COURSE OF STUDY FOR MBA THIRD SEMESTER

(FINANCIAL MANAGEMENT)



PAPER TITLE 301 (XIII)


       Course Title  :- FINANCIAL PLANNING & CONTROL


1.Introduction Financial Forecasting, Planning and Control, Long term Financial planning and short-term Financial Planning Responsibility Accounting-the control process, The place of Financial Manager in the Total Organizational Structure.

2.Capital and Long Range Planning Capital Expenditure Budget, Evaluation of capital Expenditure proposals, Return on capital, Time Adjustment Methods, Discounted cash flow, internal rate of return on capital net present value analysis and pay back methods.

3.Working Capital and Short Range Planning Meaning Nature, Importance of Working Capital Management, Factors Determining Adequacy of Working Capital Cycle, Management of Cash, Credit and Inventories sources of Working Capital Available to Indian Industries, Balance Approach.

4.Quantitative Techniques of Working Capital Management Models, Discriminate Analysis for credit Decision, Advanced structure for Efficient Management.

5.Planning & Capitals Structure Top Management Financial Cost of Capital, Theory of Capital Structure and Capital Structure Decision of the time, EST-EPS Analysis, ROIRO-Analysis, Assessing Companies Debt Capacities.

6.Predation and Analysis of Financial Statements-Its projected profit and Loss and Cash Flow Statements. Statements of sources and Application of funds, Analysis and Interpretation of Published Statements of Accounts, Ratio analysis Inter-firm comparison, Concept of leverage.

7.Budget and Budgetary Control Budgetary Organization, Budgetary Installation, Budget and standard cost, the Budget as part of the over all business plan, Functional Budgets, Master Budgets, Fixed Flexible Budget, Performance Budgeting, Zero Based Budgeting.

8.Specialized Services Internal Audit Internal Control, Operational and Management Audit, The Data Processing, Function of Computer and Decision making.

9.Strategic Cost Management System Importance, Competence cost analysis and Strategic control  system.



SUGGESTED READINGS  :-


1.Anthony, R.N. & Govindrajan V. Management Control System, 8th ed. Taraporevala, Irwin Chicago, 1995.

2.Maciarielool J.A. & Kirby C.J. Management Control System, Englewood Cliffs, Prentice Hall, New Jersey, 1994.

3.Emmuvel C. & Otley D. Accounting for Management Control, Nostrand Reinhold, London, 1985.



PAPER  TITLE  302  (XIV)


Course Title  :- APPLICATION OF ACCOUNTING IN MANAGERAL DECISION :


1.Management Accounting Frame work and Emphasis, Meaning of term Advanced Management Accounting, Relationship with other discipline, Role of Management Accountant.

2.Financial Information System Concepts Significance and Role. Types of Financial Information System and Various parties consulting the systems.

3.Financial Reporting System Objectives and Need for different levels of Management, Types of Reporting Preparation, Uses and Structure of Financial Report Practice in Public and Private sector in India.

4.Cost and Profit Analysis Cost Behaviour Analysis, Fixed, Semi Variable and Variable cost and different methods of separating semi variable into fixed and variable cost, Marginal costing techniques and Application, Break-even Analysis, Reporting system under marginal costing.

5.Planning and control Functions, Short term and long term planning and the role of Management Accounting in the Planning process, Inventory control-Meaning and Methods of Inventory Control.

6.Budgetary Control -  Preparation of Budgets, Department budgets and Integrated budgets. Limitations and Budget key factors, Flexible budgets. Reporting T. G. Rose system of Hire-Management control. Valuation of Securities, shares and Debentures/Bonds.

7.Accounting of Companies: Formation of Companies, issue and Forfeiture of Shares Issue of Debentures, Redemption of Preference Shares and Debentures, Liquidation of company, Conversion of Debentures into shares.

8.Accounting of Cos- Amalgamation, Absorption and Reconstruction of companies, Accounting for holding company and subsidiary company. Accounti9ng for Investment companies, Accounting for Hotels and Non Profit Seeking organization. Final Accounts of companies according to Indian Companies Act-1956, computation of Insurance Claims.

