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BBA

Semester Subject Code Subject

Sem-I BBA-101 English (Compulsory)

Sem-I BBA-102 Punjabi (Compulsory) OR Basic Punjabi

Sem-I BBA-103 Basic Accounting

Sem-I BBA-104 Business Organization and Systems

Sem-I BBA-105 Managerial Economics- I

Sem-I BBA-106 Computer Applications for Business-I

Sem-I BBA-107 Business Communication

Sem-III BBA-301 English (Compulsory)

Sem-III BBA-302 Punjabi (Compulsory) or Basic Punjabi

Sem-III BBA-303 Statistics for Business

Sem-III BBA-304 Fundamentals of Human Resource Management

Sem-III BBA-305 Fundamentals of Marketing Management

Sem-III BBA-306 Indian Financial System

Sem-III BBA-307 Management Accounting

Sem-V BBA-501 English (Compulsory)

Sem-V BBA-502 Punjabi (Compulsory) or Basic Punjabi

Sem-V BBA-503 Company Law

Sem-V BBA-504 Entrepreneurship & Small Business

Sem-V BBA-505 Cost Accounting

Sem-V BBA-511 Consumer Behavior

Sem-V BBA-512 Advertising & Sales Management

LESSON PLAN B.B.A SEMESTER-I

ENGLISH

July 2017

Contents Books Plan Activity Assignment

1.Short stories Tales of life Story no. 1 Reading in class Tests from each

textbook

carrying 10

marks each

2.Essays PROSE FOR

YOUNG

LEARNERS

Essay no. 1 Oral tests

3.Grammar English

Grammar in use

by Raymond

Murphy

Unit 1 to 5 Practice of

exercises given

August 2017

Books Plan Activity Assignment

Tales of life Story no. 1 & 2 Loud reading Class tests and oral revision

Prose for young

learners

Essay no. 2 Discussion of

back exercises

English

Grammar

Unit 6 to12 Practice of

grammar

September 2017


Tales of life Story no. 5 Back exercises to be

discussed

Regular class tests

and composing of

long questions

Prose for young

learners

Essay no. 3 & no.5 Back exercise to be

discussed

English grammar Unit 13 to 30 Practice of grammar

exercises

October 2017


Tales of life Story no. 6 Back exercises to be

discussed

Long questions based

on syllabi and test of

complete grammar

exercises

Prose for young

learners

Essay no. 6 Reading of essays

thoroughly

English grammar Unit 31 to 48 Practice of grammar

November 2017

Books Plan Activity

3 Books Discussion on current affairs Class tests

University examination

preparation

Revision

LESSON PLAN BBA SEMESTER-I

BASIC PUNJABI

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BASIC ACCOUNTING

TOPIC NOTES/STRATEGIC RESOURCES TIME

Introduction to Financial

Accounting

After going through this lesson, learner will

be able to

Understand meaning and purpose of

financial accounting

Appreciate the basic terminology

used in accounting

7 days

LESSON BREAKDOWN

Definition and Scope,

objectives of Financial

Accounting, Accounting v/s

Book Keeping, terms used in

accounting, users of accounting

information and limitations of

Financial Accounting.

SUGGESTED READINGS

Advanced Accounting by S.N.Maheshwari &

S.K.Maheshwari

Conclusion ASSIGNMENT

Prepare a glossary of accounting terms learnt

in session


Conceptual Frame work of

Financial Accounting

After going through this lesson, learner will

be able to

Know about GAAP – the foundation

of financial accounting

Know the way to make the books of

accounts consistent & understandable

7 days

LESSON BREAKDOWN

Accounting Concepts,

Principles and Conventions,

Accounting Standards-concept,

objectives, benefits, brief

review of Accounting Standards

in India, Accounting Policies,

Accounting as a measurement

discipline, valuation Principles,

Accounting estimates

SUGGESTED READINGS

Advanced Accounting by R.L.Gupta

Advanced Accounting by Jain & Narang


Apply accounting conceptual framework in

analysis of problem sets and case studies


Recording of Transactions Students will learn about

the kinds of accounts & rules for

recording each account

accurately posting from journal to

ledger

Accurately calculating account

balances in a ledger

preparation of trial balance to check

arithmetical accuracy of recording

process

10 days

LESSON BREAKDOWN

Voucher System, Accounting

Process, Journal, Subsidiary

Books, Ledger, Cash Book &

Trial balance

SUGGESTED READINGS

Advanced Accounting by M C Shukla, T S

Grewal & S C Gupta


Students may be given a Maths

drill/exercise/project explaining various

phases of accounting cycle


Bank Reconcilation Statement

and Depreciation Accounting

Students will learn about

causes of difference in balances of

cash book and pass book

Way to reconcile those differences

Why and how to charge depreciation

in books of accounts

10 days

INDICATIVE CONTENTS

Bank Reconciliation Statement:

its purpose and method of

preparation. Depreciation:

Meaning, need & importance of

depreciation, methods of

charging depreciation (WDV &

SLM).

