Managment Programme

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Legend – Rural-Urban Continuum 1993Cook CountyChicago and suburban Cook CountyMetro CountiesCentral Counties, Metro Area>1 millionFringe Counties, Metro Area>1 millionCounties in Metro Area 250,000 to 1 millionCounties in Metro Areas < 250,000 popNon-Metro CountiesUrban Pop>=20,000, Adjacent to MetroAUrban Pop>=20,000, Not Adjacent to MetroAUrban Pop 2,500 to 19,999, Adjacent to MetroAUrban Pop 2,500 to 19,999, Not Adjacent to MetroACompletely Rural or Pop< 2,500, Adjacent to MetroACompletely Rural or Pop

The School of Management Studies was established with a viewof imparting management education to persons of industry and freshgraduates. To achieve this objective following programs are available tothe aspirants of management and commerce education.(A)Post Graduate Degree Programs:1. Master of Business Administration (MBA):MBA is a unique course in the sense that it is only for the working/ experienced persons who have atleast 2 years of working /supervisory/management experience in any public/private organization with not lessthan 50% marks at graduate level. Programme Fee : Rs. 15,000/- perannum (including examination fee for one year) The condition of 3 yearsexperience can be relaxed if the candidate possess a post graduatedegree or bachelor degree in any technical / professional stream otherthan BBA and BCA. The students has to undertake 4 papers in eachsemester till fifth semester. In the fifth semester any one of thespecialization group out of HR, Marketing, production and Finance canbe opted and in the sixth semester other than two compulsory coursesstudent has to make a project or any industrial/management problemsunder a suitable academic /industrial guide.2. M.Com.:This course is designed to give expertise knowledge of commerceat postgraduate level, having two years of min. and 4 years of maximumduration to pass the course. The eligibility for this programme is B.Com.The fee of the programme is 4200.00 p.a. and, Now this is offered inEnglish and Hindi both medium.3. B.B.A. :The Bachelor of Business Administration is designed anddeveloped to give expertise in Management and other aspects ofBusiness at undergraduate level, having 3 years of minimum and 6 yearsof maximum duration to pass the course. The eligibility of the course is10 + 2 and fee is Rs. 6200/- p.a. The course is offered in only Englishmedium.4. B. Com.:The course is designed and developed to give expertise inaccountancy and finance at Undergraduate level having 3 years ofminimum and 6 years of maximum duration to pass the course. TheEligibility of the course is 10 + 2 and (3) the fee is Rs. 1800.00 p.a. Thiscourse is offered in English and Hindi medium.

Post-graduate Diploma Programmes:The school offers some of the PG Diploma courses which arespecialized programmes in various functions of management.5. Post-graduate Diploma in Marketing Management:This postgraduate diploma course is specially for the marketingaspirants. One of the unique features of this programme is provision ofone day training programme, which involves training of the studentsregarding the practical situations in the market faced by the roles/marketing executives and other personality development issues. Theeligibility of the course in Graduation in any discipline. The duration ofcourse is minimum one year and maximum Three years. The medium ofcourse is English.6. Post-graduate Diploma in Human Resource Development:This post-graduate diploma course is specially for the HRaspirants. The course acknowledges about the various importantdimensions required to groom a HR personnel. The Eligibility of thecourse is Graduation in any discipline. The Duration of the course isMinimum one year and Maximum three years. The fee of the course isRs. 4700/- p.a. and medium is English.7. Post-graduate Diploma in Financial Management:This post graduate diploma course is specially designed for the Financeaspirants. One of the unique feature of this programme is to throw light onvarious issues required for effective. Financial decision making. Theeligibility of the course is graduation. The duration of the course isminimum one year and maximum three years. The fee of the course isRs.3600/- p.a. and medium is English.8. Post-graduate Diploma in Production Management:This post-graduate diploma course is specially designed forproduction and operations management aspirants. This programmescovers various issues required for effective decision making in managingthe production and operations functions. The eligibility of the course isgraduation in any discipline. The course duration is minimum one yearand maximum three years. The fee of the course is Rs. 4700/-. Themedium of course is English only.9. Post-graduate Diploma Course on International Marketingand E-Commerce:This course is also being run under the flagship of the school. TheEligibility of the course is graduation. The duration of the course is(4)

minimum one year and Maximum 2 years. The fee of the course is Rs.2500/- and medium is English.Certificate in Taxation and Export – Import Management:The School offers a certificate programme in Taxation and Export-Import Management, which gives the knowledge for the practical orientedissues of taxation and Export-Import Duration of the course is Minimum 6months and maximum 1 1/2 years. The eligibility of the course is 10 + 2 andfee is Rs.1700/-. The medium of the course is Hindi and English.Projects:The project is an important component of the Entire program toprovide an opportunity to the students for applying knowledge and skillsacquired so far in theoretical papers to solve real life problems. TheseIndividual Projects are given a high level importance so that students getfall opportunity in identifying the problems, solutions, and their effectiveimplementation.The topic of the project will be decided by the students themselveswith the consent of their respective supervisors and will be intimated tothe university through the study centre coordinators within a month ofbeginning of the semester. The supervisor / guide should be a personwith at least master degree holder in management or allied subject. It isessential for a candidate to attach a certificate from the project guide thathe/she has guided the student on that topic/ title and the work done bythe candidate is original to best of his knowledge and belief.Similarly a bio-data signed by the guide is to be attached in theproject and a self declaration by the student is also to be attached by thecandidate while submitting the two copies of project.Dr. Nagendra YadavReaderSchool of Management StudiesUPRTOU(5)

ContentS.No. Course Page No.1. PGDHRD 1 - 152. PGDMM 16 - 383. PGDFM 39 - 584. PGDPM 59 - 755. PGDIMB 76 - 916. CTEIM 92 - 99(6)

BLOCK -1PGDHRD- 01Managing MenUNIT- 1 Human Resource Development Systems –The Need and Concept of HRD, HRD Mechanism,HRD as a Total System, Principles Designing in HRDSystem.UNIT- 2 Personnel Management Environment in India –Changing Role of Personnel Management in India,Personnel as a Profession, External Environment forPersonnel, Organisational ContextUNIT- 3 Function's and Operation's of a Personnel Office –Characteristics Objectives, Functions and Operationsof Personnel Management, Organisations as aPersonnel office, The Personnel Manager, Position ofPersonnel Department in the Organisations.UNIT- 4 Manpower Planning –BLOCK -2Meaning, Objective and Process, ProjectingManpower Supply and Demand at OrganisationalLevel, Developing Manpower StrategyUNIT- 5 Recruitment, Selection and Induction –Definitions, the Process of Recruitment, Selection,Selection tests, Interview, Physical Examination,Reference Checks, Final Decision, Placement,InductionUNIT- 6 Staff Training and Development –Defining Training and Development, Training,Management Development, Retraining, Evaluation ofTraining ProgrammeUNIT- 7 Career Planning –Meaning, Need, Responsibility, Process, Advantages,Limitations, Success Factors of Manpower Planning.(1)

BLOCK -3UNIT- 8 Motivation and Productivity –Issues in Managing People, Malow’s Need Hierarchy,Social Needs and Productivity, Analysis of Self test,Hygienes and Motivators, Creating ProperMotivational ClimateUNIT- 9 Job Description, Analysis and Evaluation –The Meaning of Job Description, Job Analysis andEvaluation, The Process o0f Job Analysis, LobDescription, Job EvaluationUNIT- 10 Employee Motivation and Job Enrichment –Meaning, Types and Theories of Motivation, SomeCommon Assumptions about Motivation, Indicationsof Motivation and demotivation, Motivation andMorale, Motivation of Employees in Actual Practice,Job Enrichment- Meaning, Nature and Objectives.Characteristics Underlying Job EnrichmentUNIT- 11 Performance, Monitoring and Appraisal –BLOCK -4Meaning of Performance Appraisal, Job Performanceand Performance Measurement, The Problems ofValidity and Reliability, Methods of Appraisal, MakingPerformance Appraisal More EffectiveUNIT- 12 Economic Background and EmployeeCompensation –UNIT- 13Need for a Rational Wage Policy, Components ofIndustrial Pay Structure, and Methods of WageFixationLaw's and Rule's Governing Employee Benefit'sand Welfare –The Concept of Fringe Benefits and Labour Welfare,Statutory Welfare Provisions, Voluntary Welfare(2)

Amenities, Social Security: Concept and EvolutionUNIT- 14 Compensation and Salary Administration –BLOCK -5Aims and Components of Salary Administration,Principles of Salary Formulation, Salary Structures,Salary Progression, Salary AdministrationProcedures, other Allowances.UNIT- 15 Regulatory Mechanism's Guiding IndustrialRelation's –The Trade Union Act,1926,The Industrial Employment(Standing orders) Act,1946,The Factories Act, 1948,The Industrial Disputes Act, 1947,The Payment ofWages Act,1936, The Minimum Wage Act,1948, ThePayment of Bonus Act,1965, The Workmen’sCompensation Act,1923, The Employee StateInsurance Act 1948, The Employee Provident FundAct, 1952, The Payment of Gratuity Act,1972, LabourAdministration.UNIT- 16 Employee Discipline –Meaning, Compliance and Social Order, Indiscipline,Disciplinary Action, Judicial Approach to discipline.UNIT- 17 Suspension, Dismissal and Retrenchment –UNIT- 18BLOCK -6Definitions, Suspension, Dismissal, Retrenchment.Employee Grievance Handling-Meaning, Need, Effects Discovery and Processing ofgrievance, Grievance Handling Procedure, Steps inGrievance Handling, Grievance and IndustrialRelations.UNIT- 19 Trade Unionism –The Role of Trade Union, Trade Unions in India,Unionisation, National Level Federations, TradeUnion Act, 1926, Goals and Objectives of Unions andUnion Leadership, Weakness in Trade Unions, Union(3)

Leadership, The Trade Union Organisation andManagement, Trade Unions, Policies andGovernment, Managerial Unionism.UNIT- 20 Employer's Associations –Historical Background, Growth of Employers’Associations, Present Position, Employers’Associations as Trade Unions, Functions and Role ofEmployers’ Associations, Observations of NationalCommission on Labour.UNIT- 21 Collective Bargaining –The Concept, Functions Characteristics and Processof Collective Bargaining, Prerequisites of CollectiveBargaining and Agreement, Development ofCollective Bargaining, Positions in India,Recommendations of National Commission onLabour.UNIT- 22 Industrial Conflict Resolution –UNIT- 23Industrial Conflict, Industrial Disputes, – IndustrialRelations Machinery, Consultative Machinery,Managing for Good Industrial Relations.Industrial, Democracy and Worker's ParticipationIndustrial Democracy, Workers’ Participation,Workers’ Participation in India.(4)

BLOCK -1UNIT- 1PGDHRD- 02Organisational Design Development and ChanceUnderstanding OrganisationsApproaches to Understanding Organisations-The Classical Viewpoint- Bureaucracy, AdministrativeTheory, Scientific Management, The Neo ClassicalView point, The Modern ViewpointUNIT- 2 Typology of Organisation Structures –BLOCK-2Formal-informal Organisations, Centralisation andDecentralisation, Vertical and Horizontal Structures,Mechanistic and Organic Systems, Product VersusFunctional Forms, Matrix Organisations.Organisational DesignUNIT- 3 Some Dimensions of Organisational Design –Environment, Technology, Size, Ownership, SocialChange and Human AspectsUNIT- 4 Some Basic Organisation Design andRestructuring Strategies –BLOCK- 3The Five Basic Parts of an Organisation, Strategy andStructure, The Shape of an Organisation: The DesignProcess, Restructuring Strategies.Work OrganisationUNIT- 5 Analysing and Organising Work –Need for Organising Work, Traditional approaches tothe Organisations of Work, Bureaucratic Organisationtheory, Scientific Management, Traditional Principlesof Organising Work, Problems associated with workOrganisation based on Traditional Principles,Implications of Traditional ApproachUNIT- 6 New Forms of Work Organisations –Emerging Principles of Organising Work, SystemsApproaches to Work Design, Alternative forms ofwork restructuring, Current Attempts at Work(5)

UNIT- 7BLOCK- 4Structuring, Introduction of a New Form of workOrganisations, The impact of work Structuring.Quality of Working Life-The Institution of Work, Need for Change: Socioculturalconditions, Quality of working Life:Approaches, Quality of working Life in the IndianContextOrganisational AnalysisUNIT- 8 Organisational Diagnosis Tools and Techniques –Meaning, Organisational analysis as fist step indiagnosis, Illustrative list of Organisationalsubsystems and processes, Purpose ofOrganisational analysis, Organisational analysisperspectives, Methods of Organisational analysis.UNIT- 9 Questionnaire Methods of OrganisationalDiagnosis –Dimensions Diagnosed Through Questionnaires,Available Questionnaires, How to Constructadminister and use QuestionnairesUNIT- 10 Interview as a Diagnostic Tool –Purpose of Interview, Forms of Interviews, How toConduct Interviews, How to Analyse and UseInterview data, Group Interviews Variables Studied,An Illustrative Example of a Diagnostic Report formInterview data, List of questions for InterviewsUNIT- 11 Workshops, Task Forces and Other Methods –Diagnostic Workshop, When to Use Workshops,Task-forces and Internal TeamsUNIT- 12 Organisation Development –UNIT- 13Meaning, Definition Objectives, Characteristicfeatures and Models of OD, OD – Action ResearchProcess, Salient Issues in ODAlternative Interventions-Difference Between OD interventions and Traditional(6)

Interventions, Classification of OD interventions,Classification by Target and Focus Intervention,Target by Focus Interaction, Classification by Strategyof Intervention, Range of OD Intervention, Life andCareer Planning, Role Analysis Technique, SensitivityTraining Laboratory, Transactional analysis, SurveyFeedback, Management by Objectives, Grid OD,Third-party Peace –making, Confrontation Meeting,Organisational Mirror, Factors influencing Choice ofOD intervention.UNIT- 14 Change Agents: Skills –Meaning, the Change Agent, Role of a Change agent,General relations of the client system to the ChangeProcess, Change approaches, Change Process:Types of Decisions, Success of Change, Skill of aChange AgentUNIT- 15 Consolidation and Follow Up –Meaning, Process of Change Implementation,Change Implementation: restraining forces andbuilding up inducing forces, Implementation process:stages, Follow up, Consolidation and StandardisationUNIT -16 Institution Building –Organisations, Institution and institution Building,Factors influencing institution Building, The processAspects of institution Building, Two SignificantDimensions of institution Building: Self renewal andInnovation, The Role of Chief executive in institutionBuilding(7)

BLOCK-1PGDHRD- 03Human Resource DevelopmentUNIT-1 Human Resource Development –UNIT-2What is HRD? Why HRD? HRD Mechanisms,Processes and Outcomes, HRD Instruments: Trends,HRD in Other Sectors, HRD Issues, An Overview ofHRD practices: TrendsHuman Resource Development Strategies-Larsen and Toubro Ltd.(L&T), Crompton Greaves Ltd.(CGL), L&T Construction Group (ECC), Jyoti Ltd. TVSIyenger &Sons, Voltas Ltd. Sundaram Fasteners Ltd.(SFL) ,Bharat Earth Movers Ltd. (BEML), OD inBHEL, Bhopal, Band of Baroda (BOB)State Bank ofIndia .(SBI), State Bank of Patiala (SBP) , Indian OilCorporation (IOC)Steel Authority of India Ltd.(SAIL),HRD Instruments and Sub-systemsUNIT-3 Human Resource Development Experiences(Cases)-BLOCK-2UNIT-4Human Resources and Development in L&T Ltd.Major HRD Initiatives in SAIL, HRD at C-DOT, HRDfor Workmen at Eicher Motors-An Experience,Pote4ntial Development through In-Basket exercises:Crompton Greaves Experience, HRD Experience inthe SBILine Managers and HRD-An Overview of HRD, The HRD Matrix, The Role ofLine Managers in HRD, Line Managers and AppraisalSystems, Line Managers and Career Systems, LineManagers and Training Systems, Line Managers andCultural Systems, Line Managers and Self – renewalSystems(8)

UNIT-5UNIT-6UNIT-7Task Analysis-What is Task analysis? Contextual Analysis, ActivityAnalysis, Task Delineation, Competency Analysis,Performance Analysis, Discrepancy Analysis,Analysis as a Supervisory Tool, Further ReadingsMotivational Aspects of HRD-PEG:The Framework of Work Motivation, Motivating Rolefor PEG Approach and Avoidance Aspects ofMotivation, Effective Managerial Behaviour,Promoting Work Motivation, Further ReadingsDevelopmental Supervision-The Concept of Developmental Supervision,Supervisory Styles, Using Power and EmpoweringEmployees, Supervisory Control., Building EffectiveTeams, Managing Dissatisfaction and Frustration,Further ReadingsUNIT-8 Counselling and Mentoring –BLOCK-3The Concept, Objectives and Processes, Listeningand Asking, Nurturing and Helping, The Process ofCounselling, The Process of Mentoring, FurtherReadingsUNIT-9 HRD Overview in Government and PublicSystems-UNIT-10Role of HRD in Government, Contextual Factors,Basic Objectives of HRD in Government Systems,Role Set of Government Administration System, HRDDevelopments in Government Systems, CurrentSystems of HRD in Government Administration.HRD for Health and Family Welfare-A Contextual Understanding of Human ResourceManagement for Population Programme in India,What does Development and Management of HumanResources mean?(9)

