Under-Graduate Programme

in
Mathematics

Under – Graduate
Programme
Courses in Business
of Study, Schemes Administration
of Examinations & Syllabi
(Choice Based Credit System)
CURRICULUM

Choice Based Credit System

HEBER INSTITUTE OF MANAGEMENT STUDIES

DEPARTMENT OF BUSINESS ADMINISTRATION
BISHOP HEBER COLLEGE (Autonomous)
(Reaccredited with ‘A’ Grade (CGPA – 3.58/4.0) by the NAAC &
Identified as College of Excellence by the UGC)
DST – FIST Sponsored College &
DBT Star College
TIRUCHIRAPPALLI – 620 017
TAMIL NADU, INDIA

2016 – 2017
Under – Graduate Programme in Business Administration

Structure of the Curriculum

Parts of the Curriculum No. of Courses Credits

Part – I : Language 4 12
Part – II : English 4 12
Part – III
Major
Core 12 57
Elective 3 15
Allied 6 22
Group Project 1 5
Part – IV
SBEC 3 6
NMEC 2 4
VLOC 1 2
Env. Studies 1 2
SBC 1 1
Part – V
Extension Activities 1 1
Gender Studies 1 1
Total 40 140
 B.B.A. – Programme Description
(For the students admitted from the year 2016 onwards)

Sem Prerequisit Hrs./ Credit Marks

Part Course Course code Course title
. e week s CIA ESA Total
I nra;As;> ,yf;fpa tuyhW>
U15TM1L1 ciueil>nkhopg;gapw;rpAk; 6 3 25 75 100
I Tamil I /* gilg;ghf;fKk;
U16EGNL1 English Communication Skills-I 6 3 40 60 100
II English I
Core I U16MS101 Principles of Management 6 5 25 75 100
III Allied I U16MS1Y1 Business Economics 5 4 25 75 100
Allied II U16MS1Y2 Business Communication 5 4 25 75 100
VLOC U14VL1:1/ Value Education (RI/MI) 2 2 25 75 100
IV
U14VL1:2
II Tamil II /* U15TM2L2 nra;As;> ,yf;fpa tuyhW>
rpWfijj;jpul;L>nkhopg;g apw;rp & 6 3 25 75 100
I gilg;ghf;fk;
II English II U16EGNL2
English Communication Skills –II 6 3 40 60 100
Core II U16MS202
Principles of Marketing 6 5 25 75 100
III Allied III U16MS2Y3
Organizational Behaviour 5 4 25 75 100
Allied IV U16MS2Y4
Business Mathematics & 5 4 25 75 100
Statistics
IV Env.Stud. U16EST21 Environmental Studies 2 2 25 75 100
III Tamil III/* nra;As; - fhg;gpaq;fs;>
I U15TM3L3 ,yf;fpa tuyhW> ehty;> 6 3 25 75 100
nkhopg;gapw;rp;
English III English for Competitive
II U16EGNL3 6 3 40 60 100
Examinations
Core III U16MS303 Management Accountancy – I 5 4 25 75 100
Elective I U16MS3:1/ Sales and Distribution
U16MS3:2/ Management / U16MS202 5 5 25 75 100
III
U16MS3:3 Advertising and Sales Promotion /
Total Quality Management
Allied V U16MS3Y5 Operations Research 4 3 25 75 100
SBEC I U16MSPS1 Computer Application in Business 2 2 40 60 100
IV
I (Theory &Practical)
NMEC I To be selected from courses 25/ 75/
2 2 100
offered by other departments 40 60
IV I Tamil IV /* U15T M4L4 nra;As; - ehlfk;> ,yf;fpa 5 3 25 75 100
tuyhW> nkhopg;gapw;rp;
II English IV U16EGNL4 English through Literature 5 3 40 60 100
Core IV U16MS404 Management Accountancy – II U16MS303 5 5 25 75 100
Elective II U16MS4:1/Training and Development / 5 5 25 75 100
III U16MS4:2 Organizational Change and
Development
Allied VI U16MS4Y6 Business Law 4 3 25 75 100
SBEC II U16MSPS2 Computer Application in Business U16MSPS 2 2 40 60 100
II (Theory &Practical) 1
IV NMEC II To be selected from courses 25/ 75/
2 2 100
offered by other departments 40 60
SBC U16LFS41 Life Skills 2 1 100 -- 100
Extension
V U16ETA41 1 - - -
Activities
 Course Hrs./ Marks
Sem. Part Course Course title Prerequisite Credits
code week CIA ESA Total
V Core V U16MS505 Financial Management 6 5 25 75 100
Core VI U16MS506 Operations Management 6 5 25 75 100
Core VII U16MS507 Human Resource 6 5 25 75 100
Management
Core VIII U16MSP08 Research Methodology and 5 5 40 60 100
III Introduction to Statistical
Packages
(Theory &Practical)
Elective U16MS5:1/ Investment Management / U16MS202 5 5 25 75 100
III U16MS5:2/ Project Management /
U16MS5:3 Retail Management
IV SBEC III U16MS5S3 Interview Skills 2 2 25 75 100
VI Core IX U16MS609 Strategic Management 6 5 25 75 100
Core X U16MS610 Management Information 6 5 25 75 100
Systems
III Core XI U16MS611 Entrepreneurial Development 6 4 25 75 100
Core XII U16MS612 Company Law and Secretarial 6 4 25 75 100
Practice
Project U16MS6PJ Project Work 6 5 40 60 100
V U16GST61 Gender Studies 1 20 80 100
Total 140 3900
SBEC- Skill Based Elective Course NMEC- Non Major Elective Course
VLOC- Value added Life Oriented Course SBC- Skill Based Course
CIA- Continuous Internal Assessment ESA- End Semester Assessment

* Other
Hindi Sanskrit French Hindi Sanskrit French
Languages
Semester I U14HD1L1 U15SK1L1 U14FR1L1 Semester III U14HD3L3 U15SK3L3 U14FR3L3
Semester II U14HD2L2 U15SK2L2 U14FR2L2 Semester IV U14HD4L4 U15SK4L4 U14FR4L4
 Core I -PRINCIPLES OF MANAGEMENT

Semester – I Course Code: U16MS101

Total Hours: 90 Credits: 5

General Objectives
1. To understand the principles, theories of Management.
2. To accomplish the given tasks and to handle situations which may arise in management.

UNIT-I INTRODUCTION
1.1.0 Introduction
1.1.1 The development of management thoughts
1.1.2 Contributions of Taylor, Henry Fayol, Elton Mayo, Gilbreth Maslow, Peter Drucker, Mintzberg
1.1.3 Functions of a Manager.

UNIT-II PLANNING

2.1.0 Planning
2.1.1 Meaning and definition of Planning
2.1.2 Nature and purpose
2.1.3 Objectives
2.1.4 Types
2.1.5 Operational and strategic planning
2.1.6 Steps in planning
2.1.7 Limitations
2.2.0 Centralization and Decentralization.

UNIT – III ORGANIZATION AND STAFFING

3.1.0 Organizing
3.1.1 Organization theory
3.1.2 Organization structure, delegation defined
3.2.0 Staffing
3.2.1 Definitions
3.2.2 Objectives
3.2.3 Merits and Demerits.

UNIT IV-DIRECTING

4.1.0 Directing
4.1.1 Concept of Direction
4.1.2 Role theory and role analysis
4.1.3 Hawthorne studies
4.1.4 Morale and motivation

1
UNIT V-CONTROL

5.1.0 Controlling
5.1.1 Function
5.1.2 Steps
5.1.3 Budgeting
5.1.4 Reviewing.

Text Book

1. L M Prasad, Principles of Management,9th Edition, Sultan Chand & Sons, 2015.

Reference Books

1. Shrelekar , Principles of Management, 1st Edition, Himalaya Publishing house, 2017

2. Dinkar Pagare ,Business Management , 5th edition, Sultan Chand& Sons, 2013
3. Tripathi and Reddy, Principles of Management, 5th Edition, McGraw Hill, 2012
4. Koontz and O Donnel (TMH), Essentials of Management, 5 th Edition, Tata McGraw Hill, 1990
5. S C Saxena, Modern Business Organization, Sahitiya Bhawan Publications, 2000

2
 Allied I - BUSINESS ECONOMICS
Senester-I Course Code: U16MS1Y1
Total Hours: 75 Credits: 4

General Objectives

1. To understand and appreciate aspects of demand analysis according to the market structure.
2. To understand principles and policies of nationalincome, moneysupply, monetary and fiscal
policy

UNIT-I INTRODUCTION

1.1.0 Introduction about demand analysis

1.1.1 Utility of Economics in Business management and industrial administration.
1.1.2 Analysis of demand and supply, Law of Diminishing marginal utility
1.1.4 Concept of Consumer Surplus, Elasticity of demand
1.1.5 Indifference curve analysis. Returns to scale importance of increasing returns in industrial
activity
1.1.6 Concepts of cost – concepts of elasticity of supply – forces governing the supply of production,
land, Labor, capital and enterprise.

UNIT-II THEORIES OF DEMAND AND SUPPLY

2.1.0 Pricing function

2.1.1 Theory of firm – The problem of price fixation – the role of supply and demand
2.1.2 Concept of normal profit – sales maximization principle.

UNIT – III MARKET STRUCTURE

3.1.0 Types of market structure

3.1.1 Monopoly, Monopolistic competition, Imperfect competition, Oligopoly
3.1.2 Economics of Bulk purchase
3.1.3 Pricing strategies.