SUGGESTED READINGS

Advanced Accounting by Jain & Narang


Inclass exercise given on BRS

Comparative analysis of books of

accounts when two different methods

of depreciation accounting are used


Preparation of Final Accounts Students will learn about

10 days

Preparation of books of accounts

Qualitative characteristics of

accounting information – how to

ensure them in books

LESSON BREAKDOWN

Preparation of Trading and

Profit & Loss Account and

Balance Sheet of sole

proprietary business

SUGGESTED READINGS


Grewal & S C Gupta


Divide classes into groups of 3-

4.Assign a project starting from trial

balance to balance sheet

MCQs/True or False questions to

examine their understanding


Introduction to Company Final

Accounts

LEARNING OUTCOMES

Knowledge of important provisions of third

schedule of Companies Act, 2013 will be

provided that deals with Profit & Loss

account and balance sheet of companies.

7 days

LESSON BREAKDOWN

Important provisions of

Companies Act, 2013 in respect

of preparation of final accounts

of a company. Understanding

the Annual Report of a

company

SUGGESTED READINGS


Grewal & S C Gupta


Annual reports of established Indian

companies will be taken and discussed in

class.


Computerised Accounting After this session, students will be in a

position to

Apply all what they have learnt in

previous sessions in practice.

Get aware about technicalities of

accounting software Tally

7 days

LESSON BREKDOWN

Computer and its application in

accounting. Accounting

software package (tally)

Practical Training in computer labs will be

provided in college. Online lectures on tally

software can also be attended.

Conclusion Project work on tally software will be given

to students to check their skills.


BUSINESS ORGANISATION AND SYSTEMS

Introduction to

Business and

Commerce

The objective of this subject is to make students understand the

basic concepts in commerce, trade and industry

This will include:

Meaning and definition of business

Objectives of business

Essentials of a successful business

Scope of business

Business as an economic system

Trade and aids to trade

Singla, R.K., “Business Organization and Management”, V.K.

(India) Enterprises, New Delhi.

http://buc.edu.in/sde_book/bcom_bs.pdf

2 weeks

Business and

Society:

The aim of this section of the syllabus is to know modern business

practices, forms, procedures and functioning of various business

organizations

This will include:

Changing Concepts and Objectives of Business

Professionalization,

Business ethics,

Business and culture,

Technological Development and Social Change

Social responsibilities of business

Social Audit

Manager and his environment: external and internal

Kaul, Vijay Kumar “Business Organization and Management: Text

and Cases”, Pearson Education, New Delhi.

PPT on social responsibility

2 weeks

Domestic &

Foreign Trade:

ion

This part will enable students to know about the procedure and

formalities of foreign trade

This will include:

Export –Import Procedure

Hurdles in foreign trade and its removal


(India) Enterprises, New Delhi..

PPT On Import- Export Procedure

1 week

http://buc.edu.in/sde_book/bcom_bs.pdf

wholesale &

retail trade -

This will acquaint students with the latest changes in trade

This will include:

Organization of wholesale & retail trade

recent trends in wholesale & retailing

Malls and Super Markets – their effect on economy.


(India) Enterprises, New Delhi

1.5

weeks

Stock

Exchange.

This will enable students to know about dealings of stock exchange

and precautions while trading

This will include:

Stock Exchange: Definition and Meaning,

Produce

Importance

Functions

Listing

Dealers

http://www.devchandcollege.org/e-

NOTES/PMH%2008.pdf

http://shodhganga.inflibnet.ac.in/bitstream/10603/2027/7/07

_chapter%202.pdf

2 weeks

http://www.devchandcollege.org/e-NOTES/PMH%2008.pdf

http://www.devchandcollege.org/e-NOTES/PMH%2008.pdf

LESSON PLAN B.B.A SEMESTER-I

MANAGERIAL ECONOMICS

Topic Notes/Strategies/Resources Time

Theory of Demand The topic is important to understand the concept

of demand and theory of demand

1.5 week

Body of Lesson:

Meaning of Demand

and its types

Law of demand

A detailed discussion on the topics under study

will be carried out. Notes will also be given to the

students.

The books consulted will be

A text book of Economics by Stonier and

Hague

Modern Microeconomics by

Koutsoyiannis

Economics by Paul Samuelson

Microeconomics by T.R.Jain

Conclusion

Assignments will be given. Tests will be

conducted.


Elasticity of Demand The topic is imperative to have clarity about the

concept of elasticity and its measurement

1.5 weeks

Body of Lesson:

Price, Income and

Cross Elasticity of

Demand

Methods to measure

Price Elasticity of

demand



students.



