Description
Abstract explain entrepreneurship and small business.
Program Name : BBA
Course Name & Code : Entrepreneurship & Small Business (BBA 501)
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Course Objective : The objective of this course is to inculcate in students the skills
necessary to craft strategies and initiatives which can enable growth and sustainability in an entrepreneurial
venture, to include the effective management of human resources, financial resources, and risk. Students will
develop higher-level critical thinking skills, evidenced by analysis, evaluation, and synthesis.
Learning Outcomes:
1. Explain the major concepts in the functional areas of accounting, marketing, finance, and
management.
2. Evaluate the legal, social, and economic environments of business.
3. Describe the global environment of business.
4. Describe and explain the ethical obligations and responsibilities of business.
5. Apply decision-support tools to business decision making.
……………………………………………………………………………………………………………….
Unit: 01 Introduction to Entrepreneurship (10 Hours)Definition of Entrepreneurship, Characteristics of
Entrepreneur, Concept of Entrepreneurship-Conceptual model. views of schumpeter, walker And Drucker,
Entrepreneurship Culture, Traits of a true Entrepreneur, difference between Entrepreneur and Manager,
entrepreneurial Motivation-Motivation Factors. Motivation Theory.
Unit: 02 Small Business Management (08 Hours) Definition of Small Business, The Benefits and
Opportunities of small Business Ownership, Ownership Structure and Organizational Frame work, Sole
Proprietorship. Partnership, Corporations, Advantages and Disadvantages, Evaluating the existing Business,
The Potential Drawbacks of Entrepreneurship, forms of Ownership.
Unit: 03 Operations & Management (10 Hours): Rural entrepreneurship, its need & problems, steps taken
to develop rural entrepreneurship, Women entrepreneurship, its growth, problems & development of women
entrepreneurship in recent trends. Social entrepreneurship Problems Related to Financial Management,
Operational Management and Marketing Management in Small Scale Enterprises.
Unit: 04 Growth of Social Responsibilities (07 Hours): Role of Government And Financial Institution,
Institutional support to entrepreneurs, Institutional finance to entrepreneurs. Lease financing & hire
purchase, Tax benefits to SSI, Growth strategies in small business & sickness in small business.
Unit: 05 Policy Support to Entrepreneurs (10 Hours): Policy of the government regarding small scale
industries and entrepreneurial development different government agencies providing guidance, Assistance to
small scale industries, General problems of small scale industries in India.
Suggested Readings:
1. Peter F. Drucker (2009). Innovation and Entrepreneurship. First Edition. ELSEVIER.
2. Robert J. Calvin (2004). Entrepreneurial Management. First Edition. Tata McGraw Hill.
3. Dr. Vasant Desai (2008) Small-Scale Industries and Entrepreneurship. Second Edition. Himalaya Publishing
House.
4. Poornima M. Charantimath (2009) Entrepreneurship Development Small Business Enterprises. First
Edition. Pearson Education.
5. Robert D. Hisrich et.al (2009) Entrepreneurship. Sixth Edition. Tata McGraw Hill.
Program Name : BBA
Course Name & Code : Business Strategy (BBA-502)
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Course Objective: This course introduces the key concepts, tools and principles of strategy
formulation and competitive analysis. It is concerned with strategic decisions and actions that affect
the performance and survival of the business enterprise in the competitive environment.
Learning Outcomes:
1. To be able to evaluate and understand the significance of vision, mission and goals in an
organization.
2. Be able to apply strategic thinking in problem solving and decision making.
3. Be able to understand the impact of external and internal factors in business.
4. To be able to evaluate the impact of regulatory regimes on strategy planning and strategy
implementation.
-------------------------------------------------------------------------------------------------------------------------------
Unit 1- Introduction to Business Strategy (8)
Introduction to Business Policy and Strategic Management, Nature, Meaning and Scope, Importance of
Business Policy and Strategic Management, Corporate strategy, Business Strategy, Functional strategy.
Unit 2- Business Vision, Mission and Objectives (9)
Corporate Planning, Concept of Planning, Planning Process, Types of Planning, Strategic Decision Making,
Mission, Objectives and Goals, Vision.
Unit 3- Corporate Strategy (12)
Major Strategic Options- stability Strategy, Growth or Expansion Strategy, Diversification Strategy,
Retrenchment Strategy and Its Variations, Combination strategy, Turnaround Strategy, Factors Influencing
Choice of Strategy.
Unit 4- Strategy Implementation (8)
Implementation of Strategy-Strategy and Organizational Structure, Different types of Organizational
Structure, Organizational Resource Allocation, Value Chain Analysis.
