tybms sem v - sksvmjc.somaiya.edu.in
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TYBMS
Sem V
Subject: SALES AND DIST
Un
it
No.
Topics Plan Teaching
Methodolog
y
Tim
e
Fra
me
Learning
Outcome
1. Introduction to SALES MANAGEMENT
Learning
Objective Understand basic
concepts and
models. Highlights
Nature
evolution
importance interface multidiscipl
inary structure
distribution
managemen
t
Reading and
Reference
Material Suggested
to students
for
reference
manan
rishabh
publication. Material
available on
net
Contact
Sessions Time frame and
no. of lectures- 6 Interactive
modes Power
point presentations
Debates
25-6-19
An understanding
of the basic
concepts and
ways of dealing
in sales and dist.
2. Market analysis Learning
Objective Understand basic
concepts and ways
Contact
Sessions Time frame and
no. of lectures- 6
15-7-19
Improvement in
effective
understanding of
market analysis
Highlights Methods of
forecasting Sales quota Territories Process of
selling Selling
skils Differences
Reading and
Reference
Material Suggested
to students
for
reference
manan
rishabh
publication. Material
available on
net
Interactive
modes Power
point presentations
Debates
and various
aspects of selling.
3. Distribution management
Learning
Objective Understand basic
concepts of Highlights
Channel
managemen
t Resolution
of conflicts Channel
control.
Reading and
Reference
Material Suggested
to students
for
reference
manan
Contact
Sessions Time frame and
no. of lectures- 6 Interactive
modes Power
point presentations
Debates
5-8-19 An understanding
of roles of
channel
management.
rishabh
publication. Material
available on
net
4. Performance evaluation
Learning
Objective Understand
components of ,
methods of
performance of
sales and career
planning Highlights
Sales
performanc
e Sales revie
w . Sales
planning a
udit Ethics in
sales
Reading and
Reference
Material Suggested
to students
for
reference
manan
rishabh
publication. Material
available on
net
Contact
Sessions Time frame and
no. of lectures- 6 Interactive
modes Power
point presentations
Debates
10-9-19
An understanding
of
various compo
nents of
performance ,
methods of sales
evaluation
Subject- Service Marketing
unit topic learning objectives Time
teaching methodologies
1 Services - Meaning &
Characteristics
To develop understanding about various concepts of
Services to differentiate between
Goods & Services.
JUNE
Lecture method, Share relevant &
current Information on Service Sector
Goods V/S Services DEBATE
Classification of services
Be familiar with characteristics of
Services & the distinctive challenges
they pose
21-Jun
Importance of service sector to an economy
Service Marketing Triangle (MOT)
To Identify the role of services on the customers and
employees with the knowledge of the
principle industries in the service sector
24th June
Levels of Contact of Services
Understand how Service contributes to a country’s economy 24th June
Service Attributes
Figure out the managerial challenges
posed by services. 25th June
Zone of Tolerance
Identify the broad categories of Services
By Product Service Continuum
1st July
Consumer Behavior
Evaluate the role of service personnel in
creating a satisfactory experience.
2nd July
Service Encounters
Contrast how customer experience & evaluate high v/s
low contact services
8th July
Challenges of Services and Service
Guarantees
Enhance knowledge about emerging issues in the service sector.
9th July
2 7P’s of Service
Marketing
• Harnessing the extended marketing
mix • To understand the components of the expanded Service
Marketing mix • To understand what is a flower of service
• To outline the foundations of a
pricing tripod
• Learn the role of marketing
communication in services
15th July to 30th July
Discussion & PowerPoint presentations of students with the class about each sector
Balancing of Demand and Capacity
• Plan out strategies to synchronize old service capacity. 5th August
Branding of Services
• To understand the problems of branding
& services & its solutions
• To know how
service firms use different branding
strategies 6th August
Positioning of Services
12th August
3 Improving Service
Quality
Be familiar with dimensions of Service Quality. Technical and functional qualities.
13th August
Chalk & Talk methods, Vivas, Examples of service recovery in different sectors
Gap Model
To Know how to use the gap model for diagnosing and
addressing service quality problems 13th August DISSCUSSION
Improving productivity
To understand the process to turn the
quality of services of a firm. 19th August
Complaint Handling & Service Recovery
To understand why customers Complain
and how they respond to effective Service
Recovery
20th august to 30 th august CASE ANALYSIS
Fish Bone Diagram
3rd September
Service Profit Chain
16th September
4 Vision Mission
Strategy
What sets some companies apart from
their competitors is because of their vision and mission statement
16th septemnber to 18 th September
Discussion and lecture method.