UNIT-11UNIT-12UNIT-13BLOCK-4UNIT-14UNIT-15UNIT-16HRD in Other Sectors (Defence, Police, VoluntaryOrganisations and Panchayati Raj Institutions)-Contextual Background, HRD in the DefenceServices, HRD in Police Administration, HRD inPanchayati Raj Institutions and Rural Development,HRD in Voluntary Organisations.HRD in Service Industry-Nature and Role of the Service Sector, Importance ofHRD in the Service Sector, Role of HRD in theService Sector, HRD in Public Sector Banks, HRD inthe LIC, HRD in Education, HRD in the Health Sector.Comparative HRD: International Experiences-National Versus International HRD, InternationalCommonalities and Differences in HRD, HRD in NorthAmerica, HRD in South Africa, HRD in WesternEurope, HRD in Africa, HRD in Asia.HRD Culture and Climate-Defining Climate, HRD Climate and OrganisationalClimate, Elements of HRD Climate, Measurement ofHRD Climate, Survey of HRD Climate in IndiaOrganisations, What Contributes to HRD Climate?,References, Appendices.Human Resource Development for Workers-Rationale of HRD for Workers, HRD for Workers,HRD Mechanisms for Workers, Role of Trade Unions,Operationalising HRD for Workers.HRD/OD Approach to IR-Defining Industrial Relations, Defining HRD/OD, HRD-OD-IR Linkage, Pressure for Change: Need forIntegration of HRD and IR, Development Approach toIndustrial Relations, Pre-requisite for a SuccessfulHRD/OD Approach to IR, Development Mechanismfor Improving IR(10)

UNIT-17UNIT-18Organising for HRD-Various Forms of HRD Organisation, HRDDepartment and their Tasks, Competencies Requiredfor HRD Staff, Developing HRD FacilitationCompetencies, Trade and Issues Relating to theStructuring for the HRD Function in India,Organisations, Suggested ReadingsEmerging Trends and Perspectives-HRD for large Industrial Organisations, HRD Prioritiesfor Large Organisations: Lessons from the part, HRDfor Small Scale Sector, HRD for Service Sectors,Organisational Outcomes of HRD Systems,References and Suggested Readings.(11)

BLOCK -1PGDHRD- 04Union Management RelationsConceptual FrameworkUNIT- 1 Union Management Perspective –UNIT- 2Approaches to Industrial Relations, The Nature ofEmployment Organisations, Manifestations of UnionManagement Relations and their Implications, Thethree Determinants of Union Management Relations,Organisational Factors Affecting Union ManagementRelations, Towards Improving Union ManagementRelations.Public Policies and Union Management Relations–Role of State in Union-Management Relations,Constitution and Labour Policies, International LabourOrganisations, The Evolution of Labour Policy DuringFive Year Plans, Tripartite Consultations.UNIT- 3 Major Events and International Issues –BLOCK -2Democratization, Globalisation, Structural Adjustmentand Unemployment, Competitiveness, Privatization,Technological Changes, Human Freedoms/Rights,International Labour Standards and Trade, QualityStandards, Patents and Environmental Issues,Changes Affecting HR/IR Perspectives, Perspectivesfor IndiaUnions and UnionismUNIT- 4 Trade union Development and Functions –Growth of Trade Unions in UK and USA,Development of Trade Unions in India, PresentPosition, The Trade Unions Act, 1926 - Legalframework for Trade Unions, Functions of TradeUnions, Quality Growth of Trade Unions,Strengthening of Trade Unions.(12)

UNIT- 5 Trade union Structure and Trade unionRecognition –Trade union Structure, Plant or Unit Level Unions andLocal Unions, Industrial Unions and Craft Unions,Central Trade union Organisations, Textile LabourAssociation, Present Position, Recognition of Unions,State Legislation on Trade union Recognition,Voluntary Recognition of Unions Under the Code ofdiscipline, Verification of Trade Union Membership,Recommendation of National Commission on Labour,Present Position.UNIT- 6 Leadership and Management in the trade Unions –Trade Union Management, Managing Internal Affairsof the Union, External and Internal Leadership inUnions, aspects of union Activities, Welfare activities..UNIT- 7 White Collar and Managerial trade Unions –White–Collar Workers and blue Collar Workers,Growth of White–Collar Unions and Present Position,legal Framework of White–Collar Workers’ unions,Distinguishing Features of White–Collar Unions,Managerial Trade Unions, Nature of ManagerialUnionism, Growth and Activities, Statutory Protection.UNIT- 8 Management and Employer's Association –BLOCK -3Origin and Growth, Aims and Objects of Eos, LegalStatus, Amalgamation of Eos, Council of IndianEmployers, International Organisation of Employers,Organisation and Management of Eos in India, FutureChallenges.Conflict ResolutionUNIT- 9 Dynamics of Conflict and Collaboration –Process and Types of Conflict, Interpersonal Conflict,Strategies for Interpersonal Conflict Resolution, IntergroupConflicts, Managing Inter-group Relations andConflict, Class Conflict, Industrial Conflict Resolution.(13)

UNIT- 10UNIT- 11Nature and Content of Collective Bargaining-collective Bargaining and its Setting, BargainingIssues and Types of Bargaining, Emerging Trendsand Differing Perceptions, Macro- Economic Contextand New Collecting Bargaining, Power as anUnmitigating Factor, Managing Collective Bargaining.Negotiation Skills-The Prevalence of Negotiation, Alternatives toNegotiation, Negotiation Conflicts, NegotiationprocessUNIT- 12 Issues and Trends in Collective Bargaining –The Context and the Climate of Collecting Bargaining,The Structure of Bargaining, The Substance ofBargaining, Ascendancy in Managerial Prerogatives,Emerging Concerns in Bargaining, Change in WorkPractices, Productivity Agreements, ConcessionBargaining in Crisis, Integrative Win-Win Agreements,Special Features of Collective Bargaining in PublicSector, Future Scenario.UNIT- 13 Role of Labour Administration-Conciliation,Arbitration and Adjudication –BLOCK -4Role of State in Industrial Relations, IndustrialDisputes Act, 1947, Conciliation, VoluntaryArbitration, Adjudication, Labour Administration.Worker's Participation in ManagementUNIT- 14 Evolution, Structure and Processes –UNIT- 15Concept of Workers’ Participation in Management,Strategy and Practices in Workers’ Participation inManagement, Behavioural Science input/ Contributionto Workers’ Participation in Management, HistoricalDevelopment of Workers’ Participation inManagement, Models in Workers’ Participation inManagement, Sociological Background.Design and Dynamics of Participative Forums–Rationale for Participation, Structures and Network,(14)

Issues in Participation, Design and DynamicsUNIT- 16 Strategies and Planning For ImplementingParticipation –BLOCK -5UNIT- 17UNIT- 18Strategies for making participation work, MakingParticipation more effective, Micro and OperationalParticipation, Evolution of Participation.Trends in Union Management RelationsEmerging Trends in Union Management Relations-Changes in Labour Law and Labour Administration,Weak Tripod; Atrophied Tripartism, Adjustment andFlexibility, Employment Protection and Job Losses,Collective Barging, Ascendancy of Managerial Rights,Information Sharing and Employee Participation,Labour Management Cooperation for TechnologicalChange and Productivity Improvement, Times forIntrospection: New Roles for Social Partners.Cross Cultural Aspects of union ManagementRelations –Culture, Customs and Values, Political Systems,Institutional Framework and Government Role,Recruitment and Compensation, CollectiveBargaining, Participation, Industrial Conflict, PoliticalConsideration. Cultural Diversity Within a NationState.(15)

BLOCK -1PGDMM-01Marketing for ManagementUNIT- 1 Introduction to Marketing –Meaning of Marketing, Marketing Mix, and MarketingStrategyUNIT- 2 Marketing in a Developing Economy –Marketing at Different levels of EconomicDevelopment, Relevance of Marketing in DevelopingEconomy, Areas of Relevance, and The Relevance ofSocial Marketing.UNIT- 3 Marketing for Services –BLOCK-2UNIT- 4The Concept of Services, Reasons for Growth of theService Sector, Characteristics of Services, Elementsof Marketing Mix in Service Marketing, ProductPricing, Promotion, Distribution, People, PhysicalEvidence and ProcessPlanning Marketing Mix-The Elements of Marketing Mix, the Place ofMarketing Mix in Marketing Planning, TheRelationship between Marketing Mix and MarketingStrategy, The Concept of Optimum Marketing MixUNIT- 5 Market Segmentation –The Concept of Market and Segment, MarketSegmentation versus Product Differentiation, Benefitsand doubts about Segmentation, Forming Segments,Bases for Segmentation and Selection of SegmentsUNIT- 6 Marketing Organization –Principles of Designing an organization, MarketingOrganisations – Changing role, Considerationsinvolved and methods of Designing the MarketingOrganisations, and Organisations of Corporate(16)

MarketingUNIT- 7 Marketing Research and its Applications –BLOCK- 3The Context of Marketing Decisions, Definition,Purpose and Scope of Marketing Research,Marketing Research procedure, Applications andProblems of Conducting Marketing Research,Marketing Research in India..UNIT- 8 Determinant’s of Consumer Behavior –Importance of Consumer Behavior, Types ofConsumers, Buyer versus User, A model ofConsumer Behavior, Factors influencing ConsumerBehavior- Psychological, Personal, Social andCultural Factors.UNIT- 9 Modeled of Consumed Behavior –Decision, Levels of Consumer Decisions, Process ofDecision- Making, Types of Purchase DecisionBehavior, Stages in the Buyer Decision Process,Models of Buyer Behavior.UNIT- 10 India Consumer Environment –BLOCK- 4Demographic Characteristics, Income andconsumption Characteristics, Characteristics ofOrganisational Consumers, GeographicalCharacteristics, Market Potential, Socio culturalCharacteristicsUNIT- 11 Product Decisions and Strategies –UNIT- 12Product and its types, Marketing Strategy for differenttypes of Products, Product Line Decision andDiversificationProduct Life Cycle and New Product DevelopmentThe Product Life Cycle Concept, Marketing Mix atDifferent Stages, Option in Decline Stage and NewProduct Development Strategy.(17)

UNIT- 13 Branding and Packaging Decisions –BLOCK- 5Brand Name and Trade Mark, Branding Decisions,Advantages and Disadvantages of Branding, BrandName Selection, Packaging, Packaging Industry,Functions of Packaging and Legal Dimensions ofPackaging.UNIT- 14 Pricing Policy & Practices –Determinants of Pricing, Role of Costs in Pricing,Pricing Methods, Objectives of Pricing Policy,Consumer Psychology and Pricing, Pricing ofIndustrial goods, Pricing over the Life- Cycle of theProduct, Nature and Use of Pricing Discounts,Product Positioning and Price, Non-price CompetitionUNIT- 15 Marketing Communication –Process, Influence, The Promotion Mix- Determining,The Promotion Budget.UNIT- 16 Advertising & Publicity –UNIT- 17BLOCK -6Meaning, Type, objectives and Role of Advertising,Advertising Expenditure-Indian scene, AdvertisingManagement, Developing Advertising Copy andMessage, Selecting and Scheduling Media,Measuring Advertising Effectiveness, Coordinatingwith Advertising Agency and PublicityPersonal Selling & Sales Promotion-Role of Personal Selling, Types of Selling jobs, TheSelling Process, Sales Promotion-Objectives andMethods, Panning Sales Promotion and PromotionalStrategyUNIT- 18 Sales Forecasting –Meaning, Process, Approaches and Methods of SalesForecasting, Product Sales Determinants, Status ofSales Forecasting Methods Usage, The Evaluation ofForecasts, Computerized Sales Forecasting, Relating(18)

the sales Forecast to the Sales Budget and ProfitPlanning.UNIT- 19 Distribution Strategy –Importance of Channels of Distribution, AlternativeChannels of Distribution, role of Middleman in IndianEconomy, Selecting an Appropriate Channel, PhysicalDistribution Tasks, Location of fixed Facilities,Specific Issues Relating to Maintenance of Stock.UNIT- 20 Managing Sales Personnel –Selling and Sales Management, Recruitment andSelection of Salesman, Training, Motivating andControlling of Sales Personnel.UNIT- 21 Marketing and Public Policy –Regulatory Role of the Government, Role ofgovernment in Marketing Decision-Making Process,Impact of Government Control on Product Decisions,Pricing Decisions, Promotional Decisions andChannel and Distribution Decisions.(19)

BLOCK -1Sales ManagementUNIT- 1 Introduction to Sales Management –Sales and Distribution Strategy – Role in theExchange Process, Interdependence of Sales anddistribution, Sales Management- Formulation of SalesStrategy, Framework For Joint Decision Making insales and Distribution ManagementUNIT- 2 Personal Selling –The Growing Importance of Personal Selling,Situations Conductive for Personal Selling, theChanging Role of sales persons, Diversity of sellingsituations, Qualities of a good Sales Personnel, thescope of Activities in sales SituationsUNIT- 3 Sales Process –UNIT- 4Personal Selling and Marketing Effort- Differencebetween Advertising and Personal Selling,Significance of Personal Selling, Theories of Selling-AIDAS Theory, Right Set of Circumstances theory ,Buying Formula theory, Personal Selling Process-Prospecting, Preparation to Meet IndividualProspects, Making the Sales Presentation, Drawattention, hold interest and build desire, salesresistance, Meeting the sales resistance, Closing theSales.Computer Systems & Applications in SalesManagement –Role of Sales Management, Organisations as anInformation Processing System, Need of Computers,Execution of an Order, Information Sought from SalesManagement, Process of obtaining information for aSales Management System, Working ofComputerised System, Uses of Computerised SalesManagement System(20)

BLOCK-2UNIT- 5 Communication Skills –Working of Communication, CommunicationObjectives, Communication Media and theirCharacteristics, Selecting Media options, Non VerbalCommunication, Oral Communication, ImpersonalCommunication, Non Verbal behavior in InterpersonalInteractions, Written Communication, Writing salesLetters and Other Materials.UNIT- 6 Sales Presentation –Presentation, Types of Sales Presentation, TypicalStructure of s Presentation, Planning the Presentationstrategy, Presentation skills, Principles of EffectivePresentation.UNIT- 7 Negotiation Skills –Meaning of Negotiation, Difference between Sellingand Negotiating, The Negotiating Continuum, Steps ofNegotiation, Negotiation Strategies, Principles ofSales Negotiations..UNIT- 8 Retail Communication: Sales Displays –BLOCK- 3Objectives of Sale Displays, Principals of Display,Types of Display, Managing Displays Effectively,Training Retailers, Motivating the Retailer.UNIT- 9 Job Analysis, Recruitment & Selection –Nature of the Sales Job, Sales Job Analysis,Recruitment, Recruitment Sources, Selection,Selection ToolsUNIT- 10 Training the Sales Force –Logic of Training, Training Process, Area of SalesTraining, Process and Methods of Identifying TrainingNeeds, Learning Styles Designing and Conductingthe programme, Trainer’s Abilities, Training Follow up(21)

UNIT- 11 Compensation and Motivation of Sales Force –Types of Compensation (Direct and Indirect),CaseStudies on Compensation Schemes, FactorsInfluencing Design Of Compensation Schemes,Criteria for Designing a Compensation Package,Motivation of Sales force, Motivation and Needs,Sales person and Motivational Technique.UNIT- 12 Monitoring and Performance Evaluation –BLOCK- 4Monitoring-Needs and Objectives, Parameter s usedto Monitor Sales force, Content of a Sales repot,Basic Sales repots and their Analysis, PerformanceAppraisal Evaluation, Salesmen’s Evaluation- SomeBasic Issues, Setting Performance With Norms,Comparing Performance With Norms,UNIT- 13 Sales Planning –Product wise Sales Planning, Territory ManagementMeaning, Reason of Sales Territories, Steps inTerritory Planning, Approaches to Territory Design,Territory Coverage Planning, Territory ExpensePlanning, Control Systems, Improving TerritoryProductivity, Sales programme Planning.UNIT- 14 Sale's Organisations –UNIT- 15Need for sales Organisation, Developing a salesOrganisation, Centralisation and Decentralisaion inSales Organisation, Basic Types of OrganisationalStructure, Developing Territories, Field salesOrganisations, Specilisation in a Field SalesOrganisations, Role of the Sales Executive.Sale's Forecasting and Sale's Quota's-Sales Forecasting, Managing Sales Forecasts, Salesforecast Differentiation, Monitoring the SalesForecast, Sales Forecasting For New Products, SalesQuota- Meaning and importance, Attributes of a GoodSales Quota Plan.(22)