9.Cost Audit- Purpose and Advantages, Practice of preparation of cost audit report in India, Difference Cost & Financial audit.





SUGGESTED READINGS :-


1.Prodhan, Bimal- Multinational According Croom Helm, London, 1986.

2.Rathore Shirin- International Accounting Englewood cliffs, Prentice Hall, New Jersey, 1986.




PAPER TITLE 303 (XV)


       Course Title PROJECT PLANNING AND MANAGEMNT :-


1.Project Preparation Phases, Levels of decision making, I reject identifications, Generation and secreting of project ideas.

2.Project Analysis and Evaluation Market and 1st Channel analysis, Technical Analysis, Financial Analysis, Economics Analysis and Environmental Analysis. Financial Appraisal, Estimation of Cost of Project Terms of Financial working  Capital requirements, Estimation of working results, Appraisal through DCF and non-DCF techniques, preparation of Detailed Project (DPR) Analysis of Risk; Types and measures of Risk, Simple estimation f risk, Sensitivity Analysis Scenario Analysis, Decision Trees Analysis and Selection of a Project social-cost Benefit Analysis(SCBA), Rational for SCBA, UNIDO and L.M. Approach.

3.Network Techniques for Project Management Project Scheduling, PERT and CPM Models, Network Cost system.

4.Project Review Initial Review, Performance : Valuation, Abandonment Analysis and Administrative aspects of Capital Budgeting.

5.Project Management Terms of project organization project control-Human Aspects Pre-requisites for successful project implementation, Goosenecks and International project management, project Appraisal and Financial in India : Means of Finance, Norms and Policies of FIs. SEBI Guidelines, Schemes of Assistance, project Appraisal by Indian Financial Institution.



SUGGESTED READING :-


1.Bhalla, V.K. Modern working Capital Management, Anmol Pub. New Delhi, 1997.

2.Bhalla, V.K. Financial Management & Policy, 2nd ed. Anmol Pub. New Delhi9, 1998.

3.Dhankoo, Raj S- Financial Management of Public Sector undertakings, Westville, New Delhi-1995.

4.Chandra Prasanna Projects : Preparation, Appraisal, Budgeting & Implementation, 3rd  ed. Tata McGraw Hill, New Delhi, 1987.

5.Ahuja, G.K. & Gupta Ravi- Systematic  Approach to Income Tax, Allahabad bharat Law House, 1997.



PAPER TITLE 304  (XVI)


Course Title : INDIAN FINANCIAL SYSTEM AND FINANCIAL

INSTITUTION


1.Nature and Role of Financial Systems Financial Systems and Financial  Markets, Indian Financial Institutions and their Activities Government intervention in the financial system.

2.Money Market Call Money Market, Treasury Bill Market, Commercial Bills Markets, commercial paper, Certification of Deposits, Discounts and Finance House of India (DFI11) Recent Development.

3.Capital Market Nature, Significance, Government Securities Market Industrial Securities Market, Shares and Debentures Recent Development.

4.Securities and Exchange Board of India (SEEBI) Objectives and Significance, Regulatory guidelines for capital markets, merchant Bankers. Mutual finds and issue of GDRs.

5.Stock Exchanges in India- Their need, Organizational structure and function of BSI: NSI and OTCH.

6.Credit Rating-Concept, Types, Advantages and Disadvantages, India credit rating agencies and their rating services. Brief introduction about the international credit rating agencies like S&P.

7.Merchant Banking- Nature and Scope and structure of Merchant Banking industry.  Overview of current Indian merchant scheme.

8.Mutual Funds - Evaluation, Regulation, Structure and marketing  of M.F., Scheme of Indian Mutual funds.

9.International Finance Importance, Foreign: exchange markets in India, Exchange rates, Managing currency risks, sources for raising foreign currency finance.



SUGGESTED READINGS:-


1.Bhalla, V.K.- Indian Financial System, Anmol Pub. Pvt. Ltd. Delhi, 1998.

2.Rose Poter S. & Erasor Donald R. Financial Institutions, Ontario, Irwin, Dorsey 1985.

3.Vij Madhu Management of Financial Institution in India, Anmol Pub, New Delhi 1991.