Unit 5- Evaluation and Control (8)
Strategy Evaluation and Strategic Controls, Overview of Strategic Evaluation and Strategic Control.
Suggested Readings:
1. Gupta Vipin, Gollakota Kamala, Srinivasan R. (2005), Business Policy and Strategic Management: Concepts and
Applications, Printice Hall of India
2. Rao Appa C, Rao Parvathiswara B, Sivaramakrishana K,(2008), Strategic Management and Business Policy,
Excel Books
3. Kazmi Azhar,(2004), Business policy and Strategic Management, Tata McGraw-Hill
4. David R Fred, (2009), Strategic Management: Concepts and Cases, Pearson Education Inc.
Program Name : BBA
Course Name & Code : Working Capital Management BBA 503- F1
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Objectives: The objective of the course is to acquaint the students with the importance of the working capital
and techniques used for effective working capital management.
Learning outcome:
1. The course helps to appraise students with the importance of working capital and the techniques
used for effective working capital management.
2. A managerial accounting strategy focusing on maintaining efficient levels of both components of
working capital, current assets and current liabilities, in respect to each other.
Course Contents:
[Unit 1] Working Capital-Nature, Components, Concept, Types, Functions, Determinants and Significance,
Factors Affecting Composition of Working Capital
[Unit 2] Working Capital Policies: Estimation of Firm's Working Capital Needs, Operating Cycle Approach,
Working Capital Ratios, Behaviours of Current Assets And Pattern of Financing.
[Unit 3] Management of Cash, Motives for Holding Cash, Significance Cash Planning and Budgeting,
Management of Cash Collection, Disbursement of Cash, Cash Management Models.
[Unit4] Management of Marketable Securities, Purpose of Holding Securities Determinants. Receivables
Management-Nature Significance, Credit Standards, Evaluating the Credit Worthiness of a
Customer
[Unit5]Inventory Management- Cost associated with inventory, methods of inventory management, EOQ
model of Inventory Management, Re-order point, ABC Analysis.
Suggested Readings:
1. Pandey I. M [2009]. Financial Management. Tenth Edition .Vikas Publishing House
2. James Sagner [2010].Essentials of Working Capital Management, Wiley
3. Rastogi, M K [2011] Working Capital Management, Laxmi Publications
4. R.P. Rustagi (2011), Working Capital Management, Taxmann Publications Private Limited
5. Jonathan Berk [2010],Financial Management, Pearson Education
Program Name : BBA
Course Name & Code : Cost Accounting (BBA-503 F2)
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Course Objective: To educate the students about the basic concept of cost accounting and to
familiarize students with the mechanism of preparation and interpretation of cost sheet and profit
statement..
Learning Outcomes: Students will be able to:
1. Explain the nature of costs.
2. Describe the role of cost accounting in assisting the preparation of accounts enabling management to
carry out its functions.
3. Record costs and apply different techniques of cost compilation.
4. Evaluate and apply cost control techniques.
Unit 1- Introduction to Cost accounting(10hours)
Cost, Costing cost Accounting, Relationship of Financial accounting and Cost Accounting &
management accounting. Classification of Cost, different Concepts relating to cost and cost
accounting, Element of cost.
Unit 2- Unit or output Costing (10hours)
Meaning, objectives and Importance. Methods of determination of unit cost, cost sheet, statement of
cost & calculation of profit. Job Costing- Meaning objectives and Importance. Difference between
unit costing and job costing, Process costing: Meaning, procedure of preparation of process
accounts.
Unit 3- Accounting and Control of material cost: Issue of materials (7hours)
Methods of pricing of material issues FIFO, LIFO, Weighted Average method.
Unit 4- Marginal costing(10hours)
Meaning, objectives and Importance, limitation of marginal costing. Opportunity cost, decision
involving alternative choices : Make or Buy, decision to continue or drop a product line, decision to
accept special order etc.
Unit 5- Reconciliation of Cost and Financial Accounts(8 hours)
Reason for difference in profit & loss of cost accounting and financial accounting, Preparation of
reconciliation statements
Suggested Readings:
1. Jawahar Lal (2008) Cost Accounting, Tata McGraw Hill
2. Ravi M. Kishore (2012) Cost Accounting, Taxmann Publications Pvt. Ltd.
3. M. N. Arora, (2012)Cost Accounting – Principles and Practice, Vikas publishing House Ltd
4. Iyengar S.P. (2005)Cost Accounting- Principles and Practice.S. Chand & Sons
5. B.M. Lall Nigam and I.C. Jain (2000)Cost Accounting, Principles, Methods and Techniques, PHI
learning Pvt Ltd.