UNIT- 16 Sale's budgeting and Control –BLOCK- 5CASE-1CASE-2CASE-3CASE-4CASE-5CASE-6Meaning and Importance of Sales Budgeting,Purpose of the Sales Budget, Methods of SalesBudgeting, Preparation of Sales Budget, BudgetImplementation and Establishment of FeedbackMechanism, Flexibility in Budgeting, Introduction andPurpose of Sales Control. Sales Control System,Methods of Sales Control, Marketing Cost Analysis,Usefulness of Marketing Cost analysis, SalesManagement Audit.Case StudiesPuripen; Selecting the Communication MixDevox (India) Limited: A Less Expensive ButComplaining CustomerNational Electrical Engineer's Limited: Sale's ContestFor Sale's Staff MotivationThe Genuine Charcoal Filter: Sale's Monitoring &Control SystemAsia Pacific Electrical's Limited: Territory Planningand ManagementRqllimited: Budgeting and Cost Control System's(23)

BLOCK-1Management of Marketing Communicationand AdvertisingUNIT – 1 Marketing Communication Process –The Role of Marketing Communication, Concept ofMarketing Communication, The Occurrence ofMarketing Communication, The Sources ofMisunderstanding in Communication, Elements of thePromotion Mix, Conclusion.UNIT – 2 Communication- Key Behavioural Concepts –Consumer Needs and Motivation, ConsumerPersonality and Psychographics, ConsumerPerception, Consumer Learning and ConceptsRelevant to Advertising, Consumer Attitudes andAdvertising, Group Behaviour and Consumers.UNIT – 3 Indian Media Scene –BLOCK-2Status of Mass Media, Expenditure on Advertising,Reach of Mass Media, Media Exposure, Rural MediaSceneUNIT – 4 Planning Communication Strategy –The Concept of Promotional Strategy and Tactics , APlanning Framework of Promotional Strategy ,Decision Sequence Analysis for Promotional PlanningUNIT – 5 Advertising Campaign Planning –Strategic Consideration – Message Design andPositioning, Massage Design and MarketingObjectives, Message Presentation, One Sided Vs.Two Sided Messages, Message Development –Meaning and Tools, Size and Shape, Headline,Illustration, Body Copy, Colour, Composition ,Messages and Creativity – One Final Word.(24)

UNIT – 6Advertising Creativity : Campaign Planning andExecution –Creativity : Concept Defined, Creativity in Advertising,Creative Process, Creative Personality, CreativeIdeas, Creative Associations,UNIT – 7 Advertising Research –UNIT – 8BLOCK – 3UNIT – 9Role and Trends – Kinds of Advertising Research,Measuring Awareness, Measuring Recall, MeasuringAttitude, Measuring Brand Usage, Copy Testing,Syndicated and Custom Research Techniques, AWord of Caution When Conducting Research.Measuring Advertising Effectiveness : Definitions& Techniques –Measures of effectiveness, Issues in Measurement,Awareness and Knowledge, Recall, Liking andAttitude, Preference, Sales, Methods.Media Concepts, Characteristics and Issues inMedia Planning –The Advertising Plan, Advertising Expenditures,Media Concepts, Media Characteristics, CreativeAdvantages and Disadvantages of Various Media,Evaluating Media Options, Media Selection.UNIT – 10 Media Selection, Planning and Scheduling –The Meaning and Types of Media, Media Planning: aProcess, Media Selection : a Process, MediaScheduling, A Final Word on Media Strategy.UNIT – 11 Internet as an Emerging Advertising Media –Profile of Internet, Internet and MarketingCommunication, Difference Between Traditional andInternet Advertising, Similarities Between Internet andOther Mass Media Advertising, Effectiveness ofInternet Advertising, Internet Advertising InfluencingTraditional Advertising, Pricing Issues in Internet(25)

BLOCK –4UNIT – 12AdvertisingManaging Sales Promotion-Managing consumer Promotions, Managing TradePromotions, Managing Sales force Promotions,Managing Sales Promotion in Service Marketing,Measuring the Performance of Sales PromotionUNIT –13 Direct Marketing –UNIT- 14UNIT- 15BLOCK-5What is Direct Marketing? Growth of Direct Marketing,Characteristics of Direct Marketing, Types of DirectMarketing Offer, Media for Direct Marketing, DirectMail, Designing Effective Direct Response Packages.Publicity and Public Relations-Meaning and Scope of Public Relations, PublicRelations and Management, Public Relations inMarketingSocial Marketing Communication-The Planning Cycle for creating communication,Situation Analysis- Key Steps and Methodologies,Setting Objectives, A framework for Strategy, CreativeApproaches that Work.UNIT-16 Functions and Structure of Ad Agency –UNIT-17The Role of an advertising agency, Functions andstructure pf an advertising agency, The agency-clientrelationship and productivity, Preparing for thecampaing: How the agency should understand theproduct and market, The Advertising TasksManaging Client Agency Relationships-Application of Marketing Concept to Agency Set up,Agency Growth: Style and Conduct, AgencyPositioning and Strategy, Size of the ClientInfluencing Strategy, Size of the Agency InfluencingStrategy(26)

UNIT-18 Strategies for Account Management –Planning, Communication and Strategy, Their Inter-Relationship, The Role of Communication in Valuecreation And delivery, The First ‘C’ Cooperation:Helping Firm and Industry, The Second ‘C’ FocussedConcern, The Third ‘C’: Competitive Response,Strategy, Product life Cycle (PLC)and Implications forPromotion Mix, Trends in Marketing Communication(Promotion) Mix, The Fourth ‘C’: CompetitiveAdvantageUNIT-19 Legal and Ethical Issues in Advertising –Case I :Case II :Case III :Case IV :Case VCase VILaws and Acts Concering Advertising, Case Studies,P&G HLLMaggi KetchupKMP OilsNovino: Pepsodent: DiplomatCase VII : HerbertsonCase VIII : CadburyCase IXBLOCK - 6: BacardiInternational Misleading Ads and Redressals,Advertising EthicsCase-1 Puripen: Selecting the Communication Mix –Company’s Profile , Puripen: The Marketing Mix,Timing of Launch, The Results Discussion QuestionsCase-2 Ray-Ban Sunglasses –Case-3Objectives, Introduction, Agency Brief, The NeedCommunication Strategy, Discussion Questions.Colour Television-The Competitive Environment, IRS Data, Marketing(27)

Dynamics, Competitive Positioning, CTV Buyer,Buyer Behaviour, Discussion Questions Exhibit:Colour Television Buyer BehaviourCase-4 Project Clear (A) : The Advertising Brief –Case-5Case-6Case-7The Company, Product, Market Research, MajorFindings, Current Product Usage, Areas ofDissatisfaction with Existing Products, AdvertisingStrategy, Discussion QuestionsProject Clear (B): Formulation of AdvertisingStrategy-Advertising Strategy, Target Audience, MessageGeneration, Background to Creative and MediaStrategy, Key Characteristics of Brand, DiscussionQuestionsProject Clear (C) : Formulating Creative and MediaStrategy -Agency Efforts, Discussion Questions, Exhibit 1,Exhibit 2, Exhibit 3, Exhibit 4, Exhibit 5,.Nishan Jams: Message Strategy and Execution-Bread Spread Market, Marketing Research, CopyTesting, Selection of Copy Testing, DiscussionQuestions.(28)

BLOCK – 1PGDMM-03STRATEGIC MARKETING MANAGEMENTUNIT – 1 Strategic Management –An Introduction – Strategic Vision and StrategicManagement, What is Strategy? StrategicManagement and Operational Management, Longrange Planning and Strategic Management, Need forStrategic Management, Levels of Strategy, Elementsof Strategic Management, Benefits of StrategicManagement, General Manager and StrategicManagement.UNIT – 2 Environmental Analysis –Why Environmental Analysis? Types of Environment,General Environment, Sources of EnvironmentalInformation, Environment – Strategy Interface,UNIT – 3 Strategic Management Process -Identifying the Current Strategy and Objectives ,Evaluation of Strategy, Generating Alternatives,Evaluating Alternatives and choosing the strategy,Implementing the chosen strategy, Review of Resultsfor Feedback,UNIT – 4 Strategy and Structure –BLOCK – 2Matching Organisation Structure to Strategy,Determinants of Organisation Structure, Strategy andStructure Proposition, The Stages Model of Structure,Forms of Organisation : Strategy Related Benefitsand Limitations, Structure for DevelopmentProgrammes, Perspectives on Strategy andStructure,UNIT – 5 Strategic Management and Leadership –Role of Leadership, What is Leadership, Process ofLeadership, Functions of Leadership, Why Good(29)

UNIT – 6Leaders are Scarce,Universal Inner Structure of Effective Leaders–Selflessness, Character, Courage, Will-Power,Initiative, Knowledge, Handing People, LeadershipStyles, Leadership in Indian Context.UNIT – 7 Strengthening the Universal Inner Structure –BLOCK – 3How to Improve Leadership Potential? Selfdevelopment Diary, How to Sustain Motivation forSelf-development to be a Leader, Practical Hints onHandling People,UNIT – 8 Technology Management –Technology as the Strategic Element, Technology LifeCycles, Impact of Technology on Mankind,Technology as a Strategic Resource, Management ofTechnology at the Enterprise Level, Planning forTechnology, Technology Forecasting, Key Tasks andOrganisational Linkages in Technology Management,Identification of Technology Gaps.UNIT – 9 In-house Development of Technology –Integrating R&D into Corporate Strategy, Factors forSuccessful Management of Innovation Process,Customer Focus, Climate of Change, CommittedStyle, Combined Operations and Structures, Creativeand Communication Skills, Control Systems, R&DTime Horizons and Strategies, Resource Analysis forStrategy and its Elements,UNIT – 10 Acquisition and Absorption of Technology –Buyer-Seller Relationship in TechnologyTransactions, Modes of Technology Transfer,Evaluation of Technology, Terms of Payment,Technology Transfer and Absorption, MonitoringTechnology Transfer Benefits, Maximising theTechnology Transfer Process, Role of Licensor andLicensee.(30)

BLOCK – 4UNIT – 11Social Responsibility : The Case of Dying FishUNIT – 12 Social Audit –BLOCK – 5CASE – 1CASE – 2CASE – 3CASE – 4CASE – 5CASE – 6CASE – 7What is Social Audit? Why Should Firms UndertakeSocial Audit? Types (or Frameworks) of Social Audit?Obstacles in Social Auditing, Social Audit in India,Future of Social Auditing,Brooke Bond India Limited (B)Technology Development & AbsorptionEicher Tractors India LimitedFruits and Vegetables Canning Project of the GujaratAgro Industries Corporation LimitedIndian Iron and Steel CompanyLarsen and Toubro GroupWanson India Private Limited(31)

UNIT – 1PGDMM-04Consumer BehaviourCONSUMER BEHAVIOR – NATURE, SCOPE ANDAPPLICATIONS-Nature of Consumer Behavior, Meaning of Consumer,Decision Process, scope, Individual Determinants,External Environment, Applications of ConsumerBehavior oin Marketing.UNIT – 2 CONSUMER BEHAVIOR AND LIFESTYLEMARKETING-UNIT – 3BLOCK-2UNIT-4Demographics, Psychographics and Lifestyle,Characteristics of Lifestyle, Approaches to Lifestyle,Applications to Studies, Lifestyle profiles in IndianContext, VALS system of Classification, Applicationsof Lifestyle Marketing.ORGANISATIONAL BUYING BEHAVIOR-ORGANISATIONAL BUYING BEHAVIOR,ORGANISATIONAL BUYING BEHAVIOR: SomeTypical Characteristics, Organisational Customers,Organisational Buying Influences, The OrganisationalBuying Situations, Organisational Buying Behaviour:Some Models, The Selection of a Supplier.Perceptions-The Concept of Perception, Stages in the PerceptualProcess, Sensory System, Sensory Thresholds,Perceptual SelectionUNIT-5 Consumer Motivation and Involvement –The Concept and Typology of Needs, Motives : TheBasis of Motivation, The concept of Motivation,Motivational Conflicts, Consumer Involvement, TheFacets of Involvement.UNIT-6 Attitude and Attitude Change –Attitude and Consumer Decision-Making, The(32)

constituents of Consumer Attitude, The Functions ofConsumer Attitude,UNIT-7 Learning and Memory –Concept of Learning, Theories of Learning, The TwoComplex Issues of Learning, Memory: Structure andFunctioning, Retrieving Information, MeasuringMemory for Advertising, Marketing Applications.UNIT-8 Personality and Self-Concept –BLOCK – 3UNIT – 9UNIT – 10An overview of Personality : Its Nature & TheirApplication to Consumer Behaviour, The Concept ofPersonality, Theories of Personality, ThePsychoanalytic Theory of Freud, Social-Psychologicalor Neo-Freudian Theory, Trait Theory of Self-concept,Consumption and Self-concept, Marketing Applicationof Personality and Self-concept in Jeans Market inIndia, Application of Psychographics and Self-Imagesin Marketing : The Charms Example.Reference Group Influence & Group Dynamics–The influence of Reference Groups, Types ofReference Groups, Reference Group Influence onProducts and Brands, The Role of OpinionLeadership in the Transmission of Information, TheDynamics of the opinion Leadership Process, ThePersonalities and Motivations of Opinion Leaders,The Concept of Social Class : Its Nature andMeaning, Social Class and Social Stratification, SocialClass and Social Influence, Social ClassCategorisation, Relationship of Social Class toLifestyles, Social Class and Buying Behaviour, SocialClass and Market Segmentation.Family Buying Influences, Family Life-cycle andBuying Roles –Family Buying Influences : Nature and Types ofInfluences, Consumer Socialisation, IntergenerationalInfluences, Family Decision-Making,(33)

Family Role Structure and Buying Behaviour, TheDynamics of Family Decision-Making : PurchaseInfluences and Role Specialisation, The Influence ofChildren, The Family Life Cycle Concept, Implicationsof Family Decision-Making for Marketing for MarketingStrategy,UNIT – 11 Cultural And Sub-cultural Influences –BLOCK – 4Culture : Meaning and Significance, TheCharacteristics of Culture, Cultural Values, CulturalValues and Change, The Need for Cross-culturalUnderstanding of Consumer Behaviour, Subculturesand their Influence,UNIT – 12 Problem Recognition & Information SearchBehaviour –Purchase Process & Post-purchase Behaviour –Importance of Problem Recognition, An Overview ofProblem Recognition, Threshold level in ProblemRecognition, Problem Recognition in the IndustrialBuying Process, Information Search,UNIT – 13 Information Processing –Concept of Information Processing, Exposure,Attention, Comprehension, Acceptance/Yielding,Retention, The Imaginal Processing The InfluencingFactors, Marketing Implications of InformationProcessing,UNIT – 14 Alternative Evaluation –Alternative Evaluation : The Four Components,Formation of Brand Sets for Alternative Evaluation,The Choice-Making Rules, The Basic ChoiceHeuristics, The Marketing Response to the ChoiceHeuristics,UNIT – 15 Purchase Process –Post Purchase Behaviour – An Overview of PurchaseProcess, Buying Stage and Situational Influences,Steps to Benefit from Situational Influences, An(34)

BLOCK – 5Anatomy of Non-store Buying, Routes of Non-storeBuying, Developing an Attitude to Post-PurchaseBehaviour, Theories of Post Purchase EvaluationMarkete3rs Response Strategies.UNIT – 16 Early Models –Economic Models, The Psychological Model (ThePavlovain Learning Model), The PsychoanalyticModel, The Gestalt Model, The Cognitive DissonanceExplanation, Sociological Model, The CognitiveDissonance Explanation, Sociological Model,.UNIT – 17 Howard Sheth Model –Howard Sheth Model – A Background, InputVariables, Hypothetical Constructs, ExogenousVariables and Working Relationships, The choiceProcess as Explained by the Model, Types ofProblem Solving Behaviour, The Evaluative Criteria,Howard Sheth Model – An Assessment.UNIT – 18 Recent Developments in Modelling BuyerBehaviour –Classification of Current Modelling Efforts, SomeRecent Models, Bettman’s Information ProcessingModel of Consumer Choice, Evaluation of ConsumerBehaviour Models.(35)