Hague


Koutsoyiannis



Conclusion


conducted.


Theories of Consumer

Behaviour

The topic is imperative to have clarity about the

different theories of consumer equilibrium

4 weeks

Body of Lesson:

Utility Analysis-Law

of DMU and law of

EMU

Consumer equilibrium



students.

A comparative analysis of these three theories

will be carried out.

Indifference curve

Analysis-Properties

and consumer

equilibrium

Revealed preference

theory of demand



Hague


Koutsoyiannis



Conclusion


conducted.


Theory of cost and theory of

revenue

The topic is important to have clarity about the

meaning and different types of cost and revenue


Theory of Supply The topic is important to have clarity about the

meaning, features and factors affecting supply

1.5 weeks

Body of Lesson:

Concept of Supply

Law of Supply

Factors affecting

Supply



students.



Hague


Koutsoyiannis


Microeconomics by T.R. Jain

Conclusion


conducted.


Theory of Production The topic is imperative to have clarity about the

meaning and different types of production

function.

2 weeks

Body of Lesson:

Concept of production

function

Law of variable

proportions

Law of Returns to

Scale

Economies and

diseconomies of Scale



students.



Hague


Koutsoyiannis



Conclusion


conducted.

1.5 weeks

Body of Lesson:

Meaning and different

concepts of cost

Traditional theory of

cost

Modern theory of cost

Meaning and different

types of revenue

Revenue curves under

different market

conditions

Relationship between

Revenue and Elasticity

of Demand.


will be carried out. Notes will also be given to

the students.



Hague


Koutsoyiannis



Conclusion


conducted.


Market Forms The topic is important to have clarity about the

meaning, features and different types of markets

3 weeks

Body of Lesson:

Meaning and features

of perfect competition

Price and output

determination of a firm

and an industry under

perfect competition


of Monopoly

Price and output



Monopoly


of Monopolistic

competition

Price and output



monopolistic

competition


will be carried out. Notes will also be given to

the students.



Hague


Koutsoyiannis



Conclusion


conducted.

LESSON PLAN BBA SEMESTER- I

COMPUTERS

Topic Notes/ Strategies/Resources Time UNIT I

3 Weeks

(16 lectures)

Introduction This Chapter gives basic information related to

Computer

Body of the lesson Contents

What is Computer

Data and Information

Characteristics of Computer

History of Computer

Classification of Computer

Generations

Micro Computer

Mini Computer

Mainframe Computer

Super Computer

Block Diagram of Computer System

Computer Memory

Primary Storage

1. RAM

2. ROM

Practical in Lab

Notes: Printed Notes

Books: Computer Application for business

Activity:

General discussion

Quiz

Conclusion Home Work and Assignment

Surf net related to topic

Next day ask students to define

Test

UNIT II 3 Weeks

(16 lectures)

Body of the Lesson Cache Memory

Virtual memory

RAM vs.ROM

Secondary Storage

1. Magnetic Storage

2. Magnetic Tape

3. Magnetic Disk

4. Floppy Disk

5. Hard Disk

Optical Storage

1. CD-ROM

2. Worm Disk

3. CD-R

4. CD-RW

5. DVD

Solid State Storage

1. Flash Memory

2. Memory Card

Removable and Non- Removable Secondary

Storage

Practical Work


Activity:

General discussion




Test

UNIT III 3 Weeks

(16 lectures)

Body of the Lesson Peripheral Devices

Input Devices

1. Punched Card

2. Keyboard

3. Mouse

4. Mouse

5. Trackball

6. Joystick

7. Light Pen

8. Touch Screen

9. OMR

10. MICR

11. Bar code Reader

12. Scanner

13. Digital Camera

14. Microphone

15. Infrared Remote

16. Digitizer

Practical in Lab


Books: Computer Application for Business

Activity:

General discussion

Quiz




Test

Latest research in this field

UNIT IV 3 Weeks

(14 lectures)

Body of the Lesson Output Devices

1. Softcopy output

2. Hardcopy output

3. Printers

4. Projectors

Computer Languages

1. Binary Lang.

2. Assembly Lang.

3. High Level Lang.

Language Translators

Hardware

Software

1. Classification of software

Operating System

1. Functions

2. Classifications

3. Concepts

4. DOS

Features

Functions

Structure

Booting

Commands

Practical Work


Books: : Computer Application for Business

Activity:

General discussion




Test

LESSON PLAN BBA SEMESTER- I

BUSINESS COMMUNICATION

TOPICS SOURCE TIME

PART-1

1).BUSINESS COMMUNICATION:

INTRODUCTORY

MEANING

TEXT BOOK:-‘BUSINESS

COMMUNICATION TODAY’ BY BOVEE C

1 week

IMPORTANCE NOTES ON ‘SIGNIFICANCE OF BUSINESS

COMMUNICATION’