Program Name : BBA
Course Name & Code : BBA 503- M2 Integrated Marketing Communication
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Learning outcomes:
On completion of this unit, students should be able to:
1. Critically review the 'strong' and 'weak' theories of how marketing communication works.
2. Discuss the role of advertising agencies and other marketing communications
organisations.
3. Formulate an integrated marketing communications plan based on contemporary market
research data.
4. Demonstrate creative and media strategies for marketing communications.
5. Investigate social, legal and ethical issues related to advertising, promotion and marketing
communications from a multicultural and international perspective.
Unit 1: Integrated Marketing Communication
Communication, Nature of Communication Process and Its Different Elements, Obstacles in
Communication Process, Types of Communication, IMC, Tools of IMC (Promotional Mix), The
emergence and relevance of IMC, The IMC Golden Triangle.
Unit 2: Advertising
Advertising- Definition, Objectives, Functions, Classifications of Advertising, Setting advertising
Objectives, Message and Copy, Message Design, Developing Effective Advertising Copy, Creativity
and Visualization in Advertising Message Strategy and Elements Of Advertisement, DAGMAR
Approach, Advertising Department and Agencies.
Unit 3: Media
Media Planning & Strategy, Role of Media in Advertising, Media Choice, Comparative Study of
Different Advertising Media, Approaches and Procedures for Determining the Size of the Budget,
Pre Testing and Post Testing Techniques.
Unit 4: Evaluation of Print, Support and Broadcast Media
Evaluation of Print Media: Magazines, Newspapers, Traditional Support Media & Non Traditional
Support Media, Television, Buying Television Time, Radio.
Unit 5: Advertising and Society
Advertising and Promotional Ethics, Social and Ethical Criticism of Advertising, Economic Effects of
Advertising, Productivity of Advertising.
Suggestive Readings:
1. Advertising and Promotions IMC Perspectives: Belch and Belch –Tata Mc Graw Hill, 6/e,
2. Advertising ‘An IMC Perspective’ - S. N. Murthy/U.Bhojanna -Excel Books, 2007.
3. Advertising & Integrated Brand Promotion, O’Guinn, Allen,Semenik, 4/e, Thomson, 2007
4. Integrated Advertising, Promotion, and Marketing Communications, Clow, Baack, 3/e,
Pearson
5. Foundations of Advertising, Chunawalla & Sethia, HPH, 2007
6. Advertising management Rajeev Batra, John G Myers & Aaker –PHI, 5/e, 2007
.
Program Name : BBA
Course Name & Code : Sales and Distribution Management (BBA-503 M1)
Course credit : 04[04 Lecture]
Number of hours : 45
Course Objective : This course aims at providing the knowledge for the concepts, techniques
and approaches required for effective decision making in the areas of Sales and Distribution.
Learning Outcomes:
1. To analyse the nature and scope of sales management
2. To identify the roles, responsibility and skills of a sales manager
3. To examine emerging trends in sales and distribution management
4. To identify and understand the linkage between sales and distribution management
……………………………………………………………………………………………………..
Course Contents:
Unit 1- Basic Concepts (8 hours)
Selling Functions, Type of selling and Emerging Dimensions, Direct Selling, Institutional Selling,
Tele Marketing, Sampling, Follow the customer and other Concepts.
Unit 2- Theories of Selling (7 hours)
Canned approach, AIDA Mode, Right Set of Circumstances Theory, Buying Formula Theories,
Behavioural Equation Theory.
Unit 3- Process of Effecting Selling (10 hours)
Prospecting, Pre approach Presentation and Demonstration, Handling Objections, Closing the sale,
Post sale Activities Quality of Successful Sales Person.
Unit 4- Sales management (10 hours)
Importance, Scope and Functions of sales management. Organization for Sales, Sales planning-
Market Potential Analysis, Sales Forecasting, Fixing sales Objectives, Territory Allocation, Sales
Quota. Participative Sales Planning and Behavioural Considerations.
Unit 5- Sales Force Management (10 hours)
Sales Force Planning, Recruitment and Selection, Training and Development, Placement of sales
Personnel, Compensation and Incentive to Sale Persons, Motivation and leadership for Sales,
Evaluation of Sales Performance.
Suggested Readings:
1. Still, Cundiff and Govani (2006), Sales Management, 5
th
edition, PHI
2. Havaldar and Cavale(2011), Sales and Distribution Management, 2
nd
edition, McGraw Hill
3. Panda and Sahadev(2012), Sales and Distribution Management, 2
nd
edition, Oxford University
Press
4. Gupta(2012), Sales and Distribution Management, 2
nd
edition, Excel Books
5. Jyoti Amar(2009), Sales and Distribution Management, Gennext Publication
Program Name : BBA
Course Name & Code : Human Resource Planning & Development (BBA-503)
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Course Objective : To facilitate the student understand and describe specific theories related
to human resource forecasting concept and to learn about job design. Also this will help the student to
demonstrate effective planning technique by learning the concept of acquisition and retention techniques.
