Syllabus- Third Semester

RETAIL ASSETS & RURAL BANKING

Course Code: MBF4306 Credit Units: 03

Course Objective:
Rural Banking enjoys a special place in the Indian Banking. Expansion of Rural Credit Post Bank
Nationalization of Bank has been phenomenal. This will expose the students to Rural Banking & Micro
Finance
Course Contents:

Module I: Home Loans

Introduction and Overview of Housing Finance, Basics of Housing Finance, Essentials of Housing Loan
Proposals, Process of Home Loans, Assessment of Housing Loans, Housing Finance in metro branches,
Rural Housing Finance, Documentation, Recovery.

Module II: Vehicle / Consumer Finance

Introduction and Overview, Essential of consumer loans and vehicle loans-Processing of loans-quantum
of finance-margin-rate of interest-Disbursement, Insurance, Security Collaterals and other securities.
Documentation, Inspection-recovery-legal issues. Securitization of consumer loans.

Module III : Financing in Rural Areas

Basics of financing in Rural Areas –Role of Information and communication Technology Sources, Credit
delivery channels – Money Lenders in rural society, Role of commercial Banks, RRBS, Co-operative
Banks, Role of NABARD and SIDBI, Banking Correspondents Direct Selling Agents, Mobile Money.
Lead Bank Scheme – objectives Implementation and Impact, Service Area Approach
– objectives, Implementation and Impact

Module III: Agriculture Credit

Important Financial Parameters and Financial Analysis of the Farmers- Concepts and Terminology,
Important Schemes Kissan Credit Cards, Investment Credit, Loans for Farm Mechanization and Minor
Irrigation Schemes, Dairy Loans and Cold Storages, Micro Finance Institutions - Concept of self Help
Group, MFIS and Banks, Micro Finance Delivery Channels, Recent Crisis in Micro Finance Model, RBI
&Recent Crisis .

Module IV: Micro Finance

Financial Inclusion and Inclusive growth for Rural Development Rural Micro Insurance Scheme
RSBY.Bank Finance for SME-- Introduction, Financial requirements of SME‟s, Appraisal of SME
Proposals, Credit Rating of SME Borrowers CGTMSE

Module V: Emerging Trends in Rural Banking

Emerging Trends in Rural Banking – Bottom of the Pyramid financing the poor as they are Bankable,
guidelines of GOI & RBI on Financial Inclusion

Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Attendance; ME-Mid Term Examination; EE - End Semester Examination)

Text & References:

Banking Theory & Practice – L.C. Shekhar &Lakshemy Shekhar, ( VIKAS)

Micro- Finance Perspective & Operations, IIBF, MACMILLAN Bank
Finance for Small & Medium Enterprises - S.K.Bagchi (JAICO)
 FINANCIAL ENGINEERING
Course Code: MBF4307 Credit Units: 03

Course Objective:
Finance has evolved as an exciting discipline in terms of innovations it has witnessed in recent past. This
aspect known as Financial Engineering starts where financial analysis ends. The objective of the course
is to enable the students to think in terms of innovative solutions to financial problems with particular
emphasis on understanding new risks, which the changing scenario of finance is creating for individuals
and firms and equip them with innovative tools of financial engineering called derivatives and skills to
use them in forming effective strategies to cope with the changing environment and hedge against the
financial risks.

Course Contents:

Module I: Introduction
Changing Environment and Increasing Price Risks, Financial Engineering as a response to Increased
Risks, Types of Risks and Risk Management, Tools of Risk Management, Conceptual and Physical Tools
of Financial Engineering, Effect of Speculation and Arbitrage on Market Efficiency, Derivative Market
in India
Module II: Futures and Forwards
The Futures Markets, Buying and Selling Futures, Devising a Hedging Strategy Using Futures, Stock
Index Futures, Value at Risk, Short Term and Long Term Interest Rate Futures, Foreign Currency Futures
and Commodity Futures
Module III: Swaps
Structure of a Swap, Interest Rate Swaps, Currency of Swaps, Commodity Swaps, Other Swaps, Credit
Risk, Role of a Swap Dealer.
Module IV: Options
Options Markets; Properties of Stock Option Prices; Option Pricing Models – Binomial Model, Black-
Scholes; Model, Single Period Options – Calls and Puts, Payoff Diagrams of Simple and Complex Option
Strategies, Cash Settled Options, Multi-Period Options – Caps, Floors, Collars, Captions, Swaptions and
Compound options, Cross-currency Futures and Options.
Module V: Other Innovations
Debt Market Innovations, Mortgage Backed Securities, Hybrid Securities, Asset-Liability Management
Module VI: Recent Trends
Exotic Options, Synthetic Instruments, Developments in Equity-Based Strategies, Direct and Cross
Hedges, Future Trends and Issues in Financial Engineering.

Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Attendance; ME-Mid Term Examination; EE - End Semester Examination)

References
• Hull, J. C. (1999), Introduction to Futures and Options Markets, Prentice Hall of India. Edwards, F.
R. and Ma, C. W. (1992), Futures and Options, McGraw-Hill International. Rebonato, R. (1996),
Interest Rate Option Models: Understanding, Analyzing and Using Models for Exotic Interest Rate
Options, John Wiley and Sons.
Kolb, R. W. (1997), Understanding Futures Markets, Prentice Hall of India.
Marshall, J. F. and Bansal, V. K. (2006). Financial Engineering: A Complete Guide to Financial
Innovation, Prentice Hall of India.
Articles from selected journals and magazines.
 SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT
Course Code: MBF4308 Credit Units: 03

Course Objective:
This course aims at providing a clear understanding of the changing domestic and global investment
scenario in general and Indian capital market in particular with reference to availability of various
financial products and operations of stock exchanges. Important theories, techniques, regulations and
certain advancements in theory of investment will be covered with an aim of helping the participants
make sound investment decisions both in the context of individual security and portfolio investment.

Course Contents:
Module I: Background of Capital market/Corporate Governance and Methods of Fund Raising
Importance of Strong Capital market in Economy, Investment opportunities available to Investors,
relation of demographic characteristics with investment pattern of individuals, Process of investment in
Financial assets, intermediaries and Role of SEBIOTCEI//ROC/Stock exchanges-Listing agreement,
clause 49, Importance of Corporate Governance and changes taking place/required in the law.Salient
features and operation of stock exchanges,Trading arrangements, Changing scenario of Indian stock
market.Relationship of Primary market with Secondary market, raising of Funds by IPO/FPO/Right issue
and intermediaries involved. Merchant banking and its functions, contemporary issue in Capital market.
Module II: Debt
Malkiels's Law, Interrelationship of Bond Market and Stock market, International events and its impact
on security market Risk and return in the context of Portfolio, , Common stock valuation models, Term
structure of Interest Rates,Role of FII"S, DII/MF /QIB in Capital market.Participatory notes and its
Impact, index formation..
Module III
Fundamental analysis-Economic &industry analysis, concept of Business Cycles, Indicators of economic
prosperity, Industry analysis, Company analysis, Company valuation.DOW"s Theory, Various Technical
analysis tools like Moving averages, Volume Analysis, Indicators, RSI, Patten analysis,Candle
sicks,Market breadth analysis, Trend analysis,Elliot wave Rules Fibonacci numbers, ROC/RSI, CAPM
and Fama and French challenge, lagging indicators and leading indicators analysis, reading and
interpretations of technical patterns and charts,Other tools to Forecast the market and take Entry and exit
decisions.
Module VI
Arbitrage pricing theory, Generating the efficient frontier,Efficient market theory, Valuation by PE ratio
/Book value to price value analysis,Motivation for partitioning of risk, Markowitz Risk -return
optimisation,
Module V
Types of Mutual Funds--SIP/ELSS, Tax Implications. , Investment Banking, Role of Fund Manager,
Portfolio management services, Churning and revision of Portfolio, Portfolio re balancing and up
gradation, Sharpe"performance Index, Trennor"performance Index, Jensen's performance Index.

Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Attendance; ME-Mid Term Examination; EE - End Semester Examination)
Text & References:
Chandra, P.(2002), Investment Analysis, Tata McGraw Hill
Fischer, D.E. and Jordan, R.J. (1995), Security Analysis & Portfolio Management, Prentice Hall of
India
Bhat, Sudhindra;(2009); Security Analysis & Portfolio Management; Excel Books
Dash, A.P.;(2009); Security Analysis & Portfolio Management; I.K. International
Bhatt, S.N.;(2011); Security Analysis & Portfolio Management; Biztantra
Rangnatham M., Madhumalathi, R.,(2006); Security Analysis & Portfolio Management; Pearson
Education
Khatri, Dhanesh; (2010); Security Analysis & Portfolio Management; MacMillan India Ltd.
 PROJECT PLANNING, APPRAISAL AND CONTROL
Course Code: MBF4309 Credit Units: 03

Course Objective:
The objective of the course is to make the students familiar with the planning, analysis, selection,
implementation and review the capital expenditure investments. The aim is to acquaint the student with
the application of mathematical and statistical tools for analyzing managerial problems in order to arrive
at a decision w.r.t. the capital expenditures.

Course Contents:

Module I: Planning of Projects

Capital Expenditures, Phases of Capital Budgeting, Levels of Decision Making, Facets of Project
Analysis, Portfolio Planning Tools, Strategic Position and Action Evaluation (SPACE), Generation of
Ideas, Monitoring the Environment, Corporate Appraisal, Project Rating Index, Demand Forecasting,
Market Planning

Module II: Technical Analysis

Material Inputs and Utilities, Manufacturing Process, Product Mix, Plant Capacity, Location and Site,
Machineries and Equipments, Structures and Civil Work, Project Charts and Layouts, Work Schedule

Module III: Financial Analysis

Cost of Project, Means of Finance, Estimates of Sales and Production, Cost of Production, Working
Capital Requirements and its Financing, Profitability Projections, Break Even Point, Projected Balance
Sheets, Muti Year Projections, Basic Principles for Measuring Project Cash Flows, Components of the
Cash Flow Stream, Biases in Cash Flow Estimation