BARRIERS NOTES 2 weeks

CONDITIONS FOR

SUCCESSFUL

COMMUNICATION

GROUP DISCUSSION ON ‘NEED FOR

COMMUNICATION’

7 C’S OF

COMMUNICATION

WEBSITE:-www.notesdesk.com

2).ORGANISATIONAL

COMMUNICATION:

FORMAL AND

INFORMAL

COMMUNICATION

REFERENCE BOOKS:-

KEY ISSUES IN ORGANISATIONAL

COMMUNICATION BY DENNIS

TOURISH

COMMUNICATION AND

ORGANISATIONAL CRISIS, BY

MATTHEW W.SEEGER

3 weeks

INTERNAL AND

EXTERNAL

COMMUNICATION

TEXT BOOK:-‘BUSINESS

COMMUNICATION’ BY KAUL A.

3).PRESENTATION SKILLS:

ORAL PRESENTATION

DEBATE ON ‘PRESENTATION IN

BUSINESS ENVIRONMENT’

1 week

PRINCIPLES OF

PRESENTATION

E-BOOK

FACTORS AFFECTING

PRESENTATION

CASE STUDY ON ‘JOHN G. HOFLAND

LTD.’

4).BUSINESS ETIQUETTE:

CROSS CULTURAL

ETIQUETTE

BUSINESS TO BUSINESS

ETIQUETTE

NEWSPAPER:-THE BUSINESS

STANDARDS

ARTICLE:-ORGANISATIONAL

COMMUNICATION

1 week

PART-2

1).INTERNAL

CORRESPONDENCE:

INTRODUCTION TO

MEMOS

CIRCULARS

NOTICES

VIRTUAL TRAINING BY VISITING BANKS

1 week

2).CORRESPONDENCE WITH

BANKS:

OVERDRAFTS

WEBSITE:-www.businessdictionary.com 2 weeks

CASH CREDITS

PREPARATION OF SALES

REPORT

INTERNET:-www.google.com

INTERNET:-www.wikipedia.com

3).CUSTOMERS’

CORRESPONDENCE:

COMPLAINTS

REGARDING DUES

NEWSPAPER:-THE BUSINESS

STANDARDS

1 week

FOLLOW UP LETTERS ARTICLE:-BUSINESS METHODS

4).SECRETARIAL

CORRESPONDENCE:

CORRESPONDENCE WITH

SHAREHOLDERS

VISIT TO COMPANIES FOR BETTER

EXPERIENCE

1 week

WITH

DEBENTUREHOLDERS

REGARDING DIVIDEND

TEXT BOOK:-

COMMUNICATION FOR

BUSINESS:A PRACTICAL

APPROACH, BY TAYLOR S. AND

CHANDRA

COMMUNICATING WITH

AUTHORITIES

CASE STUDY ON ‘DOMINO’S PIZZA

CRISIS’

2 weeks

PREPARATION OF

RESUME, INTERVIEW

LETTERS,CALL LETTERS

PRACTICE BY DRAFTING ORIGINAL

RESUME

LESSON PLAN B.B.A SEMESTER-III

ENGLISH

July 2017


1. Vocabulary &

textual Ex.

Making

connections

First half of

Unit 1

Group

discussions

Surprise tests on

regular basis

2. Poetry Moments in

time

Poem no. 1 &

2

3. Grammar English

Grammar in use

by Murphy

Unit 98 to101

August 2017


Making

Connections

Completion of

Unit 1

Critical

appreciation of

poems to be

discussed

Long questions based on poems

Moments in time Poem no. 3

English

Grammar in use

by Murphy

Unit 102 to120

September 2017


Making connections First half of Unit 2 Class tests Discussion of

grammar in class

Moments in time Poems no. 4 and 5

English Grammar in

use by Murphy

Unit102 to120

October 2017


Making connections Completion of Unit 2 Discussion of themes

of all the poems

Class tests of full

syllabi

Moments in time Poem 6

English Grammar in

use by Murphy

Unit 132 to145

November 2017

Books Plan Activity

3 Books Discussion on Composition Class tests


preparation

Revision


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LESSON PLAN BBA SEMESTER- III

STATISTICS FOR BUSINESS

Topic Notes/strategies/ Resources Time

Matrix Algebra The topic will help the students to have in-depth

knowledge of matrices and it applications

3 weeks

Body of lesson:

Types of matrices

Basic operations

Determinants and its

properties

Rank and inverse of a

matrix

Cramer’s rule

Matrix inverse method of

solving equations

Students will be given notes pertaining to the

theory of the chapter.

Practice questions will be given

The books consulted will be:

Mathematics for economics by C.S.