Flowchart/ Benchmarking & Service Mapping
To know how to draw a flowchart
Develop a blueprint
23rd September to 25th September
Service Leadership
Appreciate the Marketing, operations &
HR management functions need to be
closely related. 30th
September
5 Case Analysis
OCTOBER
Discussion of Case and guidance on how to solve it. Prelims, problem solving & guidance sessions.
Subject- Stress Management
unit topic learning objectives Time
teaching methodologies
1
Stress- Concept, features, types of
stress
understanding stress,its relation, sources and
consequences. Using Work stress
Model Understanding burnout
and its impact
10th to 13th June
Chalk and paper
Relation between stressors and stress
Potential sources of stress
16th and 17th
June
Consequences of stress
Stress at work lace
24th June
impact of stress on
performance 24th June
ROLE PLAY
Work Stress model 25th June
Burnout - concept 1st July
Stress vs burnout 2nd July
2 Pre-requisites of
stress free life
Understanding some approaches to
management of stress like time management. Understanding the role
of organization in managing the stress of
its employees
8th July PRESENTATIONS
Anxiety 9th July
Relaxation
Time management
15th July to 30th July
DISSCUSION GROUPS
Approaches to time management
Stress Management 5th August
COLLABORATIVE PROBLEM SOLVING
Managing stress at
individual level 6th August
Role of organization in managing stress
12th August
Aprroaches to manage
stress AUDIO VISUAL TOOLS
3 Models of stress
management
Understanding the models of stress
management Meditation and other techniques of Stress
Management
13th August Discussions and presentation
General Adoption system
19th August
Measurement of stress
reaction 20th august to 30 th august
Stress Prevention
Mechanism 3rd September
REAL CASES
Stress Management
intervention 16th September
Meditation
CLASSES OUTSIDE CLASSROOM
Role of Pranayama, mantras, Nutrition,
Music, non violence in stress Control
16th septemnber to
18 th September PRACTICALS
4 Eustress
Understanding Eustress and stress management
therapy. Understanding the scope and future of stress management
23rd September to
25th September
Lecture method
Stress management
therapy DEVLOPING A NEW HOBBY
Stress counselling
Value education for stres management
26th September
Stress and new
technology
30th September
Stress Audit process
Assessment of Stress
Future of Stress
Management
Subject: Logistics & Supply Chain Management
Unit
No.
Topics Plan Teaching
Methodology
Time
Frame
Learning
Outcome
2. Overview of
Logistics and
Supply Chain
Management Introduction to
Logistics Management Introduction
to Supply
chain
To make aware
about logistics
and SCM and its
various elements
Chalk & duster and
presentations 06th June
2019 to
08th July
2019
Is to learn
about basics of
Logistics and
SCM and learn
to new methods
of logistics
Management
(SCM) Customer
service: Key
elements of
Logistics Demand
forecasting
2. Elements of
Logistics Mix Transportation Warehousing Materials
Handling
Systems Packaging
To explain
different
elements of SCM
from market
point of view
Chalk & duster and
presentations 08th July
2019 To 30th July
2019
Is to learn
different
elements of
SCM and
different types
available in the
market
3. Inventory
Management Inventory
Management Logistics
Costing Performance
Measurement Logistics
Network
Analysis
Repeated topic
from last
semester so
revision and
learning
through doubt
clearing sessions
Chalk & duster and
presentations 31st July
2019 to 30th
August
To learn and
know inventory
from logistics
point of view
4. Recent Trends in
Logistics and
SCM Information
Technology in
Logistics Modern
Logistics
Infrastructure Logistics
Outsourcing Logistics and
the Global
Environment
Is to discuss
about current
scenario of
Logistics and
SCM
Chalk & duster and
presentations 01 sept
2019 to
20th Sept
2019
To know and
learn
technology and
upcoming
infrastructure
in SCM field
Subject: CRM
Uni
t
No.
Topics Plan Teaching
Methodology
Time
Fram
e
Learning
Outcome
1. Introduction to CRM
Learning Objective Understand basic
concepts and
Contact Sessions Time frame and no.
of lectures- 6
25-6-19 An
understandin
g of the
basic
strategies to build
CRM Highlights
Nature
evolution
importance Components Barriers Relationship
marketing SLA.
Reading and
Reference Material Suggested to
students for
reference
sheth and
rishabh
publication. Material
available on
net Notes given
by the teacher
Interactive modes Power
point presentations
concepts
and strategi
es to build
CRM.
