University of Pune University of Pune

University of Pune University of Pune

University of Pune University of Pune
University of Pune
University of Pune University of Pune
University of Pune University of Pune
University of
T.Y.Pune University
B.B.A. Semester V & VI of Pune

University of Pune University of Pune

Pattern 2008 w.e.f. 2010-11

University of Pune University of Pune

University of Pune University of Pune
University of Pune University of Pune
University of Pune University of Pune
University of Pune University of Pune
University of Pune University of Pune
University of Pune University of Pune
 COURSE STRUCTURE FOR
BACHELOR OF BUSINESS ADMINISTRATION (B.B.A.)
1. Title :
The degree shall be titled as Bachelor of Business Administration (B.B.A.) under the
Faculty of Commerce w.e.f. the academic year 2008-2009 B.B.A. Part II w.e.f.2009-2010
and B.B.A. Part III w.e.f. 2010-2011.

2. Objectives :
i. To provide adequate basic understanding about Management Education among the
students.
ii. To prepare students to exploit opportunities being newly created in the Management
Profession.
iii. To train the students in communication skills effectively.
iv. To develop appropriate skills in the students so as to make them competent and
provide themselves self-employment.
v. To inculcate Entrepreneurial skills.

3. Duration :
The Course shall be a full time course and the duration of the course shall be of three years.

4. Eligibility :
i. A candidate for being eligible for admission to the Degree course in Bachelor
of Business Administration shall have passed 12th Std. Examination (H.S.C. 10+2)
from any stream with English as passing subject and has secured 45% marks at 12th
Std.
ii. Two years Diploma in Pharmacy after H.S.C., Board of Technical Education
conducted by Government of Maharashtra or its equivalent.
iii. Three Year Diploma Course (after H.S.C., i.e. 10th Standard) of Board of Technical
Education conducted by Government of Maharashtra or its equivalent.
iv. MCVC
v. Every eligible candidate has to pass a Common Entrance Test to be conducted by
the respective Institute/College.

5. Medium of Instruction:
Medium of instruction shall be in English only.

6. Scheme of Examination :
The B.B.A. Examination will be 3600 marks divided into 3 parts as per details given below :
i. B.B.A. Part I (Semester I, II) Aggregate marks 1200
ii. B.B.A. Part II (Semester III, IV) Aggregate marks 1200
iii. B.B.A .Part III (Semester V, VI) Aggregate marks 1200

There will be written Examination of 80 marks 3hrs duration for every course at the end of
each Semester. The class work will carry 20 marks in each course. For Courses in Industrial
Exposure (Semester III, IV) there will be viva voce examination of 20 marks and for Written
Report and Industrial visits 80 marks. For course on Project work (Semester VI) there will be oral
presentation test consisting of 20 marks and Written Report of 80 marks.

University of Pune | T.Y. B.B.A. Semester V & VI 2

 7. Backlog :
a. A student shall be allowed to keep term for the Second Year, if he/she has a backlog of
not more than three theory & one practical or four theory heads of total number of
subjects of the First year examination, which consist of First & Second Semester.
b. A student shall be allowed to keep term for the Third year, if he/she has no backlog of
first Year & if he/she has a backlog of not more than three theory & one practical or four
theory heads of total number of subject of the Second Year examination which consist of
Third & Fourth Semester.

8. Standard of Passing and Award of Class :

In order to pass examination a candidate has to obtain 40% marks out of 100 (Semester-end
exam 80 + class work marks 20 taken together) in each course.

The award of class:

The class shall be awarded to the student on the basis of aggregate marks obtained by him in all
three years (Part I, II and III). The award of Class is as follows:
i. Aggregate 70% and above -: First Class with Distinction.
ii. Aggregate 60% and above but less than 70% -: First Class
iii. Aggregate 55% and more but less than 60% -: Higher Second Class
iv. Aggregate 50% and more but less than 55% -: Second Class.
v. Aggregate 40% and more but less than 50% -: Pass Class.
vi. Below 40% -: Fail.

B.B.A -: First Year

(F.Y)

Subject Subject
Subject Names - Semester I Subject Names - Semester II
Code Code
101 Business Organisation & System. 201 Principles of Managements.
102 Business Communication Skills. 202 Principles of Marketing.
103 Business Accounting. 203 Principles of Finance.
104 Business Economics (Micro). 204 Basics of Cost Accounting.
105 Business Mathematics. 205 Business Statistics.
106 Business Demography & 206 Business Informatics.
Environmental Studies.

B.B.A -: 2nd Year (S.Y)

Subject Subject
Subject Names - Semester III Subject Names - Semester IV
Code Code
301 Personality Development. 401 Production & Operations Management.
302 Business Laws. 402 Industrial Relations & Labour laws.
Human Resource Management &
303 403 Business Taxation.
Organisation Behaviors.
304 Management Accounting. 404 International Business.
305 Business Economic (Macro). 405 Management Information System.
306 I.T.in Management. 406 Business Exposure (Field Visits).

University of Pune | T.Y. B.B.A. Semester V & VI 3

 B.B.A -: 3rd Year
(T.Y)

Subject Subject
Subject Names - Semester V Subject Names - Semester VI
Code Code
501 Supply & Chain logistics. 601 Business Planning & Project
Management.
502 Entrepreneurship Development. 602 Event Management.
503 Business Ethics. 603 Management Control System.
504 Research Methodology (Tools & 604 E- Commerce
Analysis)
505 Specialisation –I. 605 Specialisation –III.
506 Specialisation –II. 606 Specialisation – IV.

***Available Specializations ***

A. Finance.
B. Marketing.
C. Human Resource Management.
D. Service Sector Management.
E. Agri. Business Management.

Third Year BBA

Semester V & VI

Subject
Subjects (Sem. V)
Code
501 Supply & Chain Logistics
502 Entrepreneurship Development
503 Business Ethics.
504 Research Methodology. (Tools & Analysis.)
Spec. I
A. Finance
B. Marketing
505
C. Human Resource Management.
D. Service Sector Management.
E. Agri. Business Management.
Spec. II
A. Finance
B. Marketing
506
C. Human Resource Management.
D. Service Sector Management.
E. Agri. Business Management.

University of Pune | T.Y. B.B.A. Semester V & VI 4

 Subject
Subjects (Sem. VI)
Code
601 Business Planning & Project Management.
602 Event Management.
603 Management Control System.
604 E-Commerce
Spec. III
A. Finance
B. Marketing
605
C. Human Resource Management.
D. Service Sector Management.
E. Agri. Business Management.
Spec. IV (Project Work /Case Studies.)
A. Finance
B. Marketing
606
C. Human Resource Management.
D. Service Sector Management.
E. Agri. Business Management.

Statement showing equivalence of Papers / Subjects B.B.A. (Year 2003-04)

Course with B.B.A. (Year 2008-09)

F.Y.BBA; Semester I
Sr. No. Subjects (Semester I) Code No. Subjects (Semester I)
101 Business Organization And Systems 101 Business Organization and System
102 Business Economics - I 102 Business Economics (Micro)
103 Basic Business Mathematics 103 Business Mathematics
Business Demography and
104 Business Environment 104
Environmental Studies
105 Financial Accounting 105 Business Accounting
Computer Fundamentals & Data Base
106 206 Business Informatics
Management

F.Y.BBA; Semester II
Sr. No. Subjects (Semester II) Code No. Subjects (Semester II)
201 Management Theory and Practice 201 Principles of Management
202 Business Economics II 305 Business Economics (Macro)
203 Basic Business Statistics 205 Business Statistics
204 Cost Accounting 204 Basics Cost Accounting
205 Communication Skills 102 Business Communication Skills
206 Marketing Management 202 Principles of Marketing

University of Pune | T.Y. B.B.A. Semester V & VI 5

 S.Y.BBA Semester III
Sr. No. Subjects (SEM-III) Code No. Subjects (SEM-III)
301 Indian Economy ---------
302 Management Information System 405 Management Information System
303 Management Accounting 304 Management Accounting
Human Resource Management and Human Resource Management and
304 303
Organization Behavior Organization Behavior
305 Income Tax 403 Business Taxation (Semester IV)
Research Methodology (Tools and
306 Research Methodology 504
Analysis