Module IV: Project Risk

Types and Measures of Project Risk, Sensitivity Analysis, Scenario Analysis, Optimal Timing, Social
Cost Benefit Anaysis, Net Benefit in terms of Economic Prices, Measurement of the Impact on
Distribution, Savings Impact and its value, Income Distribution Impact, Little-Mirrlees Approach,
Shadow Prices

Module V: Project Management and Review

Forms of Project Organization, Project Planning, Project Control, Human Aspects of Project
Management, Pre-requisites for Successful Project Implementation, Performance Evaluation,
Abandonment Analysis, Administrative Aspects of Capital Budgeting
Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Attendance; ME-Mid Term Examination; EE - End Semester Examination)

Text & References:

Chandra P.(2002), Projects: Planning, Analysis, Financing, Implementation & Review, Tata
McGraw-Hill Publishing.
Meredith J.R. & Mantel S.J., Jr.( 2000), Project Management: A Managerial Approach, Ed. John
Wiley & Sons.
Machiraju H.R.(2001), Introduction to Project Finance: An Analytical Perspective, Vikas
Publishing House Pvt. Ltd.
Patel B.M.(2000),Project Management: Strategic Financial Planning Examination & Control, Vikas
Publishing House Pvt. Ltd.
Finnerty J. D.(1996), Project Financing: Asset-Based Financial Engineering, Wiley
Newbold C.R.,(1998), Project Management in the Fast Lane: Applying Theory & Constraints, St.
Lucie Press
Anthony R.N. & Govindrajan V.(1998), Management Control Systems, Tata McGraw-Hill
Desai V.(1997), Project Management, Himalaya Publishing House
 INDUSTRIAL RELATIONS AND LABOUR LAWS
Course Code: MHR4304 Credit Units: 03

Course Objective:
The objective of the course is to acquaint students with the main provisions of labour standards, concepts,
institutions and approaches to industrial relations and collective bargaining. The course will develop skills
of dealing with unions, negotiating collective agreements and to identify approaches to promotion of
sound labour management relations.

Course Contents:

Module I: Industrial Relations and Collective Bargaining

Industrial Relations-conceptual and legal framework, Collective Bargaining-an overview, Bargaining and
Negotiating skills, Workers Participation in Management, ILO conventions, Sound Labour Management
Relations, Grievance Redressal Machinery, Industrial Relations after globalization

Module II: Introduction to Labour Laws

Labour Law Origin - Purpose - Role of the State - Constitutional Provisions – Fundamental Rights and
Directive Principles of State Policy

Module III: Health and Safety, Conditions of Employment

Factories Act, 1948, Industrial Employment (Standing Orders) Act, 1946. Discipline and Disciplinary
Procedure

Module IV: Laws for Handling Industrial Disputes and Contract Labour Industrial
Disputes Act 1947, Contract Labour (Regulation & Abolition) Act, 1970

Module V: Trade Unions

Trade Unions: Meaning, Functions, Problems, Trade Unions Act, 1926

Module VI: Wage Related Laws

Minimum Wages Act, 1948, Payment of Wages Act 1936, Equal Remuneration Act 1976, Payment of
Bonus Act 1965

Module VII: Employee Benefits and Social Security Related Laws

Payment of Gratuity Act, 1972: Provident Fund Act 1952, Workmen‟s Compensation Act 1923,
E.S.I.C. Act, 1948, Maternity Benefit Act 1961, The Apprentices Act 1961.
Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Attendance; ME-Mid Term Examination; EE - End Semester Examination)

Text & References

Bagri, P.R. (2006), Law of Industrial Disputes, Kamal Law House.
C.S. Venkata Ratnam (2006), Industrial Relations, Oxford Higher Education
Kumar H.L. (2010) Labour Laws - Everybody Should Know, Universal Law Publishing
Company
Malhotra, O.P (1985), Law of Industrial Disputes, N.M. Tripathi Pvt. Ltd.
Malik, P.L (2008), Industrial Law, Eastern Book Company.
Mamoria CB (1998), Dynamics of Industrial Relations, Himalaya Publishing House.
 PERFORMANCE AND COMPETENCY MANAGEMENT
Course Code: MHR4305 Credit Units: 03

Course Objective:
This course will help students to understand the significance of appraisal for an Organization and
Individual. It will develop an understanding of various appraisal methods and measurements to manage
the performances of employees. It would also provide an insight into the fundamentals of competency
management.

Course Contents:

Module I: Introduction to Performance Management

Conceptual Approach to Performance Management, Determinants of Job Performance: Person and
System Factor, Components of Effective Performance Management, Performance Management Cycle

Module II: Process of Performance Appraisal

Need And Methods for Performance Appraisal, RSDQ Model, Performance Review - Reengineering
Performance Appraisal System, Performance Analysis, Performance Review Discussion, Performance
Monitoring and Feedback.

Module III: Competency Mapping

Concept and Definition of Role and Competency, Characteristics of Competency, Competency Versus
Competence, Performance Versus Competency, Types of Competencies, Context and Relevance of
Competencies in Modern Organizations.