BLOCK – 1MARKETING RESEARCHUNIT – 1 Marketing Research –Meaning and Importance – Marketing Research –Meaning and Importance, Stages in the MarketingResearch Process, Scope of the Marketing ResearchFunction, Self – Assessment Questions, FurtherReadings.UNIT – 2 Organisation of Marketing Research in India –Growing Importance of Marketing Research in India,Expenditure on Marketing Research in India andMajor Users, Ways of Conducting MarketingResearch in India, Increased Demand for OutsideResearch Services, Common Applications ofMarketing Research, Problems in ConductingMarketing Research in India.UNIT – 3 Research Design –BLOCK – 2Research Design – Meaning and Importance ,Causality : The Basis of Classification of VariousTypes of Research Designs, Exploratory ResearchDesign, Descriptive Research Design, FactorsInfluencing Experimental Validity, Quasi-ExperimentalDesigns, Experimental Designs, ExperimentalDesigns,UNIT – 4 Data Collection –Data and the Research Process, Secondary Data –Need and Usage, Sources of Secondary Data,Advantages and Limitations of Secondary Data,Sources of Primary Data, Basic Methods of DataCollection, Sources of Error in Primary Data(36)

CollectionUNIT – 5 Sampling –Sampling – Its Importance and Limitations, Sampling:Basic Concepts, Steps in the Sampling Process,Sampling Designs, Estimation of Sample Size.UNIT – 6 Questionnaire Design and Development –UNIT – 7BLOCK-3Questionnaire: Format and Administration, StepsInvolved in Designing a Questionnaire, Constructing aQuestionnaire, Management of Field Work, Codingand Tabulation, Ambiguities in the QuestionnaireMethod.Attitude Measurement &Scaling-Attitude, Levels of Measurement, Formats of RatingScales, Single- item vs. Multiple-Items Scales, Criteriafor Good Measurement.UNIT – 8 Qualitative Research –Meaning, Differences between ‘Qualitative’ and‘Quantitative’ Research, Uses of QualitativeResearch, Methods of Conducting QualitativeResearch, Latest Techniques of Qualitative Research.UNIT – 9 Data Processing –Coding, Tabulation And Data Presentation –Editing ofdate, Coding of Data, Classification of Data, StatisticalSeries, Tables as Data Presentation Devices,Graphical Presentation of Data.UNIT – 10 Description and Inference from Sample Data –Distinction between Description and Inference,Framework for Analysis Measures of Sample Data,Results from Inferential Statistics.UNIT – 11 Analysis of Association –Cross- tabulation, Chi-square Test for Analysis of(37)

BLOCK-4UNIT – 12Association, Strength of Association between twoNominal Variable, Correlation Coefficient, simpleLinear Difference, Analysis of Difference.Regression Analysis, Discriminate analysis andFactor Analysis-Analysis of Variance, Regression Analysis,Discriminate Analysis, Factor Analysis.UNIT – 13 Conjoint Analysis –UNIT – 14What is Conjoint Analysis, Steps in the Application ofConjoint Analysis.Cluster Analysis and Multi-Dimensional Scaling-Inputs for Cluster Analysis,different Approaches to Cluster Analysis, Factors tobe considered while using Cluster AnalysisTechniques Multi-dimensional Scaling.UNIT – 15 Application of Marketing Research in India –Some Case Studies - Illustration on ‘ConsumerResearch’, Illustration on ‘Demand Forecasting’,Illustration on ‘Sales Promotion Campaign’, OtherPotential Applications.(38)

PGDFM – 01CAPITAL INVESTMENT AND FINANCING DECISIONSBLOCK – 1UNIT -1 Nature of Long Term Financial Decisions –BLOCK – 2Time Value of Money, Terminal Value, Present Value,Determination of Implied Interest Rates,Determination of the Implied Principal Amount,Determination of Annuities, Financial Markets : TheBenchmark, Net Present Value (NPV) Rule, ValueMaximization Objective (VMO), Principal – AgentConflict in Value Maximisation, Other Objectives andVMO, VMO and NPV Rule, Financing Decisions,Dividend Decisions, Investment Decisions, LinkagesBetween Financing and Investment DecisionsUNIT – 2 Financing Through Capital Market –Equity Shares, Features of Equity Shares,Implications for Decision Makers, Managerial Issues,Preference Shares, Features of Preference Shares,Implications for Decision Makers, Managerial Issues,Debentures, Features of Debentures, Implications forDecision Makers, Managerial Issues, Capital MarketFinancing – Recent Tends.UNIT – 3 Financing Through Financial Institutions –Commercial Banks, Development Banks, InvestingInstructions, Institutional Financing: Recent Trends.UNIT – 4 Newer Modes of Financing –Concept of Leasing, Forms of Lease Financing,Benefits and Costs of Leasing, Economic Evaluationof Lease, An Illustration, Concept of Venture Capital,Nature and Role of Venture Capital, Evolution of(39)

Venture Capital in USA and UK, Present State ofVenture Capital in India, Implications for DecisionMakers,BLOCK – 3UNIT – 5Project Evaluation under Risk and Uncertainty–Types of Project Proposals, Elements of CapitalProjects, Dimensions of Project Evaluation, ProjectSelections Criterion, NPV and Financial Profitability,NPV and Evaluation of Risky Projects, Analysis ofRisk and Uncertainty, Integrating Risk in the NPVCriterion, Risk Analysis in Practice, Bower’s Model ofthe Investment Decision making Process,UNIT – 6 Analysis of Non-Financial Aspects –BLOCK – 4Non Financial Considerations, Inadequacy ofFinancial Evaluation, Economic or Social Evaluation,Social Cost Benefit AnalysisUNIT – 7 Capital Structure Theories –Optional Capital Structure : Traditional Position, Riskand Capital Structure, EBIT-EPS Analysis for CapitalStructure, EBIT-EPS Approach to Capital Structure –A Graphical Analysis, Modigliani-Miller Analysis ofTax Factor, Choosing the Optimal Capital Structure –An Example, Other Considerations, Relevance ofDebt Equity Ratio in Public EnterprisesUNIT – 8 Cost of Capital and Capital Structure –Risk and Cost of Capital, Concepts of Cost of Capital,The Cost of Specific Sources of Funds, Cost of LongtermDebt, Cost of Preference Capital, Cost of EquityCapital, Cost of Retained Earnings, Choice ofWeights, Calculating the Weighted Average Cost ofCapital : An example(40)

UNIT – 9 Dividend Decision –BLOCK – 5UNIT – 10Nature of Dividend Decision, Dividend PaymentProcedures, Factor affecting Dividend Decision,Objectives and types of Dividend Policies, RelevanceDividend Policy, Alternatives to Cash DividendAttiveri Minor Irrigation ProjectUNIT – 11 Reliance Industries Limited -(41)

BLOCK -1UNIT- 1PGDFM – 02Management Control SystemBasic ConceptsManagement Control System: An Introduction–General Concept of Control, Organisational Control,Management Control, Management Control andStrategic Planning and Control, Management Controland Operational Control, Characteristics ofManagement Control Systems, DesigningManagement Control system, Management Controlsystem and Responsibility Accounting, InformalManagement ControlUNIT- 2 Responsibility Centers –BLOCK-2Delegation of Responsibility Centers, The Concept ofResponsibility Centers, Organisation Structure andResponsibility Centers, Types of ResponsibilityCenters, Establishing Responsibility Centers,Performance Evaluation of Responsibility Centers,The Concept of Responsibility Accounting.Management Control StructureUNIT- 3 Expense Centers –The concept of Expense Centre, Distinction BetweenExpense Centre and responsibility centre,Controllability of Expenses, Responsibility ReportingUNIT- 4 Profit Centers –The Role of Profit centers in an OrganisationsBoundary Conditions for Profit centers, PerformanceMeasurement of Profit Centers, Profit Centre as aMotivational tool, performance RelatedCompensation.UNIT- 5 Transfer Pricing –Transfer pricing and corporate Policy, Methods ofTransfer Pricing, Decentralization and PerformanceEvaluation, Transfer Pricing Practices.(42)

UNIT- 6 Investment Centers –BLOCK- 3Investment Base, Measuring Investment CentrePerformance, Measuring the Investment Base,Problems of Financial Control of Investment centre.Management Control ProcessUNIT- 7 Programming and Budgeting –Classification, Process of budget Setting, FlexibleBudgeting, Manufacturing and AdministrativeBudgets, Marketing Budgets, Budgeting with NetWork Analysis, Performance Budgeting, Zero baseBudgetingUNIT- 8 Analysis and Reporting –Meaning and Significance of a Report, DifferentTypes of Reports, Report Preparation, Meaning andImplications of MIS, Need for MIS, A Few Myths andMIS, MIS and Computers, Management andInformation System, Design and Implementation ofMIS, Impact of MIS on Management, A systematicpresentation of an integrated Approach, DecisionSupport systemUNIT- 9 Performance Evaluation –BLOCK- 4Importance to Management, Impersonal/personalOrientation, Measuring Performance, MultiplePerformance Criteria, Designing PerformanceEvaluation Report, Responsibility Accounting andManagerial Accountability, Divisionalisation, R.O.I.Approach, Interdivisional Pricing, Corporate andInterdivisional Charges, Effective Use of ManagementAccounting System, Compensation for DivisionalPerformance, Measuring and Controlling Performancein a MBO Framework.Special ApplicationsUNIT- 10 Management Control in MultinationalCorporations –Definition of Multinational Corporation, Basic Objectsand Characteristics of Management Control,Management Control in Multinational Operations,(43)

UNIT- 11Managerial Performance, Information SystemBetween Home Country Parent and Host CountrySubsidiary, Reporting system in a Large MNC,General dynamics of Subsidiary Operation in HostCountryManagement Control in Project and Multi ProjectOrgnisations –Project Defined, Project Characteristic andManagement Control, A Typical Project Organisation,General Approaches to Designing ProjectOrganisations, Project Planning and ControlTechniques, Sub Contracting and Control, Controlindicators in Multi Project Organisations, Role ofReview ProcessUNIT- 12 Management Control System in ServiceOrganisations-UNIT- 13BLOCK- 5CASE-1CASE-2CASE-3CASE-4CASE-5CASE-6Characteristics of Services, Equipment and PeopleOriented In Services, Design Considerations in Highand Low Contact Services, Management Control inProfessional Firms, Management Control system inHospitals, Management Control in Hotels,Management Control in Banks, Some Trends ofChange in Service Industry.Management Control in Non-Profit Organisations–Service organisations and Non- Profit organisations,Categories of Non- Profit organisations, Profit andNon- Profit organisations: Differential Characteristics,Measuring output, Pricing in Non- Profit organisations,Management Structure in NPOs, Control In NPOs,Accounting In NPOs.Case StudiesBrooke Bond (India) Ltd. (A)Dakshin Rasagan Nigam Ltd.Bengal Steel Ltd.Jalabhumi Nutritional Programme (A)Thana District Co-operatine Fisheries Project (B)Christian Medical College and Hospital, Vellore.(44)

PGDFM – 03SECURITY ANALYSIS AND PORTFOLIO MANAGEMENTBLOCK-1UNIT-1 Nature and Scope of Investment Decisions –Nature of Investment Decisions, The InvestmentDecision Process, The Investment Environment,Financial Instruments, Financial Intermediaries,Financial MarketsUNIT-2 Components of Investment Risk –UNIT-3BLOCK-2Concept of Investment Risk, Evolution of RiskConnotations the interest Rate Risk Factor, Themarket Risk, Factor, The Inflation Risk Factor, TheDefault Risk Factor, The Management RiskFactor,The Liquidity Risk FactorValuation of Securities-The Three-step valuation Process, EconomyInfluences, Industry Influences, Empirical Support forthe Valuation Sequence, The General ValuationFramework, The Basic Valuation Model, Value PriceRelationship, The Coonter, Hypothesis, the DynamicValuation Process, Valuation of Fixed-in-comeSecurities, Estimating Returns on Fixed IncomeSecurities, Valuation of Preference Shares, Valuationof Equity Shares, The Present Value of ExpectedStream of Benefits from Equity Shares, DividendValuation Model, The P/E Approach to equityvaluationUNIT-4 Organisation and Functioning –Primary vs. Secondary Markets, Types of TradedSecurities, Stock Market in India, Origin and Growth,Role and Functions, Membership, Organisation &Management, Trading System, Stock Market(45)

Information System, Principal Weakness, Directionsof Reform, Over the Counter Exchange of India(OTCEI)UNIT-5 Regulation –BLOCK – 3History of Securities Market Regulation, Regulation ofSecondary Market, Regulation of Primary Market,Regulation of OTCEI, Securities and Exchange Boardof India (SEBI), Origin, Functions, Organisation,Activities, Self- RegulationUNIT – 6 Economy and Industry Analyses –Security Analysis and Investment Decision,Fundamental Analysis, Fundamental Analysis andEfficient Market, Fundamental Analysis andChemistry of Earnings, Economy-Industry-CompanyAnalyses : A framework, Economy Analysis,Economic Forecasting, Anticipatory Surveys,Barometric or indicator Approach, Econometric ModelBuilding Approach, Industry Analysis, Techniques ofIndustry AnalysisUNIT- 7 Company Level Analysis –Estimation of Future Price, Quantitative Analysis,Dividend Discounted Method, Price-EarningsApproach, Forecasting Earnings Per Share,Traditional Methods of Forecasting EPS TrendAnalysis, ROI Approach, Market Share Approach,Independent Estimates Approach, Modern Methods ofForecasting EPS, Regressing and CorrelationAnalyses, Trend Analysis, Decision Tree Analysis,Qualitative AnalysisUNIT – 8 Technical Analysis –Meaning of Technical Analysis, fundamental Analysisvs. Technical Analysis, Origin and Development ofTechnical Analysis, Dow Theory and its Basic Tenets,(46)

Classical Technical Analysis, Modern TechnicalAnalysis, Techniques of Technical Analysis, MarketIndicators, Limitations of Technical Analysis,UNIT – 9 Efficient Market Hypothesis –BLOCK-4UNIT – 10UNIT – 11Definitions of Market Efficiency, Forms of MarketEfficiency, Empirical Tests of EMH, Tests of WeakForm, Tests of Semi-Strong Form, Tests of StrongForm, Anomalies in EMH, Indian Studies on MarketEfficiency, Implications of EMH for Security Analysis,Implications of EMH for Portfolio Management,Portfolio Analysis-Inputs to Portfolio Analysis, Return and RiskCharacteristics of Individual Assets, Expected Returnand Risk of a Portfolio, Diversification of Risk,Portfolio Analysis and Selection, Portfolio SelectionProblem, Selection of Optimal PortfolioPortfolio Selection-Finding the Efficient Set, Constrained MinimisationProblem, Lag range Multipliers Technique, Tracingthe Efficient Frontier, Limitations of MarkowitzApproach, Single-Index Model, The Assumptions andthe Model, Systematic Risk, Diversifiable (orResidual) Risk and Covariance of Returns, Varianceof Portfolio Returns, Estimating Beta and theDiversifiable Risk Component, Other PortfolioSelection ModelsUNIT – 12 Capital Market Theory –Concepts of Risk Free Asset, Risk Free Lending andRisk Free Borrowing, Leveraged Portfolio, MarketPortfolio, capital Market Line, The CAPM,Assumptions, Security Market Line, Limitations,Arbitrage Pricing Theory (APT)(47)

UNIT – 13 Portfolio Revision –BLOCK-5UNIT – 14UNIT – 15Meeting of Portfolio Revision, Need for PortfolioRecession, Portfolio Revision Strategies, PortfolioRevision Practices, Constraints in Portfolio RevisionFormula Plans, Basic Assumptions and GroundRules, Constant- Dollar-Value Plan, Constant-RatioPlan, Variable-Ratio Plan, LimitationsPerformance Evaluation of Managed Portfolio-Methods of Computing Portfolio Return, Dollar-Weighted Rate of Return, Time-Weighted Rate ofReturn, Risk Adjusted Return, Components ofInvestment Performance, Stock Selection, RiskTaking, Market Timing, Problems with Risk AdjustedMeasures, Benchmark Portfolio- Concept andConstructionInvestment Companies-Investment Companies, Categorisation Based onCapitalisation, Categorisation Based on InvestmentObjectives, Categorisation Based on Types of AssetsHeld, Portfolio Management Process, Problems ofPortfolio Management, Problems Associated with theMature of the Financial Markets, InvestmentCompanies in India, Unit Trust of India (UTI) MutualFunds of Commercial Banks (MFs), Life InsuranceCorporation of India (LIC), Regulations/GuidelinesGoverning Investment Policies of InvestmentCompanies in India, Statutory Regulations GoverningUTI Investment , Statutory Regulations Governing licInvestments, Investment Options for InvestmentCompanies in India, Investment Patterns ofInvestment Companies in India, UTI’s InvestmentPattern. LIC’s Investment Pattern. Private SectorInvestment Companies, Problems Faced by IndianInvestment Companies, Lack of Proper Databases,Problems Due to Excessive Dependence onCorporate Debentures, Volatility of the Market(48)