S.Y.BBA Semester IV
Sr. No. Subjects (SEM- IV) Code No. Subjects (SEM- IV)
Principles of Finance (Semester
401 Financial Management 203
II)
Information Technology in
402 306 IT in Management (Semester III)
Management
403 Indirect Taxes 403 Business Taxation
404 Services Management -----------
Production and Operation Production and Operations
405 401
Management Management
406 Industrial Exposure 406 Business Exposure (Field Visits)

T.Y.BBA Semester V
Sr. No. Subjects (Semester V) Code No. Subjects (Semester V)
Entrepreneurship and Small
501 502 Entrepreneurship Development
Business Management
502 Business Law 302 Business Law (Semester III)
International Business and New International Business (Semester
503 Trends
404
IV)
504 Personality Development 301 Personality Development
505 Specialization I 505 Specialization I
506 Specialization II 506 Specialization II

T.Y.BBA Semester VI
Sr. No. Subjects (Semester VI) Code No. Subjects (Semester VI)
Industrial Relations and Labour Industrial Relations and
601 402
Laws Labour Laws (Semester IV)
602 Agri. - Business Management ----
Purchasing and Materials
603 ----
Management
604 Business Ethics 503 Business Ethics(Semester V)
605 Specialization I 605 Specialization I
606 Specialization II 606 Specialization II

University of Pune | T.Y. B.B.A. Semester V & VI 6

 T.Y. B.B.A.
Semester V
Compulsory Paper
Subject Name -: Supply & Chain Logistics
Course Code -: 501

Objectives :
1. To introduce the fundamental concepts in Materials and Logistics Management.
2. To familiarize with the issues in core functions in materials and logistics management

Unit No. Name of the topic Periods

1 Physical distribution - Definition, Importance – participants in physical distribution 8
process. Marketing Channels – Definition & Importance - Different forms of
channels - Functions of Marketing Channels
2 Unconventional channels - Channels for Consumer goods, Industrial Goods & 8
Services – Integrated Marketing Channels – Horizontal, Vertical, Multi channel
marketing Systems - International Marketing Channels
3 Supply Chain Management – concept – significance – components – Order 8
processing – Material Handling – Transportation – Warehousing – Inventory
Management – Reverse Logistics
4 Wholesaling – Importance & Types - Functions of Wholesaler – Wholesaler 8
Marketing Decisions – Trends in Wholesaling. Channel Management - Channel
Selection Process & criteria – Performance appraisal of Channel Members –-
Channel Conflicts & Techniques to resolve channel conflicts
5 Inventory - Need of Inventory - Costs associated with Inventory - Types of 8
Inventory – Basic EOQ Model - EOQ with discounts - ABC Analysis - (Numericals
expected on Basic EOQ, EOQ with discounts & ABC)
6 Logistics - Objectives, Components, Significance. Supply Chain Management – 8
Objectives, Components, Significance, Trade off Customer Service & Cost.
Total 48

Recommended Books
1. Channel Management –Stern – El Ansary
2. Distribution Management – S. Eliton
3. Sales and Distribution Management – S. L. Gupta
4. Channel Management & Retail Management – Meenal Dhotre
5. Purchasing and Supply Management - Dobler and Burt
6. Materials Management – Dutta
7. Handbook of Materials Management – Gopalkrishnan
8. Materials & Logistics Management - L.C.Jhamb
9. Logistics & Supply Chain Management – Martin Christopher

University of Pune | T.Y. B.B.A. Semester V & VI 7

 T.Y. B.B.A.
Semester V
Compulsory Paper
Subject Name -: Entrepreneurship Development.
Course Code -: 502

Objectives :
1. To Create entrepreneurial awareness among the students.
2. To Help students to develop their entrepreneurial competence.
3. To Develop Knowledge and understanding in creating and managing new Venture.
4. To Help students to up bring out their own business plan.
Unit
Topic Periods
No.
1. Entrepreneur and Entrepreneurship : 08
Definition, meaning and functions of an entrepreneur Need and importance of
entrepreneurship, Problem of unemployment & important of wealth creation.
Enterprise v/s Entrepreneurship, Self – employment v/s Entrepreneurship,
Entrepreneurial career as an option.
2. Business Opportunity Identification and Preliminary Project Report (PPR): 08
Opportunity search : Divergent Thinking Mode : Meaning and Objectives – Tools
and Techniques : Environmental Scanning for business opportunity identification
Opportunity Selection : Convergent Thinking Mode : Tools and Techniques : Market
Survey – Preparation of Questionnaire – Concept of Survey – Data collection –
Analysis and Interpretation – Preliminary Project Report (PPR)
3. Business Plan : 08
Meaning and Importance – Objectives – Selections Contents – Marketing and
Technical Feasibility – Financial Viability – Precautions to be taken by entrepreneur
while preparing Business Plan
Project Appraisal – Break – even Analysis and Ratio Analysis : Debt Service
Coverage Ratio – Gross Profit : Net Profit Ration and Return on Investment (ROI)
4. Institutional Support to New Venture : (Student are expected to study the assistance 08
scheme of the following Institutions)
District Industries Center (DIC)
Maharashtra Center for Entrepreneurship Development (MCED)
National Small Industries Corporation of India (NSIC)
Maharashtra Industrial Development Corporation (MIDC)
Micro Small and Medium Enterprises (MSME)
5. Financial Assistance for small Enterprise 08
Non-Institutional : own Fund – Family and Friends Institutional :
(a) Bank Loans – Co-operative Banks- Nationalized Bank – Scheduled Banks.
(b) Angel Funding
(c) Venture Funding
(d) Self-employment Scheme of Government of Maharashtra
(e) Government Financial Institutions : Khadi and Village Industries Board
(KVIB) – Micro, Small and Medium Enterprises (MSME) Rajeev Gandhi
Udyami MItra Yojana (RUGMY) – District Industries Center (DIC)
(f) Prime Minister Employment Generation Programme (PMEGP)

University of Pune | T.Y. B.B.A. Semester V & VI 8

 (g) For urban – Seed Capital Scheme
6. Study of Entrepreneurs Biographies : 08
(a) Pramod Choudhari
(b) Vitthal Kamat
(c) Dr. Neelkantha Kalyani
(d) Anu Aga
Total 48

Recommended Books
1. Desai Vasant : Management of Small Scale Industries Himalaya Publishing House.
2. Taneja Satish and Gupta S.L. : Entrepreneurship Development – New Venture Creations – Galgotia
Publishing Company, New Delhi
3. Chandra P : Project Preparation, Appraisal and Implementation Tata McGraw Hill New Delhi.
4. Jain P.C. (ed) : Handbook for New Entrepreneurs Entrepreneurship Development Institute of India.
5. Gupta C.B. & Srinivas : Entrepreneurial Development, Sultan D, Chand & sons, New Delhi.
6. Pramod Choudhari – As Is What It Is.
7. Prof. Rajeev Roy : „Entrepreneurship Oxford University Press‟
8. Edward D.Bono : „Opportunites‟
9. The New Business Road tests : John
10. Yogiraj Devkar „Udogsandhi‟ : „Shodha Mhanje Sapdel‟ continental Prakashan.