Aggarwal

Statistics for Business by T.R. Jain

Conclusion Assignments will be given.

Tests will be conducted.


Introduction and Methods of

Presentation of Statistical

Information

The topic will help the students to have in-depth

knowledge of Statistics , ways of presenting

statistical information and sampling

1 week

Body of lesson:

Collection and

presentation of data

Frequency distribution

Sampling

Sampling designs



Practice questions will be given



Aggarwal



Tests will be conducted .


Measures of Central Tendency The topic is imperative for the students to learn

about the basic descriptive statistics of mean,

median and mode

1 week

Body of lesson:

Mean

Median

Mode



Various types of numerical will be given for the

practice.


Business Statistics by S.P. Gupta


Aggarwal





Measures of Dispersion The topic is imperative for the students to learn

about the basic descriptive statistics of Range,

Quartile deviation, Mean deviation and Standard

deviation

2 week

Body of lesson:

Range

Quartile deviation

Mean deviation and

Standard Mean



Various types of numerical will be given for the

practice.




Aggarwal





Simple Correlation and

Regression analysis

The topic is essential for the students to learn about

highly useful statistical tool of Correlation and

Regression.

3week

Body of lesson:

Types of Correlation

Properties of coefficient

of Correlation

Karl Pearson’s

coefficient of Correlation

Spearmen’s rank

Correlation

Meaning of Regression

Properties of Regression

coefficients



Various types of numerical related to Karl

Pearson’s coefficient of Correlation, Spearmen’s

rank Correlation and Regression

will be given for the practice.



Statistics by S.C. Gupta


Aggarwal





Time Series Analysis The topic is essential for the students to learn about

highly useful statistical tool of Time Series and its

utility

2week

Body of lesson:

Meaning and

components of Time

Series

Isolation of trend using

moving average and

regression analysis

Isolation of Seasonal,

Cyclical and Irregular

variations



Various types of numerical for the isolation of

trend, Seasonal, Cyclical and Irregular variations

will be discussed.





Aggarwal





Index numbers The topic is essential for the students to learn about

highly useful statistical tool of Index Numbers and

its utility

1 week

Body of lesson:

Meaning, utility and

steps involved in the

construction of Index

Numbers.

Weighted and

Unweighted Index

Numbers

Quantity index Numbers



Various types of numerical related to simple

aggregative method, simple average of price

relative method, Laspeyre’s method, Pasche’s

method, Fisher’s method ,Bowley’s method ,

Edgeworth method and Kell’s method will be

discussed.





Aggarwal





Elementary Probability Theory The topic is essential for the students to learn all

about Probability and Theoretical distributions

3 week

Body of lesson:

Definition of Probability

and its various concepts

Conditional Probability

Addition and

multiplication theorem

of probability

Properties of Binomial,

Poisson and Normal

distribution


meaning and various concepts of Probability.

Mathematical proofs of addition and multiplication

theorem of probability will be presented.

Notes pertaining to properties of Binomial, Poisson

and Normal distributionwill be given.

Practice numerical will also be given.





Aggarwal




LESSON PLAN BBA SEMESTER-III

FUNDAMENTALS OF HUMAN RESOURCE MANAGEMENT

S.No. Topic Notes/Strategies/Resources Time

1. Introduction to Human Resource

Management (HRM)

After going through this chapter, the

learner will be able to

Define HRM

Elaborate nature, Principles,

objectives, functions and

importance of HRM

Enlist differences between

HRM and Personnel

Management

1 week

of July

Nature, Scope, Objectives and

Functions of HRM, Evolution of

HRM, Changing Trends in HRM.

Status and competencies of HR

manager

This section covers chapter 1 and 2.

Aswathappa, K., “Human

Resource Management”, Text

and Cases. New Delhi, Tata

McGraw – Hill

Fundamentals of Human

Resource Management by

Sharma Publications

Conclusion Group discussion on recent

developments in HRM in India

2. Human Resource Planning (HRP) Familiarizing students with HRP,

would enable them to

Describe need for HRP

Enlist the merits and demerits

of HRP

Describe techniques of HRP

2 days

of July

Concept, Need and Importance of

HRP, Factors affecting HRP,

Human Resource Planning Process

This section covers chapter 3.




McGraw – Hill



Sharma Publications

Conclusion Assignment: MCQ’s on HRP

3. Job Analysis The knowledge about this lesson

would equip the learners with

Purpose of Job Analysis

Methods of Job Analysis

Job description

Job specification

5 days of

July

Meaning and Objective, Process, This section covers chapter 4.