UNIT – 16Mutual Funds-Concept of Mutual Fund (MF), Advantages ofInvesting in Mutual Funds Types of Mutual Funds,History of Mutual Funds, Indian Scenario, Types ofMutual Fund Schemes in India, Organisation ofMutual funds, Creation of a Portfolio. RegulatoryEnvironment Relating to Creation of Portfolio ofVarious Securities, Portfolio Revision, Systems andControls.(49)

BLOCK-1UNIT-1UNIT-2PGDFM – 04International Financial ManagementInternational economics: Issues and Dimensions–International Economics, International Finance andInternational Financial Management, InternationalEconomy- The Global Village, National Economy inan International Setting, International Trade Theories,Mercantilists Views, Absolute Advantage Theory,Comparative Advantage Theory, Comparative CostTheory, Standard Theory of International Trade,Modern Theory of International Trade, ComparativeAdvantage- Revisited, International Capital FlowsTheory, International Labour Migration Theory, Issuesin International cooperation, Multinational enterpriseas a system of National UnitsFinance Function in Multinational Firm-Multinational Semantics, Environmental Factors andFinance Function, Theory of Foreign DirectInvestment, CTM Approach, Cost of Capital,Competition/Monopoly, Mergers, Joint Ventures, etc.Techniques of Transfer Pricing, Financial Dimensionsof Multinational Transfer, Distinguishing Features ofInternational Financial Decision – making, FinancialControl over Global Operations, MultinationalHeadquarters and Subsidiary Units, Synthesisbetween National and Transnational Interests,UNIT-3 International Financial Flows: Balance ofPayments Framework-International Financial Flows : Sources and Causes,Trade Flows, Flow of Services, Unilateral Transfer,Direct Investment Abroad, Portfolio InvestmentAbroad, Short-term Capital flows, Balance ofPayments (BOP), Concepts and Conventions,Balance of Payments Accounts, Disequilibrium’s inBOP and its Accounts, India’s BOP Past Trends,(50)

UNIT-4BLOCK – 2International Financial Flows : Consequences andRemedial Measures,International Financial System and Institutions–Elements of a Financial System, InternationalFinancial System : Unique Elements, InternationalFinancial System : Unique Markets, Innovations inFinancial Instruments, Benefits of Internationalisation, Evolution of the International Financial System,International Financial Institutions, InternationalMonetary Fund, World Bank, Other InternationalFinancial Institutions,UNIT – 5 Forex Markets and Rates –UNIT – 6Money Market, Actors in the Money Market, ForeignExchange Market, Actors in the Foreign ExchangeMarket, Foreign Exchange Quotations, ReciprocalRates, Cross Rates, The Chain, Price and VolumeQuotationsForeign Exchange Rates : Determination andForecasting –Exchange rate, Law of one price, Purchasing PowerParity (PPP), International Monetary System andForeign Exchange Markets – Revisited, GoldStandard, Gold Exchange Standard, Bretton WoodSystem, Move to Floating Exchange Rate,Organisation of Foreign Exchange, Market, Spot andForward Exchange Rates, Relationship betweenForward and Sport Exchange Rates, Central BankIntervention in the Foreign Exchange Market, IndianExchange Rate System, Current AccountConvertibility: Recent Indian Trend, Exchange rateForecastingUNIT – 7 Measuring Foreign Exchange Risk –Concept of Exposure, Accounting Exposure-Translation Methods, Monetary/Non- MonetaryMethod, Temporal Method, current/Non-Current(51)

Method, Economic (Cash Flow) Exposure,Transaction Exposure, Real Operating exposureUNIT – 8 Managing Foreign Exchange Risk –BLOCK-3Exposure Management: Basic Consideration,Exposure information System, Exchange RiskManagement Strategies and Techniques, ExposureManagement: Internal Techniques, Netting, Matching,Leading and Leading, Pricing Policies, Asset andLiability Management, Exposure Management:External Techniques, Forward Exchange Contracts,Short Term Borrowing, Discounting, Factoring,Government Exchange Risk GuaranteesUNIT –9 Financing Foreign Trade –UNIT –10BLOCK-4Export/Import Finance: Special Problems ofDeveloping Countries, Export Financing, importFinancing, Financing Practices or Terms of Payment,Payment in Advance, Open Account, DocumentaryBills, Letters of Credit, Shipment on ConsignmentBasis, Export Financing Techniques or Types ofCredit, Pre-shipment Financing, Post-shipmentFinancing, Institutional Arrangements in IndiaRegarding Foreign Trade Financing,: endingProgrammes of EXIM Bank, Export Credit Guaranteethrough ECGCInternational Cash Management-Short-term Capital Flows, Cash Balance Holdings,Money Marketing and Interest Parity-Revisited,Hedging Against Risks, Foreign Exchange Risks,Inflation Risks, Centralised Cash Management,Liquidity ImperativesUNIT –11 Forex Regulation and Control –Foreign Exchange, Exchange Control, TransactionsSubject to Control, Imports, Exports, ExportDeclaration Forms, Permitted Method of Payment,(52)

UNIT –12Permitted Currencies, Grouping of Countries,Authorised Dealer, Export of Gold etc. Rate ofExchange, Exchange Rate of the Rupee, Bank’sDealings in Foreign Exchange, Exchange Contracts,Foreign Remittances, Foreign Travel, Import/ExportGuarantees, Rupee Account of Non-Resident Indians,Rupee Account of Non-Indians, Rupee Accounts ofNon-Resident Banks, Acquisition/Disposal of propertyby Non-Resident Indians/Foreigners, Investments inShares, Securities etc, by Non-Resident Indians/ForeignersInternational Financing Strategy-Institutional Structure, Growth of the EurodollarMarket, Instruments and Rates of Interest of the EuroCurrency Markets, Euro currency Loan MarketInternational Bond Market, The currency Composition,Special Features of the Eurobond Market,International Equity Markets Foreign Equity Markets,Multinational and US Equity Markets, SomeInnovations in International Capital Markets,Innovations in the Eurobond Market, EuronoteMarket, International Equities, Global FinancialChoices : Some Broad Guidelines, BasicConsiderations in International Financing Decisions,Managing Risks, Interaction with the Firm’s OverallFinancial Structure, International Financing Decisions:Some India ExperiencesUNIT –13 International Investment Strategy –Strategies of Direct Investment, Exploiting aTechnological Lead, Exploiting a Strong Trade Name,Exploiting the Advantages of Scale, Exploiting aScanning Capability, Input- Output Strategy, FinancialStrategy, Environmental and Organisational Strategy,Strategies of Portfolio Investment, Diversification orSafety-first Strategy, Income Maximisation Strategy,Wealth Maximisation Strategy, Tax MinimisationStrategy, Reinvestment and Repatriation.(53)

BLOCK – 1PGDFM – 05MANAGEMENT OF FINANCIAL SERVICESUNIT – 1 Financial System and Financial Markets –Financial System, Financial Markets : AnIntroduction, Role of Financial Markets, Functions ofFinancial Markets, Classification of Financial Markets,Securities Markets, Globalisation of FinancialMarkets, Classification of Global Financial Markets,UNIT – 2 Participants in Financial Markets –Participants in Money Markets, Central Bank,Commercial Banks, Indigenous Financial Agencies,Discount House, Acceptance Houses, Participants inCapital Markets, Banking Institutions, Non-BankingFinancial InstitutionsUNIT – 3 Financial Services : An Introduction –Concept and Importance, Salient Features,Constituents, Evolution Financial Services : A Caseof GE Capital Services, Some Policy Issues, FinancialServices and Problems, Future Scenario,UNIT – 4 Management of Risk in Financial Services –Trading in Risk, External and Internal Risk, Sourcesof External Risk, Sources of Internal Risk, Types ofRisk,UNIT – 5 Regulatory Framework for Financial Services –BLOCK – 2UNIT – 6Types of Regulations, Regulatory Framework,Regulations on Banking and Financing Services,Regulations on Insurance Services, Regulations onInvestment Services, Regulations on MerchantBanking and Other IntermediariesStock Exchange : Functions and Organisations–Meaning and Nature of Stock Exchanges, Economic(54)

Functions of Stock Exchanges, Development ofIndian Stock Market, Forms of Organisation of IndianStock Exchanges, Regulation of Stock Exchanges inIndia, Organisational Structure of Stock Exchanges inIndia, Recent Developments in Indian Stock MarketStructure,UNIT – 7 Broking and Trading in Equity –Listing of Securities in an Exchange, Intermediaries inan Exchange Execution of Trades in an Exchange,Settlement of Trades, Settlement GuaranteeMechanism, Transfer of Ownership of Securities,Globalisation and International TrendsUNIT – 8 Broking and Trading in Debt –Different Debt Instruments in the Market, DebtTrading in India, Listing of Debt Instruments in anExchange, Intermediaries in an Exchange,Intermediaries in Debt Trading, Execution of Trades inan Exchange, Settlement of Trades, Transfer ofownership of securities, Initiatives Needed for aVibrant Debt Market,UNIT – 9 Mutual Funds –BLOCK – 3Why Mutual Funds? Products of Mutual Funds,Emergence of Mutual Funds, Constitution of MutualFunds, Functions of AMC, Working Mechanism ofAMC, Managing a mutual Fund, PortfolioManagement Process, Operational Efficiency ofMutual Funds, Performance Measures of MutualFunds, Money Market Mutual Funds, Off-ShoreMutual Funds, Mutual Funds in IndiaUNIT – 10 Merchant Banking : An Introduction –Origin of Merchant Banking, Services Provided byMerchant Bankers, Regulation on Merchant Bankers,Code of Conduct for Merchant Bankers, MerchantBanking in India,(55)

UNIT – 11 Issue Management –Types of Issues, Who can be an Issue Manager?Roles of Issue Manager, Project Appraisal, CapitalStructure, Public Issue Management, Marketing theIssue, Selecting Public Issue Proposal, Pricing ofIssues, Regulatory Environment, Recent Trends inIndia,UNIT – 12 Corporate Restructuring and Mergers –Mergers and Acquisition, Motives for Mergers, Typesof Mergers, Factors Affecting the Takeover or MergerDecision, Steps Involved in the Mergers, LegalFramework, Financial FrameworkUNIT – 13 Project Financing –BLOCK – 4Sources of Project Financing, New FinancialInstruments for Project Financing, Planning theOptional Means of Financing, Norms and Policies forFinancial Institutions, ExampleUNIT – 14 Leasing and Hire Purchase –Leasing : Some Basic Concepts, Types of LeaseArrangements, Reasons for Leasing, Effects onFinancial Statements, Legal Aspects of Leasing,Essential Features of Leasing, Standard Clauses in aLease Agreement, Evaluation of Lease, FinancialConsideration Affecting the Buy or Lease Decision,Lessor’s Point of View, Lessor’s Perspective, HirePurchase, Choice Between Leasing and HirePurchaseUNIT – 15 Debt Securitisation –What is Securitisation? Assets which can beSecuritised, Origin of Securitisation Done, Mechanismof Securitisation, Role of Special Purpose Vehicle,Instruments of Securitisation , Pricing of SecuritisationInstruments, Benefits of Securitisation, Criteria forInvestment, Securitisation in Indian Context, FutureProspects(56)

UNIT – 16 Housing Finance –Institutional Framework, Housing Finance Schemes,Home Loan Account Scheme of NHB, HDFC’sSchemes for Individuals Finance, Schemes of LICHousing Finance Ltd. Schemes of GIC HousingFinance Ltd., Schemes of Canfin Homes Ltd.Schemes of Canfin Homes Ltd, Schemes of SBIHousing Finance, Schemes of Commercial Banks,Schemes of Housing and Urban DevelopmentCorporation, Schemes of State Housing FinanceSocieties, Role of National Housing Banks in HousingFinanceUNIT – 17 Credit Rating –BLOCK – 5Concept of Credit Rating , Origin of Credit Rating,Scope and Need for Credit Rating, Importance ofCredit Rating, Typology of Credit Rating, FactorsContributing to Success, Credit Rating Process,Credit Rating : The Indian Scenario, Credit Rating :Some Recent Developments,UNIT – 18 Credit Cards –UNIT – 19History of Credit Cards, Types of Credit Cards,Additional Facilities and Services, Credit CardBusiness Cycle, Benefits of Credit Cards, IndianScenario, Comparison of Credit Cards, ModernTrends in Payment BusinessFinancial Services by Banks and InsuranceCompanies –Financial Services on Offer, Merchant BankingServices, Leasing, Mutual Funds, Factoring , CreditCards, Credit Rating, Commercial Papers, HousingFinance, Venture Capital , New Vistas in FinancialServices, Emerging DimensionsUNIT – 20 Venture Capital –Main Characteristics of Venture Capital, Growth ofVenture Capital, Origin of Venture Capital in India,(57)

Differences Between Venture Capital and OtherFunds, Stages of Venture Capital Financing,Instruments of Finance, Organisation of VentureCapital Industry, Sources of Venture Capital Funds,Exit Alternatives, Regulatory Framework, Operation ofVenture Capital Funds,UNIT – 21 Factoring, Forfeiting and Bill Discounting –Factoring : An Introduction, Types of Factoring,Terms and conditions of Factoring Contract,Advantages of Factoring, Disadvantages of Factoring,Mechanism of Factoring, Main Characteristics ofFactoring, RBI Guidelines for Factoring, Factoring inIndia, Forfeiting : An Introduction, Differencesbetween Factoring and Forfeiting, Condition for theSuccess, Forfeiting in India, Advantages of Forfeiting,Bill Discounting : An Introduction, Evaluation of BillDiscounting Scheme in India, Salient Feature of theBill Discounting Scheme, Re-vitalising the Bill Marketsin India, Discount and Finance House of India Limited,(58)

BLOCK – 1PGDPM-01Operations Research for Managerial ApplicationUNIT – 1 Operation Research – An Overview –History, Approach, Techniques and Tools,Relationship between O. R. Specialist and Manager,Typical Applications of O.R, Phases and Processes ofO.R.Study, Limitations of Operations Research ,UNIT – 2 Review of Probability and Statistics –BLOCK – 2Random Experiment and Probability, RandomVariable : Discrete v/s Continuous, ProbabilityDistribution and Summary Statistics, Some ImportantDiscrete Probability Distributions, Some ImportantContinuous Probability DistributionsUNIT – 3 Linear Programming –Graphical Method – Formulation of a LinearProgramming Problem, Formulation with DifferentTypes of Constraints, Graphical Analysis, GraphicalSolution, Multiple, Unbounded Solution and InfeasibleProblems, Application of Linear Programming inBusiness and IndustryUNIT – 4 Linear Programming –Simplex Method – Principle of Simplex Method,Computational aspect of Simplex Method, SimplexMethod with several Decision Variables, Two Phaseand M-method, Multiple Solution, Unbounded Solutionand Infeasible Problem, Sensitivity Analysis, DualLineal Programming Problem,UNIT – 5 Transportation Problem –Basic Feasible Solution of a Transportation Problem,Modified Distribution Method, Stepping Stone Method,Unbalanced Transportation Problem, DegenerateTransportation Problem, Transhipment Problem,(59)

Maximisation in a Transportation Problem,UNIT – 6 Assignment Problem –BLOCK – 3UNIT – 7UNIT – 8UNIT – 9UNIT – 10BLOCK – 4Solution of the Assignment Problem, UnbalancedAssignment Problem, Problem with Some InfeasibleAssignments Maximisation in an AssignmentProblem, Crew Assignment Problem.Concepts of goal programming,Goal programming model formulation, Graphicalmethod of goal programming, The simplex method ofgoal programming, Application areas of goalprogramming, Application areas of goal programming,Some Integer ProgrammingFormulation Techniques, Unimodularity, Cutting PlaneMethod, Branch and Bound Method,Dynamic Programming Methodology:An Example, Definitions and Notations, DynamicProgramming Applications,Solution of a Non-linear ProgrammingProblem, Convex and Concave Functions, Kuhn-Tucker Conditions for Constrained Optimisation,Quadratic Programming, Separable ProgrammingUNIT – 11 Inventory Control – Deterministic Models –Inventory : An Essential Requirement, Objectives ofInventory, Functions of Inventory, Classifications ofInventory, factions Affecting, Inventory Modelling,Deterministic Single Item Inventory Models,Deterministic Multi-Item Inventory ModelsUNIT – 12 Inventory Control –Probabilistic Models – Inventory Models withProbabilistic Demand, Single Period ProbabilisticModels, Inventory control Systems, Fixed Order(60)