University of Pune | T.Y. B.B.A. Semester V & VI 9

 T.Y. B.B.A.
Semester V
Compulsory Paper
Subject Name -: Business Ethics.
Course Code -: 503

Objectives -:
1. To import Knowledge of Business Ethics to the Student.
2. To impart Knowledge of various Business Ethics practices.
3. To the student modern Business Ethics and their give and understanding residing applications in
different context.
Unit
Topic Periods
No.
1. Ethics – Meaning, and Nature of Ethics. 08
Meaning, Moral & Ethics,
Types of Ethics, Importance of Ethics, Nature of Ethics.
2. Business Ethics : Meaning and Nature 08
Importance of ethics in business. Types of Business Ethics
Relation between corporate responsibility & Business Ethics.
3. Business Ethics in Global Economy: 08
Developing Ethics in Global Economy.
Relationship between Business, Business Ethics & Business Development, Role of
Business ethics in building a good society.
4. Moral issues in Business: 08
Justice & Economic systems ethics relating to environment protection. Ethics
relating to Consumer Protection, Social responsibility & Business ethics, arguments
for and against social responsibility.
5. Areas of Business ethics : 08
Meaning of functional ethics, types of ethics according to functions of business,
marketing ethics foreign trade ethics and ethics relating to copyrights.
6. Organisational Ethics: 08
Individual Ethics Professional ethics.
Corporate Ethics – Ethical behavior – Ten Command of ethical Behavior Control &
audit of ethical behavior
Total 48

Recommended Books
1. Business Ethics - O.C. Ferrell, John Paul Fraedrich, Linda Ferrell.
2. Business Ethics - Gautam Pherwani
3. Business Ethics - Ritu Pamraj.
4. Business Ethics - Prof. Agalgatti.

University of Pune | T.Y. B.B.A. Semester V & VI 10

 T.Y. B.B.A.
Semester V
Compulsory Paper
Subject Name -: Research Methodology (Tools & Analysis).
Course Code -: 504

Objective -: To expose students to the areas of commercial and business research activities.

Unit
Topic Periods
No.
1. Commercial and business research : aims, objectives, Importance – Research 08
methodology, Research Plan or design-steps to be followed.
2. Research Process 10
a. Collecting data :
b. Secondary data :
Sources of collecting secondary data : Demographic information – money,
Banking-company Information - Labour market- Capital Market – Tax
Information – information on the Economy, International business –
Government Information – Syndicated Commercial and other non –
Government sources of Information.

3. Research Process 10
a. Primary Data:
b. Methods of collecting primary data / tools for collecting primary data.
 Questionnaire method : Types of Questions, essentials of good
questionnaire / guidelines for Questionnaire designing,
Scheduling, Sampling, methods, advantages
 Interview Method : structured and unstructured
 Observation Method
 Group discussion Method.
4. Data processing and analysis : 10
 Editing, Codification, Classification, Tabulation, Scaling &
Measurement.
 Hypothesis & its testing.
5. Writing skills for Business Research : 10
 Project report : selecting and defining Topic, Project – Terms of
reference, Subject matter, Style, Sturcture
 Research Paper
 Communication research orally – power point presentation.
 Use of Computers in research : data collection and analysis.
Total 48

University of Pune | T.Y. B.B.A. Semester V & VI 11

 T.Y. B.B.A.
Semester V
Finance Special Paper I
Subject Name -: Analysis of Financial Statements.
Course Code -: 505 – A.

Objectives -:
1. To study various financial statements of corporate organisations.
2. To make the student well acquainted with current financial practices.
Unit
Topic Periods
No.
1. Financial Statements of Corporate Organizations 11
Meaning, need, importance of Financial statements. Preparation of Financial
Statements as per schedule VI of the Companies Act. Horizontal and Vertical form
of Balance Sheet.
2. Introduction to analysis and Interpretation of financial statements 11
Analysis and Interpretation of financial statements, Types of financial
analysis, Advantages of financial analysis, Limitations of financial analysis,
Techniques of financial analysis-
i. Comparative financial statements
ii. Trend analysis
iii. Common size financial statements
iv. Funds analysis
v. Cash flow analysis
vi. Ratio analysis
3. Ratio Analysis 12
Interpretation of Ratios, Role of Ratios, Classification of Ratios. Liquidity
Ratio, Turnover Ratio, Solvency Ratio, Profitability Ratio and Miscellaneous group.
Advantages and limitations.
4. Fund flow Analysis/ Cash Flow Analysis 14
Concept of Fund, Construction of Fund Flow Statement / Cash Flow
Statement. Advantages and Limitations of Fund Flow Statement /Cash Flow
Statements.
48
Total

Topics for Practical Problems :-

Calculation of ratios from Balance Sheet and draw Balance Sheet from given ratios, Fund flow
statement /Cash flow statement.

University of Pune | T.Y. B.B.A. Semester V & VI 12

 Recommended Books
1. N.M. Vechlekar – Financial Management
2. Dr. Jitendra Ahirrao – Management accounting
3. I.M Pandey – Financial Management
4. Ravi. M. Kishore – Financial Management
5. P.C Pardeshi Business Finance.
6. Khan and Jain – Financial Management
7. Prasanna Chandra – Financial Management
8. Prof.Satish Inamdar – Financial Statement and Analysis

University of Pune | T.Y. B.B.A. Semester V & VI 13

 T.Y. B.B.A.
Semester V
Marketing Special Paper I
Subject Name -: Sales Management.
Course Code -: 505 – B.

Objectives:
1. To provide the students with basic understanding of the processes and skills necessary to be successful
in personal direct selling.
2. To provide an understanding of the tools and techniques necessary to effectively manage the sales
function - organization - sales individual.
3. To provide students with advanced skills in the areas of interpersonal communications, motivational
techniques.
Unit
Topic Periods
No.
1 Sales Management : Definition and meaning, Objectives, Sales Research, Sales 8
Forecasting methods, Sales Planning and control: Goal setting, Performance
measurement, diagnosis and corrective actions.
2 Sales Organization: Need for Sales Organizations, their structure, Sales Managers 8
Functions and responsibilities, Planning for major customers and sales Budget,
Specific Characteristics of a successful salesman.
3 Managing the Sales Force: 8
a. Recruiting, Selection and Training of Sales force: Procedures and criteria
extensively used as selection tools for recruiting and testing sales ability. Sales
Force Job Analysis and Description
b. Areas of sales Training: Company Specific Knowledge, product knowledge
Industry and Market Trend Knowledge, customers and technology –
Relationship Selling Process and Customer education. Value added Selling
c. Motivating the Sales Team: Motivation Programs – Sales Meetings, Sales
Contests, Sales Compensating, (Monetary compensation, incentive programs as
motivators, Non-Monetary compensation – fine tuning of compensation
package. Supervising,
d. Evaluating Sales Force Performance and Controlling Sales activities: Sales
Records and Reporting Systems, Improving Sales Productivity, Ethical and
Legal Issues in Sales Management.
4 Personal Selling: Basics, Salesmanship-definition- prospecting, resistance selling 8
process and skills for effective salesmanship, Sales leads, Sales presentations, Types
of calls, effective selling techniques, role of relationship marketing in personal
selling, tools for personal selling, Value added selling.
5 Key concepts in relationship marketing concepts: Characteristics of relationships 8
– promise – trust – commitment – satisfaction – quality - Service competition -
customer value – customer defections - customer loyalty – loyalty programs.
6 Potential & Sales Forecasting: Forecasting target market potential and sales, 8
Methods of estimating market and sales potential, Sales forecasting, planning for
involvement in national and international market.
Total 48

University of Pune | T.Y. B.B.A. Semester V & VI 14

 Recommended Books
1. Building a Winning Sales Team – Gini Graham & Scott
2. Sales Management Handbook – Forsyth Ptrick
3. Professional Sales Management – Anderson, Hair and Bush
4. Motivation and Job Satisfaction – M. D. Pestonjee
5. Sales Management - Richard Rstill Edward W. Cundiff
6. Sales Management – Thomos
7. International Marketing – Robert Reed
8. Industrial Marketing – Hichard M. Hill
9. Strategies for selling-Gerald A.Michaelson
10. Value added selling-Tom Reilly
11. Sales Management with Personal Selling Salesmanship

University of Pune | T.Y. B.B.A. Semester V & VI 15

 T.Y. B.B.A.
Semester V
Human Resource Management Special Paper I
Subject Name -: Human Resource Management Principals and
Functions.
Course Code -: 505 – C.