UNIT – IV INCOME

4.1.0 National Income

4.1.1 National Income – Circular flow of income
4.1.2 Measurement and difficulties in the measurement.

UNIT – V MONEY SUPPLY

5.1.0 Usage of Money

5.1.1 Functions of money – theories of money supply
5.1.2 Role of commercial banks – RBI – methods of credit control.
5.1.3 Monetary and fiscal policy.

3
Text Book

1. Varshney and Maheswari, Managerial Economics, 6th Edition, Sultan Chand and Sons, 2009

Reference Books

1. M L Seth, IswhwarDhingra, P L Metha, Micro Economics, 7th Revised Edition, Sultan Chand
and Sons, 2008
2. G S Gupta- Macro Economics, 4th Edition, Tata McGraw Hill, 2014
3. Dominik Salvatore, Managerial Economics, 7th Edition, Oxford publishers, 2012

4
 Allied II - BUSINESS COMMUNICATION
Semester – I Course Code: U16MS1Y2
Total Hours: 75 Credits: 4

General Objectives
1. To know the importance of communication and the ways to improve the communication.
2. To learn to write clear correspondence and to prepare various types of reports
3. To learn to conduct and participate in company meetings.

UNIT-I INTRODUCTION

1.1.1 Communication process

1.2.0 Types of communication
1.2.1 Meaning
1.2.2 Need
1.2.3 Importance
1.2.4 Commercial terms and abbreviations.

UNIT-II MEDIA OF COMMUNICATION

2.1.0 Media of communication

2.2.0 Principles of effective communication
2.3.0 Barriers to communication
2.4.0 Need and Function of business letters
2.5.0 Effective Business letters.

UNIT – III WRITTEN COMMUNICATION

3.1.0 The layout of the letter

3.2.0 Enquiries and Reply
3.3.0 Quotations
3.4.0 Sales Letters
3.5.0 Claims and Adjustments
3.6.0 Collection letters
3.7.0 Circular letters
3.8.0 Application letters.

UNIT – IV BUSINESS CORRESPONDENCE

4.1.0 Import – Export correspondence

4.2.0 Correspondence of a company secretary
4.3.0 Memos and other forms of messages
4.4.0 Minutes of the meeting.

UNIT – V LISTENING AND REPORT FORMATS

5.1.0 Importance of listening and communications

5.2.0 Principles of effective listening
5.3.0 Introduction to report writing (Formats alone).

5
Text Book

1. Rajendrapal, J S Korlahalli, Essentials of Business Communications ––13th Edition Sultan

Chand and Sons, 2012

Reference Books

1. Stephenson,Principles and Practice of Commercial Correspondence, Pitman Publishing, 1966.

2. Shurter, Effective letters in Business, 3rdedition,TMI, 1983
3. RC Sharma, Krishna Mohan, Business Correspondence and Report writing, Fifteenth reprint
TMI, 2007

6
 Core II - PRINCIPLES OF MARKETING

Semester - II Course Code: U16MS202

Total Hours: 90 Credits: 5

General Objectives

1. To understand the basics of Marketing

2. To learn to identify and describe the major theories of Marketing.

UNIT-I INTRODUCTION

1.1.0 Marketing definition

1.1.1 Marketing Process
1.2.0 Marketing function
1.2.1 Exchange Functions
1.2.2 Physical Supply Functions
1.2.3 Facilitating Functions
1.3.0 The marketing concept
1.3.1 The Production Concept
1.3.2 The Product Concept
1.3.3 The Selling Concept
1.3.4 The Marketing Concept
1.3.5 The Holistic Marketing Concept
1.4.0 Marketing management system
1.5.0 Marketing Objectives.

UNIT-II MARKETING ENVIRONMENT

2.1.0 Marketing Environment

2.1.1 Demographic
2.1.2 Economic
2.1.3 Physical
2.1.4 Technological
2.1.5 Socio-Cultural
2.1.6 Political
2.2.0 Marketing segmentation
2.2.1 Geographical Factors
2.2.2 Demographic Factors
2.2.3 Psychological factors
2.2.4 Economic Factors
2.2.5 Behaviour Factors
2.2.6 Benefits of Market Segmentation
2.3.0 Targeting
2.3.1 Definition
2.3.2 Selection of Target Market
2.4.0 Positioning
2.4.1 Concept of Positioning
2.4.2 Product Positioning

7
UNIT-III INTRODUCTION TOCONSUMER BEHAVIOR

3.1.0 Consumer markets

3.1.1 Two categories of buyers
3.2.0 Buying behaviour- (terms)
3.2.1 Determinant of Consumer Behaviour
3.2.2 Characteristics of Buyer Behaviour

UNIT –IV MARKETING MIX

4.1.0 Concept of Marketing Mix

4.1.1 Factors affecting marketing mix
4.2.0 Four P’s of Marketing
4.3.0 Marketing Strategies
4.4.0 Concept of Product Life Cycle
4.4.1 Different stages
4.4.2 Advantages of Product Life Cycle
4.5.0 New Product Development Process
4.5.1 Managing Product development
4.6.0 Pricing Decisions.
4.6.1 Definition
4.6.2 Importance of price
4.6.3 Factors affecting Pricing Decision
4.6.4 Procedure for Pricing Determination

UNIT –V SERVICES MARKETING

5.1.0 Introduction to service marketing

5.1.1 Definition
5.1.2 Characteristics of Services
5.2.0 Types of service
5.3.0 Difference between goods & service
5.4.0 Problems in service
5.5.0 Bank, Insurance, BPO
5.6.0 Handling complaints
5.7.0 Quality of service.

Text Books
1. RajangNair, Marketing Management, 2ndEdition, sultan Chand & Sons, 1995
2. RajangSaxena, Marketing Management –4th Edition, McGraw Hill Education, 2009

Reference Books
1. Ramasamy and Namakumari, Marketing management, 4th Edition, Om Books, 2010
2. Michael J Etzel, Bruce J Walker, Fundamentals of Marketing, 14th Edition, McGraw Hill,
International Edition, 2017
3. Philip Kilter, Marketing Management, 13thedition, Prentice hall of India, 2005

8
 Allied–III –ORGANISATIONAL BEHAVIOUR
Semester : II Coursecode:U16MS2Y3
Total Hours:75 Credits: 4

General Objectives

1. To have an understanding of human behaviour in organization.

2. To know the basic framework for managing behaviour and performance at both individual and
group level.

UNIT-I INTRODUCTION

1.1.0 The Concept of organizational Behaviour

1.1.1 Nature of Man
1.1.2 Nature of organization
1.2.0 Models of organization behaviour
1.2.1 S.O.B.C. model
1.3.0 Organization Behaviour and Human Relation

UNIT-II INDIVIDUAL BEHAVIOUR

2.1.0 Learning
2.2.0 Perception
2.3.0 Personality
2.4.0 Attitude

UNIT-III GROUP BEHAVIOUR

3.1.0. Group Dynamics

3.1.1. Group Formation
3.1.2. Groups at work
3.1.3. Formal and informal groups
3.2.0. Group Cohesiveness
3.2.1. Group Pressure and norms
3.2.2. Individual Vs Group goals

UNIT-IV LEADERSHIP

4.1.0. Leadership
4.1.1. Characteristics
4.1.2. Styles of leadership
4.1.3. Power and authority

UNIT-V MOTIVATION

5.1.0 Morale and motivation in industry

5.1.1 Motivation Theories of Maslow, Herzberg and Alderfer
5.1.2 McGregor’s X and Y Theory
5.2.0 Types of motivation

9
Text Book

1. S.S. Khanka,Organizational Behaviour, 11thEdition, Scand, 2014.

Reference Books

1. V.S.P. Rae& D.S Narayana, Organization theory and behaviour, 2nd edition, Konark Publishers
Pvt, Ltd , 2000
2. Keith Davis,Human Behaviour at work, 11thEdition,Tata McGraw Hill book Company, 2002
3. Stephen P. Robbins, Organization Behaviour, Concepts, Controversies and application,15th
Edition, Pearson Publication, 2013.

10
 Allied-IV:BUSINESS MATHEMATICS AND STATISTICS
Semester-II CourseCode:U16MS2Y4
No.of.hours:75 Credits:4

General Objectives

1. To know to group the data and to analyse the data.

2. To learn to represent the data in tables and diagrams.

UNIT-I INTRODUCTION TO BUSINESS MATHS

1.1.0 Arithmetic andGeometric series

1.1.1 ApplicationtoBusinessproblems
1.2.0 Matrix algebra
1.2.1 Addition
1.2.2 Subtraction
1.2.3 Multiplication

UNIT-II INTRODUCTION TO STATISTICS & MEASURES OF CENTRAL TENDENCY

2.1.0 Introduction to Statistics

2.1.1 Natureandscopeofstatistics
2.1.2 UsesofStatisticsinBusiness
2.1.3 Statistical Data-primaryand secondary
2.1.4 Classificationofdata
2.1.5 Frequencydistribution
2.1.6 Histogram
2.1.7 Frequencypolygon
2.1.8 Frequencycurve
2.2.0 GraphsandDiagrams
2.2.1 Bardiagrams
2.2.2 PieDiagrams
2.3.0 Measures of central tendency
2.3.1 Mean
2.3.2 Median
2.3.3 Mode
2.3.4 Geometricmean
2.3.5 Harmonicmean
2.4.0 Uses of averagesinBusiness

UNIT-III MEASURES OF DISPERSION

3.1.0 Measures of dispersion

3.1.1 Range
3.1.2 Quartiles
i)Quartile Deviation
3.1.3 Mean Deviation
3.1.4 Standard Deviation
3.1.5 Co-efficientofvariation
3.1.6 UsesinBusiness