Quantity System, Periodic Review System, OtherVariants of Probabilistic Models.UNIT – 13 Queueing Models –BLOCK-5Characteristics of a queueing model, Natations andSymbols, Statistical methods in queueing, The M/M/ISystem, The M/M/C System, The M/Mk/I System,Decision problems in queueing.UNIT – 14 Competitive Situations: Game Theory –Definitions and explanation of some important terms,Saddle points, Dominance, Mixed strategies: Gameswithout saddle points, 2xn games, Exploiting anopponent’s mistakes.UNIT – 15 Simulation –BLOCK-6CASE-1CASE-2Reasons for using simulation, Limitations ofsimulation, Steps in the simulation process, Somepractical applications of simulation, Two typicalexamples of hand-computed simulation ComputerSimulationInsulator India LimitedUse of Operations Research Techniques: A CaseStudy of ECS Corporation(61)

PGDPM-02Project ManagementBLOCK -1 Project Formulation and AppraisalUNIT- 1 Project management: An Overview –Project Management Its Role & Scope, History ofPERT/CPM, Need for Project Management, SomeMajor Project Management Concepts, Tools andTechniques in Project Management, Success factorsin Project ManagementUNIT- 2 Feasibility and Technical Analysis –Nature of Project Decision, The Project DevelopmentCycle, Opportunity Studies, Pre-Feasibility andFeasibility Studies, Technical Analysis.UNIT- 3 Market and Demand Analysis –Forecast Verses Prediction, Time Horizon of DemandForecasting, Need for Demand Forecasting,Uncertainties in Demand Forecasting, Levels ofDemand Forecasting, Determinants of Demand forCapital Goods, Criteria for a Good ForecastingMethod, Methods of Forecasting Demands, Errors inDemand Forecasting.UNIT- 4 Economic and Financial Analysis –Financial Analysis of Projects, Return on Investment,Pay Back Period, Discounted Cash Flow Techniques,Net Present Value, Internal Rate of Return,Profitability Projections, Economic Analysis ofProjects.UNIT- 5 Formulation of Detailed Project Reports –Planning as an Essence of Design Phase, MarketPlanning, Equipment and Process Technology,Location of the Project, Layout of the Project, MaterialBalance of the Project, Specification of Main Plantand Equipment, Environment impact Assessment,Operations, Commercial Aspects, Financial Aspects,Socio-Economic Aspects, Doubled Project Report.(62)

BLOCK -2Project Planning and SchedulingUNIT- 6 Planning Time Scale Network Analysis –Network Diagramming of Projects Diagrams, Time -Analysis of Networks, Probabilistic Durations, ProjectScheduling. Importance of Materials and Equipment,Network –Based Materials Management,Sectionalizing Planning of Materials, Longest Deliveryterm and Project Duration, Beating the Critical; Path,Combating Inflation, Construction Equipment andMaterials, Supporting Services for ConstructionEquipment and Materials.UNIT- 7 Materials and Equipment –Importance of Materials and Equipment, NetworkbasedMaterials Management, SectionalisingPlanning of Materials, Longest Delivery Item andProject Duration, Beating the Critical Path, Combatinginflation, Construction Equipment and material,Supporting Services for Construction Equipment andMaterials.UNIT- 8 Human Resources –Project Goals, Planning and Scheduling, HumanBeing as a Human Resource, Balancing HumanResources, Types of Problems in Balancing HumanResources, Conceptual Resource Leveling, Methodsof resource Profile, Methods of Resource Allocation,Harnessing Potential of Human Resources.UNIT- 9 Project Costing and Financing –Costing of Projects, Costing and Pricing of Projects,types of cost Estimates in Projects, Project ScopingProject Financing, Sources of Long Term Funds,Rupee Loans and Free Exchange, Sources of Shortterm Rupee Funds.UNIT- 10 Organisation Structures in Projects –Types of Organisations Structures, HierarchicalOrganisations Structures, Integrating Projects inFundamental Organisations, Evolution of(63)

BLOCK -3Organisations Structures in projects, MatrixOrganisations, Complexities of Matrix OrganisationsStructure, Advantages of Matrix OrganisationsStructures, Fitting Matrix Structure into theOrganisations, Types of Matrix OrganisationsStructure, Organisations Structure in Twenty –FistCentury.Implementation and ControlUNIT- 11 Project Management Information System –Objective of Project Management Information System,Planning by Network Analysis, Cost Control Systems,Integrated Project Management Information System,Project Monitoring and Reporting, System automationand ComputerisationUNIT- 12 Material and Equipment –Importance of Material and Equipment in ProjectImplementation and Control, Financial aspects ofMaterials and Equipment, Contracting of Materialsand Equipment, Fail-Safe management of Materialand EquipmentUNIT- 13 Human Resources –UNIT- 14Schematic of Planning and Control, ProjectImplementation, Concept of Project Driver, DirectingIndividuals and Teams, Reinforcement ofCommitment and Excitement, Informing Everyone onthe Project, Vitalizing Project Teams, EmpoweringProject Personnel, Risk Taking and Creativity, Feedforward Project Control.Financial Aspects-Accounting System, Implementing the Financing Plan,Authorisation of Expenditure, The Concept of Control,Factors Affecting Control of Project Cost, The PERT-COST System, Project Control Curves, VarianceAnalysis Approach to Cost Control, The performanceAnalysis Approach, Integrated Cost/ Schedule Graph.(64)

BLOCK -4Project Completion and EvaluationUNIT- 15 Integrated Project Management Control System –UNIT- 16UNIT- 17Computer Applications, Computer Softwares, ProjectManagement Software Packages, and ComputerApplications in Project AppraisalManaging Transition From Project to Operation–Objective of Commissioning, Organisations Matrix forCommissioning, Planning for Commissioning,Forecasting Requirements of Commissioning, QualityAssurance during Manufacturing, Quality Checks ofEquipment on Arrival at site, Concept of Total QualityManagement in Projects, Handing Over/ Taking OverProcedures, Proofing Runs &Trial Production, Costingand Capitalisation of Assets.Project Completion and Evaluation-Project Review – Invisibility Of Planning &Control inProjects, Importance of Project Review, Project CcordinationProcedures, Elements of Control inProjects, Concept of Cybernetics, Project PlanningProcedures, Project Reporting, Monitoring andMotivation, Teamwork in Projects(65)

BLOCK -1PGDPM-03Management of Machines and MaterialsUNIT- 1 Operations Management- An Overview –BLOCK-2Systems Concept in Operation Management,Objectives in Operation Management, OperationsManagement Decisions, Types in Productionsystems, Management of Materials in Productionsystems, Concepts in Systems Life-Cycle, Role ofScientific Method in Operation Management, BriefHistory of Operation ManagementUNIT- 2 Product Selection –The Product Selection Process, Selection of theproducts, Product Development, Product Design.UNIT- 3 Process Selection –Forms of Transformation Process, The Project form,Intermittent and Continuous Flow Process,Processing Industries, Selection of the ProcessUNIT- 4 Facilities Location –Meaning, Location Decision, Steps in the FacilityLocation Study, Subjective, Qualitative and Semi-Quantitative Techniques, Location Break–EvenAnalysis, And Quantitative Models for FacilityLocationUNIT- 5 Facilities Layout and Material Handling –Basic Layout of Plant Layouts, Plant Layout Factors,Layout Design Procedure, Flow and Activity Analysis,Space determination and Area Allocation,Computerized Layout Planning, Evaluation,Specification, Presentation and Implementation,Materials Handlings Systems, Material HandlingEquipment(66)

UNIT- 6 Capacity Planning –BLOCK- 3Meaning, Process for Capacity Planning, PredictingFuture Capacity Requirements, Generation ofCapacity Plans, Evaluation of Alternate CapacityPlansUNIT- 7 Work Design –Introduction to Work Design, The Work studyApproach: An Overview, Method Study, WorkMeasurement, Work Study application.UNIT- 8 Job Design –BLOCK- 4Introduction To Job Design, Design Factors,Environmental and organizational Factors, BehaviorDimensions of job Design, Socio- technical Approachto Job DesignUNIT- 9 Planning and Control for Mass Production –Mass Production, Features of Mass ProductionSystem, Notion of a Assembly Lines and FabricationLines, Design of an Assembly Line, Line BalancingMethods, Problems and Prospects of MassProduction, Modular Production and GroupTechnology, Automation and Robotics.UNIT- 10 Planning and Control for Batch Production –UNIT- 11Features of Batch Production, Determining OptimumBatch Size, Aggregate Production Planning, MaterialRequirements Planning, The Line of Balance forProduction Control and Monitoring, Problems andprospects of Batch Production.Planning and Control for Job shop Production–Variety of Problems in Job Production, n Jobs OneMachine Case, n Jobs two Machine case, Two jobs mMachine case, Scheduling Rules for job Shops,Problems and Prospects of Job Production.(67)

UNIT- 12 Planning and Control of Projects -Projects, Network Representation of Projects, TimeManagement of the Projects, critical path Method,Programme Evaluation and Review Technique, TimeCost Relationship and Project Crashing, ResourceAllocation, Project Updating and MonitoringUNIT- 13 Maintenance Management –BLOCK- 5Introduction to Maintenance Management, Tero-Technology, Objectives of Maintenance, Objectives ofMaintenance, Failure Analysis. Types of MaintenanceSystems, Preparation, Operation and Progression ofMaintenance planning and Control, MaintenanceCosting and Budgeting, Maintenance PerformanceIndicesUNIT- 14 Value Engineering –Basic Concepts in Value Engineering, HistoricalPerspectives, Functions and Value, ValueEngineering Plan, Fast Diagram as Value EngineeringTool, Behavioral and Organisational aspects of ValueEngineering, Benefits of Value Engineering andConcluding Remarks.UNIT- 15 Quality Assurance –BLOCK- 6UNIT- 16Concept of Quality, Cost of Quality, QualityManagement, Quality Organisations, AcceptanceSampling, Process control, Use of Computers inQuality ControlPurpose System and Procedure-Role of Purchasing Function, Inputs, Restraints andFactors, Purchasing Decision, PurchasingOrganisations, Procedures, Forms, Records andReports, Evaluation of Departmental Procedures,Vendor Evaluation and Rating, ComputerisedPurchasing Systems, Purchasing in GovernmentOrganisations.(68)

UNIT- 17 Inventory Management –Introduction to Inventory Systems, Functions ofInventory, Classification of Inventory systems,Selective Inventory Management, Exchange Curveand Aggregate Inventory Planning, DeterministicInventory Models, Probabilistic Inventory Models,Inventory Control of Slow Moving Items, RecentDevelopments in Inventory ManagementUNIT- 18 Stores Management –Stores Functions, Stores Organisations, StoresSystems and Procedures, Stores Accounting andVerification Systems, Stores Address Systems, StoreLocation and Layout, Store Equipment, AutomatedStorage/Retrieval.UNIT- 19 Standardization, Codification and VarietyRedefine–Classification of Materials, Codification,Standardization and Variety ReductionUNIT- 20 Waste Management –Introduction, Complementarity of Waste Managementand Resource Management, Taxonomy of Wastes,Definition of Wastivity: Gross and Net Wastivity, TheFunctional Classification of Waste Management,Outline of I-O-W(input–output-Waste) Model,Treatment of Waste in Cost accounts.(69)

BLOCK -1UNIT- 1PGDPM-04Management of New and Small EnterprisesEntrepreneurship and Small Scale Enterprises-Role in Economic Development – Definition of SmallScale, Characteristics and Relevance of Small scaleenterprises, Relation of Small to Large, EmploymentCreation, Regional Balance and Rural Development,Role of Entrepreneurship in SSE and EconomicDevelopment, A Conceptual Model, Problems andSupport Needs of SSEs, Role of Government In SSEDevelopmentUNIT- 2 Entrepreneurial Competencies –UNIT- 3BLOCK-2UNIT- 4Entrepreneurial Competencies- Meaning, MajorEntrepreneurial Competencies- A Research Study,Developing Entrepreneurial CompetenciesInstitutional Interface for Small Scale Enterprises-Industrial interface-The Concept, Government Policy -Industrial Policy Resolutions, The Administrative andInstitutional Set up.Opportunity Scanning and Identification-Understanding Entrepreneurship, Alternative Fields ofself-employment, Identification of an Opportunity, TheZeroing in Process- Final stage, An Attempt atintegrationUNIT- 5 Market Assessment For SSE –Market Orientation, Need for Market Assessment,Market demand Analysis, Analysing Competitivesituation, Understanding Trade PracticesUNIT- 6 Choice of Technology and Selection of SITE –Product/service Design, Technology Determination,Selection of Site.(70)

BLOCK- 3UNIT- 7 Financing the New/Small Enterprises –Financial Planning- Assessing the FinancingRequirements, Providing Bank Finance- The IndianPerspective, Financial Institutions Which ProvideAssistance to Small Enterprises, Types of Loans,Institutions and their Role, Self-Employment schemefor Educated Unemployed Youth.UNIT- 8 Preparation of the Business Plan –Project report – Significance and Scope, ExecutiveSummary of the Plan, Product Description, LocationCriteria and Checklist, Plant and Machinery – Spaceconsideration, Technical Feasibility and Know –how,Raw Materials, Working Capital Computation- AChecklist, Project Cost Components, Cost ofProduction and Profitability Projection, Case FlowStatement, Break-even Analysis, Drawing up anImplementation Schedule, Common Errors inBusiness Plan Formulations.UNIT- 9 Ownership Structure's and OrganisationalFramework –BLOCK- 4UNIT- 10UNIT- 11Forms of Business Organisations, Proprietorship,Partnership, Company, Forms of Ownership-Advantages and Disadvantages, Taxation and LegalForms of Organisations, Zeroing in – Making theselectionFinancial Management Issue's in SSE-Business Success or Failure, Evaluating PerformancePrinciple of Conservatism, Asset Management,growth Strategy –the Financial Implication, ManagingLiabilities, and Maintaining AccountsOperational Management Issue's in Small ScaleEnterprise –Product/products Selection, Development and(71)

Design, Development of Prototype and Selection ofProcess and Plant and Machinery, Plant Location,Plant Layout, Industrial Engineering, ProductionPlanning and Control, work services and TheirManagement, Quality Control.UNIT- 12 Marketing Management Issue's in SSE –Market Segmentation, Marketing Mix, Product,Pricing, Promotion and PlaceUNIT- 13 Organisational Relation's in SSE –BLOCK- 5Human Factor in Small Industry, HRM in SmallIndustry, Human Resource Planning, Recruitment,Selection, Training and Development, Remunerationand Benefits, Working Conditions and PersonalRelations, Relationship with Employees, ImprovingPersonnel Relations.UNIT- 14 Management Performance Assessment andControl –UNIT- 15A Total Performance Index, Short term Measures:Control of Cash Flow, Measures of MarketingPerformance, Production Schedule as a Evaluationand Control Tool, Asset

BLOCK-1UNIT-1PGDPM-05Production/Operations ManagementProduction and Operations Management: AnOverview-Scope and Significance, Systemic View of OperationsManagement, Factors of Production, Productive Useof Resources, Environmental Concerns of Operations,Social Concerns of Operations, MultidisciplinaryNature of Operations, Whither OperationsManagement in IndiaUNIT-2 Production System: Issues and Environment –Role of Production Management, Production/Operations Management: A System View Point,Production System Design, Productivity Improvement,Upcoming Issues of Production System, ProductionSystems and Information TechnologyUNIT-3Total Quality Management (TQM)-TQM : a Historical Perspective, Quality Terminology,Understanding and Improving the Process, EmployeeInvolvement and Empowerment, ISO 9000: TheInternational Quality System StandardBLOCK-2UNIT-4 Need and Importance of Forecasting –Concept of Forecast, Need of Forecast inProduction/Operations Management, General Stepsin the Forecasting Process, Importance andApplication of Forecast in Production/OperationManagementUNIT-5 Qualitative Methods of Forecasting –Judgmental Forecasting, The Delphi Technique,Opinion-Capture Technique, The Operational Details,The Forecasting Delphi, The Decision-AnalysisDelphi, Delphi as a Group Process, Guidelines forConducting a Delphi Study, Guidelines for Selectingthe Delphi Panelists, Advantages, Common Pitfalls ofDelphi, variants of Delphi, Final Remarks on Delphiand its Variants, Forecasting Based on Cross –Impact(73)