Methods of Collecting job data,

Uses of Job Analysis, Problems of

Job Analysis




McGraw – Hill



Sharma Publications

Conclusion Assignment: ppt on practical hurdles

faced in Job analysis in India

4. Recruitment and Selection After familiarization with the concept

of recruitment and selection, the

students will be able to:

Define recruitment

Elaborate factors influencing

recruitment process

Describe sources of

recruitment

5 days of

August

Meaning and Factors governing

Recruitment, Recruitment Sources

and Techniques. Meaning and

Process of Selection, Problems

associated with Recruitment and

Selection

This section covers chapter 5 and 6.




McGraw – Hill



Sharma Publications

Conclusion Case study on recruitment and

selection process adopted by HUL

5. Employee Retention Discussion on various advertising

media, would enable students to

Define employee turnover

Discuss factors responsible for

employee turnover

Elaborate retention strategies

4 days of

August

Meaning, Factors Responsible for

High Employee Turnover,

Employee Retention Strategies





McGraw – Hill



Sharma Publications

Conclusion Assignment: comparative analysis on

the employee retention strategies in

developing and developed nations

6. HR Training and Development The knowledge on advertising Budget

would familiarize the learners with:

1 week of

September

Need of training and

development

Types of training

Training process

Concept and Need, Process of

Training and Development

Programme: - Identification of

Training and Development Needs,

Objectives, Strategy & Designing

of Training and Development,

Implementation and Methods of

Training Programme and Levels of

Training Evaluation




Sharma Publications

Conclusion Case study on Infosys training and

development policy

7. Performance Appraisal The learner would be able to

Discuss importance of

Performance Appraisal

Features, limitations of

Performance Appraisal

Methods of Performance

Appraisal

1 week of

September

Meaning, Purpose, Essentials of

Effective Performance Appraisal

System, Various Components of

Performance Appraisal, Methods

and Techniques of Performance

Appraisal




Sharma Publications

Conclusion Performance Appraisal techniques

used by banking sector (take any 1

bank) in India

8. Managing Compensation and

Employee Remuneration

A detail discussion on managing

Compensation and Employee

Remuneration would enable the

students to:

Types of compensation wage

methods

Factors influencing wage rates

Financial and non financial

incentives

October

Concept, Objectives, Components

of Employee Remuneration,

Factors Influencing Employee

Remuneration, Challenges of

Remuneration. Incentive plans ,

This section covers chapter 10 to 13.



Sharma Publications

fringe benefits, employee health

and safety and employee grievance

system

Conclusion Group discussion on new Managing

Compensation and Employee

Remuneration strategies

9. Job Evaluation Going through the contents of an job

evaluation, the learner will be able to:

Define Job Evaluation

Discuss features of Job

Evaluation

Elaborate the process,

methods and benefits of Job

Evaluation

last week

of

October

Meaning, Process and Methods of

Job Evaluation

This section covers chapter 10 to 13.



Sharma Publications

Conclusion Ppt on job evaluation methods

LESSON PLAN B.B.A SEMESTER III

FUNDAMENTALS OF MARKETING MANAGEMENT

TOPIC NOTES/STRATEGIES/RESOURCES TIME

Marketing- concept,

philosophies and importance,

scope of marketing, the selling

concept, the marketing

concept, components of a

modern marketing information

system, marketing intelligence.

The main aim of this subject is to equip the

students with better understanding of the

marketing concepts and techniques and to

provide an insight into the current marketing

practices with more practical cases and field

work.

CHAPTERS COVERED

Ch.1 nature ,scope n importance of marketing

Ch. 2 Marketing concepts.

Ch.3 Marketing information system n

marketing intelligence.

BOOKS

C N Sontakki ,Marketing

management

Robert Schultheis and Mary Summer,

Management Information Systems –

The Managers View, Tata McGraw

Hill, 2008.

htbiblio.yolasite.com>resources>mar

keting books pdf

PPT on marketing

ASSIGNMENTS- what are the marketing

concepts? Which is the best concept?

Explain.

10-15 days

Analysing the

Microenvironment-

Needs and trends, the

demographic environment.

The buying decision process-

the five stage model.

Levels of marketing

segmentation, bases for

segmenting consumer markets;

market targeting, bases for

segmenting business markets.

CHAPTERS COVERED;

Ch. 3 the marketing environment.

Ch. 5 Consumer Behaviour

Ch. 6 Marketing segmentation, targeting and

positioning.

BOOKS


management

Marketing management, millinium

edition, Philip kotlor

Northcampus.uok.edu.in (PPT)


keting books pdf

ASSIGNMENT- An assignment on market

segmentation done by the company related to

any industry. And how it helps the firm in

targeting the costumers.

1 month

Product life cycle marketing

strategies- product

classification, product levels,

differentiation, packaging,

labelling, branding, product

life cycle.

Understanding price, price

setting.

CHAPTERS COVERED;

Ch.7 Product-concept and classification.

Ch.8 Product life cycle.

Ch.9 Product differentiation.