11
UNIT-IV SKEWNESS AND KURTOSIS (Theory Only)

4.1.0 Skewness
4.1.1 Meaning
4.1.2 Bowley’s coefficient of skewness
4.1.3 Pearson’s coefficient of skewness
4.2.0 Kurtosis
4.2.1 Definition
4.2.2 Meaning
4.2.3 Types

UNIT-V CORRELATION AND REGRESSION

5.1.0 Simple Correlation

5.1.1 Karl Pearson
51.2 Spearman’s Rank Correlation
5.1.3 Concurrent deviation
5.2.0 Regression lines
5.2.1 Trend lines
5.2.2 Methods of least squares

Text Books

1. P. Navaneetham, Business Statistics, 6th Edition, Jai PublishingHouse,June 2015

2. P. R. Vital, Business Mathematics, Margham Publishing, 2012

References Books

1. R.S.N. Pillai and Bagavathi ,Statistics : Theory and Practice, 7th Revised Edition, S. Chand and
Sons, 2009
2. S.P Gupta, Fundamental of Mathematical Statistics, 1st Edition, Sultan Chand Publications,
2012
3. Levin, Rubin, Statistics for Management, 7th Edition, Pearson Publication , 1998

QUESTION PAPER SETTING

Unit – I, III & V Only problems

Unit- II (theory and problems) Unit–IV (only theory)

12
 Core–III MANAGEMENT ACCOUNTANCY –I

Semester-III Course Code: U16MS303

No.of hours: 75 Credits:4

General Objectives

1. To know about cost accountancy, overheads, marginal costing concepts which will help to
understand the costing jobs in organizations.

UNIT-I INTRODUCTION TO FINANCIAL ACCOUNTING

1.1.0 Accounting
1.1.1 Definition of account
1.1.2 Nature
1.1.3 Objects and utility of accounting in industrial and business enterprise
1.2.0 Books of accounts
1.2.1 Accounting concepts
1.2.2 The theory of double entry
1.2.3 Book keeping
1.2.4 Journal
1.2.5 Subsidiary books
1.2.6 Ledgers
1.2.7 Trial balance.

UNIT-II FINAL ACCOUNTS

2.1.0 Statements of accounts

2.1.1 Trading account
2.1.2 Profit and loss account
2.1.3 Balance sheet (with simple adjustments)

UNIT-III INTRODUCTION TO MANAGEMENT ACCOUNTING

3.1.0 Management accounting

3.1.1 Meaning
3.1.2 Objectives
3.1.3 Scope of management accounting and financial accounting
3.1.4 Management and cost accounting
3.1.5 Uses and limitation of management accounting

UNIT-IV RATIO ANALYSIS

4.1.0 Analysis and interpretation of financial statement thought accounting ratios

4.1.1 Liquidity Ratio
4.1.2 Solvency
4.1.3 Profitability
4.1.4 Significance of various ratios and their computation
4.1.5 Uses and limitations of ratios.

13
UNIT-V FUND FLOW ANALYSIS

5.1.0 Fund flow analysis

5.1.1 Concept of funds
5.1.2 Sources and uses of funds
5.1.3 Concepts of flow
5.1.4 Fund flow statements
5.1.5 Management use of fund analysis
5.1.6 Construction of fund flow statements(Simple Problems)

Text Books

1. Pillai & Bagavathi, Principles of Management Accountancy, 3rd edition, S.Chand Publishing,
2012
2. R L Gupta, Financial Accounting.2009

Reference Books

1. R.K. Sharma and Shoshi K. Kupta, Management accounting, Principles and practice,
13th Revised edition, Kalyani Publishers, 2014
2. N. Vinayakan, I. B. Shiha, Management accounting, Tools and Technique, Himalaya
Publishing House, 2012
3. S.K.R.Paul, Management accounting, New Central Book Gency, 2004

14
 Elective-I - SALES DISTRIBUTION MANAGEMENT

Semester-III Course Code: U16MS3:1

Total Hours: 75 Credits:5

General Objectives
1. To learn to form the sales organisation structure criteria to recruit, motivate and manage the
sales force personnel
2. To learn to train and evaluate the performance of the sales personnel.
3. To know the legal act procedures to handle the Business
4. To know the Warehousing procedures.

UNIT-I SALES MANAGEMENT

1.1.0 Sales Management

1.1.1 Organization of sales management
1.1.2 Recruitment of sales force
1.1.3 Training of sales force
1.1.4 Sales Quota

UNIT-II MANAGING THE SALES FORCE

2.1.0 Managing the Sales force

2.1.1 Performance Evaluation of Sales Force
2.1.2 Compensation of sales force

UNIT-III DISTRIBUTION MANAGEMENT

3.1.0 Distribution management

3.1.1 Members of Distribution channels
3.1.2 Stockist
3.1.3 Wholesaler
3.1.4 Retailer
3.1.5 Dealer
3.1.6 Appointment of dealers and other members
3.1.7 Role of channel members in promoting sales

UNIT-IV LEGAL ASPECTS

4.1.0 Legal aspects in sales management
4.1.1 Sales tax
4.1.2 Pricing structure

UNIT-V WAREHOUSING
5.1.0 Warehousing
5.1.1 Locations and Functions
5.1.2 Types of warehousing

15
Text Book

1. S Ramachandran, Field Sales Management, Allied Publisher Pvt. Ltd , 2008

Reference Books

1. Richard Still, W D Cundiff, Sales Management, Prentice Hall , 2nd edition, 1969
2. New Gardner , Field Sales Manager, Travellers Insurance Company, 1962
3. Bower Sox, Smykay, Lalond, Physical Distribution Management, Macmillan Publications, 1973
4. RL Wanworth Ed, Physical Distribution Management ,2007
5. Mossman and Norton, Allyn & Bacon Logistics of Distribution Systems –1965

16
 Elective-I : ADVERTISING AND SALES PROMOTION

Semester-III Course Code: U16MS3:2

Total Hours: 75 Credits: 5

General Objectives
1. To learn to design an advertisement with appropriate selection of media.
2. To gain skills of selling.

UNIT-I INTRODUCTION TO ADVERTISEMENT AND SALESMANSHIP

1.1.0 Advertising
1.1.1 Advertising an element of Marketing Mix
1.1.2 Objectives of Advertisement
1.1.3 Advertising and Salesmanship
1.1.4 Role and Importance – Planning for Advertisements
1.1.5 Communication process in advertising.

UNIT-II ADVERTISING MIX

2.1.0 Advertisement Copy

2.1.1 Advertisement types
2.1.2 Advertisement appeal
2.1.3 Advertising mix
2.1.4 Advertising Budget and relevant decisions.
2.1.5 Measuring the effectiveness of advertisement

UNIT-III ADVERTISING AGENCIES

3.1.0 Advertising agencies and their role

3.1.1 Type of advertising agencies
3.1.2 Managing advertisement agency

UNIT-IV SALES PROMOTION

4.1.0 Sales promotion

4.1.1 Objectives of Sales promotion
4.1.2 Advantages of Sales promotion
4.1.3 Sales promotion tools and their effectiveness
4.1.4 Measuring the effectiveness of promotions

UNIT-V PERSONAL SELLING

5.1.0 Personal selling

5.1.1 Direct marketing
5.1.2 Publicity and Public relations

17
Text Book

1. P. Saravanavel, Advertising and Sales Promotion, Second Edition, Margham Publications,

2009

Reference Books

1. John A Quelch, Sales promotion management, Prentice hall, 1989

2. M Ramasamy, Marketing Salesmanship and Advertising , Sterling Publications, 1991
3. J C Sinha, Principles of Marketing and Salesmanship –, R. Chand and company, 2003
4. Charles J Dirkson, Advertising Principles and Problems and Cases and others , 1973
5. Mahendra Mohan, Advertising Management concepts and cases (TMH) BBA, 1989

18
 Elective- I –TOTAL QUALITY MANAGEMENT
Semester-III CourseCode:U16MS3:3
Total Hours:75 Credits: 5

General Objectives
1. To know the importance of Total Quality Management(TQM)
2. To learn to apply various methods to check the quality of the product

UNIT-I INTRODUCTION

1.1.0 Definition of TQM

1.1.1 Evolution of TQM
1.1.2 Principles of TQM
1.1.3 Dimensions of Quality
1.1.4 Various definition of Quality

UNIT-II QUALITYPHILOSOPHIES

2.1.0 Quality Philosophies

2.1.1 Deming
2.1.2 Juran
2.1.3 Models of TQM
2.2.0 Leadership vision
2.3.0 Mission and Quality Policy Statements.

UNIT-III QUALITYTOOLS

3.1.0 Quality Improvement Tools

3.1.1 TheSevenStatisticalTools
3.1.2 TheNewSeven Tools.

UNIT-IV QUALITYPROCESS

4.1.0 Kaizen
4.1.1 5SProcess
4.1.2 Quality Circles
4.1.3 SPC
4.1.4 TPM
4.1.5 JIT
4.1.6 Bench Marking.

UNIT-V QUALITY MANAGEMENT SYSTEMS

5.1.0 Quality Management Systems
5.1.1 Requirements and principles of QMS
5.1.2 ISO 9000 Series

19
Text Books

1. Poornima M. Charantimath, Total Quality Management, Pearson Education, 2ndedition , 2011

2. Anand Samuel, Total Quality Management, PHA learning, 2004

Reference Book

1. Besterfield,Total Quality Management, Pearson , 3rd edition, 2009

20
 ALLIED –V - OPERATIONS RESEARCH

Semester –III Course Code: U16MS3Y5

Total Hours: 60 Credits: 3

General Objectives
1. To learn to develop operational research models for real time problems.
2. To learn optimization techniques of operations research.