4.Yeager, Freed C. & Seitz Nail E. Financial Institution Management Text & Cases, 3rd ed. Englewood cliffs New Jersey 1989.

5.Hampel George H & Yawtiz Jess B Financial management of Financial Institution, New Jersey 1997.


COURSE OF STUDY FOR MBA THIRD SEMESTER

(FINANCIAL MANAGEMENT)



PAPER TITLE 301 (XIII)


       Course Title  :- FINANCIAL PLANNING & CONTROL


1.Introduction Financial Forecasting, Planning and Control, Long term Financial planning and short-term Financial Planning Responsibility Accounting-the control process, The place of Financial Manager in the Total Organizational Structure.

2.Capital and Long Range Planning Capital Expenditure Budget, Evaluation of capital Expenditure proposals, Return on capital, Time Adjustment Methods, Discounted cash flow, internal rate of return on capital net present value analysis and pay back methods.

3.Working Capital and Short Range Planning Meaning Nature, Importance of Working Capital Management, Factors Determining Adequacy of Working Capital Cycle, Management of Cash, Credit and Inventories sources of Working Capital Available to Indian Industries, Balance Approach.

4.Quantitative Techniques of Working Capital Management Models, Discriminate Analysis for credit Decision, Advanced structure for Efficient Management.

5.Planning & Capitals Structure Top Management Financial Cost of Capital, Theory of Capital Structure and Capital Structure Decision of the time, EST-EPS Analysis, ROIRO-Analysis, Assessing Companies Debt Capacities.

6.Predation and Analysis of Financial Statements-Its projected profit and Loss and Cash Flow Statements. Statements of sources and Application of funds, Analysis and Interpretation of Published Statements of Accounts, Ratio analysis Inter-firm comparison, Concept of leverage.

7.Budget and Budgetary Control Budgetary Organization, Budgetary Installation, Budget and standard cost, the Budget as part of the over all business plan, Functional Budgets, Master Budgets, Fixed Flexible Budget, Performance Budgeting, Zero Based Budgeting.

8.Specialized Services Internal Audit Internal Control, Operational and Management Audit, The Data Processing, Function of Computer and Decision making.

9.Strategic Cost Management System Importance, Competence cost analysis and Strategic control  system.



SUGGESTED READINGS  :-


1.Anthony, R.N. & Govindrajan V. Management Control System, 8th ed. Taraporevala, Irwin Chicago, 1995.

2.Maciarielool J.A. & Kirby C.J. Management Control System, Englewood Cliffs, Prentice Hall, New Jersey, 1994.

3.Emmuvel C. & Otley D. Accounting for Management Control, Nostrand Reinhold, London, 1985.



PAPER  TITLE  302  (XIV)


Course Title  :- APPLICATION OF ACCOUNTING IN MANAGERAL DECISION :


1.Management Accounting Frame work and Emphasis, Meaning of term Advanced Management Accounting, Relationship with other discipline, Role of Management Accountant.

2.Financial Information System Concepts Significance and Role. Types of Financial Information System and Various parties consulting the systems.

3.Financial Reporting System Objectives and Need for different levels of Management, Types of Reporting Preparation, Uses and Structure of Financial Report Practice in Public and Private sector in India.

4.Cost and Profit Analysis Cost Behaviour Analysis, Fixed, Semi Variable and Variable cost and different methods of separating semi variable into fixed and variable cost, Marginal costing techniques and Application, Break-even Analysis, Reporting system under marginal costing.

5.Planning and control Functions, Short term and long term planning and the role of Management Accounting in the Planning process, Inventory control-Meaning and Methods of Inventory Control.

6.Budgetary Control -  Preparation of Budgets, Department budgets and Integrated budgets. Limitations and Budget key factors, Flexible budgets. Reporting T. G. Rose system of Hire-Management control. Valuation of Securities, shares and Debentures/Bonds.

7.Accounting of Companies: Formation of Companies, issue and Forfeiture of Shares Issue of Debentures, Redemption of Preference Shares and Debentures, Liquidation of company, Conversion of Debentures into shares.