Module IV: Competency Management Framework

Macro View of Competency Management Framework, Strategic Framework, Lancaster Model of
Managerial Competence, Competency Modeling Framework

Module V: Competency Mapping as a Performance Management Tool

Building Competency Models, The McBer Generic Managerial Competency Model, Competency Causal
Flow Model ,Factors Affecting The Human Performance System , Profiling Competency Framework for
a Particular Role, Competency Gap

Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Attendance; ME-Mid Term Examination; EE - End Semester Examination)

Text & References:

Armstrong, Michael and Berron, Angela (2008), Performance Management and Development,
Jaico Publications
Rao T V (2008), Performance Management and Appraisal Systems-HR Tools for Global
Competitiveness, Response Books
Cardy Robert L. (2008), Performance Management Concepts, Skills and Exercises, Prentice Hall
India
Sahu R K (2007), Performance Management System, Excel Books
 TRAINING AND DEVELOPMENT
Course Code: MHR4306 Credit Units: 03

Course Objective:
This course is designed to provide in depth understanding and enable the students to manage training
processes and system for developing human resource of the organization.

Course Contents:

Module I: Introduction to Training and Development

Training – concept, and rationale; training process: role of stakeholders in training programme;
Organization and Management of training function; Training needs assessment – organizational analysis,
operational analysis, person analysis; competency mapping; Learning theories, learning process.

Module II: Training Design

Designing the training programme: process of learning in training programme – attributes and factors
influencing; learning process; learning styles; training climate and pedagogy; developing training
modules; Training aids

Module III: Training Methods and Techniques

Training methods and techniques – role playing, business games, in basket exercises, laboratory training;
incidents and cases; seminars, syndicates and group discussion; lecture, programmed instructions;
inspirational techniques – brainstorming, mind mapping, creative problem solving; Management
Development

Module IV: Evaluation of training

Evaluation of training – need for evaluation, principles of evaluation, criteria and approaches; return on
investment in training, process of calculating ROI in training;

Module V: Emerging Trends in Training and Development

Emerging trends in training and development; new perspectives on training – cross cultural training, e-
learning, knowledge management
Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Attendance; ME-Mid Term Examination; EE - End Semester Examination)

Text & References:

Text:
Noe, Raymond A, (2013) “Employee Training and Development” Tata McGraw Hill Education; 6th
edition
References:
Lynton, Rolf P., and Pareek, Udai, (2011). Training for Development: Sage Publications India Pvt.
Ltd.
Jankiram, B. (2014). Training and Development, Dreamtech Press; Indian Text edition. De Simone,
R.L. and Harris, D.M., Human Resource Development, Thomson Learning Blanchard, P Nick, and
James W. Thacker, Effective Training – Systems, Strategies, and Practices, Pearson Education,
New Delhi
 COMPENSATION AND REWARD MANAGEMENT
Course Code: MHR4307 Credit Units: 03

Course Objective:
This course helps students to learn how compensation system operates to attract, retain and motivate
competent work force.

Course Contents:

Module I: Introduction
Concept of Compensation, System of Compensating, Concept of Reward and Reward System,
Economic Theory of Wages, Limitations of Economic Theories. Wage and Salary Administration at
micro level, Wage concepts, Methods of Job Evaluation, Role of various parties – Employees,
Employers, Unions & Government, Overview of Legislations affecting Compensation

Module II: Compensation Structure- Indian Practices

Salary Progression, Methods of Payment, Limitations of the Job Related Compensation, Competency
based Compensations, Performance linked Compensations- Performance Appraisal

Module III: Elements of Compensation

Variable Compensation, Principles of Reward Strategy, Perquisites, Bonuses & Incentives Scope and
Process, Ethical Considerations, Social Security, Sharing Productivity Gains with Employees, Gain
Sharing, Team Based Pay, The Role of Compensation in Sales Force Success

Module IV: Incentive Schemes / Payment by Results

Types of Incentive Schemes/ Systems and Plans, Merits and Demerits of Incentives

Module V: Benefits and Services

Concept of Benefit- Strategic Perspectives on Benefits, Type of Benefits, Factor Influencing Choice of
Benefit Package, Administration of Benefits and Services

Module VI: Current Trends in Compensation and Reward Management

Elements of Managerial Compensation- A New Approach, VRS, Pay the Person, Rewarding
Excellence, Individualizing the Pay System.

Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Attendance; ME-Mid Term Examination; EE - End Semester Examination)

Text & References

Singh B.D. (2007). Compensation and Reward Management, Excel Books, New Delhi.
Milkovich & Newman (2005), Compensation , McGraw-Hill
Henderson Richard (2006), Compensation Management in a Knowledge - Based World,
Prentice Hall India
Armstrong Michael & Murlis Helen (2005), Reward Management A Handbook of Remuneration,
Strategy and Practice, Kogan Page
 ORGANIZATIONAL CHANGE AND DEVELOPMENT
Course Code: MHR4308 Credit Units: 03

Course Objective:
The Objective of the course is to provide a conceptual input of meaning, characteristics, processes &
influences of Organizational Development & Change Management. The course also intends to impart
skill sets through experiential learning. The course gives various OT theoretical frameworks in detail
which provides comprehensive overview of human capital from the perspective of organizational
excellence in the light of transitional phases of Indian Industries.