UNIT –IINTRODUCTION TO OPERATIONS RESEARCH

1.1.0 Introduction
1.1.1. Development of OR
1.1.2. Characteristics
1.1.3. Scientific methods
1.1.4. Scope
1.1.5. Applications
1.1.6. Objectives
1.1.7. Phases
1.1.8. Models
1.1.9. Classification
1.1.10. Limitations

UNIT-II TRANSPORTATION

2.1.0 Transportation problems

2.1.1 North West Corner Rule
2.1.2 Least Cost Method
2.1.3 VAM
2.2.1. Assignment problems (No revisions)

UNIT-III SEQUENCING

3.1.0 Sequencing Problems

3.1.1 Replacement Problems

UNIT-IV LINEAR PROGRAMMING PROBLEMS

4.1.0 LPP
4.1.1 Formation
4.1.2 Graphical solution
4.1.3 Mathematical solution
4.2.4 Ordinary Simplex.

21
UNIT-V PERT & CPM

5.1.0 PERT
5.1.1 Free Float
5.1.2 Independent Float
5.1.3 Total float
5.2.0 CPM (theory with basic problems)

Text Book:

1. S.Kalavathi Operations Research ,Vihas publication ,2012

2. P.R.Vittal, Operations Research, Margham Publications 2000

Reference Books:

1. P. Mariappan, Operations Research, (New century) , Pearson, 2013

2. Prem Kumar Gupta & D.S Hira Operations Research, First Edition, S Chand &Company Ltd,
2012
3. KanthiSwarup, Operations Research, S.Chand, 14thEdition , 2005

22
 SBEC-I -COMPUTER APPLICATION IN BUSINESS-I (THEORY & PRACTICAL)

Semester- III Course Code: U16MSPS1

Total Hours: 30 Credits: 2

General Objectives
1. To know about the usage of computer in business
2. To learn Microsoft office and Tally

UNIT-I INTRODUCTION TO COMPUTERS

1.1.0 Introduction to Computers

1.1.1 Types of Computers
1.1.2 Characteristics of computers
1.1.3 Five Generations of Computers
1.1.4 Anatomy of a Digital Computer
1.1.5 Functions and components of Computer
1.1.6 Introduction to Operating System

UNIT-II MS OFFICE -WORD

2.1.0 Getting Started with Microsoft Word

2.1.1 Editing a Document- Formatting A Document
2.1.2 Using Editing and Proofing Tools
2.1.3 Changing the Layout of a Document
2.1.4 Inserting Elements to Word Documents
2.1.5 Working with Tables
2.1.6 Working with Columned Layouts & Section Breaks.

UNIT-III MS OFFICE - POWERPOINT

3.1.0 Introduction to PowerPoint

3.1.1 Adding and Formatting Text
3.1.2 Customizing Presentations
3.1.3 Working with Shapes and Pictures
3.1.4 Adding Objects and Effects
3.1.5 Outlining Proofing and Printing
3.1.6 Delivering Your Presentation.

UNIT-IV MS OFFICE - EXCEL

4.1.0 Introduction to MS Excel

4.1.1 Worksheets and Workbooks
4.1.2 Entering Information into MS Excel
4.1.3 Formatting a Worksheet
4.1.4 Adding Elements to a Workbook
4.1.5 Charts- Formulas and Calculations
4.1.6 Excel Forms- Tables
4.1.7 Developing a Workbook

23
UNIT- V INTRODUCTION TO TALLY

5.1.0 Introduction
5.1.1 Fundamentals of computerized accounting
5.1.2 Computerized accounting VS manual accounting
5.1.3 Architecture and customization of Tally
5.1.4 Features of tally
5.1.5 Configuration of tally
5.1.6 Tally screen and menu.

Text Books

1. Rajathi, Tally 9.0 ,Rajathi Publications 2002

2. Ananthi Sheshasaayee & Sheshasaayee, Computer Applications in Business and
Management, Margham Publication, 8thEdition,2010

Reference Books

1. K.K Nandhani, Implementing tally 9.0 BPB publishers,2009

2. Agarwal, Tally 9, Agarwal Book House,2007.

24
 Core – IV- MANAGEMENT ACCOUNTANCY – II

Semester-IV Course Code: U16MS404

Total Hours: 75 Credits: 5

General Objective:
1. To know about cost accountancy, overheads, marginal costing concepts that helps to handle
the costing jobs in organizations.

UNIT-I INTRODUCTION TO COST ACCOUNTANCY

1.1.0 Introduction to cost accountancy

1.1.1 Objectives
1.1.2 Cost accountancy and financial accountancy
1.1.3 Cost accountancy and management accountancy
1.1.4 Essentials
1.1.5 Limitations
1.2.0 Cost centres
1.3.0 Types of costing system
1.3.1 Methods of costing
1.3.2 Cost classification
1.4.0 Cost Sheet

UNIT-II MATERIAL COSTING

2.1.0 Material costing

2.1.1 EOQ
2.1.2 Levels of Stock
2.2.0 Methods of pricing material issues
2.2.1 FIFO
2.2.2 LIFO
2.2.3 HIFO
2.2.4 Simple Average
2.2.5 Weighted Average Pricing
2.2.6 Base Stock Method

UNIT-III OVERHEADS ALLOCATIONS

3.1.0 Overheads
3.1.1 Classification
3.2.0 Allocation and apportionment
3.3.0 Absorption
3.3.1 Methods of overhead absorption

UNIT-IV MARGINAL COSTING

4.1.0 Marginal costing and profit planning

4.1.1 Distinction between absorption costing and marginal costing
4.1.2 Marginal costing and direct costing difference

25
4.2.0 Key factor
4.3.0 Break even analysis
4.4.0 Margin of safety
4.5.0 Cost volume profit relationship

UNIT-V WORKING CAPITAL MANAGEMENT (Theory Only)

5.1.0 Basics of Working capital management

5.1.1 Meaning and importance
5.1.2 Management of cash
5.1.3 Receivable and inventories
5.2.0 Working capital planning
5.3.0 Basics of Inventory management

Text Books:

1. Ravi M Kishore, Cost Accountancy and Financial Management, Taxmann Publication, 2013
2. R S N Pillai and Bagavathy, Cost accountancy, S.Chand Publishing, 1985

Reference Books:

1. S.N Maheshwari ,Management Accountancy, Vihas publications, 3rd edition , 2005

2. S P Jain& K L Narang, Cost and Management Accountancy, Kalyani Publishers, 2015

26
 Elective-II -TRAINING AND DEVELOPMENT

Semester-IV Course Code: U16MS4:1

Total Hours: 75 Credits: 5

General Objective:

1. To know different methods of training applicable for workers of different levels in a business
concern.
2. To learn to select appropriate trainers.
3. To learn to evaluate the effectiveness of a training programme

UNIT-I INTRODUCTION

1.1.0 Definition of Training

1.1.1 Need for training
1.1.2 Gaps in Training
1.1.3 Learning and its Principles.

UNIT-II TRAINING PROCESS

2.1.0. Training Process

2.2.0. Steps in developing a Training Programme
2.3.0. Selection of Internal Trainers
2.4.0. Selection of External Trainers
2.5.0. Advantages and Disadvantages of trainers

UNIT-III METHODS OF TRAINING

3.1.0. Methods of Training

3.2.0. Traditional Training
3.3.0. On – The Job Training
3.3.1. Apprentice
3.3.2. Informal Training
3.3.3. Job Rotation
3.3.4. Job Instruction
3.4.0. Off – the Job Training
3.4.1. Lectures,
3.4.2. Multimedia Tools
3.4.3. Laboratory Training
3.4.4. Case Study.

UNIT -IV MANAGERIAL DEVELOPMENT

4.1.0. Managerial Development and Training

4.2.0. Methods of Managerial Training
4.3.0. Executive Development
4.4.0. Managerial on the job Training
4.4.1. Job Rotation
4.4.2. Coaching

27
4.5.0. Managerial off the Job Training
4.5.1. Case Studies
4.5.2. Seminars
4.5.3. Games
4.5.4. Behavioural Modelling.

UNIT-V TRAINING NEEDS & EVALUATION

5.1.0. Training needs analysis

5.2.0. Implementation of the Training Programme
5.3.0. Evaluation of Training Programme
5.4.0. How to Make training Programme Effective?

Text Books

1. Gary Dessler, Human Resource Management, Pearson Publication, 14th Edition.2005

2. Aswathappa, Human Resource Management, McGraw Hill Publication, 2013

Reference Books:
1. Devendra Agochia, Every Trainer’s Handbook , Sage Publications , 2002,
2. Gary Kroehnert, Training for Trainers-, 2ndEdition,Tata McGrawHill.2009

28
 ELECTIVE-II- ORGANIZATIONALCHANGE AND DEVELOPMENT

Semester-IV Course Code:U16MS4:2

Total Hours: 75 Credits: 5

General Objective
1. To know various changes and developments that the organizations undergo and how the
organisations adopt itself to it.