8.Accounting of Cos- Amalgamation, Absorption and Reconstruction of companies, Accounting for holding company and subsidiary company. Accounti9ng for Investment companies, Accounting for Hotels and Non Profit Seeking organization. Final Accounts of companies according to Indian Companies Act-1956, computation of Insurance Claims.

9.Cost Audit- Purpose and Advantages, Practice of preparation of cost audit report in India, Difference Cost & Financial audit.





SUGGESTED READINGS :-


1.Prodhan, Bimal- Multinational According Croom Helm, London, 1986.

2.Rathore Shirin- International Accounting Englewood cliffs, Prentice Hall, New Jersey, 1986.




PAPER TITLE 303 (XV)


       Course Title PROJECT PLANNING AND MANAGEMNT :-


1.Project Preparation Phases, Levels of decision making, I reject identifications, Generation and secreting of project ideas.

2.Project Analysis and Evaluation Market and 1st Channel analysis, Technical Analysis, Financial Analysis, Economics Analysis and Environmental Analysis. Financial Appraisal, Estimation of Cost of Project Terms of Financial working  Capital requirements, Estimation of working results, Appraisal through DCF and non-DCF techniques, preparation of Detailed Project (DPR) Analysis of Risk; Types and measures of Risk, Simple estimation f risk, Sensitivity Analysis Scenario Analysis, Decision Trees Analysis and Selection of a Project social-cost Benefit Analysis(SCBA), Rational for SCBA, UNIDO and L.M. Approach.

3.Network Techniques for Project Management Project Scheduling, PERT and CPM Models, Network Cost system.

4.Project Review Initial Review, Performance : Valuation, Abandonment Analysis and Administrative aspects of Capital Budgeting.

5.Project Management Terms of project organization project control-Human Aspects Pre-requisites for successful project implementation, Goosenecks and International project management, project Appraisal and Financial in India : Means of Finance, Norms and Policies of FIs. SEBI Guidelines, Schemes of Assistance, project Appraisal by Indian Financial Institution.



SUGGESTED READING :-


1.Bhalla, V.K. Modern working Capital Management, Anmol Pub. New Delhi, 1997.

2.Bhalla, V.K. Financial Management & Policy, 2nd ed. Anmol Pub. New Delhi9, 1998.

3.Dhankoo, Raj S- Financial Management of Public Sector undertakings, Westville, New Delhi-1995.

4.Chandra Prasanna Projects : Preparation, Appraisal, Budgeting & Implementation, 3rd  ed. Tata McGraw Hill, New Delhi, 1987.

5.Ahuja, G.K. & Gupta Ravi- Systematic  Approach to Income Tax, Allahabad bharat Law House, 1997.



PAPER TITLE 304  (XVI)


Course Title : INDIAN FINANCIAL SYSTEM AND FINANCIAL

INSTITUTION


1.Nature and Role of Financial Systems Financial Systems and Financial  Markets, Indian Financial Institutions and their Activities Government intervention in the financial system.

2.Money Market Call Money Market, Treasury Bill Market, Commercial Bills Markets, commercial paper, Certification of Deposits, Discounts and Finance House of India (DFI11) Recent Development.

3.Capital Market Nature, Significance, Government Securities Market Industrial Securities Market, Shares and Debentures Recent Development.

4.Securities and Exchange Board of India (SEEBI) Objectives and Significance, Regulatory guidelines for capital markets, merchant Bankers. Mutual finds and issue of GDRs.

5.Stock Exchanges in India- Their need, Organizational structure and function of BSI: NSI and OTCH.

6.Credit Rating-Concept, Types, Advantages and Disadvantages, India credit rating agencies and their rating services. Brief introduction about the international credit rating agencies like S&P.

7.Merchant Banking- Nature and Scope and structure of Merchant Banking industry.  Overview of current Indian merchant scheme.

8.Mutual Funds - Evaluation, Regulation, Structure and marketing  of M.F., Scheme of Indian Mutual funds.

9.International Finance Importance, Foreign: exchange markets in India, Exchange rates, Managing currency risks, sources for raising foreign currency finance.



SUGGESTED READINGS:-


1.Bhalla, V.K.- Indian Financial System, Anmol Pub. Pvt. Ltd. Delhi, 1998.