The course will help them to develop their existing human resource with various motivational and technical
skill improvement methods.
Learning Outcomes
• To be able to evaluate the theoretical and practical aspect of forecasting.
• Evaluate the role of perfect planning and organizing in human resource based activities.
• To assess the potential effect on organization of forecasting and retention technique.
• Appreciate the importance of Planning and development in successfully managing a dynamic
environment of organization.
-------------------------------------------------------------------------------------------------------------------------------
Unit 1- Introduction of Human Resource Planning (10 Hours)
Human Resource Planning: Definition, Objectives and Components of Human Resource Planning,
Types of HR plan, Approaches, Factors affecting Human Resource Planning, Concepts of Strategy
and planning, strategic HRP model.
Unit 2- Human Resource Planning & Demand Process (10 Hours)
HRP Process, Introduction to Models and Techniques of HR Demand & Supply Forecasting: forecasting.HR
demand-trend analysis, Delphi technique, expert forecast, nominal group technique, regression analysis,
Application of HRP.
Unit 3- Succession Management & Human Resource Retention Programs (9 Hours)
Ascertaining HR supply-replacement analysis, movement analysis, HR supply and retention
programs, Succession planning: importance, process, employee role in succession management.
Unit 4- Human Resource Development (8 hours)
HRD: Concepts, objectives, benefits, and process, Role & competencies of HRD Manager, structure
of HRD system & strategies, HRD Mechanism, HRD Matrix.
Unit 5- HRD Techniques & Upcoming Trends in HR (8 Hours)
HRD techniques: Coaching, Mentoring, Employee counseling, competency mapping, Balanced Scorecard,
Appreciative Enquiry, HRD in Career Development, Emerging trends in HRD.
Suggested Readings:
1. Bhattacharya. D.K (2002).Human Resource Planning, Second Edition, Excel
2. Tapomay Deb (2008), Human Resource Development, Anne Books
3. Werner, Desimone (2006), Human Resource Development, Cenage Publication.
4. P L Rao (2008), Training & Development, Excel Books
5. Blanchard, Thacker (2007), Effective Training (Systems, Strategies & Practices), Fourth Impression,
Pearson
Program Name : BBA
Course Name & Code : Counseling Skills for Managers (BBA 503 H2)
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Course Objective: The objective is to familiarize students with basic understanding of counselling and provideto the
students with the practical processes and skills of counselling. The aim is to enable them learn how to be fully present
with people, how to maintain an effective working alliance, and how to assist clients to work through their issues and
concerns so that there is effective change.
Learning Outcomes:
1. To explain the difference between counselling, guidance and psychotherapy
2. To explain the different approaches of counselling
3. To describe counselling skills and process at workplace
4. To list out the effective use of counselling skills to facilitate organizational development.
5. To demonstrate counsellingseesion at workplace
----------------------------------------------------------------------------------------------------
Unit 01- Introduction to Counselling (8 Hours)
Emergence and growth of counseling, need for counseling, distinguish between counseling and psychotherapy,
distinguish between counseling and guidance, approaches to counseling-psychoanalytical approach, behaviouristic
approach, and humanistic approach.
Unit 02- Counselling Process (10 Hours)
Counselor Client Relationship, Goals of counseling, role of a counselor, characteristics, counselors values, process of
counseling , developing and terminating counseling relationship and follow-up, assessing clients’ problems, action
strategies.
Unit 03- Counselling Skills (10 Hours)
Counselor’s Attitudes, Skills of Counseling, counselors qualities, non-verbal communication, verbal communication,
listening barriers. Role conflicts in counseling- dilemmas of a manager counselor.
Unit 04- Application of Counselling Skills (10 Hours)
Changing behavior through counseling- using rewards, providing mode, role playing, relaxation activities. Organizational
application of counseling skills- changes management, downsizing, managing diversity, crisis, mentoring, organizational
development.
Unit 05- Ethical Issues in Counselling (7 Hours)
Performance Counseling: Conditions required for effective counseling: Tips for effective counseling, Ethics in
counseling.
Suggested Readings:
1. Kavita Singh (2007).Counseling Skills for Managers.PHILearning.
2. PremvirKapoor (2011).Counselling and Negotiation Skills for Managers. Wiley publications
3. S. NarayanaRao (2013).Counseling & Guidance. McGraw Hill
doc_851468794.pdf
Abstract explain entrepreneurship and small business.