UNIT-I INTRODUCTION

1.1.0 OrganizationalChange
1.1.1 Need
1.1.2 NatureofOrganizationalChange
1.1.3 ResistanceofChange
1.1.4 TransactionalandTransformationalChange

UNIT-II ORGANIZATIONAL DEVELOPMENT

2.1.0 Organizational Development

2.1.1 Need
2.1.2 Objectives
2.1.3 ODProcess
2.1.4 Nature
2.1.5 Scope

UNIT-III CHARACTERISTICS OF OD

3.1.0 Characteristics of OD
3.1.1 History ofOD
3.1.2 TheChangingContext–SecondGeneration OD

UNIT-IV ACTION RESEARCH

4.1.0 Action Research

4.1.1 ODInterventions
4.1.2 Need
4.1.3 Types

UNIT-VI MPLEMENTATION

5.1.0 Implementation of OD
5.2.0 FutureofODinIndian Organization

Text book

1. French and Bell,Organizational ChangeandDevelopment,6thedition, Pearson Publication.2003.

29
 Allied-VI - BUSINESS LAW

Semester-IV Course Code: U16MS4Y6

Total Hours: 60 Credits: 3

General Objectives
1. To understand various Acts related to business
2. To acquire basic knowledge on partnership & Goods Act.
3. To know various Insurance schemes

UNIT-I CONTRACT ACT

1.1.0 Contract Act

1.1.1 Definition
1.1.2 Classification
1.1.3 Essentials of a Contract
1.1.4 Mistake
1.1.5 Misrepresentation and fraud
1.1.6 Right and Obligations of Parties to Contact
1.1.7 Not Enforceable-Assignment
1.1.8 Breach
1.1.9 Performance and Discharge
1.1.10 Quasi Contract

UNIT-II LAW OF AGENCY

2.1.0 Law of Agency

2.1.1 Nature appointment
2.1.2 Termination
2.1.3 Right and duties Liabilities
2.1.4 Relation with third parties
2.1.5 Types of Agents

UNIT-III PARTNERSHIP

3.1.0 Partnership- Definition

3.1.1 Creation relation with Partner interest and to third party Liabilities

UNIT-IV SALE OF GOODS ACT

4.1.0 Sale of goods Act-Definition

4.1.1 Price
4.1.2 Conditions and warranties
4.1.3 Right and remedies in case of Breach
4.1.4 Stoppage in transit transfer of property

30
UNIT-V INSURANCE

5.1.0 Introduction to Life Insurance

5.1.1 Definition
5.1.2 Difference between Life Insurance& other forms of insurance
5.1.3 Kinds of life insurance policy
5.1.4 Fire Insurance: Definition
5.1.5 Types
5.1.6 Claim
5.2.0 Marine Insurance
5.2.1 Definition
5.2.2 Subject matter
5.2.3 Characteristics
5.2.4 Kinds of Marine policies
5.2.5 Warranties

Text Book:

1. N. D. Kapoor, Elements of Mercantile Law, S.Chand Publications, 2014

Reference Books:

1. Davar ,Mercantile Law, Progressive corporation, 1967

2. Venkatesan E., Mercantile Law, MLJ publications.2009
3. Shukla ,Mercantile La, S.Chand and sons, revised edition, 2002
4. Tandon B.N Principle of Mercantile Law -, S.Chand&sons,1983, IRDA material.

31
 SBEC-II - COMPUTER APPLICATION IN BUSINESS-II (THEORY AND PRACTICAL)

Semester – I Course Code: U16MSPS2

Total Hours: 30 Credits: 2

General Objectives
1. To understand the basic concepts of Accounting
2. To learn to create a company Ledger and prepare balance sheet.
3. To understand thetypes of Voucher,cost categories and cost centres.
4. To know about cash flow and fund flow and practical application of VAT.

UNIT –I PREPARATION OF BALANCE SHEET

1.1.0 Creation of company

1.1.1 Group-editing and deleting ledgers
1.1.2 Creation of ledgers
1.1.3 Final accounts with balance sheet adjustment.

UNIT –II VOUCHER

2.1.0 Introduction to Voucher Entries

2.1.1 Payment Voucher, Contra voucher, journal Voucher
2.1.2 Editing and deleting voucher.

UNIT-III COST CENTERS

3.1.0 Introduction to cost

3.1.1 Creation of cost categories
3.1.2 Creation of cost centres, Editing and deleting
3.1.3 Usage of cost category and cost centres in voucher entry

UNIT-IV PREPARATION OF REPORTS

4.1.0 Generating and printing reports in detailed and condensed format

4.1.1 Day book
4.1.2 Ledger
4.1.3 Profit & Loss a/c and Balance Sheet

UNIT-V VAT( BASICS)

5.1.0 Cash flow statement

5.1.1 Fund flow statement
5.1.2 Bank reconciliation statement
5.1.3 VAT

32
Text Book

1. Rajathi , Tally 9.0 Rajathi Publications 2002

Reference Book

1. K.K.Nandhani - Implementing tally 9.0 BPB publishers2009

2. Agarwal -Tally 9,Agarwal Book House ,2007

33
 Core-V - FINANCIAL MANAGEMENT
(60% Theory, 40% Problems)

Semester-V Course Code: U16MS505

Total Hours: 90 Credits: 5

General Objectives
1. To understand the financial management policy and its effect on interest rate, credit availability,
prices and inflation rate
2. To learn to choose financial management plans and policies related to various organizations.

UNIT-I BASIC CONCEPTS

1.1.0 Nature of financial management

1.1.1 Meaning and scope of finance function
1.1.2 Financial management
1.1.3 Function
1.1.4 Goals of financial management
1.1.5 Importance of financial management
1.1.6 Organization of financial department.

UNIT-II COST OF CAPITAL

2.1.0 Cost of Capital

2.1.1 Concept
2.1.2 Importance
2.1.3 Types of cost of capital
2.2.0 Measurement of cost of capital
2.2.1 Weighted average cost of capital
2.2.2 Types of Leverages

UNIT-III CAPITAL STRUCTURE

3.1.0 Capital structure

3.1.1 Meaning
3.1.2 Factors affecting capital structure
3.2.0 Capital gearing,
3.2.1 High gearing
3.2.2 Low gearing,
3.2.3 Significance
3.3.0 Meaning of trading on equity,
3.3.1 Limitations on the policy of trading of equity.

UNIT-IV CAPITAL BUDGETING

4.1.0 Capital budgeting

4.1.1 Nature of capital expenditure,
4.1.2 Concept of capital budgeting,
4.1.3 Capital budgeting procedures
4.1.4 Methods of ranking investment proposals

34
4.1.5 Payback method
4.1.6 Return on investment method
4.1.7 IRR
4.1.8 ARR
4.1.9 Present value method.

UNIT-V PLANNING AND FORECASTING

5.1.0 Financial Planning

5.1.2 Forecasting Concept
5.1.3 Characteristics
5.1.4 Factors affecting financial planning
5.1.5 Necessity
5.1.6 Limitations
5.1.7 Cash forecasting.

Text Book:

1. S.N. Maheshwari, Financial management-, Sultan Chand & Son, 11thedition , 2014

Reference Books:

1. Prasanna Chandra, Financial management theory and practice, Tata McGraw Hill. 2017
2. Van Horne, Prentice Hall of India-Financial management and policy, 13th edition, 2008

35
 CORE – VI -OPERATIONS MANAGEMENT
Semester – V Course Code: U16MS506
Total Hours: 90 Credits: 5

General Objectives
1. To learn to apply the tasks, tools and underlying principles of operations management in the
manufacturing and service sectors to improve organizational performance.
2. To learn to apply decision-support tools to business decision making.
3. Tounderstand and evaluate the quality control tools in manufacturing and service sector to
improve the operational performance.

UNIT – I INTRODUCTION

1.1.0 An overview of productions management

1.2.0 Relationship of production management with marketing, finance
1.2.1 HRM and materials management
1.2.2 Factors for plant location
1.2.3 Plant layout
1.2.4 Types of layouts and their sustainability.

UNIT – II TIME AND MOTION STUDY

2.1.0 Time and Motion Study

2.1.1 Introduction to work
2.1.2 Time and motion study
2.1.3 Work measurement
2.1.4 Normal time, standard time
2.1.5 Capacity planning
2.1.6 Various charts used in production management.

UNIT – III LOCATION AND SCHEDULING

3.1.0 Location and Scheduling

3.1.1 Production planning and scheduling
3.1.2 Kind of production plans
3.1.3 Aggregate scheduling
3.1.4 Monthly and weekly scheduling

UNIT – IV QUALITY CONTROL

4.1.0 Quality control

4.1.1 Quality control and inspection
4.1.2 Acceptance sampling technique
4.1.3 Statistical quality control
4.1.4 Control charts
4.1.5 Introduction to Total Quality Management.

36
UNIT – V INVENTORY CONTROL

5.1.0 Inventory control

5.1.1 Inventory control of raw materials
5.1.2 Inventory store management
5.1.3 Economic Order Quantity
5.1.4 Just InTime– A quality management tool
5.1.5 Materials handling equipments
5.1.6 Value analysis and value engineering
5.1.7 ABC analysis

Text Book

1. Panneerselvam, Operations management,Prentice hall of India,2007

Reference Books

1. E S Buffa ,Modern Production and Operations Management, John Wiley and sons ,8th Edition,
2007
2. Sridhara Bhatt, Production and operations management,2009
3. Raymond R Mayor ,Production and Operations Management,4th edition-, McGraw Hill, 1982
4. KanishkaBedi,Production& Operations Management , Oxford, 3rd edition, 2004

37
 CORE-VII -HUMAN RESOURCE MANAGEMENT

Semester-V Course Code: U16MS507

Total Hours: 90 Credits: 5

General Objectives
1. To learn to evaluate employee recruitment, selection, and retention plans and processes.
2. To understand methods to administer and contribute to the design and evaluation of the
performance management program.
3. To learn to design a training program using an appropriate framework for evaluating needs for
training, designing a training program, and evaluating the training output.
4. To learn to properly interpret salary survey data and design a pay structure with appropriate
pay grades and pay ranges.