Course Contents:

Module I: Organization Development

Nature, basic assumptions, Characteristics & Techniques, Historical framework of OD, The Lab Training
Stem, The Survey Research & Feedback Stem, The Action Research Stem, Steps involved in OD, Factors
affecting OD, Role of Managers

Module II: Typology of OD Interventions

Interventions designed at Individuals, Dyads, and Triads, Teams & Groups.

Module III: Action Research

Introduction to Action Research, AR as Process & Approach.

Module IV: OD Interventions

Team Interventions, Inter-Group Interventions, Structural Interventions, Comprehensive Interventions,
Issues in Client-Consultant Relationship.

Module V: Change Management

Why Organization Change, Factors causing & Need for Change, Content & Process Levers of Change,
Models & Techniques involved in Change Mgmt, Total Quality Management, Business Process
Reengineering.

Module VI: Future of OD

Changing Values & Cultural Model, Theories of Planned Change, Organizing for the Future,
Organization as Learning Systems, Implications for Future Managers.

Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Attendance; ME-Mid Term Examination; EE - End Semester Examination)

Text & References:

Wendell L. French and Cecil N. Bell Jr., (2008),Organization Development and Transformation,
Prentice Hall India
Thomas G. Cummings and Christopher G. Worley (2002). Organizational Development and
Change, Thompson learning - India
Palmer I, Dunford R, Akin G, (2010), „Managing Organizational Change - A Multiple Perspectives
Approach, Tata McGraw Hill
 INTERNATIONAL MARKETING AND DOCUMENTATION
Course Code: MIB4304 Credit Units: 03

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

Course Contents:

Module I: International Marketing Environment

Need, Scope, Tasks, Domestic vs. International marketing, International trade Theories, Importance of
International Marketing, Management orientation (Ethnocentric, Polycentric, Regiocentric & Geocentric).
Economic Environment (World Economy, Stages of market & economic development, Income &
Purchasing Power parity, Economic Risk Analysis, Balance of payments, Trade patterns, International
trade alliances, WTO, World Bank, IMF, Regional Economic groups. Social & Cultural environment –
Culture, Cultural impact on Industrial & Consumer products. Political, Legal & Regulatory Environment
– Political Risk, IPR, Licensing & Trade Services, Dispute Settlement & Litigation, Embargoes &
Sanctions.

Module II: International Entry & Expansion Strategies

International Market Entry Strategies – Exporting, Sourcing, Licensing, JVs, Ownership & control,
Ownership/ Investment, Merger‟s and Acquisitions, Stages of development models (Domestic,
International, Multinational, Global, Transnational) Strategies employed by Indian companies to sustain
Globally. Tariff and Non Tariff Barriers.

Module III: Developing Product for International Market

The international product and its life cycle, Product positioning & Segmentation , Product design
consideration, Geographic expansion, Global branding and different positioning of the same brand in
different countries, New product development & testing . Dumping, Gray market, Role of Services in
global economy,

Module IV: Promotion & Pricing Strategy for International Market

Channel development & Innovation. Role of International Advertising & Branding, PR, Trade Fairs,
Personal selling, Sales promotion, Exhibitions, Sponsorship promotion, Internet Marketing.. Global pricing
Objectives & methods, Pricing policies – Marginal cost, cost plus, Market oriented, Export payment
methods – L/C, Advance, DA/DP, FIBC, Counter trade, Transfer price.

Module V: Documents for Processing Export/Import Order and Legal Implications

Export documentation Framework – the need, documents as per requirement of a) the contract b) Govt. of
India c) Importing country d) for claiming export assistance Processing of an Export Order & Payment
Terms, INCO Terms, Foreign Exchange Regulation Act and Introduction to FEMA, Import Procedure and
Documentation, Reading and understanding an L/C.

Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Attendance; ME-Mid Term Examination; EE - End Semester Examination)

Text & References:

Keegan Warren & Bhargava Naval (2011), Global Marketing Management, Pearson
Education India
Cateora Philip, Graham John & Salwan Prashant (2010), International Marketing, Mc Graw
Hill
10
Paul Justin & Kapoor Ramneek (2010), International Marketing, Mc Graw Hill
Joshi Rakesh Mohan (2009), International Business, Oxford Higher Education
• Vasudeva PK (2010), International Marketing, Excel Books
• Harvard Business Review, Global Business Review (Sage Publications), Global Forum – ITC
Geneva

11
 INTERNATIONAL FINANCIAL MANAGEMENT
Course Code: MIB4305 Credit Units: 03

Course Objective:

The possibility for companies to look beyond domestic markets while making the financial decisions has
given new dimensions to the way these decisions are taken. This has essentially led to changes in financial
environment by linking domestic markets to global markets causing unprecedented increase in
opportunities as well as risks.
Management in such environment requires understanding of innovative conceptual and physical tools for
better financial decision-making. The course on International Financial Management aims at equipping the
financial manager with concepts, tools that enable financial decisions making in a global market and help
better achieve the objectives of the firm. International boundaries are blurring therefore MNCs can raise
funds from international financial management. The purpose of this paper is to equip the students with
financial and investment decisions of MNCs.

