BBA (Bachelor of Business Administration) : Syllabus 2011 (Term 4)
BBA (Bachelor of Business Administration) : Syllabus 2011 (Term 4)
BBA (Bachelor of Business Administration) : Syllabus 2011 (Term 4)
Course Code:
D M G T 2 0 5 Course Title:
SALES MANAGEMENT
WEIGHTAGE CA ETE (Th.) 20 80 COURSE CONTENTS: Sr. No. 1. 2. 3. 4. Topics Introduction to Sales Management and personal selling, personal selling career opportunities Personal selling: Preparation and Process Setting personal: selling objectives, determining sales related marketing policies, formulating personal selling strategies Organising Sales Effort-role of sales executive, Sales organization structures: sales department relations, Distributive-Network relations, Sales Force Management- sales personnel Management, Recruiting and Selecting Sales personnel planning Executing and evaluating sales training programme, Motivating sales personnel, compensating sales personal Managing sales personnel: managing expenses, sales meeting and sales contest. Controlling the sales effort: the sales budget, quotes, sales territories, sales control and cost analysis, Evaluating ad supervising sales personnel performance Building long term partnership through CRM International Sales Management
5. 6. 7. 8. 9. 10.
READINGS: SELF LEARNING MATERIAL. ADDITIONAL READINGS: 1. Sales Management, Still R.Richard, Cundiff W. Edward, Prentice-Hall of India Pvt. Ltd,2006 2. Sales Force Management, Johnston & Marshall, Tata McGraw, 2007 3. Managing Sales force, Manning, G L & Reece, B L., Selling Today, Pearson Edu.2002 4. Sales and distribution management, Havaldar Krishna, Tata McGraw, 2008
Course Code:
D M G T 2 0 6 Course Title: PRODUCTION AND OPERATIONS MANAGEMENT WEIGHTAGE CA ETE (Th.) 20 80 Topics
2. 3.
4.
5. 6. 7. 8.
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Classification of Decision Areas in OM , Brief History , Operations Strategy , Flexibility, Modern vs. Traditional Approach . Services and Their Characteristics, Service Matrix, Service Quality, Role of services in Economy. Quality Control : What is Quality , Statistical process Control , Control Charts X Charts , R Charts, P charts , C charts Quality Management : Acceptance Sampling , Cost of Quality , Total Quality Management , History of TQM, Quality Gurus: Deming, Juran and Ishikawa , Quality Circles , Zero Defect Concept , Service Quality Model . Six Sigma Productivity: Various kinds of productivity measures, Multifactor productivity, Efficiency and effectiveness . Business Process Reengineering, Bench Marking. Pursuit of Excellence in Organisations , TATA Business Excellency Model Supply Chain Management: Purchasing, Value Analysis/ Value Engineering, Vendor Relations . Learning Curve , Forward Buying , Make or Buy Decisions Inventory Model & Safety Stocks: Optimal Order Quantity, EOQ, Economic Batch Quantity. ABC Analysis , VED Analysis Building of a supply chain: orientation & Implementation of Supply Chain functions within an organisation , Single Source vs Multiple Sources Spatial Decisions: Plant Layout. Basic Types of Layouts and their merits & demerits. Optimisation in process layouts. Use of Schematic Diagrams and software to solve layout problems. Applications in service Industries. Introduction to Cellular Manufacturing and Group Technology. Location and factors affecting a location Timing Decisions: Production Planning and Control. Importance of time Horizon, Dovetailing of Plans, Production control, Assembly line Balancing. Scheduling. Shop loading & Index method
ADDITIONAL READINGS: 1. Chary S N, Production and Operation Management, Tata Mc Graw Hills. 2. Adam E, E and Ebert, R.J, Production and Operations Management 6th e.d, Prentice Hall of India.
Course Code:
D M G T 2 0 7 Course Title:
Meaning, Objectives and Scope of Financial Management; Finance Functions: Investment, Financing, Liquidity and Dividend Decisions. Sources of Finance: Evaluation of Short term and long term source of finance. Concept of Time Value of Money. Cost of Capital: Concept and its significance, measurement of cost of capital of various sources of funds, Weighted Average cost of capital using book value weights and market value weights. Capital Budgeting: meaning, importance, Risk and uncertainty, Estimation of Project Cash Flows, Discounting and non-discounting techniques of Capital Budgeting, Concept of Capital Rationing. Capital Structure Decision: Understanding debt and equity, theories of Capital Structure, Optimum Capital Structure. Leverage: Operating, Financial Leverage and combined leverage, indifferent point. Dividend Decisions: Dividend Policy; Forms of dividend, Theories of dividend, Factors affecting dividend decisions. Working Capital: Concept, operating and cash cycle, Determinants working capital requirements, Overview of management of cash, inventory and receivables. Capital Markets and Financial Institutions
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7. 8. 9.