UNIT-I INTRODUCTION TO HUMAN RESOURCE MANAGEMENT

1.1.0 Introduction
1.1.1 Processes and functions of HR management
1.1.2 HR Department Organization
1.1.3 Role of HR Manager in the organization.

UNIT-II HUMAN RESOURCE PLANNING

2.1.0 HR Planning
2.1.1 Concepts and Methods
2.1.2 Job Analysis
2.1.3 Job Description
2.1.4 Job Specification
2.1.5 Selection process
2.1.6 Employment tests and interviews

UNIT-III INDUCTION AND PERFORMANCE APPRAISAL

3.1.0 Induction and Performance Appraisal

3.1.1 Induction programme
3.1.2 Different training methods in company
3.1.3 Performance appraisal and review.

UNIT-IVWAGE AND SALARY ADMINISTRATION

4.1.0 Wage and Salary Administration

4.1.1 Job Evaluation methods
4.1.2 Wages
4.1.3 Different patterns of wage payments time rate – Piece rate – wage incentives
4.1.4 Bonus.

38
UNIT-V INDUSTRIAL RELATIONS

5.1.0 Concept of industrial relations

5.1.1 Separation and its types
5.1.2 Retirement benefits
5.1.3 Gratuity, Provident Fund and pension scheme.

Text Book:

1. S. P Gupta-Human Resource Management –15th Edition, S.Chand& sons, 2014

Reference Books

1. Memoria – Personnel Management –Himalaya Publishing House,2007.

2. Edwin Fillippo – Personnel Management –MGraw Hill,3rd Edition 1971.

39
 CORE-VIII -RESEARCH METHODOLOGY AND INTRODUCTION TO STATISTICAL PACKAGES
(THEORY & PRACTICAL)

Semester – V Course Code: U16MSP08

Total Hours: 75 Credits: 5

General Objectives
1. To understand the nature of problem to be analysed
2. To get trained to use the statistical tools to analyse a data
3. To learn to prepare scientific reports of the research work carried out

UNIT- I CONCEPTS OF RESEARCH AND DESIGN

1.1.0 Research
1.1.1 Definition
1.1.2 Meaning
1.1.3 Characteristics
1.2.0 Research process
1.2.1 Research need
1.2.3 Formulating the problem,
1.2.4 Sampling
1.2.5 Pilot-testing
1.2.6 Data collection
1.2.7 Research design

UNIT- II SCALING TECHNIQUES

2.1.0 Measurement
2.1.1 Nature
2.1.2 Scales
2.1.3 Scaling nature
2.1.4 Methods
2.2.0 Sampling
2.2.1 Nature
2.2.2 Simple probability
2.2.3 Complex probability

UNIT- III DATA ANALYSIS

3.1.0 Sources of collection of data

3.1.1 Primary sources
3.1.2 Secondary sources
3.1.3 survey observation
3.3.0 Experimentation
3.4.0 Coding
3.5.0 Data-entry
3.6.0 Tabulation
3.6.1 Cross tabulation

40
UNIT- IV INTRODUCTION TO SPSS

4.1.0 Hypothesis
4.1.1 Meaning
4.1.2 Types
4.2.0 Statistical testing
4.2.1 Chi-square
4.3.0 SPSS procedures
4.3.1 Application
4.3.2 Practical

UNIT- V REPORT WRITING

5.1.0 Presenting Results

5.1.1 Written
5.1.2 Oral reports

Text Book

1. Saravanavel, Research Methodology –Sultan Chand Publications, 10th Edition, 2013

Reference Books

1. CR Kothari,Research Methodology, New Age International, second edition, 2004

2. Emory and Cooper,Business Research Methods,McGraw-Hill, ,10th edition. 2008

41
 Elective-III- INVESTMENT MANAGEMENT

Semester-V Course code: U16MS5:1

Total Hours: 75 Credits: 5

General Objective
1. To know various types of Investment sectors and schemes available and the process involved
in Investing.

UNIT-I CONCEPT OF INVESTMENT

1.1.0. Nature of investment

1.1.1 Definition
1.1.2 Need for Investment
1.1.3 Importance of studying Investment
1.1.4 Scope for Investment
1.1.5 Investment Media
1.1.6 Marketable securities
1.1.7 Non – Marketable securities

UNIT-II INVESTMENT AVENUES

2.1.0. Investment Alternatives

2.2.0. Organizing Financial Assets
2.3.0. Non – Marketable Financial Assets
2.3.1. Bank Deposits
2.3.2. Post Office Schemes
2.3.3. Government Savings Bonds
2.3.4. Public Provident Fund
2.3.5. Employees Provident Fund
2.4.0. Money Market Securities
2.4.1. Bonds or Debentures
2.4.2. Equity Shares
2.4.3. Mutual Fund Schemes
2.4.4. Financial Derivatives
2.4.5. Life Insurance
2.4.6. Real Assets

UNIT-III INVESTMENT COMPANIES AND INDIRECT INVESTMENT

3.1.0. Indirect Investing

3.2.0. Investment Company
3.3.0. Types of Investment Companies
3.4.0. Major types of Mutual Funds
3.4.1. Entities of Mutual Fund
3.4.2. Open – Ended Schemes
3.4.3. Close – Ended Schemes
3.5.0. Investing Internationally through Investment Companies
3.5.1. Benefits & Risk of Global Investing

42
3.5.2. Where to Invest
3.5.3. How to Invest

UNIT –IV CAPITAL MARKET

4.1.0. Securities Market

4.1.1. Participants in Securities Market
4.2.0. Primary Market
4.2.1. Types of Primary Market
4.2.2. Features of Primary Market
4.2.3. Functions of Primary Market
4.2.4. Advantages of Primary Market
4.2.5. Disadvantages of Primary Market
4.3.0. Secondary Market
4.3.1. Types of Secondary Market
4.3.2. Features of Secondary Market
4.3.3. Functions of Secondary Market
4.3.4. Advantages of Secondary Market
4.3.5. Disadvantages of Secondary Market
4.4.0. Difference between Primary & Secondary Market
4.5.0. Portfolio Theory
4.5.1. Definition
4.5.2. Diversification
4.5.3. Portfolio Return and Risk

UNIT –V STOCK EXCHANGE AND TYPES OF STOCK

5.1.0. Stock Exchange

5.1.1. Definition
5.2.0. Functions of Stock Exchange
5.3.0. Membership in Stock Exchange
5.4.0. Services of Stock Exchange
5.4.1. SEBI Regulations for Stock Exchange
5.5.0. Common Stocks
5.5.1. Analysis of Common Stock
5.5.2. Strategy of Common Stock

Text Book

1. V.Gangadhar, G.Rameshbabu, Investment management, Anmol Publication, 2007 .

Reference Books

1. Charles P. Jones, Investments Analysis and Management, 11th Edition, 2014.

2. Dr. L. Natarajan, Investment Management, Margham Publications 10th Edition, 2000

43
 ELECTIVE-III -PROJECT MANAGEMENT

Semester-V Course Code: U16MS5:2

Total Hours: 75 Credits: 5

General Objectives
1. To learn to plan and execute a project, managing risks competently
2. To understandbusiness requirements related to management skills and quality maintenance,

UNIT-I INTRODUCTION

1.1.0 Introduction
1.1.1 Principles of project management
1.1.2 Project management life cycle
1.1.3 Quality management
1.1.4 Relationship between project management and other methodologies.

UNIT-II PROJECT TECHNIQUES

2.1.0 Project Techniques

2.1.1 Defining projects
2.1.2 Rules for managing projects
2.1.3 Competencies and skills for project managers
2.1.4 Job functions and tasks for project management
2.1.5 Techniques of project.

UNIT-III PROJECT ACTIVITIES

3.1.0 Project Activities

3.1.1 Identify project activities
3.1.2 Estimate activity duration
3.1.3 Resource requirement and cost, organize
3.1.4 Conduct the joint project planning session

UNIT-IV RISK MANAGEMENT

4.1.0 Risk management
4.1.1 Risk management within a project based approach
4.1.2 Gantt project planning charts, critical path method.

UNIT-V IMPLEMENTATION
5.1.0 Implementation
5.1.1 Recruit, organize and manage project team, monitoring and controlling
5.1.2 Steps in closing project

44
Text Book

1. Robert K.Wysocki, Robert Beck Jr, David B. Crane, Effective Project Management, Wiley
Publication 7th Edition 2013.

Reference Books

1. D.vanwell, Stam,F. Lindenaar.SVankinderen,Project Risk Management,Kogan Page Ltd. 2004

2. Martink Starr -Production and Operation Management,John Wiley & Sons Publishers 1996
3. Clements/Gido-Effective Project Management, Cengage Learning 2012.

45
 Elective III - RETAIL MANAGEMENT

Semester- V Course Code: U16MS5:3

Total Hours: 75 Credits: 5

General Objectives
1. To understand the working structure of the retail industry
2. To learn to create a shopping experience that builds customer loyalty.
3. To learn to receive, present and maintain merchandise.
4. To learnto identify, hire, retain and build retail talent.
5. To understand how the role of the manager impacts the success of a retail business
6. To know methods to drive sales growth

UNIT-I INTRODUCTION

1.1.0 An introduction to the retailing system,

1.1.1 Evolution of retailing
1.1.2 Emerging trends in retailing.

UNIT-II RETAILING MIX

2.1.0 Retailing mix

2.1.1 Social forces
2.1.2 Economic forces
2.1.3 Technological forces
2.1.4 Competitive forces.

UNIT-III RETAILING STRUCTURE

3.1.0 Retailing definition
3.1.1 Structure
3.1.2 Different formats
3.1.3 Marketing concepts in retailing

UNIT-IV CONSUMER BUYING BEHAVIOUR

4.1.0 Consumer purchase behaviour

4.1.1 Cultural and social group influence on consumer purchase behaviour
4.1.2 Private labels in retail branding.

UNIT-V STORE LOCATION & MANAGEMENT

5.1.0 Retail store location

5.1.1 Traffic flow and analysis
5.1.2 Population and its mobility
5.1.3 Exteriors and layout
5.1.4 Customer traffic flows and pattern
5.1.5 Creative display.