Course Contents:
Module I: International Financial Environment
An overview of multinational financial management. Finance function in multinational firms. International
Monetary System, International Financial Markets and Instruments, Balance of Payments, Recent
Developments.
Module II: International Working Capital Management
International working capital management; international cash management; international receivable
management; managing short term assets and liabilities; international capital money markets; euro dollar
and currency market; financial market instruments – GDRs, ADRs, Euro issues, CP and ECB
Module III: International Capital Budgeting
Multinational capital budgeting, cost of capital and capital structure decisions; dividend policy of
multinational firm; Management of funds of MNcs operating in different countries; Political Risk Analysis
Module IV: Foreign Exchange Markets
Development in foreign exchange markets; Spot and Forward Foreign Exchange Markets. Currency
Swaps, Currency Futures and Options. Exchange Rate determination;
Module V: Foreign Exchange Rate Exposure and Risk Management
Measuring and managing various risks and exposure; Transaction, Translation and Operating Exposure,
Exposure from Equity and Borrowing in International Financial Markets, Hedging tools for Management
of Transaction Exposure and Interest Rate Exposure, Degree of Hedge.
Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Attendance; ME-Mid Term Examination; EE - End Semester Examination)

Text & References:

Levi, M. D. (1996), International Finance, McGraw Hill International. Apte, P. G. (1995), International
Financial Management, Tata McGraw Hill
Errunza, V.R., Singh, D. and Srinivasan, T.S. (1994), International Business Finance,Global Business
Press.
Seth, A.K.(2000), International Financial Management, Galgotia Publishing Company.
Hull, J. C. (1999), Introduction to Futures and Options Markets, Prentice Hall of India.
Edwards, F. R. and Ma, C. W. (1992), Futures and Options, McGraw-Hill International.
Kolb, R. W. (1997), Understanding Futures Markets, Prentice Hall of India.
Rebonato, R. (1996), Interest Rate Option Models: Understanding, Analysing and Using Models for
Exotic
Interest Rate Options, John Wiley and Sons.
Kohn, M.(1998), Financial Institutions and Markets, Tata McGraw Hill Publishing Articles from selected
journals and magazines.

12
 RISK MANAGEMENT & MARINE INSURANCE

Course Code: MIB4306 Credit Units: 03

Course Objective:
To develop an understanding among students about identifying analyzing and managing various
types of risk. Besides, to make the students familiar with the necessity of marine insurance and its
usefulness in business, along with its regulatory framework.

Learning Outcomes:
At the end of the course, the student will be able to:
• Understand the concept of risk in business management
• Learn various techniques available to assess and mitigate those risks
• Develop strategic alternatives
• Evaluate different kinds of risks and their impact on different areas
• Familiarise the students with the necessity of insurance
• The role of marine insurers and the products and services offered, would help to equip the
students with decisions making tools.

Course Contents:

Module I: Risk Management Environment

Concept of Risk, Types of Risk,
Managing Risk, Sources and Measurement of Risk,
Risk Evaluation and Prediction. Risk Retention and Transfer.

Module II: The risk management process

Risk management framework,
Risk measurement tools and techniques,
Kinds of exposures

Module III: Types of Risk

Political Risk
Credit Risk
Interest Rate Risk
Transport Risk
Foreign Exchange Risk

Module IV: Evaluation of Risk

Evaluation of exposures
Basic strategies for evaluation of Risk
Exercise on evaluation of Risk

Module V: Introduction to Marine Insurance

Basic Concepts- Origin of marine insurance,
Marine insurance Market in India,
International marine insurance market, Fundamental Principles.

Module VI: Marine Insurance Policy

Marine insurance policy, Laws governing Marine Insurance,
Kinds of Losses,
Need for cargo and Hull Insurance,
Principles Governing the Contract of Insurance,
Types of Insurance Documents,
13
 Risks Coverage, Claim Procedures

Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Attendance; ME-Mid Term Examination; EE - End Semester Examination)

Text &References:
• Rejda, G. E. (2011). Principles of risk management and insurance. Pearson Education
India.
• Mark, D. S., & David, C. (2004). Introduction to risk Management and Insurance.
• Gupta, P. K. (2011). Insurance and risk management. Himalayan Books.
• Insurance Institute of India (Feb 2019). Marine Insurance. Mumbai: Insurance Institute of
India.
• Mishra, M. N., & S B Mishra. (2015). Insurance Principles and Practice. New Delhi:
S.Chand.

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 SALES MANAGEMENT
Course Code: MMS4305 Credit Units: 03

Course Objective:
This course has been designed to help students learn sales management concepts and how to apply them to
solve business problems and to function as effective managers. It deals with all important back end
management of sales and front end personal selling issues with a view to handle the situations
professionally and improve the outcome with result orientation.