Ch.10 Product branding, packaging,

labelling, guarantee warranties.

Ch. 11 new product, planning and

development.

Ch.12 Product Pricing

BOOKS


management




keting books pdf

http://www.extension.iastate.edu>pdf

( product life cycle)

http://open.lib.umn.edu>chapter

Competition analysis of two products;

Eg- Boost n complan

Pepsi n coca cola

Group discussion on product life cycle of

any product(eg. Maggi, bullet)

1 month

Marketing communication-

advertisement, its evolution,

publicity, functions,

advertising media,, sales

promotion, direct marketing,

direct marketing, interactive

marketing, channels of

distribution.

CHAPTERS

Ch.13 Advertising

Ch. 14 Sales Promotion

Ch.15 Direct and on line marketing

Ch. 16 Personal Selling

Ch. 17 Interactive Marketing

Ch. 18 Publicity and public relations

Ch. 19 Channels of Distribution

BOOKS


management



www.pondiuni.edu.in>dde>markiv_a

sp

http://www.saylor.org>site>textbooks


keting books pdf

CASE STUDY- on any related topic

1 month


INDIAN FINANCIAL SYSTEM

1. LESSON PLAN Time

2 weeks

TOPIC NOTES/STRATEGIES/RESOURCES

INDIAN FINANCIAL SYSTEM-

OVERVIEW

After going through this lesson learner will be

able to-

Describe the meaning of Financial

System

Describe the components of Indian

Financial System

Meaning of Financial system,

Evolution of Financial System in

India, Role of Financial system,

Components/structure/organization

of Indian Financial System

Chapter-1 Indian Financial system- overview

Book- Indian Financial system by T.R. Jain and

O.P. Khanna

CONCLUSION Assignment on structure of banking system in

India

2. LESSON PLAN Time

5 weeks


Financial Market

(Money Market and Capital Market)

After going through this lesson learner

will be able to understand

Indian financial market in detail

Working of stock exchange in

India

Meaning, features, types,

Functions and Organisation of

Financial Market in India.

Meaning, Structure and

organization of Money Market

and its instruments.

Meaning, Functions and types of

Capital Market

Introduction, features of

primary market. Methods of

primary market issues and its

intermediaries.

Introduction, features,

functions of secondary market.

Listing of Securities, trading

procedure of stock exchange

Chapter- Financial Market (Money

Market and Capital Market)

Book- Indian Financial system by T.R.

Jain and O.P. Khanna

-Khan, M.Y, “Indian Financial System”

CONCLUSION Assignment on the working of stock

exchange in India

3. LESSON PLAN Time

3 days


Regulatory Framework of Indian

Financial Market



Objectives of SEBI

Eligibility norms for company issuing

securities

Introduction, establishment, objectives,

management, functions and powers of

SEBI

Chapter- Regulatory Framework




CONCLUSION Homework- discuss the guidelines for the

issue of IPO

4. LESSON PLAN Time

1 week


Financial Intermediaries

- Non Banking financial companies



Meaning and functions of

NBFCs

Meaning, definition, functions, Types and

significance of NBFCs

Chapter- Non Banking Financial

Companies




CONCLUSION Assignment on RBI and NBFCs

5. LESSON PLAN Time

1 week


Mutual Funds After going through this lesson learner


Meaning and Mechanism of Mutual

funds in India

Meaning, definition, types and

Importance of mutual funds

Chapter- Mutual Funds




CONCLUSION

List the various mutual fund companies

in India

Construct the dummy portfolio of

securities

6. LESSON PLAN Time

7 days


- Foreign Investment



Meaning and types of Foreign

Investment

Benefits of Foreign investment in

India

Introduction, meaning, types and

objectives of foreign investment

Factors influencing foreign investment and

its benefits.

Chapter- Foreign Investment




CONCLUSION Assignment on approval mechanism of

FIIs in India

7. LESSON PLAN Time

2 weeks


Financial Assets/ Instruments After going through this lesson learner


Various types of financial

instruments

Meaning, definition and types of financial

instruments

Chapter- Financial Instruments




CONCLUSION Assignment on various innovative

financial instruments


MANAGEMENT ACCOUNTING

Management

Accounting

This will enable students to understand Management

accounting and its relevance

This will include:

Origin

Concept

Nature and Scope of Management Accounting.

Need and Importance of Management Accounting

Tools & techniques of Management Accounting

Limitations Management Accountant duties

functions Distinction between management

accounting & Financial Accounting

Suggested Readings:

Horngren Charles, Gary, Sundem, Stratton William, “

Introduction to Management Accounting”, Pearson

Education Publishers

Assignment:

Nature and Scope of Management Accounting

2 weeks

Financial

Statements

This will enable students to make analysis from financial

statements of companies.