READINGS: SELF LEARNING MATERIAL. ADDITIONAL READINGS: 1. Pandey I M, Financial Management, Vikas Publishing House. 2. Chandra Prasanna, Financial Management: Theory and Practice, Tata McGraw Hill.7th ed. 3. Khan, M Y and P K Jain, Financial Management, Tata McGraw Hill.
Course Code:
D M G T 2 0 8 Course Title:
2. 3.
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5. 6.
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Human Resource Management: Evolution, Functions, HRM Policies & Principles, System Approach To Human Resource Management; HR Relationship with other Departments; eHRM, Human capital Management, Environment of HRM- Internal & external forces affecting the HR function. Global HRM Strategic Human Resource Management: HRM & Its Role In Creating Competitive Advantage; Creating Strategic HRM System. Job Analysis, Job Enrichment And Job Enlargement: Methods For Collecting Job Analysis Information, Human Resource Planning- Process, Affecting Factors & Its Link With Strategic Planning Human Resource Information System. Recruitment & Selection Process: Planning And Forecasting, Effective Recruiting, Internal And External Sources Of Candidates, Recruiting A Diverse Workforce, Employee Testing And Selection Induction And Placement: Yhe Challenges Training And Development: T&D Process, Methods Of Employee Training, Methods Of Executive Development, Evaluating The Training Effort. Performance Management: Components Of Performance Management, Performance Appraisal Methods, Potential Appraisal, Performance Counselling, Common Rating Errors, Creating The Total Performance Management Process. HRD: Need And Scope, HRD Climate, HRD Practices In Indian Organizations, Quality Of Work Life, Employee Empowerment, Career Planning, Knowledge Management, Mentoring & Reverse Mentoring. Compensation Management: Establishing Pay Plans And Rates, Job Evaluation , Pricing Managerial And Professional Jobs, Competency-Based Pay, Variable Pay Plans, Fringe Benefits. Industrial Relations: Industrial Relations & Trade Unions, Dispute Resolution & Grievance Management,; Discipline & Disciplinary Action, Employee Empowerment. Health & Safety Management: Management role in safety, causes and preventions of accident, Workplace Health Hazards: problems and remedies
10.
READINGS: SELF LEARNING MATERIAL. ADDITIONAL READINGS: 1. Dessler, G. Varkkey, B.(2009), 11th . ed, Human Resource Management, Pearson Prentice Hall. 2. Ivancevich, J.M. Human Resource Management, Tata Mc Graw Hill. 3. Rao, P.S,(2008). Essentials of Human Resource Management and industrial relations, Text, Cases and Games.
Course Code:
D M G T 2 0 9 Course Title:
Topics
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3. 4.
Quantitative techniques for managers : quantitative decision making & its overview, An introduction to research: meaning, definition and objectives, Goals, Strategy, Tactics, Internal and External Research Suppliers, Research Method Concept, Constructs, Definitions, Variables, Propositions and Hypotheses research process Research problem: selection of problem, understanding problem, necessity of defined problem, Pilot Testing, Data Collection, Analysis and Interpretation, Reporting the Results. Review of literature in research Research design: meaning, types descriptive, diagnostic, exploratory and experimental Sources and methods of data collection: primary and secondary sources, data collection methods, Questionnaire designing: construction, types, developing a good questionnaire, mailed questionnaire and schedule Sampling design and techniques, Scaling techniques: meaning and types, sampling distribution, Data processing operations: editing, coding, classification, tabulation, Partial Correlation: zero order, first order, second order Multiple Correlation, coefficient of Multiple correlation Multiple Regression and Correlation Analysis: Least square regression plane, linear Multiple regression analysis, Coefficient of Multiple Determination Hypothesis Testing: Statistical significance, the logic of hypothesis testing, statistical testing procedure, p-values. Test of significance: Types of tests, z-test, t-test, chi-square test, ANOVA Factor Analysis, Cluster Analysis and Conjoint Analysis
5. 6. 7. 8. 9. 10.
ADDITIONAL READINGS: 1. Malhotra, Naresh K, Marketing Research, Pearson Education, New Delhi, 2010 2. Sharma J.K, Business Statistics, Pearson Education Asia, New Delhi, 2009 3. Cooper, Donald R. & Schindler, Pamela S, Business Research Methods, Tata McGraw Hill Publishing Co. New Delhi, 2008 4. David J. Luck, marketing research, Prentice-hall of India, New Delhi 2006 5. Gillbert A. Churchill, Marketing Research Methodology foundations, Thomson south western, Chennai, 2004 6. Sachdeva J.K. Business Research Methodology, Himalaya Publishing House Mumbai, 2008 7. Kothari, C.R, Research Methodology: Methods & Techniques, New Age International Publishers, New Delhi, 2007.