Course Contents:

Module I
Changing world of Sales Management and Professionalism in sales. Classification of Personal Selling
approaches. Sales jobs, Qualification and skill required for success. Organizational buyer behavior and
buying situations. Contrasting Transactional and Relationship Selling models, Sales Teams. Sales
management Competencies for effective and outstanding results. Developing Sales Management Strategy
/ Objectives and Sales Force Roles

Module II
Recruitment planning process: Job analysis, description, qualifications, buyer‟s perspective and
methods of locating prospective candidates. Selection: Application forms, Types of Interviews, Testing
and Validating the hiring process.
Sales Training: Determining training needs, Training analysis, Methods of Evaluating sales Training and
building a sales training program. Instructional methods used in training.

Module III
Motivation and the reasons for motivating sales people. Maslow‟s Hierarchy of Needs related to the sales
force motivators and company‟s actions to fill needs. Methods of giving status to sales people to motivate
them.
Sales force compensation. Components of compensation and their purpose. Comparison of various
compensation plans. Optimizing sales compensation: Customer – Product Matrix and relating it to the
appropriate compensation plans.

Module IV
Sales territory; Reasons for establishing or revising Sales Territories, Setting up and revising Sales
Territories: Market build-up and Work load method; optimizing sales territory.
Sales quotas; Objectives in using Quotas, Types of Sales Quotas and Quota setting procedures.
Reasons when not to use Quotas.

Module V
Personal Selling process: Prospecting: Developing a prospect base, Strategic prospecting, Sources of
prospects, common causes of customer attrition, Preparing a prospect list and organizing information.
Planning the initial sales call and approach: Pre call information on the Buyer and Organisation, Call
Objectives, Planning the approach. Sales Presentation techniques: Types of presentation techniques,
Presentation sequence, Adoptive Selling Model. Demonstrations: Demonstration plans, actions, custom
fitting demonstrations, use of sales tools. Handling customer objections: types of objections, types of close,
Trial Close. Closing the sales.

Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component
IV-Class Participation; ME-Mid Term Examination; EE - End Semester Examination)

15
Text & References:

• Still, Cundiff and Govoni. (2009), Sales Management, Decisions, Strategies and Cases, Prentice
Hall of India Pvt. Ltd.
• Ingram, Laforge, Avila, Schwepker Jr., Williams.(2009), Analysis and Decision Making,
Segment Books
• Douglas J. Dalrymple, Cron and Decarlo.(2003), Sales Management, John Wiley & Sons Inc.
• Charles M. Futrell (2010). Fundamentals of Selling. Tata McGraw Hill
• Gerald L Manning, Michael Ahearne and Barry L Reece (2011). Selling Today, Prentice Hall
Pub.

16
 CONSUMER BEHAVIOUR
Course Code: MMS4306 Credit units: 03

Course Objective:
The course aims to explore the core concepts and theories of shopper behavior at individual, group
and organizational level so that students may use these as inputs in marketing decision making.

Course Contents:

Module I
Consumer demographics, consumer life styles. Retailing implications of consumer demographics
and lifestyle. Consumer profiles. Lifestyle marketing. Environmental factors and individual factors
affecting consumers

Module II
Consumer as an Individual, Motivation, Needs, Goals, Personality, Self and Self Images, Perception,
Imagery, Learning, Cues, Response, Reinforcement, Behavioral Learning and Cognitive Learning
Theory, Brand Loyalty

Module III
Attitude, Attitude Formation and Change. Shopping attitudes and behavior, where people shop.
Consumer Buying Decision Process, types of consumer decision making. Impulse purchases and
customer loyalty

Module IV
Group Dynamics and Reference Groups, Family Decision Making, Social Class, Culture, Subculture

Module V
Opinion Leadership Process, Diffusions of Innovations, Adoption Process

Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Class Participation; ME-Mid Term Examination; EE - End Semester Examination)

Text & References:

• Assel Henry (2006), Consumer Behaviour & Marketing Action, Thompson Press
• Seth & Mittal (2003), Consumer Behaviour : A Managerial Perspective, Thompson Press
• Schiffman and Kanuk (2009), Consumer Behaviour, Prentice Hall of India

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 DISTRIBUTION AND LOGISTICS MANAGEMENT
Course Code: MMS4307 Credit Units: 03

Course Objective:
The course is meant for managers under formation. Rapid innovations in technology, especially in the
field of distribution and logistics, have made corporate operations complex. Thus, this course develops
the framework for channel creation and formation. It reflects the importance of channel management
issues and helps the students in understanding the company‟s route to markets and the downstream part
of value chain.

Course Contents:

Module I: Introduction to Distribution

Distribution System- Role, Scope, Functions & Structure, Types of channels, Levels of channels, Cost,
Control and Customer service, Selection of Channels, partners, Motivation of channels, Factors
affecting channel design. Channel Design and Implementation – segmenting, targeting, gap analysis,
establishment of new channels or refining existing channels.

Module II: Channel Flows and Concepts

Channel Flows – definition and concepts, Relevance of channel structure on Membership Issues.
Vertical Integration of Marketing Channels – costs, benefits, and need.

