUS, ANSAL PLAZA, LIFE-STYLE, SHOPPERS' STOP etc., Visit to some reputed Retail Stores/Outlets in around Delhi.

Module VDefining Shopping Mall, How Shopping Mall differs from other Retail Formats in characteristics such as Location, Space / Layout, Merchandise, Customer Profile, Niche conveniencesShopping Centre / Mall Location: Existing mall traffic, clean environment, designated parking area, Medium to high rental cost (Examples: DLF Mall in Delhi, Spencer Plaza in Chennai, and Crossroads in Mumbai)Strengths and Weaknesses of the Mall FormatLicenses and Permits for Mall Operations: (if applicable) Building / Scaffolding Permits, Busking Licences, Outdoor dining permits, Peaceful assembly / rally, Vehicle access permitsCharacteristics of typical Neighborhood, Community, and Regional types of U.S., Planned Shopping Centers/ Malls, Entertainment as Customer Value in Malls

Module VILessons from the experience of Crossroads in India: Define the target audience clearly, Be mindful of shopping basket, Plan the lay-out smartly, Setting the lease rental appropriately, Sensitive mall management, Cater to the

internal customer, Quasi- Mall - Is this the right format for India?, Stories of some great malls world-wide viz. DDF, Wal-Mart, etc., Visit to DLF Mall and City Center.

Module VII: Emerging Trends Integrating the concepts with other functions of Management Live project to be undertaken starting with conception of idea to final execution.Case studies Latest emerging trends and practices.

Examination Scheme:


Text & References:

R Vedamani & Gibbson , Retail Management, Jaico publications Patrick M & Robert Retailing, Thompson press James & Ron Hasty, Retail, Tata Mc-Graw Malcom, Retail Marketing, Thomson. Images Retail magazine

DIRECT MARKETING


Course Objective:Direct marketing is quickly becoming an integral part of the marketing strategies of general marketing as well as the method of operation of traditional direct marketers. The course focuses on the marketing perspectives and technologies that are distinctly direct marketing and with the interrelationship of direct marketing with the general marketing field.

Course Contents:

Module I: Conceptual Framework of Direct MarketingBasics and scope of Direct Marketing, Objectives of Direct Marketing, Advantage & Disadvantage of Direct Marketing, Integrated Direct Marketing, Business, Strategic & Direct Marketing planning.

Module II: Analyzing & Encashing Marketing opportunities for Direct MarketingResearch design for direct marketers, The Customer Database: Analysis and Application, Consumer & Business mailing list, offer, Media of direct marketing- Magazines, Newspaper, TV/ Radio, Co-Ops, Telemarketing, Internet E-communications, Managing Direct Sales Force.

Module III: Managing the Creativity Process in Direct MarketingIntroducing Creative Practices and techniques, Direct Marketing Creativity, Basic Steps of Managing catalogue & print advertising, Innovation through Creativity & testing The Strategic drivers of Creative Practices.

Module IV: Direct Marketing into BusinessB to B Marketing, Making a lead generation programme, Overview of E-commerce.

Module V: Direct Marketing Implementation and ControlMarketing Intelligence- Modeling for business decision support, Mathematics tool for control in Direct marketing, Future of Direct Marketing.

Module VI: Emerging Trends Integrating the concepts with other functions of Management Live project to be undertaken starting with conception of idea to final execution.Case studies Latest emerging trends and practices.

Examination Scheme:


Text & References:

Text: Bob stone & Ron Jacobs Successful Direct Marketing Methods Tata McGraw Hill.

References: Nash, Edward L, Direct Marketing Hand Book, Tata McGraw Hill

MARKETING OF FINANCIAL SERVICES

Course Code: MMSMK-20404 Credit Units: 03

Course Objective:The course aims to help our student understand the concept and practice of Financial services in India. Financial Services is the fastest growing sector and offers the Maximum Opportunity of growth for Students

Course Contents:

Module 1 Management of financial services, understanding the financial products , Overview of various financial services in India

Module 2 Insurance-Meaning, advantages , various types of insurance, Financial planning process, Risk management –Strategy to cover risk ,introduction to IRDA, Marketing Channels & selling Strategies followed by insurance sector in India.

Module 3

Mutual funds-Meaning, history and current market scenario –Indian and global, Types of mutual funds, Debt funds and types of Debt schemes, Types of equity funds/Growth funds, concept of hybrid funds, Mutual funds Vs. Other investments, Fund Structure, Introduction to the role and responsibility of Assetmanagement company, Registrars, custodian, sales distribution channels.