Objective :
To introduce to the students the concept, principles & practices of H.R.M.
Unit
Topic Periods
No.
1. Human Resource Management 06
Introduction, Nature, objectives and Importance of HRM personnel Management-
Human Resource Management and Human Resource Development, Functions of
Human Resource Management, Strategic HRM, Role of H.R. Manager,
International HRM, HRM in India Context.
2. Human Resource Planning 10
Definitions, objectives, functions, types of Human Resource planning- process of
Human Resource planning- problems and Limitations- Recruitment and selection
promotion and Transfer policies- Types of Promotions – Promotion policy –
demotion, causes of demotion – transfer policy- Procedure for transfer- Dismissal-
Absenteeism- Measurement of Labour Turnover- causes and control of labour
turnover.
3. Training Development and performance Appraisal objectives, need and importance 10
Training process- Methods and techniques pf Training- Evaluation of Training
programmes - performance Management system- definition, concept and ethics-
Methods of performance Appraisal- Rating Errors.
4. Personnel Records, Reports and Audit. 08
Significance of Records and reports Essentials of a Good Record and Good Report –
Personnel Audit- Objective Scope and Importance- The Audit Report- Methods of
Analysis.
5. Exit policy- Voluntary Retirement schemes- Effects of excess manpower- 06
procedure of exit policy- The challenges in implementing exit policy
6. New Trends in Human Resource Management 08
Human Resource Accounting Bench marking Human Resource Research-
Professional Approach in HRM Impact of Economics Reforms and challenges
Ahead.
Total 48
Recommended Books
1. Personnel Management – C.B. Mamoria and S. V. Gankar.
2. Personnel Management – Bhatia S. K. and singh Nirmal
3. Personnel Management and Industrial Relations- R S Davar
4. Personnel Management – Kumar Arun and Sharma Rachana
5. Personnel & HRM – Sharma A. M.
6. Human Resource Management- Ashwathappa

University of Pune | T.Y. B.B.A. Semester V & VI 16

 T.Y. B.B.A.
Semester V
Service Sector Management Special Paper I
Subject Name -: Management of Services.
Course Code -: 505 – D.

Objective :
1. To understand and explain utility of services as an essential economic activity.
2. To explain special features of services and issues related with management of services.

Unit
Topic Periods
No.
1. Overview of services – 10
Services Characteristics, Classification of services, differences between
goods & services, Role of services in the economy.
2. Classification of services – 10
Different schemes of classification, nature of service act, relationship of
service organization with the customer. Scope for customization and its Judgement.
Nature of demand and supply of service delivery.
3. Managing demand & supply forecasting of demand, understanding demand pattern , 08
managing capacity planning strategy for planning capacity to match demand- waiting
line reservation, queuing, triage and yield management.
4. Service forces – Designing the service forces, spectrum of forces, services design 10
options- usage of service, blue prints, degree of process complexity, process flow
charts, process layout, bench marking, services productivity, systems approach to
improve service productivity, role of technology in improving service productivity.
5. Globalization of services 10
Challenges to global service marketing successful global service marketing-
specific international services – launching of service in international market-
strategic implementations of international service marketing – Global brand
dominance in the service industry –globalization and corporate culture.
Total 48

Recommended Books
1. Services Marketing – Text and cases- Rajendra Nargoundkar Tata Megar Hills.
2. Services Marketing – P.N. Reddy, H.R. Appannaiah, Anil Kumar, Nirmala, Himalaya publication
House
3. Services Marketing, Operations and Management, Vinnie Jauhani, Kirti Dutta, Oxford University
press.

University of Pune | T.Y. B.B.A. Semester V & VI 17

 T.Y. B.B.A.
Semester V
Agri. Business Management Special Paper I.
Subject Name -: Agricultural and Rural Development.
Course Code -: 505 - E.

Objectives :
1. To study the importance of Rural Economy of India.
2. To understand reforms in Indian Agriculture.

Unit
Topic Periods
No.
1. Rural Economy Of India 12
1.1 Features of rural economy
1.2 Role and importance of agriculture in Indian economy
1.3 Characteristics of Indian agriculture
2. Rural Credit 12
2.1 Role of National Bank for Agriculture and Rural Development (NABARD)
2.2 Role of co-operative institutions
2.3 Role of Regional Rural Banks(RRBs)
3. Reforms in Indian Agriculture 14
3.1 Land Reforms : Abolition of Zamindari Act; Tenancy reforms
3.2 Schemes : National Rural Employment Gaurantee Act(NREGA); Integrated
Rural Development Programme(IRDP)
3.3 Irrigation systems: Drip and Sprinkle
3.4 Food security
4. Agricultural Taxation in India 07
4.1 Importance of agricultural taxation for a developing economy like India
4.2 Agricultural income tax.
Total 45

Recommended Books
1. Agrwal A.N. : Indian Economy Problem of Dep. And Planning.
2. Dutt Rudder : Economic Reforms in India.
3. Sundaram & Black : The International Business Environment.
4. S.S. Johel & T.R. Kapar : Fundamentals of Farm Business Management.

University of Pune | T.Y. B.B.A. Semester V & VI 18

 T.Y. B.B.A.
Semester V
Finance Special Paper II.
Subject Name -: Long Term Finance.
Course Code -: 506 - A.

Objectives :
1. To make the study of long term financing.
2. To make the student well acquainted regarding current financial structure.

Unit
Topic Periods
No.
1. Financial plan and capitalization: 10
Financial plan, Steps in financial planning, Principles for formulation of financial
plan. Capitalization, Over Capitalization and Under Capitalization.
2. Sources of Finance : 12
Owned and Borrowed funds. Equity Shares, Preference Shares.
Debentures, Term loan, lease financing, Hire purchasing, Public Deposits.
3. Capital Structure : 14
Meaning, Factors affecting Capital Structure, Internal factors, External factors,
General Factors. Cost of Capital-Trading on Equity, Capital Gearing and
Leverages.
4. Capital Budgeting : 12
Meaning, Techniques of capital Budgeting, Decisions making under risk,
uncertainty and profitability, mutually exclusive proposals.

Total 48

Topics for Practical Problems :

Cost of capital – Debentures, Equity, Preference Shares, composite cost of capital.

Leverages – Financial, Operating, Combined
Problems on capital structure.

Recommended Books
1. I.M Pandey – Financial Management
2. Ravi. M. Kishore – Financial Management
3. P.C Pardeshi Business Finance.
4. Khan and Jain – Financial Management
5. Prasanna Chandra – Financial Management
6. Kohak M.A – Financial Services
7. Prof. Satish Inamdar – Financial statement and Analysis

University of Pune | T.Y. B.B.A. Semester V & VI 19

 T.Y. B.B.A.
Semester V
Marketing Special Paper II.
Subject Name -: Retail Management.
Course Code -: 506 - B.

Objective -:
1. To identify and understand the significance of distribution and retailing in the current business
environment
2. To identify the decision areas in distribution and retailing and appreciate the interrelationships with
other aspects of marketing.
3. To identify the paradigm shifts in retailing business with increasing scope of technology / e-business.

Unit
Topic Periods
No.
1 Marketing Channels : Definition & Importance, Functions of Marketing Channels 8
– Intensive, Selective & Exclusive distribution strategies, Decisions in Channel
Management
2 Wholesaling: Concept, Importance, Functions –Wholesaler Marketing Decisions – 8
Trends in Wholesaling - Retailing: Concept, Importance, Functions - Indian Vs.
Global Scenario - Retail formats: Store & Non Store Retailing –-Franchising-
Unconventional channels
3 Retail Location: Factors affecting location decision – Site Selection –Location 8
based retail Strategies - Store Design: Interiors and Exteriors - Store layout – Types
of layouts – Factors affecting store layout – Store image mix – Store Façade – The
Internet Store. Store Administration: Floor space management–Managing store
inventories and display
4 Merchandising: Concept, Importance, Functions – Steps in merchandising planning 8
– Category management: Definition and process – Introduction to Private label
brands
5 Retail Communication Mix: Planning retail communication – Managing in-store 8
promotions and events - 10 Integrated Marketing Channels: Channels for
Consumer goods, Industrial goods & Services – Horizontal, Vertical, Multichannel
Marketing Systems
6 Retail Strategies – Differentiation strategies – Growth strategies – Expansion 8
Strategies – Pricing strategies. Role of IT in retailing - Electronic data exchange –
bar coding – RFID – Electronic payment systems.
Total 48

Recommended Books
1. Channel Management –Stern – El- Ansary
2. Retailing Management – Swapna Pradhan
3. Retail Management – Gibson Vedamani
4. Physical Distribution & Logistics Management – Dr. Subhash Bhave
5. Channel Management & Retail Management – Meenal Dhotre

University of Pune | T.Y. B.B.A. Semester V & VI 20

 T.Y. B.B.A.
Semester V
Human Resource Management Special Paper II.
Subject Name -: Human Resource Practices.
Course Code -: 506 - C.