Module III: Channel Institutions

Retailing: Strategic Issues in Retailing. Merchandising Techniques: Franchising; nature and scope,
Wholesaling, Assorting, Distribution of supplementary services, and Intermediaries for service
delivery. New age technologies: SAP, ERP and Electronic channels.

Module IV: Power, Conflict & Controlling

Channel Conflict – nature and degree, sources, consequences, conflict resolution strategies, Channel
Performance: Monitoring & evaluation, identifying power sources, and channel coordination.

Module V: Logistics System

Logistics System – concept, objective and scope, the system elements, transportation, warehousing,
inventory management, packing and unitization, communication and control, importance, Strategic
Logistics Planning – logistics strategy, implementation and management.

Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Class Participation; ME-Mid Term Examination; EE - End Semester Examination)

Text & References:

• Bert Rosenbloom.(2008), Marketing Channels. South Western Cengage Learning

• DK Agrawal.(2008), Logistics and Supply Chain Management. Macmillan India.
• Havaldar and Cavale.(2008), Sales and Distribution Management- Text and Cases. T ata Mc
Graw Hill.
• Stern & El-Ansary. (2009), Marketing channels. Pearson PHI Publication.
• V.V. Sople. (2010), Logistics Management. Pearson Publication.

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 INTEGRATED MARKETING COMMUNICATION
Course Code: MMS4308 Credit Units: 03

Course Objective:
To provide an understanding of IMC characteristics, evolution of strategies and to learn
practical application of different concepts of IMC.

Course Contents:

Module I
Introduction to Integrated Marketing Communication, Evolution of IMC, Role of IMC in
creating brand identity, brand equity, and customer franchise, Communication Process,
Promotional Mix: Tools for IMC, The IMC Planning Process, Global IMC. The Value of IMC
plans – information technology, changes in channel power, increase in competition, brand
parity, integration of information, decline in the effectiveness of mass-media advertising.

Module II
Advertising Basics: Definition, History, Roles and Functions of Advertising, Types of
Advertising, Steps in Development of Advertisement.
Advertising Design: Appeals, Message Strategies & Execution Framework: Advertising
Design, Advertising Theory, Types of Advertising Appeals, Structure of an Advertisement,
Message Strategies, Cognitive strategies, Execution Strategies, Creating an Advertising,
Advertising Effectiveness.
Copywriting: Meaning and Definition of Copywriting, The Copywriter, Copywriting for Print,
Copywriting guidelines, Radio Copywriting, TV Copywriting, Writing for the Web, Tips for
writing good web content.

Module III
Media Planning and Strategies: Growth and Importance of Media, Meaning and Role of Media
Planning, Media Plan, Market Analysis, Media Objectives, Developing and Implementing
Media Strategies, Evaluating the effectiveness.
Print Media and Outdoor media: Characteristics of the press, Basic media concepts,
Newspapers, Magazines, Factors to consider for magazine advertising, Packaging, Out-of-
home Advertising, Directory Advertising.
Broadcast and Internet Media: Meaning of Broadcast Media, Radio as Medium, Television as
Medium, Internet Advertising, Email Advertising

Module IV
Sales Promotion: Scope and Role of Sales Promotion, Growth of Sales Promotion, Consumer
Oriented Sales Promotion, Techniques in Sales Promotion, Trade Oriented Sales Promotion,
Coordinating sales promotion and advertising; Sales promotion abuse; Personal selling

Module V
Public Relations, Publicity and Corporate Advertising: Definition of Public Relations,
Publicity and Corporate
Advertising; Difference between public relations and advertising, Functions of Public
Relations; Creating positive image building activities; Preventing or reducing image damage;
Sponsorship and Event marketing; Role of internet in Public Relations, Publicity, Advantages
and Disadvantages of Publicity

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Examination Scheme:
Components I II III IV ME EE
Weightage (%) 5 5 5 5 20 60
(Component I - Presentation; Component II - Assignment; Component III - Quiz; Component IV-
Class Participation; ME-Mid Term Examination; EE - End Semester Examination)

Text & References:

• Belch, George and Belch, Michael (2018), Advertising and Promotion-An Integrated
Marketing Communication Perspective, McGraw Hill
• Clow, Kenneth & Baack, Donald (2015), Integrated Advertising, Promotion and
Marketing Communication, , Pearson Education
• Jethwaney, Jaishree and Jain, Shruti (2012), Advertising Management, Oxford
University Press
• O'Guinn Thomas, Allen , Scheinbaum Angeline Close, Semenik Richard J. (2015),
Advertising and Integrated Promotions, Cengage Leaning
• Shah Kruti, D’Souza Allan (2008), Advertising and Promotions-An IMC Perspective ,
McGraw Hill

Suggested Reference Books:

• Duncan, Tom & Ouwersloot Hans (2008), Integrated Marketing Communication,
McGraw-Hill
• Jain Shridha (2008), Integrated Marketing Communication: Trends and Innovations,
Global India Publications
• Schultz, Don and Schultz, Heidi (2004), IMC, The Next Generation, McGraw Hill

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