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    BBA-303 Marketing Management-II: Unit - I Lectures:-8 Unit - II Lectures:-12

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    Kulbhushan Lakra
    This document outlines the objectives and content of two marketing and operations management courses. The BBA-303 Marketing Management-II course focuses on foundational marketing terms, concepts, and effective marketing practices. It examines the relationship between marketing and other management functions. Key topics include marketing planning, consumer and industrial buying behavior, sales management, and managing the sales force. The BBA 305: Production & Operation Management course aims to develop a basic understanding of production processes and operations management concepts, theories, and techniques. It covers topics like demand forecasting, waiting lines and inventory management, quality management and statistical process control, and facility location and layout.

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    BBA-303 Marketing Management-II: Unit - I Lectures:-8 Unit - II Lectures:-12

    Uploaded by

    Kulbhushan Lakra
    35 views2 pages
    This document outlines the objectives and content of two marketing and operations management courses. The BBA-303 Marketing Management-II course focuses on foundational marketing terms, concepts, and effective marketing practices. It examines the relationship between marketing and other management functions. Key topics include marketing planning, consumer and industrial buying behavior, sales management, and managing the sales force. The BBA 305: Production & Operation Management course aims to develop a basic understanding of production processes and operations management concepts, theories, and techniques. It covers topics like demand forecasting, waiting lines and inventory management, quality management and statistical process control, and facility location and layout.

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    This document outlines the objectives and content of two marketing and operations management courses. The BBA-303 Marketing Management-II course focuses on foundational marketing terms, concepts, and effective marketing practices. It examines the relationship between marketing and other management functions. Key topics include marketing planning, consumer and industrial buying behavior, sales management, and managing the sales force. The BBA 305: Production & Operation Management course aims to develop a basic understanding of production processes and operations management concepts, theories, and techniques. It covers topics like demand forecasting, waiting lines and inventory management, quality management and statistical process control, and facility location and layout.

    Copyright:

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    35 views2 pages

    BBA-303 Marketing Management-II: Unit - I Lectures:-8 Unit - II Lectures:-12

    Uploaded by

    Kulbhushan Lakra
    This document outlines the objectives and content of two marketing and operations management courses. The BBA-303 Marketing Management-II course focuses on foundational marketing terms, concepts, and effective marketing practices. It examines the relationship between marketing and other management functions. Key topics include marketing planning, consumer and industrial buying behavior, sales management, and managing the sales force. The BBA 305: Production & Operation Management course aims to develop a basic understanding of production processes and operations management concepts, theories, and techniques. It covers topics like demand forecasting, waiting lines and inventory management, quality management and statistical process control, and facility location and layout.

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    of 2

    BBA-303 Marketing Management- II

    Objectives:- L-4 T-0 Credits -4


    The objective of this paper is to identify the foundation terms and concepts that
    are
    common used in marketing. It also identifies the essential elements for effective
    marketing practice. This course will give complete relationship between
    marketing and
    other management functions.
    Unit- I lectures:-8
    Marketing Planning, Marketing Oriented Strategic Planning.
    Unit- II lectures:-12
    Consumer behaivour: Factors influencing buying behaviour, buying
    decision process,
    Industrial buying behaviour.
    Unit- III lectures:-12
    Sales Management, Types of sales organization, Sales process.
    Salesmanship, Sales
    Policy, Recruitment and Managing Sales force.
    Unit-IV lectures:-12
    Sales quotas, Sales territories, Sales incentives and negotiation.
    Note: Question 1 will be compulsory case study covering all units.
    Text Books:
    1. Kotler & Armstrong; Principles of Marketing Management, Prentice Hall
    India,
    2003.
    2. Gupta, S.L., Sales & Distributions Management, Excel Books, 2003.
    3. Anderson; R. Professional Sales Management, Englewood Cliffs, New Jersey
    Prentice Hall Inc. 1992.
    Reference Book:
    1. Richard R. Still; Edward W. Cundiff, Norman A.P. Govoni, Prentice Hall of
    India, 1999.
    2. Monga, G.S. & Shaliv; Monthly Management, Deep & Deep Publications,
    2003.

    BBA 305: Production & Operation Management


    Objectives:
    To develop basic understanding of concepts, theories and techniques of
    production
    process and operation management.
    Unit I lectures:-10
    Introduction to Operation Management and Forecasting of
    Demand : Why study
    OM, Five P’s of Production, Types of Transformation : Forecasting,
    Quantitative &
    Qualitative Techniques in Forecasting
    Unit II lectures:-10
    Waiting Line & Inventory Management: Economics of Waiting
    Line, Queuing
    System, Four Waiting Line Models alongwith application: Inventory
    management and
    analysis, Inventory Models.
    Unit III lectures:-12
    Quality Management & Statistical Quality Control: TQM, Quality
    Specification,
    Design Quality, Quality at Source, Zero Defects, Cost of Quality,
    Continuous
    Improvement, Benchmarking, Poka –Yokes, Quality Awards;
    Statistical Quality Control:
    Acceptance Sampling, AQL & LTPD, P—Chart, X & R Chart.
    Unit IV lectures:-12
    Facility Location and Layout: Issue in Facility Location, Plant
    Location Methods,
    Factor Rating, Centre of Gravity Methods, Analytic Delphi Method,
    Four Basic Lay Out
    Formats, Assembly Line Balancing, splitting Tasks, Problems in
    Facility Layout.
    Text books:
    1. N.J. Aquilano, R.B. Chase & F.R. Jacob: Operation Management for
    Competitive Advantage, Tata Mac Graw –Hill, 9th Edition.
    2. R.C. Manocha: Production & Operation Management (Latest Edition).
    3. S.P. Gupta; Statistical Method, Sultan Chand, Latest Ed.
    Reference Books:
    1. E.S. Buffa; Modern Production Management, John Wiley Ed. 2002.
    2. S.N. Charry; Production and Operation Management, Tata Mc
    Graw-Hill, 2000.
    3. Paneerselvam: Production and Operation Management, Prentice
    Hall, 2003.
    4. D.D. Sharma; Total Quality Management, Sultan Chand & Sons,

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