Objective -:
To familarise the students with it & practices
Unit
Topic Periods
No.
1. Wagh and Salary Administration 08
Nature and objectives- compensation – Wage Structure- The Wage Determination
process- wage Administration Rules Principles wage Differntial important
provisions of the Minimum Wages Act, 1948 and payment of wages Act 1936
Executive compensation- Wage Incentive schemes Requisites for effective
incentive plans.
2. Working conditions, labour welfare, Health and Safety 08
Importance of Working conditions- Important provisions the factories Act, 1948
regarding working conditions- Labour welfare – concept and importance Employee
safety- Industrial Accidents- Accident costs and Measurement – Accident Reports
and Records – Industrial Health programme- occupational Hazards and Risks.
3. Workers Participation in Manageement. 06
Definitions- objectives-Importance- Pre-requisites for effective participation- levels
of participation – methods or forms of workers participation. Workers
partificipation in Management practices in India.
4. Organisational Development 08
Concept and objectives of OD - Organisational development programme,
organizational Development process power politics and ethics in OD –
organizational learning organizational Development Interventions.
5. Industrial Relations 06
Definition objectives and importance of IR- Participants in IR – Aspects of IR –
Industrial Relations Strategy – Requirements of successful industrial relations
programme.
6. Grievance and Discipline 08
Meaning and features of discipline- Aims objectives Types of Discipline- Act of
Indiscipline – Principles of maintaining discipline- Disciplinary Action code of
Discipline- Meaning, Definition and Nature of Grievance- causes of Grievance-
causes of Grievance- Grievance procedure.
7. Collective Bargaining 06
Concept and features of college Bargaining Essentials conditions of successful
bargaining- Emerging issues in collective bargaining – process of collective
Bargaining.
Total 48

University of Pune | T.Y. B.B.A. Semester V & VI 21

 Recommended Books
1. Personnel Management – C.B. Mamoria and S.V. Gankar.
2. Human Resource Management – Ashwathappa
3. Human Resource Management – R.S. Dewede
4. Managing Human Resources- Arun Monappa
5. Industrial Law - P.L. Malik
6. Labour Laws for Managers- B.D. Singh
7. Human Resources Management- P.C. Pardeshi
8. Industrial Relations- A.M. Sharma
9. Personnel Management and IR – R.S. Davar

University of Pune | T.Y. B.B.A. Semester V & VI 22

 T.Y. B.B.A.
Semester V
Service Sector Management Special Paper II.
Subject Name -: Marketing Services.
Course Code -: 506 - D.

Unit
Topic Periods
No.
1. Service marketing environment, Digital revolution- customer power service 08
economy, impact of new economic policy on services.
2. Delivering quality services --- 10
Services based components of quality, perceived quality, gaps in quality,
bench marking, TQM and customer satisfaction measurement techniques, strategies
for improvement of service quality service guarantee.
3. Service product and pricing mix. 10
Services marketing mix- product decision complete service packages-
product line and brands new service developments, hierarchy of new services –
pricing strategies, parameters in pricing of services.
4. Managing service competition- 10
Guidelines for managing service competition approaches to service
competition, communication and marketing strategy, promotional planning &
strategy-marketing.
5. Managing people in service industry 10
Challenges of managing people in the firm, characteristics of strategy and
weak labour market relevance of people management issues, frameworks of linking
employee satisfaction, customer satisfaction and profitability, human resource
strategy and service operation creating right service culture.
Total 48

Recommended Books
1. Services Marketing – (Concepts, Practices and Case from Indian Environment) Dr.S.Shajahan,
Himalaya Publication House
2. Services Marketing – Vasanti Vanugopal Raghu V.N.Himalaya Publications House
3. Services Marketing – Text and cases Hansh V. Varma Parsons Educations

University of Pune | T.Y. B.B.A. Semester V & VI 23

 T.Y. B.B.A.
Semester V
Agri. Business Management Special Paper II.
Subject Name -: International Agricultural Systems.
Course Code -: 506 – E.

Objectives :
1. To study of farming system and recent issues in agriculture sector.
2. To understand export potential of Agri. Business.

Unit
Topic Periods
No.
1. Study of Farming Systems in various countries of the world. 12
1.1 Israeli System.
1.2 Chinese System.
1.3 American System.
2. Recent issues in Agriculture. 12
2.1 Genetically modified crops.
2.2 Ecological farming and sustainable agriculture.
3. WTO and Agriculture. 12
3.1 Agreement on Agriculture (AoA)
3.2 Controversy regarding agricultural subsidies.
4. Export potential of Agri. Business. 09
4.1 Agricultural SEZs.
4.2 Agro Processing Zones (APZs)
4.3 Agro Export Zones (AEZs)
Total 45

Recommended Books
1. Indian Economy : Dutt and Sundaram.
2. Agri. Business Management : Smita Diwase
3. Agri. Business Management : A.C. Broadway and Brodway.
4. Indian Economy : A.N. Agarwal.

University of Pune | T.Y. B.B.A. Semester V & VI 24

 T.Y. B.B.A.
Semester VI
Compulsory Paper
Subject Name -: Business Planning and Project Management.
Course Code -: 601.

Objective :
To acquaint the students with the planning process in business and familarise them with the function
& techniques of project management.
Unit
Topic Periods
No.
1. Planning: 10
Introduction, Meaning, Definition, Characteristic & objective period, Nature of
Planning, Importance of planning, Advantages of planning, Steps in planning
process, Methods of planning, Limitations pf planning, Essentials of a good
planning, obstacles in planning, Planning Premises and Classification of Planning
Premises.
Planning Forecasting :
Introduction, Meaning, Definition, Characteristics, Process, Importance of
forecasting, Areas of forecasting, Forecasting Techniques Types Methods,
Advantages of forecasting, Limitations of forecasting, Difference between
forecasting.
2. The Definition of a “Project”, Why project Management, The project Life-Cycle, 10
Project Management Maturity, Project Selection and Criteria of Choice, The Nature
of Project Selection Models, Types of Project Selection Models, Project Portfolio
Process, Project Proposals.
The Project Manager, Project Management and the Project Manager, Special
Demands on the Project Manager, Selecting the Project Manager, Problems of
Cultural Differences, Impact of Institutional Environments, Project Organization,
The project as Part of the Functional Organization, Pure Project Organization, The
Matrix organization, Choosing an Organizational form The Project Team.
3. Initial Project Coordination 10
The Nature of Negotiation, Partnering, Charatering and change, Conflict and the
project life cycle.
Estimating Project Budgets, Improving the Process of Cost Estimation
4. Network Techniques: PERT and CPM, Risk Analysis Using Simulation with 10
Crystal Ball 2000
Critical Path Method- Crashing a Project, The Resource Allocation Problem
Resource Loading, Resource Leveling, Constrained Resource Allocation
The Planning-Monitoring-Controlling Cycle, Information Needs and the Reporting
Process, Earned Value Analysis
The Fundamental Purposes of Control, Three Types of Control Processes,
Comments on the Design of Control Systems, Control as a Function of
Management.
5. Purposes of Evaluation- Goals of the System, The Project Audit, Construction and 08
Use of the Audit Report, The Project Audit Life Cycle, some Essential of an

University of Pune | T.Y. B.B.A. Semester V & VI 25

 Audit/Evolution
The Varieties of Project Termination, when to Terminate a Project, The Termination
Process.
Total 48

Recommended Books
1. Principles of Management – T. Ramasamy, Himalaya Publishing House
2. Project Management- Samule J Mantel, Jr, Jack R. Meredith, Scott M. Shafer,
3. Margaret M, Sutton with M.R. Gopalan, Wiley India Pvt. Ltd.,
4. Successful Project Management- Milton D. Rosenau, Jr., Cregory D. Githens, Wiley India Pvt. Ltd.
5. Project Management- Vasant Desai, Himalaya Publishing House
6. Project Management : A Managerial Approach, Jack R. Meredith, Samuel J. Mantel Jr. Wiley India
Pvt. Ltd.