2.Rose Poter S. & Erasor Donald R. Financial Institutions, Ontario, Irwin, Dorsey 1985.

3.Vij Madhu Management of Financial Institution in India, Anmol Pub, New Delhi 1991.

4.Yeager, Freed C. & Seitz Nail E. Financial Institution Management Text & Cases, 3rd ed. Englewood cliffs New Jersey 1989.

5.Hampel George H & Yawtiz Jess B Financial management of Financial Institution, New Jersey 1997.












COURSE OF STUDY FOR MBA THIRD SEMESTER

(PERSONEEL MANAGEMENT)



PAPER TITLE 301 (XIII)


       Course Title :- INDUSTRIAL RELATION SYSTEM


1.Industrial Relation System Meaning Objectives Scope.

2.Dunlop Model of Industrial Relations.

3.Industrial Relations in India Present position in the public and private sectors.

4.Labour policy Tripartite consultations. Indian layman conference. Standing Committee of Indian Labour conference. Central and State Government machinery for labour and administration in India.

5.Recommendation of National commission on labour with to I.R./and Collective Bargaining.

6.Trade Union Meaning objectives function and future of trade Union and the Employee, Trade Union and the management.

7.Industrial Dispute and machinery for Settlement of Industrial Dispute.

8.Collective Bargaining and Voluntary Arbitration.

9.WPM : Workers Participation in Management Need and Present Position in India.



SUGGESTED READINGS:-


1.Niland J.R. etc. The future of Industrial Relation, Sage, New Delhi, 1994.

2.Kochan, T.A. & Katz Henry Collective Bargaining and Industrial Relations. 2nd ed. Richard D. Irish Homewood Illinois, 1988.

3.Memorial C.B. Dynamics of Industrial Relation in India, Himalaya Publishing House.

4.Sarma, A.M. Industrial Relation, Himalaya Publishing House.

5.Mamkoottam K. Trade Unionism, Myth and Reality, Oxford University Press, New Delhi. 1992.

6.Jocoby S.M. The workers of Nations : Industrial Relations in Globlised Economy, Oxford University Press 1994.



PAPER TITLE 302(XIV)


Course Title MANPOWER PLANNING AND DEVELOPMENT :-


1.Meaning and scope of HRD. Role and Fuctions of HRD in Industrial Organization.

2.Need for Macro Level Human Resource Planning and Labour Market analysis.



3.Manpower Planning definition, Objective and Technique.

4.Recruitment: Sources and Methods.

5.Behavioourals Factors in Human Resource Planning Wastage Analysis Retention, redeployment and Exit Strategies.

6.Career Planning, succession planning promotion charts and channel cadres, Trade Testing Performance Appraisal and Rating.

7.Talent Supporting, Job Enrolment J.D. Rotation, Multi Skill Development, Self  Development plans for Employees.

8.Training and Development.

9.Personality Development.

10.Management Development Programmes and Methods.



SUGGESTED READINGS :-


1.Greenhaus J.H. Career Management N.Y. Dryden 1987.

2.Mabey C & Salma G. Strategic Human Resource Management, Black Welll, Oxford, 1995.

3.Thomson R & Mabey C- Developing Human Resources, Butterworth, Oxford, 1994.

4.Dale B Total Quality & Human Resources, An Executive Guide, Black Well, Oxford, 1992.

5.Casson J & Bannison M Manpower Planning. Handbook, McGraw Hill, London, 1984.

6.Amjad Rashided Human Resource Planning. The Asian Experience. H.Q. New Delhi, 1987.

7.Dharmvir Aggrawl Manpower Planning Selection etc. Deep & Deep Pub. Delhi.

8.R.S. Davar Personnel Management & Industrial Relation, Vikas Pub. House, Delhi.


PAPER TITLE 303(XV)


Course Title : WAGES AND SALARY ADMINISTRATION :-


1.Compensation Basic and Variable Compensation, Need of wage Administration in India.

2.Concepts of Wages Minimum Wages, Fair wage, Living wage, Determinant of Wages, Principles of Wage Fixation and Wages Act.