46
Text Book

1. Levi &Weitz -Retail Management-,The McGraw Hill ,9th Edition ,2014.

Reference Books:

1. George H Lucas, Robert P Bush, Larry G Gresham, Retailing, All India Publishers &
Distributors, Chennai – 8 4. 1994.
2. Chetan Bajaj and RajnishTuli, Retail Management, Oxford 2010.
3. SwapnaPradhan, Retailing Management, The McGraw Hill Companies.2012
4. Lamba, Retailing – Tata McGraw Hill.,2002.

47
 SBEC III - INTERVIEW SKILLS

Semester – V Course Code: U16MS5S3

Total Hours: 30 Credits: 2

General Objectives
1. To learn to prepare abio-data
2. To understand the basics of the Interview Process
3. To know about the modern methods of interview processes

UNIT-I INTRODUCTION TO INTERVIEW

1.1.0 Introduction
1.1.1 Interviews
1.1.2 A concept of mutuality
1.1.3 Getting update with current affairs
1.1.4 How to prepare bio-data
1.1.5 Preparation before interview.

UNIT-IIGROOMING

2.1.0 Grooming
2.1.1 Grooming for interview
2.1.2 Tips to make interview successful
2.1.3 Mock Interviews.

UNIT-III INTERVIEWSKILLS

3.1.0 Interview – skills

3.1.1 Analysing behaviour
3.1.2 Listening skills
3.1.3 Presentation skills
3.1.4 Levels of interviewing
3.1.5 Pre-and post-interview behaviour.

UNIT-IV TYPES OF INTERVIEW

4.1.0 Interview types

4.1.1 Selection
4.1.2 Appraisal interview
4.1.3 Negotiating interview
4.1.4 Counselling interview.

UNIT-V MODERN METHODS

5.1.0 Tele - communication interview

5.1.1 Latest methods of interview
5.1.2 Video conferencing.

48
Text Book

1. Sudhir Andrews -How to succeed at Interview. - Tata McGraw Hill,2008.

Reference Book

1. Bills Scott -Skills for communicating –GuwePublication ,1986.

49
 CORE-IX –STRATEGIC MANAGEMENT

Semester-VI Course Code:U16MS609

Total Hours: 90 Credits:5

General Objectives
1. To understand the need for strategic application of managerial principles in improving the
productivity of a company.
2. To analyse the application of various strategies in improving the philosophy of the company.

UNIT-I INTRODUCTION TO STRATEGY

1.1.0 Introduction to Strategy

1.1.1 Total organizational view
1.1.2 The concept of strategy policy
1.1.3 Planning hierarchies
1.1.4 Evolution strategy
1.1.5 Philosophy of strategy
1.1.6 Formulation of the Strategy

UNIT-II ENVIRONMENTAL & INDUSTRY ANALYSIS

2.1.0 Environmental & Industry Analysis

2.1.1 SWOT Analysis
2.1.2 Environmental analysis
2.1.3 Industry analysis
2.1.4 Porter’s five force model

UNIT-III ORGANIZATIONAL COMPETENCE AND RESOURCE ANALYSIS

3.1.0 Organizational Competence and Resource Analysis

3.1.1 Organizational competence and resource analysis
3.1.2 Matching opportunities and resources strategy and values
3.1.3 Social responsibilities of management social audit

UNIT-IV STRATEGY IMPLEMENTATION

4.1.0 Strategy Implementation

4.1.1 Implementing the Strategy
4.1.2 Organization design and structure relationships
4.1.3 Processes and leadership
4.1.4 Performance standards - corrective action.

UNIT-VTYPES OF STRATEGIES

5.1.0 Types of Strategies

5.1.1 Generic Strategies
5.1.2 Grand Strategies
5.1.3 Strategies of Leading Indian Companies

50
Text Book

1. L.M. Prasad-Business Policy –Sultan Chand ,2015.

Reference Book

1. AzarKassmi-Business Policy - Tata McGraw Hill 3rd Edition,2008.

51
 CORE X -MANAGEMENT INFORMATION SYSTEMS

Semester- VI Course Code: U16MS610

Total Hours: 90 Credits: 5

General Objective
1. To learnto develop and introduce Business information system and to understand the concept
of total system approach.

UNIT – I INTRODUCTION TO THE CONCEPTS OF MANAGEMENT INFORMATION SYSTEM

1.1.0 Introduction to the Concepts of MIS

1.1.1 Introduction to the basic concepts of MIS
1.1.2 Functions of MIS
1.1.3 Characteristics of MIS
1.1.4 Limitations of MIS
1.1.5 Evolution of computer’s and their role in MIS

UNIT – II TYPES OF INFORMATION SYSTEMS

2.1.0 Types of IS
2.1.1 Introduction to Information System
2.1.2 Types of Information systems (TPS, DSS, EIS, ES)

UNIT – III INTRODUCTION TO DBMS

3.1.0 Introduction To DBMS

3.1.1 Information concepts for MIS Data
3.1.2 Database Management Systems.

UNIT – IV SYSTEM ANALYSIS AND SYSTEM DESIGN

4.1.0 System Analysis and System Design

4.1.1 Mechanics of systems analysis and Design
4.1.2 Flowcharts basics
4.1.3 System Development Life Cycle.

UNIT – V SYSTEM APPROACH

5.1.0 System Approach

5.1.1 System concepts
5.1.2 System approach to management
5.1.3 Total system approach
5.1.4 Functional Management Information Systems

52
Text Book
1. L.M.Prasad,Management Information System,S.ChandPublication,2nd Edition ,2010.

Reference Books

1. S Orilla-Computer information an Introduction,Tata McGraw Hill 3rdEdition,1983.

2. Raymond Mcleoulir-Management Information System, Pearson Publication, 10th Edition,2006.
3. S. Rajagopalan-Management Information System,MarghamPublication ,2012.

53
 CORE: XI -ENTREPRENEURIAL DEVELOPMENT
Semester-VI Course Code: U16MS611
Total Hours: 90 Credits: 4

General Objectives
1. To gain knowledge on how to develop the skills to run new business.
2. To know about various Government Policies for running the Businesses.
3. To learn about women Entrepreneurship.

UNIT–I INTRODUCTION

1.1.0 Introduction
1.1.1 Definition of Entrepreneur
1.1.2 Importance of Entrepreneurship in underdeveloped economics
1.1.3 Constraints in such countries to Entrepreneurship
1.1.4 Sociological and psychological factors of Entrepreneurship Achievement
1.1.5 Motivation and methods of improving a person.

UNIT – II FEASIBILITY

2.1.0 Feasibility
2.1.1 Prerequisites of an entrepreneur
2.1.2 Factors to be considered when selecting a project and its location
2.1.3 Technical feasibility
2.1.4 Market feasibility
2.1.5 Importance of market survey and how to do it
2.1.6 Institutional support
2.1.7 Financial & non-financial support for state andcentral.

UNIT – III PROJECT PLANNING AND REPORT

3.1.0 Project Planning and Report

3.1.1 Economic feasibility
3.1.2 Planning the project
3.1.3 Essentials of a project report of a business
3.1.4 Counselling facilities available for technical training and project formulation
3.1.5 Choosing the scale of business.

UNIT – IV CREDIT

4.1.0 Credit
4.1.1 Managerial skills required by entrepreneurs and methods of acquiring them
4.1.2 Role of management consultant in India
4.1.3 Different types of credit required by a firm
4.1.4 Seed capital
4.1.5 Venture capital
4.1.6 Fixed capital
4.1.7 Working capital
4.1.8 Packing and export credit, and sources of these
4.1.9 Benefits of leasing.

54
UNIT – V WOMEN ENTREPRENEURS AND EMERGING TRENDS IN INFORMATION
TECHNOLOGY

5.1.0 Women Entrepreneurs and Emerging Trends in Information Technology

5.1.1 Problems faced by rural women entrepreneurs
5.1.2 Emerging Trend
5.1.3 SHG’s and KVIC’s suitable for handicapped persons
5.1.4 Problems of family business
5.1.5 Prevention of Industrial pollution of air and water around the business unit
5.1.6 Causes and prevention of industrial sickness, Emerging trends in IT industry
5.1.7 BPO’s / ITES/STP’s.

Text Book

1. P Saravanavel, Entrepreneurship Development,MarghamPublication,EssPee Kay Publishing

House 1997.

Reference Books

1. Vasanth Desai, Dynamics of Entrepreneurial Development,Himalayas Publishing House,2001.

2. S B Srivastavan, A practical guide to Industrial Entrepreneur, Sultan Chand & Sons,
2nd Edition.1992.
3. Gupta, Srinivasan, Entrepreneur Development, Sultan Chand, 2014.

55
 Core-XII -COMPANY LAW AND SECRETARIAL PRACTICES

Semester-VI Course Code: U16MS612

Total Hours: 75 Credits: 4

General Objectives
1. To learn the laws and legal principles in a variety of subject areas as well as to understand
legal procedures and practices.
2. To learn various roles performed by top level managers of an organization.
3. To learn the procedure for conducting business meetings.