University of Pune | T.Y. B.B.A. Semester V & VI 26

 T.Y. B.B.A.
Semester VI
Compulsory Paper
Subject Name -: Event Management.
Course Code -: 602.

Objective -:
To acquaint the students with concept issues and various aspects of event management.

Unit
Topic Periods
No.
1. Concept of event Management 08
Even Defined, A Comprehensive New Definition, Event Management, Event
Marketing, 5 G‟s of Events, Event Designing, Relative Importance f Events as a
Marketing Communication Tool, The Diverse Marketing Needs Addressed by
Events, Brand Building, Focusing the Target Market, Implementation of Marketing
Plan, Relationship Building, Creating Opportunities for Better Deals with Different
Media, Events and the Economy, Problems associated with traditional media.
2. Facets of Event Management 10
Event Infrastructure, Core Concept, Core People, Core Talent, Core Structure, Set
Objectives for the Event, Negotiating Contracts with Event Organisers, Locating
Interaction Points, Banners , Displays etc., at the Event, Preparing the Company‟s
Staff for the Event, Post-event Follow-up
Event Organisers
Targeting Clients, Selecting Event Categories to Serve, Selecting and Contracting
with Other Key Elements in Chosen Categories.
Venue : In-house Venue, External Venue
3. Marketing of Event 10
Concept of Market in Events, Revenue Generating Customers, Nonrevenue
Generating Customers, Segmentation and Targeting of the Market for Events,
Segmentation Niche marketing in events, Targeting, Positioning Events and the
Concept of Event Property, Positing, Branding in Events- Event Property, Benefit
Levels, Event Hierarchy, Catagories and Variations of Events, Categories of Events
and their Characteristics, Competitive Events, Artistic Expression, Cultural
Celebrations, Special Business Events, Retail Events, Reach-interaction Matrix,
Event Variations, Concept of Pricing in Events, Risk Rating, Setting Pricing
Objectives in Tune with Marketing and Business Strategies, Understanding Local
Legislation and Tax Laws, Feedback from the Market, Skills Required for
Negotiating the Best Prise, Validation against Pricing Objectives, A thorough
assessment of the internal systems and overheads.
4. Activities in Event Management 10
Networking Components, Print Media, Radio Television, The Internet, Cable
Network, Outdoor Media, Direct Marketing, Sales Promotions, Audience Interaction,
Public Relations, Merchandising, In-venue Publicity, Activities in Event
Management, Pre-event Activities, During-event Activities, Post-event Activities,
Planning, Organizing, Staffing, Leading and Coordination, Controlling, Event

University of Pune | T.Y. B.B.A. Semester V & VI 27

 Management Information System, Setting Objectives, Development of the Strategic
Market Plan, Environmental Assessment, Competitive Assessment, Gaining
Competitive Advantages, Business Potential, Assessment, Market Attractiveness,
Business Strengths.
5. Strategies of Event Management 10
Strategic Approach, Critical Success Factor Analysis, Strategic Alternatives Arising
From Environmental Analyses, Maintenance Strategy, Developmental Strategy, Pre-
emptive Strategy, Survival Strategy, Strategic Alternatives Arising from Competitive
Analyses Sustenance Strategy, Rebuttal Strategy, Accomplishment Strategy, Venture
Strategy Strategic Alternatives Arising from Defined Objectives, PREP Model, Risk
versus Return Matrix, Forms of Revenue Generation, The Basic Evaluation Process,
Establishing Tangible Objectives and Sensitivity in Evaluation, Measuring
Performance, Concept Research, Formative Evaluation, Objective Evaluation,
Summative Evaluation Correcting deviations, Critical Evaluation Points.

Total 48

Recommended Books
1. Tallon, A.F. Fashion Marketing and Marchandising, 3rd ed., Sequuoia Books, 1986.
2. Panwar, J.S. Marketing in the New Era, Sage Publications India Pvt. Ltd., 1998.
3. Avvich, Barry, Event and Entertainment Marketing Delhi, Vision Books 1994
4. Berry, Isaac, The Business Growth Handbook, Marquis Books, USA, 1991

University of Pune | T.Y. B.B.A. Semester V & VI 28

 T.Y. B.B.A.
Semester VI
Compulsory Paper
Subject Name -: Management Control System.
Course Code -: 603.

Objective -:
To introduce to the students the function of management control, its nature functional areas, and
techniques.

Unit
Topic Periods
No.
1. INTRODUCTION TO MANAGEMENT CONTROL SYSTEM THE CONTROL 10
FUNCTION
The control function- Control and Supervision- Control as Function – Definition of
Control – Elements of Control- Nature of Control
THE NATURE OF MANAGEMENT CONTROL
Definition of Management Control – Management Control and planning Control
Factors Affecting Managerial Philosophy
MANAGEMENT CONTROL SYSTEMS
Meaning and Designs- Management Control Systems
2. INFORMATION THOERY 8
Meaning of Information- Types of Information- Accounting Information-
Operating Information – User oriented MIS
INSTALLATION OF MANAGEMENT INFORMATION AND CONTROL
SYSTEM
Management Information and Control System- Installation Committee-
Policies and Decision Rules
STRUCTURED AND UNSTRACTURED DECISION : IMPLICATION OF
CONTROL
Nature of Decision Making- Functional Structure- Divisional Structure- Network
coupling Structure
3. MANAGEMENT CONTROLS IN FUCTIONAL AREAS PRODUCTION 12
CONTROL
Need for Production Control – Difference Between Production Planning and
Production Control
INVENTORY CONTROL
Classification of inventories – Motives for Holding Inventories- Inventory Control
Department – Determination of Stock Levels
MARKETING CONTROL
Definition of Marketing Control – Process of Marketing Control- Importance of
Marketing Control System- Tools and Techniques of Marketing Control
CONTROL IN PERSONNEL AREA
Reasons for workers Resistance to Controls- Kind of Control Devices- Reports and
Budget
4. COMPUTERS SYSTEMS : DECISION SUPPORT SYSTEMS 8

University of Pune | T.Y. B.B.A. Semester V & VI 29

 Computer for Management Control Purposes- Are Computers essential for MIS?
Computers and Information System – Manual Systems – Mechanical Systems- MIS
– Decision Support Systems- Characteristics of DSS- Where to apply DSS- Expert
Systems.
MANAGEMENT CONTROL OF PROJECTS 10
Meaning of project – overall Nature of the problem- Aspects of Control- Project
5.
Planning – Time Dimension – Cost Dimension- Quality Dimension – Project
Control- Reports Costs and Time- Reports on output- Revisions.
Total 48

Recommended Books
1. Anthony R. N. and John Dearden: Management Control Systems
2. Bhadada B. M. : Management control systems
3. Bhattacharya S. K.: Managerial Planning & Control System
4. Mark G. Simkin : Computer information systems for Business
5. Robert J. Mockler: Readings in Management Control
6. Subhash Sharma : Management Control Systems.

University of Pune | T.Y. B.B.A. Semester V & VI 30

 T.Y. B.B.A.
Semester VI
Compulsory Paper
Subject Name -: E-Commerce.
Course Code -: 604.