3.Overview of Wage Laws in India-Payment of Wages Act. Minimum Wages Act.

4.Incentive Wage-Cost of Living and Dearness Allowance, Consumer Price Index Number, Fringe Benefits.

5.Methods of  Wage payment Time and Piece rate methods.

6.Job Evaluation Methods.

7.Machinery for Wage Fixation Wage Boards, Bonus, National Wage Policy.

8.Time keeping Method and personnel Records.

9.Labour Productivity : Concept, Measurement and relation with wage.


SUGGESTED READINGS :-


1.Becher D.W.- Wages and Salary Administration Prentice Hall Englewood Cliffs.

2.Brennan Charles Wage Administration, Richard D Irwin, Homewood.

3.Sun, G.K. Wage Stytem : Its effective Management AIMA Delhi.

4.Rudrabasava Raj Dynamic personnel Administration Himalaya Publishing.


PAPER TITLE 304 (XVI)


Course Title : LABOUR LEGISLATION AND SOCIAL SECURITY :-


1.Philosophy of Labour  Welfare Concept, Definition, Scope, Aims and Objectives, Necessity, Principles, Theories of Labour Welfare Financing, Classification of Labour Welfare.

2.Brief History of Development of Labour Welfare.

3.Statutory Welfare Provision- A Comparative Study of Welfare, Provision under the following Acts (1) Factory Act 1948 (2) The Mines Act and Motor Transport Workers Act 1961 (3) The Contract Labour Act 1970 (4) The  Merchant  Shipping Act 1958 (5) Inter-State Migrant Workmen Act. 1979, (6) Plantation Labour Act.

4.Voluntary Welfare Measures : Indication, Facilities Medical Facilities, Transport Facilities Discretional Facilities, Consumer Co-operative Societies.

5.Agricultural Labour in India.

6.Welfare of Special Categories in Industries Female Labour , Child Labour, Contract  Labo

7.ur, Inter State Migrant Labour.

8.Workers Education Scheme -  Objectives, Training Programme, Evaluation, Suggestions, Conclusion.

9.Social Security Definition, Social Assistance, Social Institution Public  Service, Social Security System ( Workman compensation Act 923 EST Act 1947, Payment of Gratitude Act. 1972 (Only Benefits to be Discussed)



SUGGESTED READINGS :-


1.C.B. Memoria-  Personnel Management, Hemostat Publishing House.

2.C.B. Memoria & S. Memoria- Dynamics, Vikas Publications, Delhi.

3.A.N. Aggrawl- Indian Economics, Vikas Publications, Delhi.

4.D.K.L. Das Personnel Management/Industrial relations and Labour welfare Y.K.P. Publishers, Agra.

 






COURSE OF STUDY FOR MBA THIRD SEMESTER

( MARKETING  MANAGEMENT )



PAPER TITLE 301 (XIII)


       Course Title :- MARKETING RESEARCH

1.Nature of Scope of Marketing Research.

2.Management of Marketing Research Method.

3.Problem, Identification & Hypothesis Formulation, the Various Environment & Constraints, Classification of Marketing.

4.Different Sources & Forms of Data Collection.

5.Sampling Frames of Sampling - Sampling Methodology.

6.Analysis & Interpretation of Data Chi-Square-Test and Simple Analysis of Variance.

7.Preparation of Marketing Research Report.

8.Motivational Research.

9.Brand- Nature, importance, Methods of building Brands & Role of Patenting.

10.Marketing Strategy.


SUGGESTED READINGS :-


1.Luck, David J. and Ronald S. Rubin- Marketing Research, Prentice I tall of India.

2.Kolter Philip Marketing Management Pt. II

3.Kerlinger Fred N. Foundation of  Behavioural Research.

4.Malhotra and Naresh Kumar Marketing Research and Applied Orientation Pearson Education Asia.

5.Donald S. Tull & Dell Hawikins Marketing Research and Applied Orientation and Method PHI

6.Ramanuj Majumdar Marketing Research New Age, International Publishers.


PAPER TITLE 302 (XIV)


Course Title : ADVERTING


1.Concept of Adverting and its impact on Social and Economical Life. Distinction between Adverting & Sales promotion.