UNIT-I INTRODUCTION

1.1.0 Introduction
1.1.1 Companies act
1.1.2 Formation
1.1.3 Kinds of Companies
1.1.4 Memorandum and articles of associations
1.1.5 Right and Liabilities of member
1.1.6 Prospectus
1.1.7 Shares and Debentures-winding up

UNIT-II ROLE OF DIRECTORS

2.1.0 Role of Directors

2.1.1 Appointment of directors
2.1.2 Duties of directors
2.1.3 Share qualifications of directors
2.1.4 Disqualification of director
2.1.5 Removal of Directors
2.1.6 Managerial remuneration
2.1.7 Directors remuneration.

UNIT-III ROLE OF COMPANY SECRETARY

3.1.0 Role of Company Secretary

3.1.1 Appointment of company secretary
3.1.2 Duties of company secretary
3.1.3 Qualifications & disqualification of secretary.

UNIT-IV COMPANY MEETINGS

4.1.0 Company Meetings

4.1.1. Meeting of Directors
4.1.2. Business meetings
4.1.3. Preparation of notices
4.1.4. Agenda, Proxies, motions, Resolution and minutes (with special reference to companies Act
1956).

56
UNIT-V ROLE OF CHAIRMAN

5.1.0. Role of Chairman

5.1.1. Problem solving conferences
5.1.2. Duties of the chairman in a committee.

Text Book

1. N D Kapoor,Company Law and Secretarial Practice,S.Chand and Company,2013.

Reference Book

1. Prasanta Gosh, Secretarial Practices, Jain Book Publishers 12th Edition, 2005.

57
 Project

Sem. VI Code : U16MS6PJ

Total Hrs. : 90 Credits : 5

58
 UG – Skill Based Courses (SBC)

Marks
Hrs./
Sem. Course Code Title Credit
week
CIA ESA TOTAL

IV SBC– I U16LFS41 Life Skills 2 1 100 - 100

59
 LIFE SKILLS

Semester IV Course code: U16LFS41

Total Hrs : 30 Credit 1

General Objectives:
1. To acquire skills and abilities for adaptive and positive behavior that helps to deal
effectively with the demands and challenges of everyday life.
2. To develop creative, communicative and critical thinking skills necessary for employability

Unit I Basics of Communication skills & Effective Communication

Features of Communication – Process of Communication Verbal, nonverbal,Body Language – Postures

& Etiquette –Listening& speaking Skills- Communication Barriers – Listening & speaking Skills.

Unit II Personal Effectiveness

Maslow’s theory – Self-esteem- Role Conflict – Intra & Inter personal Skills – Efficiency Vs
effectiveness – Team Building – Emotional Intelligence & Quotient

Unit III Interview Skills

Types of Interviews – Resume Formats & preparation - Cover letters – Simple rules to face interviews –
Dos &Don’ts in a an Interview – Telephonic Interview and Etiquette - Group Discussions – Types –
Methods – Ingredients and Tips for a Successful Group Discussion.

Unit IV Test of Reasoning & Numerical Ability

A. Numerical Ability: Problems related to Average – Percentage – Profit /Loss – Simple & Compound
Interest- Time & Work – Boats & Streams etc.
B. Logical reasoning: Logical Detection – Nonverbal reasoning – Problems related to seating
arrangements – Relationship model – Assertion & Reasoning etc.
C. Online Tests: Aptitude – Logical Reasoning – Problem Solving –Time management in Online
tests- Online tests on Language skills- Aptitude and technical rounds

Unit V Outbound Learning

Physical, Mental, and emotional exercises

Texts for Reference:

1. Barun.K.Mitra, Personality Development and Soft Skills, 6 th edition, Oxford University press
Noida 2012.
2. M.Sarada, The complete Guide to Resume Writing, Sterling Publishers Pvt Ltd, New Delhi
2012.
3. Gloria J.Galances& Katherine Adams,Effective Group Disscussions,Theory & practice,12 th
Edition, Tata McGrawHillpvt Ltd 2012.
4. Francis Soundararaj, Basics of Communication in English, SoftSkills for Listening Speaking,
Reading& Writing, Macmillan Publishers India Ltd. 2013.

60
Scheme of Evaluation

1. EQ test 10 Marks
2. Resume 10 Marks
3. Numerical Ability Test 10 Marks
4. Online test 1( aptitude) 10 Marks
5. Group Discussion 10 Marks
6. Team Work 10 Marks
7. OBL Observation / Work book 40 Marks
Total 100 Marks

61
 UG - Non Major Elective Courses (NMEC)
(Offered to Students of other Disciplines)

Marks
Hrs./
Sem. Course Code Title Credits
week
CIA ESA TOTAL

Fundamentals Of
III NMEC– I U16MS3E1 2 2 25 75 100
Management

Fundamentals Of
IV NMEC- II U16MS4E2 2 2 25 75 100
Marketing

62
 NMEC I – FUNDAMENTALS OF MANAGEMENT

Semester-III Course Code: U16MS3E1

Total Hours: 30 Credits: 2

General Objective
1. To know the fundamentals of business management

UNIT-I INTRODUCTION

1.1.0 Management
1.1.1 Meaning
1.1.2 Definition
1.1.3 Importance of Management
1.1.4 Functions of management
1.1.5 Management vs. Administration
1.1.6 Taylor’s management
1.1.7 Fayol’s management.

UNIT-II PLANNING

2.1.0 Planning
2.1.1 Meaning
2.1.2 Definition
2.1.3 Characteristics of Planning
2.1.4 Objective of Planning
2.1.5 Nature of Planning
2.2.0 Importance of Planning
2.3.0 Steps in Planning Process
2.4.0 Types of Planning
2.5.0 Barriers of Planning

UNIT-III ORGANISATION

3.1.0 Organization
3.1.1 Meaning
3.1.2 Definition
3.1.3 Characteristics of Organization
3.1.4 Functions of Organization
3.2.0 Importance of Organization
3.3.0 Types of Organisation
3.4.0 Formal Organisation
3.4.1 Characteristics of Formal Organisation
3.4.2 Advantages of Formal Organisation
3.4.3 Disadvantages of Formal Organisation
3.5.0 Informal Organisation
3.5.1 Characteristics of Informal Organisation
3.5.2 Advantages of Informal Organisation
3.5.3 Disadvantages of Informal Organization
3.6.0 Matrix Organisation

63
UNIT –IV STAFFING AND CONTROLLING

4.1.0 Definition
4.2.0 Meaning
4.3.0 Objectives of Staffing
4.3.1 Functions of Staffing
4.4.0 Importance of Staffing
4.5.0 Controlling
4.5.1 Definition
4.5.2 Steps in Controlling process
4.6.0 Budgeting (Basic concepts only)

UNIT –V MOTIVATION

5.1.0 Motivation
5.1.1 Meaning
5.1.2 Definition
5.1.3 Nature of Motivation
5.1.4 Importance of Motivation
5.2.0 Types of Motivation
5.3.0 Maslow Theory
5.4.0 Leadership
5.4.1 Meaning
5.4.2 Definition
5.4.3 Importance of Leadership
5.5.0 Types of Leader
5.5.1 Functions of Leader
5.5.2 Qualities of Leader
5.6.0 Leader vs Manger

Text Book

1. T Ramaswamy ,Principles of Management , Himalaya Publishing house, 2011

Reference Books

1. L M Prasad ,Principles of Management , S.Chand Publication, 9 th Edition, 2012

2. Tripathi& Reddy, Principles of Management ,McGraw Hill, 5th edition, 2012
3. Koontz o’ Doneel,Principles of Management,McGraw Hill, 1stedition ,2004

64
 NMEC II– FUNDAMENTALS OF MARKETING

Semester-IV Course Code: U16MS4E2

Total Hours: 30 Credits: 2

General Objective
1. To analyse and understand the market according to the consumer preference and also the
emerging trends in services marketing.

UNIT-IINTRODUCTION

1.1.0 Marketing
1.1.1 Meaning
1.1.2 Features
1.1.3 Importance
1.2.0 Merchandising
1.2.1 Marketing& Selling
1.3.0 Macroviewofmarketing
1.3.1 Whatisservice?
1.3.2 Consumer
1.3.3 Direct marketing

UNIT-II MARKETINGMIX

2.1.0 Marketingmix
2.1.1 Product
2.1.2 Meaning
2.1.3 Features
2.1.4 Classification
2.2.0 Productline
2.3.0 Productmix
2.4.0 Brand
2.4.1 Features
2.4.2 Types
2.4.3 Brandname

UNIT-III PRICE

3.1.0 Price
3.1.1 Meaning
3.1.2 Importance
3.1.3 Kinds
3.1.4 Priceleader

UNIT-IV PLACE DISTRIBUTION

4.1.0 Place
4.2.0 Channelsofdistribution (Types)

65
UNIT-V PROMOTIONAL MIX

5.1.0 Promotion
5.1.1 Only themeaning
5.1.2 Importance
5.1.3 Types of Advertisement
5.1.4 Salespromotion
5.1.5 Publicity

Text Books

1. Rajan Nair, Marketing Management, 2nd Edition , Sultan Chand & Sons, 1995
2. Rajan Saxena, Marketing Management, 4th Edition, McGraw Hill Education, 2009

Reference Books

1. Ramasamy and Namakumari , Marketing management, 4th Edition, Om Books, 2010

2. Michael J Etzel, Bruce J Walker, Fundamentals of Marketing, 14th Edition, McGraw Hill,
International Edition, 2017
3. Philip Kotler, Marketing Management, 13th edition, Prentice Hall of India , 2005

66