Objectives -:
1. To know the concept of electronic commerce
2. To Know what is Internet and Extranet
3. To know Internet marketing techniques

Unit
Topic Periods
No.
1. Introduction to Electronic Commerce 6
1.1. What is E-Commerce (Introduction and Definition)
1.2. Main activities E-Commerce
1.3. Goals of E-Commerce
1.4. Technical Components of E-commerce
1.5. Functions of E-commerce
1.6. Adv / Dis Adv of E-commerce
1.7. Scope of E-commerce
1.8. Electronic commerce Applications
1.9. Electronic commerce and Electronic Business
( C2C)(2G , G2G , B2G , B2P,B2A,P2P, B2A, C2A, B2B,B2C)
2. Building own website 5
2.1 Reasons for building own website
2.2 Benefits of website
2.3 Bandwidth requirements
2.4 Cost , Time , Reach
2.5 Registering a Domain Name
2.6 Web promotion
2.7 Target email , Baner Exchange , Shopping Bots
3. Internet and Extranet 7
3.1 Definition of Internet
3.2 Adv and Disadv of the Internet
3.3 Component of a Intranet Information technology structure
3.4 Development of a Intranet
3.5 Extranet and Intranet Difference
3.6 Role of Intranet in B2B Application
4. Electronic Data Interchange 5
4.1 Introduction
4.2 Concepts of EDI and Limitation
4.3 Application of EDI
4.4 Disadvantages of EDI
4.5 EDI model
5. Electronic payment System 8
5.1 Introduction

University of Pune | T.Y. B.B.A. Semester V & VI 31

 5.2 Types of Electronic payment system
5.3 Payment types
5.4 Traditional payment
5.5 Value exchange system
5.6 Credit card system
5.7 Electronic funds transfer
5.8 Paperless bill
5.9 Modern payment cash
5.10 Electronic cash
6. Planning for Electronic Commerce 5
6.1 Planning electronic commerce initiaties
6.2 Linking objectives to business strategies
6.3 Measuring cost objectives
6.4 Comparing benefits to costs
6.5 Strategies for developing electronic commerce web sites
7. Internet Marketing 5
7.1 The PROS and CONS of online shopping
7.2 The PROS and CONS of online shopping
7.3 The cons of online shopping
7.4 Justify an Internet business
7.5 Internet marketing techniques
7.6 The E-cycle of Internet marketing
7.7 Presonalisation e – Commerce
8. E- Governance for India 4
8.1 E- Governance of India
8.2 Indian customer EDI system
8.3 Service centre
8.4 Imports
8.5 Exports
Total 45

Recommended Books
1. E-Commerce Concepts , Models , Strategies by -- G.S.V Murthy
2. E-Commerce by --Kamlesh K Bajaj and Debjani Nag
3. Electronic Commerce by --Gary P. Schneider

University of Pune | T.Y. B.B.A. Semester V & VI 32

 T.Y. B.B.A.
Semester V
Finance Special Paper III.
Subject Name -: Financial Services
Course Code -: 605 – A.

Objectives -:
1. To make the study of various financial services in India.
2. To make the student well acquainted regarding financial market.
Unit
Topic Periods
No.
1. Indian Financial System :- 11
Overview of Indian Financial System and Marker development since 1991. Role of
Financial Intermediaries in Financial System, Role of SEBI and RBI as a Regulatory
Authority. Insurance Development Regulatory Authority.
2. Introduction to Primary and Secondary Markets 14
Nature and Role of money market in India, Commodity market, money and forex
market, Management of IPO, Commercial Papers, Certificate of Deposits, Bills of
Exchange. Secondary market, Stock exchanges in India: BSE, NSE.
3. Financial Services in India 11
Mutual Funds, Factoring Services, Forfeiting Services, Credit rating, Venture
Capital.
4. Recent Trend in Accounting and Finance :- 12
Zero Base Budgeting, Inflation Accounting, Human Resource Accounting, Activity
Based Costing, Mergers and Acquisitions.
Total 48

Recommended Books
1. I.M Pandey – Financial Management
2. Ravi. M. Kishore – Financial Management
3. P.C Pardeshi Business Finance
4. Khan and Jain – Financial Management
5. Prasanna Chandra – Financial Management
6. Kohak M.A – Financial Services
7. Prof. Satish Inamdar – Financial statement and Analysis

University of Pune | T.Y. B.B.A. Semester V & VI 33

 T.Y. B.B.A.
Semester V
Marketing Special Paper III.
Subject Name -: Advertising and Sales Promotion.
Course Code -: 605 – B.

Unit
Topic Periods
No.
1. ADVERTISING - AN INTRODUCTION- Origin and Development - Definition and 8
Classification - Planning Framework - Organizing Framework - the Advertiser and
the Advertising Agency interface
STRATEGIC ADVERTISING DECISIONS - Setting Advertising Objectives - The
Budget Decision - Preparing the Product and Media Brief
2. COPY DECISIONS - Visualization of Ad Layout - Elements of Ad Copy and 8
Creation -Principles of verbal versus visual thinkers, Styles and Stages in advertising
copy creation -Copy (Pre-) Testing methods and measurements.
3. MEDIA DECISIONS - Media Planning and Selection - Concepts of Reach, 8
Frequency, Continuity, and Selectivity - Measures of Media Cost Efficiency – Media
(Readership / Viewership) Research. The Internet as an Advertising Medium:
Tracking Website visits, page views, hits, and click-stream analysis, permission
marketing and privacy, ethical concerns.
4. Measuring Advertising Effectiveness - Control of Advertising by practitioners, 8
media and the market - Advertising in the International Market-place - Advertising
and Principles of Integrated Marketing Communication and Image Building.
5. SALES PROMOTION - Rationale, Types - Consumer and Trade Promotions - Sales 8
Promotion Strategies and Practices, Cross Promotions, Surrogate Selling, Bait and
Switch advertising issues.
BRAND EQUITY - Concepts and Criteria, Building, Measuring and Managing
Brand Equity, Linking Advertising and sales promotion to achieve 'brand-standing' -
Leveraging Brand Values for business and non-business contexts.
6. Physical Distribution – Importance and role of distribution in marketing – 8
Introduction to the various channels of distribution –Promotion Tools – Sales
Promotion, Advertising, Personal Selling, Direct Marketing and Online Marketing as
promotion tools Sales promotion- Relationship between Sales promotion and
advertising- Types and Techniques of Sales Promotion
Total 48

University of Pune | T.Y. B.B.A. Semester V & VI 34

 Recommended Books
1. Advertising and Promotions - Belch & Belch, Tata Mcgraw Hill 2001
2. Advertising Management - Rajeev Batra, John G. Myers & David A Aaker-PHI
3. Otto Kleepner‟s Advertising Procedure - PH
4. International Edition - Contemporary Advertising Irwin/McGraw –Hill
5. Integrated Marketing Communications - Duncon- TMH
6. Foundations of Advertising Theory & Practice- S.A.Chunawalla & K.C.Sethia- Himalaya
Publishing
7. Integrated Advertising, Promotion and Marketing Communication- By Clow Baack
8. Advertising Management- Manendra Mohan
9. Advertising Management- Batra, Myers & Aaker
10. Sales Promotion: M.N.Mishra
11. Advertising and Promotion- George Belch and Michael Belch

University of Pune | T.Y. B.B.A. Semester V & VI 35

 T.Y. B.B.A.
Semester V
Human Resource Management Special Paper III.
Subject Name -: Labour Laws.
Course Code -: 605 – C.

Objective -:
To acquaints the students with important legal provisions governing the industrial employees.
Important provisions under the following Acts should be discussed to enable the students to
understand the applicability of labour laws.

Unit
Topic Periods
No.
1. Employees Provident Fund Act, 1952 09
2. Employees State Insurance Act 1948 09
3. Workman‟s compensation Act 1923 10
4. Payment of Bonus Act, 1965 10
5. Payment of Gratuity Act, 1972 10
Total 48

Recommended Books
1. Industrial Law – P.L. Malik
2. Industrial Law - J.K. Bareja
3. Labour Laws for Managers- B D Singh
4. Industrial and Labour laws – S.P. Jain

University of Pune | T.Y. B.B.A. Semester V & VI 36

 T.Y. B.B.A.
Semester V
Service Sector Management Special Paper III.
Subject Name -: Special Services of Marketing in India.
Course Code -: 605 – D.