2.The Nature, Scope & Role of Adverting with Special Reference to Indian Context.

3.Type of Adverting and its Objectives.

4.Adverting Programme and Media Selection with Reference to Indian Context.

5.Copy writing & Adverting Research.




6.Adverting Campaign and its Objectives. Planning and Implementation.

7.Financial Considerations and budgeting. Methods of Advertising Programme.

8.The Role of Advertising Agencies and their contribution towards the Indian Market Organizational Setup.

9.Advertising Ethics : Public Relation and Mass Media.


SUGGESTED READINGS :-


1.Borden William II- Advertising John  Wiley N. York. 1981.

2.Aakar David A. etc. Advertising Management, 4th ed. Prentice Hall of India, New Delhi, 1985.

3.Mohan Mahindra  - Advertising Management, Tata McGraw, Delhi.

4.Kleppner Otto Advertising Procedure. Englewood Cliffs, Prentice  Hall of India, New Delhi, 1985.

5.Sengupta Subroto Brand Positioning. Strategies for Competitive Advantages, Tata McGraw Hill. New Delhi, 1990.

6.Batra Rajeev, John G. Myers & David a Aakar Advertising Mnagement-PHI.

7.Roderick White Advertising management PHI.


PAPER TITEL 303 (VIV)


Course Title : SALES AND DISTRIBNUTION MANAGEMENT.


1.Nature & Scope of salesmanship.

2.Introduction to Sales management- Its Evaluation and Objectives di8stinction between Marketing Management & Sales management, Sales manager, Talks, Responsibility and Quality.

3.Setting & Formulating Personal Selling Strategies.

4.Determine Sales Policies.

5.Organizing the Sales Efforts- Nature & Positioning of Sales Management Position.

6.Sales Organization.

7.Recruiting and Selecting Sales Personnel.

8.Planning and Conducting Sales Training Programme.

9.Motivating & Compensating Sales Personnel.

10.Appraising & Evaluating sales Personnel.

11.Controlling Sales Efforts, Sales Budget, Quota, Sales Control and Cost Analysis.

12.Channels of Distribution.


SUGGESTED READING:


1.Dalrymple D. J. Sales Management Concepts & Cases, John Wiley, New York, 1989.

2.Aderson R. Professional Sales management, Englewood Cliffs, Prentice hall, New Jersey, 1992.


3.Anderson R. Professional Personnel sellings, D.O. 1991.

4.Buskirk R.H. & Stanton W. J. Management of Sales force. Homewood, Illiois, Richard d. Invin 1993.

5.Still R. R. Sales Management Englewood Cliffs, Prentice Hall, New Jersey, 1988.

6.Stanton William J. Etc. Management of A Sales Force, Chicago, Irwin, 1995.


PAPER TITLE 304 (XV)


Course Title : EXPROT MARKETING :


1.The Significance of Export Marketing in the Economy of a Country, balance of Trade & Payment Role of foreign Trade & Economi9c Development. Methods of Foreign Payments.

2.Theory of Comparative Cost.

3.International Trade Environment socio Economic, technological Legal & Political Factors.

4.Export Marketing as pre-requisite of International Trade.

5. World  Trade, Organization (WTO) Its Scope, Functions & Achievements in Controlling International Trade, NAFTA, EEC, SAFTA.

6.Export Promotion and Organizational Setup in India.

7.Financing of Export Trade, Letter of Credit, Institutions involved in Financing.


SUGGESTED READINGS :


1.Bhattacharya B Export Marketing Strategies for Success, Global Business Press, New Delhi 1991.

2.Pripalomi V.H. International Marketing Prentice Hall.

3.Terpstra Vern & Sarathy R International marketing. Dryden Press, Orlando, 1991.

4.Walter 1 & Murry T handbook of international Business, John Wiley, N. York. 1988.

5.Johri Lalit M International Marketing Strategies for Success. University of Delhi 1980.

6.Keegan Warren Global Marketing, Englewwod Cliffs, Prentice Hall, New jersey, 1995.

7.Rathor B.S. & Rathor J.s. Export Marketing Himalaya Publising House.


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