Program Name : BBA
Course Name & Code : Entrepreneurship & Small Business (BBA 501)
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Course Objective : The objective of this course is to inculcate in students the skills
necessary to craft strategies and initiatives which can enable growth and sustainability in an entrepreneurial
venture, to include the effective management of human resources, financial resources, and risk. Students will
develop higher-level critical thinking skills, evidenced by analysis, evaluation, and synthesis.
Learning Outcomes:
1. Explain the major concepts in the functional areas of accounting, marketing, finance, and
management.
2. Evaluate the legal, social, and economic environments of business.
3. Describe the global environment of business.
4. Describe and explain the ethical obligations and responsibilities of business.
5. Apply decision-support tools to business decision making.
……………………………………………………………………………………………………………….
Unit: 01 Introduction to Entrepreneurship (10 Hours)Definition of Entrepreneurship, Characteristics of
Entrepreneur, Concept of Entrepreneurship-Conceptual model. views of schumpeter, walker And Drucker,
Entrepreneurship Culture, Traits of a true Entrepreneur, difference between Entrepreneur and Manager,
entrepreneurial Motivation-Motivation Factors. Motivation Theory.
Unit: 02 Small Business Management (08 Hours) Definition of Small Business, The Benefits and
Opportunities of small Business Ownership, Ownership Structure and Organizational Frame work, Sole
Proprietorship. Partnership, Corporations, Advantages and Disadvantages, Evaluating the existing Business,
The Potential Drawbacks of Entrepreneurship, forms of Ownership.
Unit: 03 Operations & Management (10 Hours): Rural entrepreneurship, its need & problems, steps taken
to develop rural entrepreneurship, Women entrepreneurship, its growth, problems & development of women
entrepreneurship in recent trends. Social entrepreneurship Problems Related to Financial Management,
Operational Management and Marketing Management in Small Scale Enterprises.
Unit: 04 Growth of Social Responsibilities (07 Hours): Role of Government And Financial Institution,
Institutional support to entrepreneurs, Institutional finance to entrepreneurs. Lease financing & hire
purchase, Tax benefits to SSI, Growth strategies in small business & sickness in small business.
Unit: 05 Policy Support to Entrepreneurs (10 Hours): Policy of the government regarding small scale
industries and entrepreneurial development different government agencies providing guidance, Assistance to
small scale industries, General problems of small scale industries in India.
Suggested Readings:
1. Peter F. Drucker (2009). Innovation and Entrepreneurship. First Edition. ELSEVIER.
2. Robert J. Calvin (2004). Entrepreneurial Management. First Edition. Tata McGraw Hill.
3. Dr. Vasant Desai (2008) Small-Scale Industries and Entrepreneurship. Second Edition. Himalaya Publishing
House.
4. Poornima M. Charantimath (2009) Entrepreneurship Development Small Business Enterprises. First
Edition. Pearson Education.
5. Robert D. Hisrich et.al (2009) Entrepreneurship. Sixth Edition. Tata McGraw Hill.
Program Name : BBA
Course Name & Code : Business Strategy (BBA-502)
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Course Objective: This course introduces the key concepts, tools and principles of strategy
formulation and competitive analysis. It is concerned with strategic decisions and actions that affect
the performance and survival of the business enterprise in the competitive environment.
Learning Outcomes:
1. To be able to evaluate and understand the significance of vision, mission and goals in an
organization.
2. Be able to apply strategic thinking in problem solving and decision making.
3. Be able to understand the impact of external and internal factors in business.
4. To be able to evaluate the impact of regulatory regimes on strategy planning and strategy
implementation.
-------------------------------------------------------------------------------------------------------------------------------
Unit 1- Introduction to Business Strategy (8)
Introduction to Business Policy and Strategic Management, Nature, Meaning and Scope, Importance of
Business Policy and Strategic Management, Corporate strategy, Business Strategy, Functional strategy.
Unit 2- Business Vision, Mission and Objectives (9)
Corporate Planning, Concept of Planning, Planning Process, Types of Planning, Strategic Decision Making,
Mission, Objectives and Goals, Vision.
Unit 3- Corporate Strategy (12)
Major Strategic Options- stability Strategy, Growth or Expansion Strategy, Diversification Strategy,
Retrenchment Strategy and Its Variations, Combination strategy, Turnaround Strategy, Factors Influencing
Choice of Strategy.
Unit 4- Strategy Implementation (8)
Implementation of Strategy-Strategy and Organizational Structure, Different types of Organizational
Structure, Organizational Resource Allocation, Value Chain Analysis.