Module 4 Retail bank products-Meaning of banking business, introduction to Various bank products Selling bank products ,concept of cross selling ,Impact of technology on bank marketing.

Module 5 Introduction to housing finance, Venture Capital Funds ,Merchant banking, Credit cards.

Module 6

Introduction to the Stock Market & Commodity Markets . There functioning.

Books for Reference:1. Marketing Financial services-Mary Ann Pezzullo2. Marketing of Financial services:V.A.Avdhani3. Financial services-MY Khan-(TaTa)

SERVICE OPERATIONS MANAGEMENT

Course Code: MMSMK 20405 Credit Units: 03 Course Objective:The objective of the course is to understand the growing significance and impact of services on the growth and economy and the scientific ways to run the operations so as to optimize the business and brand returns.

Course Contents:

Module I: Service as StrategyConcepts and understanding, Brand significance and impact on businesses Nature of services and service products, customer centric operations and building services for competitive advantage.

Module II: Building and Development of Service SystemsStandard and branded services, Technology impact, Design and development of service products and delivery systems. Human Resource in Services

Module III: Operating Service Systems Managing Demand and supply of services, Speed and quality of services, Total Quality Systems, Tools and techniques for total quality and continuous improvements, Management and controls, Productivity and performance measurements

Module IV: Service Business Model Service Business model understanding and significance. Service Value chain Outsourcing and its management, Service business and delivery network, connectivity and brand value creation through outsourced network

Module V: Building Customer LoyaltyUnderstanding and significance of customer loyalty. Creating loyal customers through services, Loyalty tracking, Customizing services, segmenting services, taking services to the doorsteps of customers.

Examination Scheme:


Text & References:

Text: Gengiz Hakserver, Barry Rendes, Robert Russel & Robert Murdich, Service Management & Operations

References: Rust, Zahorik & Keiningham, Service Marketing Kenneth E. Clow & David L. Kurtz, Service Marketing

SUPPLY CHAIN COMPETITIVENESS


Course Objective:With increasing competition and lesser product differentiation, companies are focusing on supply chain management to achieve competitive advantage. The course aims to familiarize students of modern systems and procedures in supply chain management. Also, to develop their closer and better understanding of logistics activities & their criticality in managing efficient supply chain.

Use of information technology and internet will be highlighted so as to enable students to design supply chain for competitive advantage. Best practices in Supply Chain Management will be studied across industries with special focus on retailing sector.

Course Contents:

Module I: Supply Chain – Overview “Soil-to-dust”Concept of supply chain. Need & importance of integrated supply chain. Building blocks of supply chain network. , Supplier Network Development, Make-or-buy

Module II: Logistics Management SystemsConcept, Objectives & Scope, The System Elements, International Transportation Issues, Warehousing, Inventory Management, Packaging and Unitization Issues, Communication and Control, Centralized and Decentralized Logistic Management, Third Party Logistics (3PL), Multimodal Transport Operator (M.T.O.) Global Shipping.

Module III: Supply Chain – Management & Function From domestic to global supply chains, Demand Volatility, Bullwhip Effect, Vertical Integration Issues, Strategic, Operational & tactical decisions in supply chain management. Integrating the concepts with other functions of Management

Module IV: Supply Chain Performance & Design Performance measurement- techniques & tools, Sand Cone Model – importance & implementation. Information technology in managing supply chain. Issues influencing Supply chain design- logistical, management & product related, competition & technology related. Supply Chain optimization.

Module V: Best Practices in Supply Chain Management Benchmarking supply chain management. Manufacturing, warehouse or transportation practices. Technology, material handling & Outsourcing decisions. Global Standards. Supply Chains in various industries.

Module VI: Retial Supply Chain ManagementChallenges faced by Indian retail sector. FMCG & perishible product requirements. VMI, POS & EDI. Cross docking & warehousing issues. Reefers & the cold chain. Reverse logistics.

Live project to be undertaken starting with conception of idea to final execution.Case studies Latest emerging trends and practices.

Examination Scheme:


Text & References:

Text: Supply Chain Management: Strategy, Planning, and Operation : Sunil Chopra and Peter Meindel,

Prentice Hall of India, 2002 Logistics and Supply Chain Management: G Raghuram, N Rangaraj

syllabus

Documents

following mmsmk

technology mmsmk

strategic management

mall management

advance sales management

practical hours

total credit

services marketing