Analysis, History of Development, The BasisConcepts of a Cross-Impact Matrix, The Cross-Impact Theory based on Bayesian Rules,Deterministic Dynamic Simulation based upon Cross-Impact (kane,1972).UNIT-6 Quantitative Methods of Forecasting –Forecasting, Application to Different Functional Areas,Forecasting in Operations Management, SpecificForecasting Methods, Main Classes of QuantitativeModels Time Series Models, Causal Models, ForecastError, Selecting a Suitable Forecasting MethodBLOCK-3UNIT-7 Capacity Planning –Aspect of Capacity Planning, Determination ofCapacity Requirement, Capacity Planning for aSingle-stage System, Capacity Planning for aMultiple-stage system, Evaluation of Alternative PlantSize, Traditional Economic Requirements for a SingleProduction Stage, Determination of the StageEfficiency Sage EUNIT-8 Facilities Planning –What is Facility Planning? Need for Facility Planning,Facility Planning-Objectives, Types of Layouts,Product on Live Layout, Fixed Position Layout,/combination Layout, Combinational Approach forDeveloping Process Layout,UNIT-9 Work System Design –Job Design Job design Techniques, WorkMeasurement, Work Measurement Techniques,CompensationUNIT-10 Management Information for Production System-The Information-Oriented Costly and CorporateActivities, Need for the System, Cross FunctionsSystem and Operational Planning, Need ofProduction Management and Work Organisation,Information Need the Business Appraisal Objectivesof the Appraisal, Potential Benefits in ImprovingManagement Information System, Information,Common Information Systems/ Databases, Quality,Development of Production- Material Information(74)

System.BLOCK-4UNIT-11 Aggregate Production Planning –Linkage Between Long Term and Short TermPlanning, The Purpose of Aggregate Planning, Stepsin Aggregate Planning, Dimension of ProductionCapacity, Managerial Importance of AggregatePlanningUNIT-12 Just-in-Time (JIT)-Stock Points in a Production- Distribution, Just-In-Time, Characteristics of Just-In-Time Systems, TheJust-In-Time Manufacturing Philosophy, Prerequisitefor JIT manufacturing, Elements of Manufacturing,Eliminating Waste, Enforced Problem Solving andContinuous Improvements, Benefits of JITManufacturing, JIT Purchasing, The Implementationin IndustriesUNIT-13 Scheduling & Sequencing –Situations Requiring Scheduling, ClassifyingProduction Systems, Scheduling Mass ProductionSystems, Scheduling Batch Production Systems,Scheduling Jobshop Production Systems, GeneralPrinciples of Scheduling,BLOCK – 5UNIT – 14 Issues in Materials Management –The Concept of Materials, Importance of Materials,Need for Materials, Management, Issues in MaterialsManagementUNIT – 15 Independent Demand Inventory Systems –Models with Uncertain Demand, Selective Control ofInventory,UNIT – 16 Dependent Demand Inventory Systems –What is MRP? , Material Requirement Planning(MRP), MRP versus Order-Point Systems, SomeImportant elements of MRP, Manufacturing ResourcePlanning (MRP II), MRP Computations, MRPImplementation, Some Misconception About MRP,Comparison with JTT.(75)

BLOCK-1PGDIMB-01INTERNATIONAL MARKETINGUNIT-1 Scope and Size of international Markets –Definitions, Reasons and Motivations UnderlyingInternational Trade and International Business,Exchange Rate and Balance of Payments, BasicModes for Entry, Nature of International Marketing,Role of Government in Foreign Trade, India’s ForeignTrade, Regional Economic GroupingsUNIT-2 Conceptual Framework –Global and Domestic Marketing, Global Marketing: AConceptual Framework, Some ConceptsUNIT-3 Institutional Framework –BLOCK-2UNIT-4UNIT-5Institutional Set-up, Consultative and DeliberativeBodies, Commodity Organisations, ServiceInstitutions, Government Participation in ForeignTradeCultural Environment of International Business–Definition of Culture, Elements of Culture, CultureAnalysisPolitical and Legal Environment for InternationalMarketing-Political Risk: A Definition, Assessing and ManagingPolitical Risks, Management of Political Risk,International Marketing and the Legal Environment,The Development and Scope of International Law,Legal issues in International Marketing, LegalEnvironment in India: An Export Perspective, GeneralAgreement on Tariffs and Trade (GATT)UNIT-6 Trade, Monetary and Financial Environment –Underlying Rationale, World Trade- A Temporal(76)

BLOCK-3Analysis, Trade Patterns: An Analysis, The DebtProblem, Major Developments in the InternationalEconomy, Developments in International MonetarySystem, Financial Environment, IMF and World BankUNIT-7 Import- Export Policy of India –Main Features, Imports, Exports, Export PromotionCapital Goods Scheme, Dutry Exemption Scheme,Export Houses, Trading Houses & Star TradingHouses, Export oriented units & Units in ExportProcessing ZonesUNIT-8 Import- Export Documentations –BLOCK – 4Need, Kinds of Documents, Commercial Invoice,Proforma Invoice, Packing List, Marine InsurancePolicy/Certificate, Bill of Exchange, Letter of Credit,Bill of Lading, Air Way Bill (AWB) Air ConsignmentNote, Combined Transport Document (CTD), ExportInspection Certificate, Certificate of origin, ConsularInvoice, Shipment Advice, GR/PP/VPP/COD Forms,ar4/ar4 a Form, GPI/GPII Form, Shipping Bill,Auxiliary Document, Shipping Instruction Form ,Application for Export Inspection, Shipping Order,Mate Receipt, Dock Challan, Documents in ImportTrade, Bill of Entry, Export Documentation andProcedures – Step by Step, Simplified ExportDocument, Some useful tips,UNIT – 9 International Product Policy and Planning –International Product Life-cycle, International ProductPolicy, Plann9ing the International Product Mix,Branding, Labeling, Packaging and Organisation ofProduct Warranties and Service, InternationalMarketing of Services,UNIT – 10 International Advertising –International Advertising strategy, Elements ofAdvertising Strategy, Media Strategy, AdvertisingAgency, International Advertising Scene,(77)

UNIT – 11 International Pricing Policy –Components of Price, The Process of Price Setting,Pricing in International Market, Information for PricingDecisions, Sources of Price Information, Issues inInternational PricingUNIT – 12 International Distribution and Sales Policy –International Distribution Channels, InternationalDistribution Policy, Selecting Distribution Channelsand Channel Members, International PhysicalDistribution Management(78)

BLOCK -1UNIT- 1 Introduction –PGDIMB-02International Business EnvironmentInternational Business- Concept, Nature andImportance, Growth of International Business andFDI, Dimensions of International Business, CentralActors in International Business, Differences BetweenDomestic and International Business, Trades inGoods and Services, State Trading in InternationalBusiness, International Trading Houses, InternationalBusiness in World Economy, Globalisation ofBusiness, World’s Largest MultinationalsUNIT- 2 International Business Theories –UNIT- 3BLOCK-2Foundations of International Business, InternationalTrade Theories- Theory of Mercantilism, AbsoluteCost Advantage and Comparative Cost Advantage.Heckscher-Ohlin Model, Leonief Paradox, FDITheories - Market Imperfections, Product Life Cycleand Transaction Cost Approach, The EclecticParadigmInternational Investment Process and Finance–Introduction, Internationalisation of Firms, CorporateLife Cycle Theory, Alternate Methods of Entry-Licensing, Franchising, International Joint Ventures,Subsidiaries and Acquisitions, Strategic Alliances.Models for Making Entry Mode Choice, Determinantsof International Investment Decisions- FDI as aResponse to risks, Factors Influencing ForeignInvestment Decisions, Choice of Locations for FDI-Interface between strategy and choice of Location,Transfer Pricing.UNIT- 4 Structural Design of MNEs –introduction, Pattern of Evolution, Managerial(79)

attitudes and Structure, American MNEs, JapaneseMNEs, European MNEs, Organisations of ASEABROWN BOVERI Designing Appropriate Structure.UNIT- 5 Strategic Planning in MNEs –Introduction, Types of MNEs, Planning Needs,Planning Focus, Planning Modes, MNEs Planning inPractice, Subsidiary Development Path, Pitfalls inPlanning, Environmental Volatility and Scanning,scanning Mode, ComparabilityUNIT- 6 Strategic Considerations –BLOCK- 3UNIT- 7introduction, Ownership Strategy, Choice of Strategy,Strategic Alliances, Integration and Responsiveness,Managing a Multifocal Strategy, Building NewPerspectives, Maintaining a Dynamic Balance,Flexible Coordination, CommitmentControl and Information in International Business-Introduction, Objectives of Control in Multinationals,Approaches to Control, National Cultural Traits,Decision Making authority, Ownership and Control,Control and Organisational structure, The ControlProcess, Reporting and Information System, Controlthrough Communication, Accounting Aspects ofMultinational Control system, Controlling Jointventures.UNIT- 8 Performance Measurement and Evaluation –introduction, Basic Concepts, Variables ofPerformance, Mechanics and Modalities, Tools andTechnique, comparative and Historical Analysis,Productivity, Project performance Evaluation, socio-Economic Performance, Performance Evaluation ofInternational Trading, Evaluation Systems,Performance evaluator, Perquisites and Precautions,Performance of Transnational in India(80)

UNIT- 9 Multinational Corporate Culture and HostCountries –BLOCK- 4MNCs :Nature and Characteristics, Decision-Making,Infra-firm Trade and transfer Pricing, TechnologyTransfer, Employment and Labour Relations in HostCountry, Management Practices of MNCs, MNCs andHost Countries’ Government Policies, Forms ofGovernment Collaboration.UNIT- 10 Human Resource management in MNEs –UNIT- 11UNIT- 12introduction, Approaches to Nationality Problem,Cross-Cultural Perspectives, Recruitment :Sourcesand stages, Selection Criteria and Techniques,Management Development and Training, Cross-National Transfers and Promotions, CompensationPolicy, Managing Managers of foreign Subsidiaries,Managing Labour Force in Subsidiaries, HumanResource Management PracticesProduction Management and Logistics-introduction, The Nature of Production System,Sourcing and Procurement : Centrilised VsDecentrilised Approach, Source Market Matrix,Sourcing Policies and Practices, Make or BuyDecisions, Location of Production Facilities:Comparative Advantage A Critique of ComparativeAdvantage :international Competitiveness, OtherLocational Determinants, Plant Location Decision,Evidence on Locational Advantage, InternationalLogistics, The Nature of Production Facilities-Technology, Design and Size, New ProductionTechniques- Just in Time, Total Quality Management,and Flexible Manufacturing SystemNegotiation's in International Business-introduction, Negotiations and Communication, CrossCultural Negotiation Process, Planning andPreparation for Negotiations, Managing Negotiations,Negotiating Skills, Re- Negotiation, Arbitration ofDisputes, Comparative Negotiating styles(81)

BLOCK- 5UNIT- 13International business and Developing Countries–Introduction, Motivations for MNE Operations inLDCs, FDIs in LDCs, MNEs and New InternationalEconomic Order, Determinants of FDIs, Impact ofFDIs on LDCs, FDIs from LDCs.UNIT- 14 Regional Trade Grouping's and Cooperation –Dynamics of Regional Trade Groupings, RegionalGroupings: Developed and Developing Countries,Experience During the 1980s, Latin America, Asean,APEC and EAEC, SAARC.UNIT- 15 International Intervention and InternationalBusiness –international intervention- needs and Type, WorldBank Affiliates and Promotion of InternationalBusiness, UN Commission on TransnationalCorporations, UNCTAD, Technology Transfer andRBPs, ILO Tripartite Declaration, OECD Guidelines,GATT and international BusinessUNIT- 16 Multilateral Negotiations –control of Transnational Corporations over GlobalEconomy, Framework of Negotiations, Basis ofNegotiations, Negotiations as the Code of Conduct onTransnational Corporations, issues and Objectives ofNegotiations, Structure of the Draft Code,Negotiations on Code of Conduct, Negotiations onCode of Conduct on Transfer of Technology, Origin ofCode Negotiations, Role and Relevance of the Code,Structure of the Draft Code and its Major Features,Major Features of the Code, Comments on theOutcome of Negotiations on Code of Conduct onTechnology.(82)

UNIT-1INTRODUCTION-E-COMMERCEPGDIMB- 03Information Technology and Business, E- Commerce:Electronic Data interchange, Types of E-commerce atInternational Scenario, Internet Connectivity, Cases,E-governance Cases. PCs and Networking:Computers, Networking, Communication Media, E-mail- Computer Communication System, ISO’s OpenSystem , Interconnection Model, Electronic Mail, TheX.400 Message Handling System, InternetAddresses, Multipurpose Internet Mail Extension, E-mail Security, E-Mail User Agent Internet: InternetCommunication Protocols, Internet services andResources, Internet mail, Internet search, VariousIssues of Concern, HTML, Java, Internet 2, Intranet:Intranet Services, Intranet Implementation, Webmaster.UNIT-2 ELECTRONIC COMMUNICATION AND E-COMMERCE-UNIT-3Electronic Data Interchange : Introduction, Costs andBenefits for Components, of EDI System, EDIImplementation Issues, UN / EIFACT Standards:introduction, EDIFACT message, Interchangestructure, UN / EIFACT message Directions, Internetand Intranets: Commerce and Internet, Commerceand Intranet, Storage area Network, Identification andTracking Tools: EAN System, EANCOM, ArticleNumbering, Barloading, The Serial Shipping containercode and EAN label, EAN Location NUMBERS,Warehousing Example, RFID.CONCERN FOR E COMMERCE GROWTH-Business Process Reengineering: Introductionapproaches too BPR, Strategic Alignment Model,BPR Methodology, Legal Issues: Introduction, Risks,Paper Document, Various Electronic Documents,Technology for Authenticating Electronic Documents,(83)

UNIT-4UNIT-4Laws for E commerce, EDI Interchange Agreement,Legal Issues for internet Commerce, Cyber Security:Introduction, cyber attracts, Hacking, Firewalls, IDS,Secure Socket layer Authentication and assurance ofData Integrity, Cryptography based solutions, DigitalSignature, PKCS, Protocols for Security messaging,Key Management, Public Key Certificate,Authentication Mechanisms, Guidelines forCryptography Policy, VPN, Developing a Security,Policy, CERT –IN.ELECTRONIC ENVIRONMENTInformation Technology Act 2000: Trust in theElectronic Environment, Electronic Authentication,Paper vs Electronic World, The IT Act 2000, CyberCrimes Under IT Act, Adjudication Act, and PublicKey Infrastructure: PKI and Certifying Autorotation,PKI in India. Electronic Payment Systems andInternet Banking: Payment Gateway, InternetBanking, S.E.T. Protocol, Electronic Cash, ElectronicCheque, Elements of Electronic Payments.CASE STUDIES OF E-COMMERCE IN INDIA(84)

BLOCK – 1PGDIMB-04MARKETING RESEARCHUNIT – 1 Marketing Research –Meaning and Importance – Marketing Research –Meaning and Importance, Stages in the MarketingResearch Process, Scope of the Marketing ResearchFunction, Self – Assessment Questions, FurtherReadingsUNIT – 2 Organisation of Marketing Research in India –Growing Importance of Marketing Research in India,Expenditure on Marketing Research in India andMajor Users, Ways of Conducting MarketingResearch in India , Increased Demand for OutsideResearch Services, Common Applications ofMarketing Research, Problems in ConductingMarketing Research in IndiaUNIT – 3 Research Design –BLOCK – 2Research Design – Meaning and Importance ,Causality : The Basis of Classification of VariousTypes of Research Designs, Exploratory ResearchDesign, Descriptive Research Design , FactorsInfluencing Experimental Validity, Quasi-ExperimentalDesigns, Experimental Designs, ExperimentalDesigns,UNIT – 4 Data Collection –Data and the Research Process, Secondary Data –Need and Usage, Sources of Secondary Data,Advantages and Limitations of Secondary Data,Sources of Primary Data, Basic Methods of DataCollection, Sources of Error in Primary DataCollection(85)

UNIT – 5 Sampling –Sampling –Its Importance and Limitations, Sampling: BasicConcepts, Steps in the Sampling Process, SamplingDesigns, Estimation of Sample SizeUNIT – 6 Questionnaire Design and Development –UNIT – 7BLOCK-3Questionnaire: Format and Administration, StepsInvolved in Designing a Questionnaire, Constructing aQuestionnaire, Management of Field Work, Codingand Tabulation, Ambiguities in the QuestionnaireMethod.Attitude Measurement & Scaling-Attitude, Levels of Measurement, Formats of RatingScales, Single- item vs. Multiple-Items Scales, Criteriafor Good MeasurementUNIT – 8 Qualitative Research –What is Qualitative Research? Differences between‘Qualitative’ and ‘Quantitative’ Research, Uses ofQualitative Research, Methods of ConductingQualitative Research, Latest Techniques ofQualitative ResearchUNIT – 9 Data Processing –Coding, Tabulation And Data Presentation –Editing ofdate, Coding of Data, Classification of Data, StatisticalSeries, Tables as Data Presentation Devices,Graphical Presentation of DataUNIT – 10 Description and Inference from Sample Data –Distinction between Description and Inference,Framework for Analysis Measures of Sample Data,Results from Inferential StatisticsUNIT – 11 Analysis of Association –Cross- tabulation, Chi-square Test for Analysis ofAssociation, Strength of Association between twoNominal Variable, Correlation Coefficient, simpleLinear Difference, Analysis of Difference(86)