Unit 5- Evaluation and Control (8)
Strategy Evaluation and Strategic Controls, Overview of Strategic Evaluation and Strategic Control.
Suggested Readings:
1. Gupta Vipin, Gollakota Kamala, Srinivasan R. (2005), Business Policy and Strategic Management: Concepts and
Applications, Printice Hall of India
2. Rao Appa C, Rao Parvathiswara B, Sivaramakrishana K,(2008), Strategic Management and Business Policy,
Excel Books
3. Kazmi Azhar,(2004), Business policy and Strategic Management, Tata McGraw-Hill
4. David R Fred, (2009), Strategic Management: Concepts and Cases, Pearson Education Inc.
Program Name : BBA
Course Name & Code : Working Capital Management BBA 503- F1
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Objectives: The objective of the course is to acquaint the students with the importance of the working capital
and techniques used for effective working capital management.
Learning outcome:
1. The course helps to appraise students with the importance of working capital and the techniques
used for effective working capital management.
2. A managerial accounting strategy focusing on maintaining efficient levels of both components of
working capital, current assets and current liabilities, in respect to each other.
Course Contents:
[Unit 1] Working Capital-Nature, Components, Concept, Types, Functions, Determinants and Significance,
Factors Affecting Composition of Working Capital
[Unit 2] Working Capital Policies: Estimation of Firm's Working Capital Needs, Operating Cycle Approach,
Working Capital Ratios, Behaviours of Current Assets And Pattern of Financing.
[Unit 3] Management of Cash, Motives for Holding Cash, Significance Cash Planning and Budgeting,
Management of Cash Collection, Disbursement of Cash, Cash Management Models.
[Unit4] Management of Marketable Securities, Purpose of Holding Securities Determinants. Receivables
Management-Nature Significance, Credit Standards, Evaluating the Credit Worthiness of a
Customer
[Unit5]Inventory Management- Cost associated with inventory, methods of inventory management, EOQ
model of Inventory Management, Re-order point, ABC Analysis.
Suggested Readings:
1. Pandey I. M [2009]. Financial Management. Tenth Edition .Vikas Publishing House
2. James Sagner [2010].Essentials of Working Capital Management, Wiley
3. Rastogi, M K [2011] Working Capital Management, Laxmi Publications
4. R.P. Rustagi (2011), Working Capital Management, Taxmann Publications Private Limited
5. Jonathan Berk [2010],Financial Management, Pearson Education
Program Name : BBA
Course Name & Code : Cost Accounting (BBA-503 F2)
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Course Objective: To educate the students about the basic concept of cost accounting and to
familiarize students with the mechanism of preparation and interpretation of cost sheet and profit
statement..
Learning Outcomes: Students will be able to:
1. Explain the nature of costs.
2. Describe the role of cost accounting in assisting the preparation of accounts enabling management to
carry out its functions.
3. Record costs and apply different techniques of cost compilation.
4. Evaluate and apply cost control techniques.
Unit 1- Introduction to Cost accounting(10hours)
Cost, Costing cost Accounting, Relationship of Financial accounting and Cost Accounting &
management accounting. Classification of Cost, different Concepts relating to cost and cost
accounting, Element of cost.
Unit 2- Unit or output Costing (10hours)
Meaning, objectives and Importance. Methods of determination of unit cost, cost sheet, statement of
cost & calculation of profit. Job Costing- Meaning objectives and Importance. Difference between
unit costing and job costing, Process costing: Meaning, procedure of preparation of process
accounts.
Unit 3- Accounting and Control of material cost: Issue of materials (7hours)
Methods of pricing of material issues FIFO, LIFO, Weighted Average method.
Unit 4- Marginal costing(10hours)
Meaning, objectives and Importance, limitation of marginal costing. Opportunity cost, decision
involving alternative choices : Make or Buy, decision to continue or drop a product line, decision to
accept special order etc.
Unit 5- Reconciliation of Cost and Financial Accounts(8 hours)
Reason for difference in profit & loss of cost accounting and financial accounting, Preparation of
reconciliation statements
Suggested Readings:
1. Jawahar Lal (2008) Cost Accounting, Tata McGraw Hill
2. Ravi M. Kishore (2012) Cost Accounting, Taxmann Publications Pvt. Ltd.
3. M. N. Arora, (2012)Cost Accounting – Principles and Practice, Vikas publishing House Ltd
4. Iyengar S.P. (2005)Cost Accounting- Principles and Practice.S. Chand & Sons
5. B.M. Lall Nigam and I.C. Jain (2000)Cost Accounting, Principles, Methods and Techniques, PHI
learning Pvt Ltd.