Objective -:
1. To create a right understanding about nature of right services in India
2. To develop a right approach towords marketing of services in India.

Unit
Topic Periods
No.
1. The New Indian service market. Service sector in India, reasons of growth 08
of service sector in India.
2. Marketing of Bank services— 10
Bank marketing services, users of banking services, marketing
information systems, Bank marketing in Indian perspective
3. Marketing of insurances services- 10
Insurances mattering services insurance predict planning & development,
promotions, price, place mix Insurances marketing in Indian entrapment
4. Tourism, Hospitality marketing &Health care 10
Tourism marketing concept- Market segmentation for tourism
Marketing management concept for tourism
Special features of Indian tourism marketing
Uses of hospitality services product, planning and development promotion and price
mix. Health care, marketing of media, care serves, justification of Mobility mix for
medi care services.
5. Marketing of Educational and other services 10
Emerging trends in Educational Marketing
Marketing mix for higher education, Services marketing for higher education special
features of marketing of education political marketing in India promotional
techniques for marketing, strategies marketing in politics.
Marketing of entertainment services entertainment of marketing in India
perspective.
Total 48

Recommended Books
1. Services Marketing – S.M. Jha, Himalaya Publication House
2. Services Marketing – P.K. Sinha, S.C. Sahoo, Himalaya Publication House
3. Marketing of Services – An India perspective – Text & Cases Dr. S.L. Gupta, V.V.Ratna,
Wisdom publications, Delhi.

University of Pune | T.Y. B.B.A. Semester V & VI 37

 T.Y. B.B.A.
Semester V
Agri. Business Management Special Paper III.
Subject Name -: Recent Trends in Agri. Business.
Course Code -: 605 – E.

Objectives :
1. To study the agro base industries in Indian.
2. To understand services associated with Agriculture Business.

Unit
Topic Periods
No.
1. Introduction 12
1.1 Agro based industries and their linkages to the Indian Economy.
1.2 Impact of International Agri. Business on Indian Economy.
1.3 Contract Framing.
2. Inputs in Agriculture 12
2.1 Agricultural Research and Education.
2.2 Agricultural Insurance.
3. Agro based Industries. 12
3.1 Poultry Industries.
3.2 Cotton Textiles Industry.
3.3 Wine Industry.
3.4 Livestock Management : Cattle, Fisheries, Sericulture.
4. Services Associated with agriculture. 09
4.1 Processing of Agricultural Products.
4.2 Agricultural Marketing : Meaning, Pre-requisites of a good marketing
system.
4.3 Agricultural Retailing.
4.4 Agricultural Finance.
Total 45

Recommended Books
1. Indian Economy : Dutt and Sundaram.
2. Agri. Business Management : Smita Diwase
3. Agri. Business Management : A.C. Broadway and Brodway.
4. Indian Economy : A.N. Agarwal.

University of Pune | T.Y. B.B.A. Semester V & VI 38

 T.Y. B.B.A.
Semester VI
Finance Special Paper IV.
Subject Name -: Project / Cases in Finance.
Course Code -: 606 – A.

Preparation of project report on:

1. Projected financial statements to be submitted to the bank for loan proposal.
2. Analysis & interpretations of financial statement with the help of Techniques like Ratio Analysis,
Fund flow Analysis, Cash flow Analysis.
3. Project related Insurance sector.
4. Working Capital Management.
The students can select any other topic related to finance, for their project in consultation with
their respective teacher.
At least ten cases covering the following aspects should be studied.
a. Capital Budgeting
b. Working Capital
c. Cost of Capital

NOTE : Scheme of marking for this paper will be as follows :

1. Project work : 30
2. Viva voce (conducted by internal
as well as external to be appointed by University) 20
3. Theory Paper on cases in finance. 50
Total 100 marks
4. Project report should be evaluated by both internal and external examiner. Each examiner will allot
marks out of 50 i.e. project work 30 marks and viva voce 20 marks. The total marks given by both
internal and external examiner will be out of 100 and will be converted into marks out of 50.

University of Pune | T.Y. B.B.A. Semester V & VI 39

 T.Y. B.B.A.
Semester VI
Marketing Special Paper IV.
Subject Name -: Project / Cases in Marketing.
Course Code -: 606 – B.

Objective :-
To understand of application of theory into proactive

Each student shall have to undergo a practical training for a period of not less than 50 days
during the vacation at the end of First Year.

Based on the actual training during the vacation, the student shall write a project report on the
topic selected under the guidance of a faculty and submit two copies of the same to the Director of the
institute before 30th September. The project Report shall be assessed both internally (30 marks) and externally
(70 marks) .For external evaluation there will be a viva voce at the end of third semester. Such viva-voce shall
be conducted by a panel of two referees appointed by the University.

CASES STUDIES :- ( 50 Marks )

1. Introduction to Case Studies :-

Case – Meaning – Objectives of Case Studies –
Characteristics & Importance of Case Studies –
Guidelines for Case Studies & Cases Discussion.

2. Topics for Case Studies :-

Advertising & Sales Promotions –
Consumer Behaviour –
Buyer Behaviour -
Industrial Marketing –
Service Marketing –
Brand Marketing –
Retail Marketing -
Rural Marketing –
Sales and Distribution Management-
International Marketing –
Marketing Research –
New & Existing Products

Recommended Books
1. Sales Management handbook – Forsyth Ptrick
2. Professional and Sales Management – Anderson, Hair and Bush
3. Sales Management – Richard Rstill Edward W. Cundiff
4. Sales Management –Thomas
5. Retail Management – Gibson Vedamani
6. Channel Management & Retail Mangement – Minal Dhotre
University of Pune | T.Y. B.B.A. Semester V & VI 40
7. Advertising and Promotions – Belch & Belch
8. Advertising Management – Batra, Myers and Aaker
9. Marketing Management – Rajan Saxena
10. Principals of Marketing 9th Edition – Philip Kotler and Garry Armstrong

University of Pune | T.Y. B.B.A. Semester V & VI 41

 T.Y. B.B.A.
Semester VI
Human Resource Management Special Paper IV.
Subject Name -: Project / Cases in Human Resource Management.
Course Code -: 606 – C.

CASE STUDIES ( 50 Marks)

1. Introduction to case studies

Case –Meaning – objectives of case studies characteristics and importance of case study –
Guidelines for case studies and case discussions.

2. Topics for case studies

Cases on the following topics and areas should be studied.
Recruitment and selection, Transfer- Promotion- Seniority Disputes – Pay scales and
Grades- Salary and wage Administration -VRS History of Strike- Settlement of Industrial
disputes- Wage and Bonus Agreements- Retrenchment, layoffs- working conditions- Training
& Development

Recommended Books
1. Cases in personnel Management- Dr. Anandram, Everest publishing House.
2. Cases in Personnel Management- Shymkant Gokhale, Everest Publication.
3. Case Studies in Personnel Management- Dr S. A. Khopkar.
4. A Case study Approach to HRM – Sorab Sadri Himalaya Publishing House.

University of Pune | T.Y. B.B.A. Semester V & VI 42

 T.Y. B.B.A.
Semester VI

Service Sector Management Special Paper III.

Subject Name -: Project / Cases in Service Sector Management.
Course Code -: 606 – D.

University of Pune | T.Y. B.B.A. Semester V & VI 43

 T.Y. B.B.A.
Semester VI
Agri. Business Management Special Paper III.
Subject Name -: Project / Cases in Agri. Business Management.
Course Code -: 606 – E.

Objectives :
1. To study the practical approach.
2. To understand the actual filed experience.

Project Based on any topic studied in the subject in sem.5-50 marks.

Viva – 25.
Project Report – 25.

50 Marks to be allocated for 5 case studies, i.e. 10 marks each case study.

University of Pune | T.Y. B.B.A. Semester V & VI 44