BLOCK-4UNIT – 12Regression Analysis, Discriminate analysis andFactor Analysis-Analysis of Variance, Regression Analysis,Discriminate Analysis, Factor AnalysisUNIT – 13 Conjoint Analysis –UNIT – 14What is Conjoint Analysis, Steps in the Application ofConjoint Analysis.Cluster Analysis and Multi-Dimensional Scaling-Inputs for Cluster Analysis,different Approaches to Cluster Analysis, Factors tobe considered while using Cluster AnalysisTechniques Multi-dimensional Scaling.UNIT – 15 Application of Marketing Research in India –Some Case Studies - Illustration on ‘ConsumerResearch’, Illustration on ‘Demand Forecasting’,Illustration on ‘Sales Promotion Campaign’, OtherPotential Applications.(87)

BLOCK -1PGDIMB-05Sales ManagementUNIT- 1 Introduction to Sales Management –Sales and Distribution Strategy – Role in theExchange Process, Interdependence of Sales anddistribution, Sales Management- Formulation of SalesStrategy, Framework For Joint Decision Making insales and Distribution Management.UNIT- 2 Personal Selling –The Growing Importance of Personal Selling,Situations Conductive for Personal Selling, theChanging Role of sales persons, Diversity of sellingsituations, Qualities of a good Sales Personnel, thescope of Activities in sales SituationsUNIT- 3 Sales Process –UNIT- 4Personal Selling and Marketing Effort- Differencebetween Advertising and Personal Selling,Significance of Personal Selling, Theories of Selling-AIDAS Theory, Right Set of Circumstances theory,Buying Formula theory, Personal Selling Process-Prospecting, Preparation to Meet IndividualProspects, Making the Sales Presentation, Drawattention, hold interest and build desire, salesresistance, Meeting the sales resistance, Closing theSales .Computer Systems & Applications in SalesManagement –Role of Sales Management, Organisations as anInformation Processing System, Need of Computers,Execution of an Order, Information Sought from SalesManagement, Process of obtaining information for aSales Management System, Working ofComputerised System, Uses of Computerised SalesManagement System.(88)

BLOCK-2UNIT- 5 Communication Skills –Working of Communication, CommunicationObjectives, Communication Media and theirCharacteristics, Selecting Media options, Non VerbalCommunication, Oral Communication, ImpersonalCommunication, Non Verbal behavior in InterpersonalInteractions, Written Communication, Writing salesLetters and Other Materials.UNIT- 6 Sales Presentation –Presentation, Types of Sales Presentation, TypicalStructure of Sales Presentation, Planning thePresentation strategy, Presentation skills, Principlesof Effective PresentationUNIT- 7 Negotiation Skills –Meaning of Negotiation, Difference between Sellingand Negotiating, The Negotiating Continuum, Steps ofNegotiation, Negotiation Strategies, Principles ofSales NegotiationsUNIT- 8 Retail Communication: Sales Displays –BLOCK- 3Objectives of Sale Displays, Principals of Display,Types of Display, Managing Displays Effectively,Training Retailers, Motivating the RetailerUNIT- 9 Job Analysis, Recruitment & Selection –Nature of the Sales Job, Sales Job Analysis,Recruitment, Recruitment Sources, Selection,Selection ToolsUNIT- 10 Training the Sales Force –Logic of Training, Training Process, Area of SalesTraining, Process and Methods of Identifying TrainingNeeds, Learning Styles Designing and Conductingthe programme, Trainer’s Abilities, Training Follow up.(89)

UNIT- 11 Compensation and Motivation of Sales Force –Types of Compensation (Direct and Indirect),CaseStudies on Compensation Schemes, FactorsInfluencing Design Of Compensation Schemes,Criteria for Designing a Compensation Package,Motivation of Sales force, Motivation and Needs,Sales person and Motivational TechniqueUNIT- 12 Monitoring and Performance Evaluation –BLOCK- 4Monitoring-Needs and Objectives, Parameter s usedto Monitor Sales force, Content of a Sales repot,Basic Sales repots and their Analysis, PerformanceAppraisal Evaluation, Salesmen’s Evaluation- SomeBasic Issues, Setting Performance With Norms,Comparing Performance With Norms,UNIT- 13 Sales Planning –Product wise Sales Planning, Territory ManagementMeaning, Reason of Sales Territories, Steps inTerritory Planning, Approaches to Territory Design,Territory Coverage Planning, Territory ExpensePlanning, Control Systems, Improving TerritoryProductivity, Sales programme PlanningUNIT- 14 Sale's Organisations –UNIT- 15Need for sales Organisation, Developing a salesOrganisation, Centralisation and Decentralisaion inSales Organisation, Basic Types of OrganisationalStructure, Developing Territories, Field salesOrganisations, Specilisation in a Field SalesOrganisations, Role of the Sales ExecutiveSale's Forecasting and Sale's Quota's-Sales Forecasting, Managing Sales Forecasts, Salesforecast Differentiation, Monitoring the SalesForecast, Sales Forecasting For New Products, SalesQuota- Meaning and importance, Attributes of a GoodSales Quota Plan(90)

UNIT- 16 Sale's budgeting and Control –BLOCK- 5CASE-1CASE-2CASE-3CASE-4CASE-5CASE-6Meaning and Importance of Sales Budgeting,Purpose of the Sales Budget, Methods of SalesBudgeting, Preparation of Sales Budget, BudgetImplementation and Establishment of FeedbackMechanism, Flexibility in Budgeting, Introduction andPurpose of Sales Control. Sales Control System,Methods of Sales Control, Marketing Cost Analysis,Usefulness of Marketing Cost analysis, SalesManagement Audit.Case StudiesPuripen; Selecting the Communication MixDevox (India) Limited: A Less Expensive ButComplaining CustomerNational Electrical Engineer's Limited: Sale's ContestFor Sale's Staff MotivationThe Genuine Charcoal Filter: Sale's Monitoring &Control SystemAsia Pacific Electrical's Limited: Territory Planningand ManagementRqllimited: Budgeting and Cost Control System's(91)

CTEIM -01DIRECT TAX MANAGEMENTBlock-01 : Basic of direct taxes.Unit-01: Preliminary :Unit -02Unit -03:Block -2Unit -04Definitions (assessee, Person, Previous Year,Assessment Year, Books of Accounts, Income,Agricultural Income). Rates of taxes, Marginal Relief,Tax Planning,Residential Status of an AssesseeIndividual, Hindu undivided family, Firm, AOP andevery other person, Company, Scope of total income,Income deemed to accrue or arise in India.Exempted IncomesIncome totally exempted, MPs and MLAs, Awardsand Rewards, Pension and Family Pension in Certaincases, Former Rulers, Local Authority, ResearchInstitution, New Agency, Professional Institutions,According to Sec. 10(23C), Exemption is granted inrespect of any income received by any person onbehalf of – Trade Unions, Scheduled Tribes/ Caste,Dividends, Income from UTI, Transfer of ListedSecurities, Transfer of Units US 64, Exempted forcharitable trust and institutions, Political Parties –Sect. 13A.Heads of IncomeIncome under the Head of Salary:Meaning of salary, Sec. 19(5) – Value of travelconcession or assistance (Sec. 10(10), Gratuity, sec.10(10A), Commuted Pension Sec. 10(10AA) leavesalary, sec. 10 (10B), Retrenchment compensation,Sec. 10(10C), Voluntary retirement, Sec. 10(11)Statutory / Public Provident Fund, House rentallowance Sec. 10(13A), Special allowancesPerquisites, sec. 17(2), Medical facilities, Rent freeaccommodation sec. 17(2)(1), Value of any benefit oramenity [Sec. 17(2)], Deductions (Sec. 16).(92)

Unit -05Unit -06:Unit -07;Unit -08:Unit -09:Unit -10Income from house property:Chargeability, Deemed owner (Sec. 27), MunicipalTaxes, Deduction (Sec. 24), Computations for selfoccupied property (Sec. 23 (2), Deemed let outproperty (Sec. 23(4)], Unrealized rent received [Sec.(25 AA)]. Arrears of rent received (Sec. 25B), Coownership(Sec. 26),Profits and gains from business and profession:Definitions Technique of Accounting, Chargeability(Sec.28), Speclative Transaction, Admissibledeductions (Sec. 30, Sec. 31, Sec. 32, Sec. 35AB,Sec. 35D, U/s 36(1), Sec. 37(1)). Disallowances (Sec.40a, 40b, 40ba, 40A(2), 40S(3), 40A(7), 40A(a), 43(B), Sec. 41, 44AA, 44AB),Capital GainsFair Market value sec. 2 (22B), Long term Capitalasset sec. 2 (29A), Transfer Sec. 2 (47), Transactionwhich are not consider as transfer sec. 47,Computation of Capital Gain Sec. 48, Cost ofAcquisition, Cost of Improvement Sec. 55,Indexation, Special provision for non-residents, Sec.50, Computations of Capital Gains of depreciableassets, Tax on Long Term capital Gains sec. 112,Exemptions available in Computation of capital gains(Sec. 54, 54B, 54D, 54F, 54G, 54EC, 54ED, 54).Income from other sourcesSec. 56, charging section, Dividend, Winning fromLottery etc. sec. 115BB, Deductible expenses sec. 57,Inadmissible expenses sec. 58, Technique ofaccounting sec. 145.Clubbing of incomeIncome arising form asset not transferred, Incomearising to spouse, son's wife, minor, child and HUF tobe clubbed sec. 64, Spouse and son's wife, Income ofminor child sec. 64 (1A), Income of HUF Sec. 64(2),Set off or carry forward of loss:Deemed income, set off of Losses (sec. 70, sec. 71,Carry forward of losses).(93)

CTEIM -02INDIRECT TAX MANAGEMENTBlock-01 : Central Excise & Salt Act 1944.Unit-01:Basic of Excise Duty:Excise duty , Meaning , Definitions [Manufacture sec.2(f), Excisable goods sec. 2(d), Factory sec. 2(e),Whole sale dealer Sec. 2(k), Sale and purchase sec.2(h), Broker or Commission agent sec. 2 (aaa),Appellate Tribunal Sec. (2aa), Adjudicating AuthoritySec. 2(a), Central Excise Officer sec. 2 (b), Levy ofduty of Excise , Goods, Manufacture.Unit -02:Basis of Valuation of Exciseable GoodsSpecific duty, duty based on value, valuation undersection 4, valuation Rules 2000, Valuation underdifferent circumstances, Maximum Retail Price (MRP)based valuation (Section 4A).Unit -03: Cenvat Credit rules 2001Basic Understanding and Need for Cenvat creditrules, Definitions, Rule (3-8).Unit -04:Administrative and Allied Matters of Excise ActProcedure to remove the excisable goods on paymentof duty under self removal procedure, scrutiny ofassessment, Provisional Assessment, Due dates forthe payment of duty liability, withdrawal of facility ofpayment on installment (fortnightly/quarterly),Registration, Records, Invoice, Monthly/QuarterlyReturn, Goods return for re-made, refined, reconditioned,Personal Ledger Account (PLA),Procedure for deposit of Central Excise duties during(94)

ank strikes, natural calamities etc., samples, Powersof Central Excise Officers, Export procedures, Bonds,Re-entry of the goods cleared for Export under BondBut not Actually Exported, in the factory ofManufacture, Issue of Duty Demand Notice, Interest,Scheme of Offence under Excise Law, Refund.Block – 2Custom Act, 1962 & Provisions of Service TaxUnit -05Basic Understanding of Custom ActDefinitions (Assessment [Sec. 2(2)], Conveyance,Dutiable goods, Export, Foreign going vessel oraircraft, Goods, Import, Imported goods, Importer,India, Person In-charge, Stores, Tariff value), Levy oftax liability import process, Assessment, Rate of duty,Remission of duty due to pilferage, Abatement of dutyof the goods damaged or deteriorated, Remission ofduty in case of goods lost or destroyed or abandonedby importer. Types of duty.Unit -06: Valuation under the Customs Act, 1962Unit -07:Unit -08:Charging of duty, section 14(i) Related with valuation,Rule (5-10).Administrative and other aspects of Custom ActImport, Rules of Import, Export [Section 2(18)], Goodsimported or Exported by post, stores, Baggage, warehousing, ware house, Demand and Appeals, Interest,Refund, Doctrine of unjust Enrichment, DutyDrawback, Drawback on Imported Materials used inthe Manufacture of Export Goods, Prohibition,Prohibited Goods, Penalties.Service Tax LawBasis of Service Tax, Registration, Payment of Tax,Returns, Records, Penal consequences.(95)

Block – 3Central Sales Tax Act 1956 & U.P. Trade Tax Act1948.Unit -09: (a) Central Sales Tax Act 1956Objective of CST Act, Provisions of Central Sales TaxAct, Definitions {Sec. 2(b), Registered Dealer, 2 (aa),2(g), 2(d), 2(c), 2(j), 2(h), 2(a), 2(dd), 2(1), 2(k)].Some of the features of Central Sales tax Law, Sec.3, Sec. 3b, section 4, Section 5, Section (69(1), 1A),Section 6(2), Registration, Section 9(2), Sec. 9 (2B),Sec. 9(3), sec. 9B, Sec. 8(1), and 8 (2), Sec. 8(5),Sec. 8(1) (a), Rates; Sec. [8(6), 7 & (8)], Section 8A,section (10, 10A), Sec. (14, 15), Sec. (19).(b) U.P. Trade Tax Act 1948:(96)

CTEIM -03(EXPORT - IMPORT MANAGEMENT)Block-01 : Introduction to Export-Import Scenario-Unit-01:Scope and Size of International Markets:Unit -02:Unit -03:Reasons and Motivations Underlying InternationalTrade and International Business, Exchange Rateand Balance of Payments, Basic Mades for Entry,Nature of International Marketing, Rate ofGovernment in Foreign Trade, India's Foreign TradeRegional Economic Groupings, Global and DomesticMarketing.Conceptual Framework:Global Marketing: A conceptual Framework, Someconcepts.Institutional Framework:Institutional Set-up, Consultative and deliberativeBodies, Commodity Organisations, ServiceInstitutions, Government Participation in foreignTrade.Block – 2: Export-Import : Role and ProcessUnit -01:Concept of International business, Nature andImportance of International business, Growth ofInternational business and FDI, Dimensions ofInternational business, Central ctors in internationalbusiness, Differences between Domestic andInternational business, Trade in Goods and Services,State trading in International business, Internationaltrading house, International Business in worldEconomy, Globalisation of business (spread of GlobalCometition), world's largest Multinationals.(97)

Unit -02:International business theoriesFoundations of International Business, Internationaltrade theories, FDI theories.Unit -03:International investment process and finance:Internationalisation of Firms, Corporate life cycletheory, Alternate Methods of Entry, Models for Makingentry mode choise, Determinants of Internationalinvestment decisions, choice of locations for FDI,Transfer Pricing.Block -3: Export-Import Policy frame work and ProceduralAspects:Unit -07:Import-Export Policy of IndiaImports-Exports, Export promotion capital goodsscheme, Duty Exemption scheme, Export House,Trading House and Star Trading Houses, ExportOriented units and units in Export processing zones.Unit -08:Import Export documentation:Need, Kinds of documents, Principal ExportDocuments, Bill of exchange, Auxiliary Documents,Documents in Import Trade, Export Documentationand Procedures Step-by-step, simplified ExportDocuments.Block -4: Multilateral ArrangementsUnit -09:International business and developing countriesMotivations for MNF Operations in LDCs, FDIs inLDCs, MNEs and New International Economic OrderDeterminants of FDIs, Impact of FDIs on LDCs, FDIsfrom LDCs.(98)

Unit -10:Regional trade Groupings and cooperations:Dynamics of Regional Trade Groupings, RegionalGrouping : Developed and Developing countries,Experience During the 1980's, Latin America, Asean,APEC and EAEC, SAARC.Unit -11: International intervention and internationalbusinessNeed for International Intervention Types ofInternational Intervention, world bank affiliates andpromotion of International business, U.N.Commission on Transnational Corporations,UNCTAD, Technology transfer and RBPs, ILOTripartite Declaration, OECD Guidelines, Gatt andInternational business.Unit -12:Multilateral Negotiations:Control of Transnational Corporations over Globaleconomy, framework of Negotiations, Basis forNegotiations, Negotiations on the code of conduct onTransnational Corporations, Major issues onNegotiations, Structure of Draft code Negotiations oncode of conduct: An Evaluation, Negotiations on codeof conduct on Transfer of Technology, Origin of CodeNegotiations, Role and Relevance of the Code,Structure of the Draft code and its Major features,Major features of the code, Comments on theoutcome of Negotiations on code of conduct onTechnology transfer.(99)