Program Name : BBA
Course Name & Code : BBA 503- M2 Integrated Marketing Communication
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Learning outcomes:
On completion of this unit, students should be able to:
1. Critically review the 'strong' and 'weak' theories of how marketing communication works.
2. Discuss the role of advertising agencies and other marketing communications
organisations.
3. Formulate an integrated marketing communications plan based on contemporary market
research data.
4. Demonstrate creative and media strategies for marketing communications.
5. Investigate social, legal and ethical issues related to advertising, promotion and marketing
communications from a multicultural and international perspective.
Unit 1: Integrated Marketing Communication
Communication, Nature of Communication Process and Its Different Elements, Obstacles in
Communication Process, Types of Communication, IMC, Tools of IMC (Promotional Mix), The
emergence and relevance of IMC, The IMC Golden Triangle.
Unit 2: Advertising
Advertising- Definition, Objectives, Functions, Classifications of Advertising, Setting advertising
Objectives, Message and Copy, Message Design, Developing Effective Advertising Copy, Creativity
and Visualization in Advertising Message Strategy and Elements Of Advertisement, DAGMAR
Approach, Advertising Department and Agencies.
Unit 3: Media
Media Planning & Strategy, Role of Media in Advertising, Media Choice, Comparative Study of
Different Advertising Media, Approaches and Procedures for Determining the Size of the Budget,
Pre Testing and Post Testing Techniques.
Unit 4: Evaluation of Print, Support and Broadcast Media
Evaluation of Print Media: Magazines, Newspapers, Traditional Support Media & Non Traditional
Support Media, Television, Buying Television Time, Radio.
Unit 5: Advertising and Society
Advertising and Promotional Ethics, Social and Ethical Criticism of Advertising, Economic Effects of
Advertising, Productivity of Advertising.
Suggestive Readings:
1. Advertising and Promotions IMC Perspectives: Belch and Belch –Tata Mc Graw Hill, 6/e,
2. Advertising ‘An IMC Perspective’ - S. N. Murthy/U.Bhojanna -Excel Books, 2007.
3. Advertising & Integrated Brand Promotion, O’Guinn, Allen,Semenik, 4/e, Thomson, 2007
4. Integrated Advertising, Promotion, and Marketing Communications, Clow, Baack, 3/e,
Pearson
5. Foundations of Advertising, Chunawalla & Sethia, HPH, 2007
6. Advertising management Rajeev Batra, John G Myers & Aaker –PHI, 5/e, 2007
.
Program Name : BBA
Course Name & Code : Sales and Distribution Management (BBA-503 M1)
Course credit : 04[04 Lecture]
Number of hours : 45
Course Objective : This course aims at providing the knowledge for the concepts, techniques
and approaches required for effective decision making in the areas of Sales and Distribution.
Learning Outcomes:
1. To analyse the nature and scope of sales management
2. To identify the roles, responsibility and skills of a sales manager
3. To examine emerging trends in sales and distribution management
4. To identify and understand the linkage between sales and distribution management
……………………………………………………………………………………………………..
Course Contents:
Unit 1- Basic Concepts (8 hours)
Selling Functions, Type of selling and Emerging Dimensions, Direct Selling, Institutional Selling,
Tele Marketing, Sampling, Follow the customer and other Concepts.
Unit 2- Theories of Selling (7 hours)
Canned approach, AIDA Mode, Right Set of Circumstances Theory, Buying Formula Theories,
Behavioural Equation Theory.
Unit 3- Process of Effecting Selling (10 hours)
Prospecting, Pre approach Presentation and Demonstration, Handling Objections, Closing the sale,
Post sale Activities Quality of Successful Sales Person.
Unit 4- Sales management (10 hours)
Importance, Scope and Functions of sales management. Organization for Sales, Sales planning-
Market Potential Analysis, Sales Forecasting, Fixing sales Objectives, Territory Allocation, Sales
Quota. Participative Sales Planning and Behavioural Considerations.
Unit 5- Sales Force Management (10 hours)
Sales Force Planning, Recruitment and Selection, Training and Development, Placement of sales
Personnel, Compensation and Incentive to Sale Persons, Motivation and leadership for Sales,
Evaluation of Sales Performance.
Suggested Readings:
1. Still, Cundiff and Govani (2006), Sales Management, 5
th
edition, PHI
2. Havaldar and Cavale(2011), Sales and Distribution Management, 2
nd
edition, McGraw Hill
3. Panda and Sahadev(2012), Sales and Distribution Management, 2
nd
edition, Oxford University
Press
4. Gupta(2012), Sales and Distribution Management, 2
nd
edition, Excel Books
5. Jyoti Amar(2009), Sales and Distribution Management, Gennext Publication
Program Name : BBA
Course Name & Code : Human Resource Planning & Development (BBA-503)
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Course Objective : To facilitate the student understand and describe specific theories related
to human resource forecasting concept and to learn about job design. Also this will help the student to
demonstrate effective planning technique by learning the concept of acquisition and retention techniques.