2. CRM marketing initiatives,customer service and data management
Learning Objective Understand relation
building ways and
proper data
management for
effective CRM Highlights
CRM marketing initiatives
customer service
data management
Reading and
Reference Material Suggested to
students for
reference
Contact Sessions Time frame and no.
of lectures- 6 Interactive modes
Power point presentations
15-7-19 Improvemen
t in effective
customer
relationships
and proper
data
management
..
sheth and
rishabh
publication. Material
available on
net Notes given
by the teacher
3. CRM strategy, planning implementation and evaluation
Learning Objective Understand CRM
strategy and
developing proper
strategies. Highlights
Understandin
g customers CRM
implementati
on CRM
evaluation Reading and
Reference Material Suggested to
students for
reference
sheth and
rishabh
publication. Material
available on
net Notes given
by the teacher
Contact Sessions Time frame and no.
of lectures- 6 Interactive modes
Power point presentations
5-8-19 An
understandin
g of various
steps
involved in
designing
CRM
strategies.
4. CRM new horizons
Learning Objective Understand new
horizons and digital
ways to build CRM Highlights
E-CRM Software app
for customer
service Social
networking
and CRM
Reading and
Reference Material Suggested to
students for
reference
sheth and
rishabh
publication. Material
available on
net Notes given
by the teacher
Contact Sessions Time frame and no.
of lectures- 6 Interactive modes
Power point presentations
10-9-19 An
understandin
g of new
horizons and
digital ways
to build
CRM
Subject: PM & CP
Uni
t
No.
Topics Plan Teaching
Methodology
Time
Fram
e
Learning
Outcome
1. Performance management
Learning Objective Understand basic
concepts and strategies
to have effective
performance
management Highlights
Nature
evolution
importance Components
Contact Sessions Time frame and no.
of lectures- 6 Interactive modes
Power point presentations
25-6-19 An
understandin
g of the basic
concepts
and strategie
s to. have
effective
performance
management
Barriers Best practices Role of
technology
Reading and
Reference Material Suggested to
students for
reference vipul
publication Material
available on net
2. Performance planning
Learning Objective Understand relation
building ways and
proper HR management
for effective Performance management Highlights
Performance
planning Performance
managing Performance
appraisal Performance
monitoring Performance
implementation Reading and
Reference Material Suggested to
students for
reference vipul
publication Material
available on net
Contact Sessions Time frame and no.
of lectures- 6 Interactive modes
Power point presentations
15-7-19 Improvement
in effective
employee
relationships
and proper
HR
management.
.
3. Ethical performance management
Learning Objective Understand need for
ethical performance
management challenges
pay criteria and
potential appraisal Highlights
ethical
performance
management pay criteria potential
appraisal underperformer
s Reading and
Reference Material Suggested to
students for
reference vipul
publication Material
available on net
Contact Sessions Time frame and no.
of lectures- 6 Interactive modes
Power point presentations
5-8-19 An
understandin
g of various
ethical
concerns that
can develop
effective HR
managers.
4. Key ethical issues in performance management
Learning Objective Understand new
horizons and ways of
career development. Highlights
Career
planning Career
development Career models
Reading and
Reference Material Suggested to
students for
reference vipul
publication Material
available on net
Contact Sessions Time frame and no.
of lectures- 6 Interactive modes
Power point presentations
10-9-19 An
understandin
g of new
horizons and
ways of
career
development.
Subject: Strategic HRM and HR Policies
Unit
No.
Topics Plan Teaching
Methodology Time
Frame Learning
Outcome
1. SHRM- An
Overview Learning Objective To Understand HRM
From a Strategic
Point of View Reading and
Reference Material:
Vipul Prakashan
Contact
Sessions Time frame and
no. of lectures Interactive
modes Case
study, Group
Discussion
25-6-19 10
lectures
Students
learned the
basic
Difference
between HRM
& Strategic
HRM
2. Developing HR
Strategies to
support
organisational
strategies
Learning Objective To link HRM
Functions to
Corporate Strategies
in order to understand
HR as a Strategic
resource
Contact
Sessions Time frame and
no. of lectures Interactive
modes Group
Discussion
15-7-19
08
lectures
3. Human Resource
Policies Learning Objective To Understand the
purpose and process
of developing HR
Policies
Contact
Sessions Time frame and
no. of lectures Interactive
modes Group
Discussion
5-8-19
10
Lectures
4. Recent Trends in
SHRM Learning Objective To apply theories &
Concepts relevant to
SHRM in
Contemporary
Organisation
Contact
Sessions Time frame and
no. of lectures Interactive
modes Group
Discussion,
PPT,
10-9-19
12
Lectures
Subject: Wealth Management
Unit
No.