The course will help them to develop their existing human resource with various motivational and technical
skill improvement methods.
Learning Outcomes
• To be able to evaluate the theoretical and practical aspect of forecasting.
• Evaluate the role of perfect planning and organizing in human resource based activities.
• To assess the potential effect on organization of forecasting and retention technique.
• Appreciate the importance of Planning and development in successfully managing a dynamic
environment of organization.
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Unit 1- Introduction of Human Resource Planning (10 Hours)
Human Resource Planning: Definition, Objectives and Components of Human Resource Planning,
Types of HR plan, Approaches, Factors affecting Human Resource Planning, Concepts of Strategy
and planning, strategic HRP model.
Unit 2- Human Resource Planning & Demand Process (10 Hours)
HRP Process, Introduction to Models and Techniques of HR Demand & Supply Forecasting: forecasting.HR
demand-trend analysis, Delphi technique, expert forecast, nominal group technique, regression analysis,
Application of HRP.
Unit 3- Succession Management & Human Resource Retention Programs (9 Hours)
Ascertaining HR supply-replacement analysis, movement analysis, HR supply and retention
programs, Succession planning: importance, process, employee role in succession management.
Unit 4- Human Resource Development (8 hours)
HRD: Concepts, objectives, benefits, and process, Role & competencies of HRD Manager, structure
of HRD system & strategies, HRD Mechanism, HRD Matrix.
Unit 5- HRD Techniques & Upcoming Trends in HR (8 Hours)
HRD techniques: Coaching, Mentoring, Employee counseling, competency mapping, Balanced Scorecard,
Appreciative Enquiry, HRD in Career Development, Emerging trends in HRD.
Suggested Readings:
1. Bhattacharya. D.K (2002).Human Resource Planning, Second Edition, Excel
2. Tapomay Deb (2008), Human Resource Development, Anne Books
3. Werner, Desimone (2006), Human Resource Development, Cenage Publication.
4. P L Rao (2008), Training & Development, Excel Books
5. Blanchard, Thacker (2007), Effective Training (Systems, Strategies & Practices), Fourth Impression,
Pearson
Program Name : BBA
Course Name & Code : Counseling Skills for Managers (BBA 503 H2)
Course Credit : 04 [04 Lecture]
Number of Hours : 45
Course Objective: The objective is to familiarize students with basic understanding of counselling and provideto the
students with the practical processes and skills of counselling. The aim is to enable them learn how to be fully present
with people, how to maintain an effective working alliance, and how to assist clients to work through their issues and
concerns so that there is effective change.
Learning Outcomes:
1. To explain the difference between counselling, guidance and psychotherapy
2. To explain the different approaches of counselling
3. To describe counselling skills and process at workplace
4. To list out the effective use of counselling skills to facilitate organizational development.
5. To demonstrate counsellingseesion at workplace
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Unit 01- Introduction to Counselling (8 Hours)
Emergence and growth of counseling, need for counseling, distinguish between counseling and psychotherapy,
distinguish between counseling and guidance, approaches to counseling-psychoanalytical approach, behaviouristic
approach, and humanistic approach.
Unit 02- Counselling Process (10 Hours)
Counselor Client Relationship, Goals of counseling, role of a counselor, characteristics, counselors values, process of
counseling , developing and terminating counseling relationship and follow-up, assessing clients’ problems, action
strategies.
Unit 03- Counselling Skills (10 Hours)
Counselor’s Attitudes, Skills of Counseling, counselors qualities, non-verbal communication, verbal communication,
listening barriers. Role conflicts in counseling- dilemmas of a manager counselor.
Unit 04- Application of Counselling Skills (10 Hours)
Changing behavior through counseling- using rewards, providing mode, role playing, relaxation activities. Organizational
application of counseling skills- changes management, downsizing, managing diversity, crisis, mentoring, organizational
development.
Unit 05- Ethical Issues in Counselling (7 Hours)
Performance Counseling: Conditions required for effective counseling: Tips for effective counseling, Ethics in
counseling.
Suggested Readings:
1. Kavita Singh (2007).Counseling Skills for Managers.PHILearning.
2. PremvirKapoor (2011).Counselling and Negotiation Skills for Managers. Wiley publications
3. S. NarayanaRao (2013).Counseling & Guidance. McGraw Hill
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