Topics Plan Teaching
Methodology
Time
Frame
Learning
Outcome
1. Introduction
to Wealth
Management- Overview Savings and
Investments
Learning
Objective- To understand the
meaning of wealth,
investment,
savings To introduce the
concept of
financial literacy Highlights- Wealth cycle Wealth
management
process Investment Economic
Environment
Analysis Reading and
Reference
Material- Given by the
Teacher- Notes And Textbook Suggested to
Students
Reference Books- Wealth
Management-
Suresh Goel Wealth
Management-
Suyesh Bhat
Contact Sessions No of Lectures
required- 10 Interactive modes Game of wealth
building
13th July
2019 Understanding
the concept of
wealth and how
the wealth can
be generated by
an individual
2. Insurance
Planning and
Investment
Planning
Learning
Objective- To study the
relevance and
importance of
Insurance in wealth
management Highlights- Types of
Insurance Risk Profiling Reading and
Reference
Material- Given by the
Teacher- Notes And Textbook Suggested to
Students
Reference Books- WEALTH
MANAGEMENT
& FINANCIAL
PLANNING:
Concepts &
Practices - Balaji
Rao DG
Contact Sessions No of Lectures
required- 10 Interactive modes Game on Insurance
Building Exercise
and Investment
21st
August
2019
Students will
understand the
concept of
financial
planning with
special
reference to
Insurance and
Investment
3. Financial
Mathematics/
Tax and Estate
Planning
Learning
Objective- To understand
taxation aspects in
Wealth
Management Highlights- CAGR Net Worth Taxation Reading and
Reference
Material- Given by the
Teacher- Notes And Textbook
Contact Sessions No of Lectures
required- 10 Interactive modes Numerical sums
related to Taxation
18th
September
2019
Students will
understand the
wealth
management
from the
taxation
perspective
Suggested to
Students
Reference Books- WEALTH
MANAGEMENT
& FINANCIAL
PLANNING:
Concepts &
Practices - Balaji
Rao DG 4. Retirement
Planning/
Income
Streams &
Tax Savings
Schemes
Learning
Objective- To understand
various
components of
retirement
planning Highlights- Retirement
Planning Pension Schemes Reading and
Reference
Material- Given by the
Teacher- Notes And Textbook Suggested to
Students
Reference Books- WEALTH
MANAGEMENT
& FINANCIAL
PLANNING:
Concepts &
Practices - Balaji
Rao DG
Contact Sessions No of Lectures
required- 14 Interactive modes Numerical sums
related to Pension
30th
September
2019
Students will
understand the
concept related
to life after
retirement
Subject: Investment Analysis and Portfolio Management
Unit
No.
Topic Plan Teaching
Methodology
with Time
Frame
Learning
Outcome
1 Introduction
and
Learning Objective Understand the concept of
Portfolio management, its
Contact Sessions Mid of July ( 12
lect)
An Understanding
the concept of
investment and
Investment
alternatives advantages and different
types of investment
alternatives. Highlights
Meaning Types Importance process
Reading and Reference
Material Given by teacher Suggested to
students for
reference
Interactive modes Eg. Group
Discussion
portfolio and
different types of
investment
alternatives.
2 Risk and
Return Learning Objective Understand the concept of
risk and return. Highlights
Need Importance Types Problems
Reading and Reference
Material Given by teacher Suggested to
students for
reference
Contact Sessions End of July (8 lect ) Interactive modes Eg. Group
Discussion, viva ,
assignments, Home
work, class work.
An Understanding
the concept of Risk
and return and
calculation of it .
3. Technical
analysis and
Fundamental
Analysis
Learning Objective Understand the concept of
Technical analysis ,
different charts, and
Fundamental analysis. Highlights
Sources Problems Analysis Factors Data presentation
Reading and Reference
Material Given by teacher Suggested to
students for
reference
Contact Sessions August end ( 8 lect) Interactive modes Eg. Group
Discussion, viva ,
assignments
An Understanding
the concept of
Fundamental and
technical
analysis.
4 CAPM and
Performance
Evaluation
Learning Objective Understand the concept of
CAPM, its theory, and
Contact Sessions Mid of Sept ( 12
lect)
An Understanding
the concept of
CAPM its uses and
how to do performance
evaluation. Highlights
Meaning Types Importance Process Problems
Reading and Reference
Material Given by teacher Suggested to
students for
reference
Interactive modes Eg. Group
Discussion, home
work , class work .
assignments
performance
evaluation.