This will include:

Types

Comparative Statements

Common Size

Trend analysis

Introduction of EVA

Notes on latest guidelines regarding preparation of

financial statements

Suggested Readings:

https://www.cfainstitute.org/learning/products/publication

s/inv/Documents/corporate_finance_chapter9.pptx

1.5 week

Ratio Analysis

This will enable students to calculate and interpret

financial ratios in their future

This will include:

Liquidity ratios

Activity ratios

Solvency ratios

3 weeks

https://www.cfainstitute.org/learning/products/publications/inv/Documents/corporate_finance_chapter9.pptx

https://www.cfainstitute.org/learning/products/publications/inv/Documents/corporate_finance_chapter9.pptx

Profitability ratios

Powerpoint presentation on formulae of different

ratios

Practical Problems

Calculation of ratios from annual reports of

selected companies

Suggested Readings:

Jain, P.K and Khan M.Y “Management Accounting”, Tata

Mc Graw Hill Publishing Co. Ltd. New Delhi.

Test: Practical Problem of Ratio Analysis

Cash Flow Statement Detailed discussion on Accounting Standard-3

Powerpoint presentation on format of Cash Flow

statement

Practical Problems

Suggested Readings:



1 week

Funds Flow

Statement Powerpoint presentation on format of Funds Flow

statement

Practical Problems

Preparation of Funds Flow Statement from annual

reports of selected companies

Suggested Readings:



1 week

Responsibility

Accounting

This will include:

Meaning

Features

Steps

types of responsibility centers

transfer price

meaning

methods

selection of transfer pricing method.

Suggested Readings:

Jawaharlal, “Accounting for Management”, Himalaya

Publishing House, New Delhi.

1.5

weeks

Management

Reporting

This will enable students to prepare reports for

management in their future

1.5

weeks

This will include:

Management Reporting – Importance

Needs

Types of reports

Requirements of good report preparation including

prewriting and form of final draft

Suggested Readings:



Working Capital

Management: -.

This will enable students to know about working capital

and its financing

This will include:

Meaning

Need and Importance

advantages and disadvantages

factors affecting working capital requirements

determining working capital requirements

principles of working capital management

Financing of working capital, Approaches for

determining working capital mix

Trends in financing working capital by banks

Jawaharlal, “Accounting for Management”, Himalaya

Publishing House, New Delhi

3 weeks

LESSON PLAN B.B.A SEMESTER-V

ENGLISH

July 2017

August 2017

September 2017


All my sons Reading Act 3 Discussion of full

play

Role playing by the

students

Poems of nature and

culture

7 poems Class tests

Letters etc Report writing,

business writing

Formats and practice

October 2017


All my sons Revision of play Clearing of doubts Class tests and

revision

Poems of nature and

culture

Revision of poems

Letters Etc Revision

November 2017

Books Plan Activity

2 Books Discussion on current affairs Class tests


preparation

Revision


1.Play All my sons Reading Act 1 Film based on

the play to be

shown

Critical

appreciation ,theme

of the poems

2.Poetry Poems of nature and

culture

Text reading

and

explanation

3.Grammar

&Writing

Skills

Letters, Resume,

Report Writing etc

Formats and

practice


All my sons Reading Act 2 Practice of Letter

Writing

Questions based on

Act 2

Poems of nature and

culture

5 Poems Discussion on themes

of all the poems

Letters etc Resume Writing

Informal Letter

Formats and practice


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COMPANY LAW

TOPIC NOTES/STRATEGIES/RESOURCES TIME

An Introduction to

Company and Companies

Act,2013

After going through this lesson the learner will be able

to:

• Understand the meaning of a company

• Appreciate the basic regulations of Companies and its

characteristics as per Companies Act, 2013

15 Days

LESSON BREAKDOWN

Nature and Scope of

Company, Features,

Classifications of

Company, Formation and

Names of a Company,

Company and a body

corporate, Difference

between company and

partnership, Corporate veil

SUGGESTED READINGS

Avtar Singh, “Company Law”

N.D. Kapoor, “Company Law and Secretarial Practice”

http://www.corporatelaws.in

CONCLUSION Assignment: Preparation of glossary in relation to Basic

Requirements of a Company.

Case Studies

TOPIC

Promotion and

Registration

Preliminary Contracts


to:

• Understand the role of Promoters in a Company, Types,

their functions

•Define the Promoters liabilities in respect of Pre-

incorporation contracts.

12 Days

LESSON BREAKDOWN

Meaning of a Promoter,

main features, kinds of

promoters, Remuneration,

Legal Position of a

Promoter, Pre-

Incorporation contracts

and provisional contracts.

SUGGESTED READINGS

N.D. Kapoor, “Company Law and Secretarial Practice”

eMinds Legal LLP , Lexis Nexis “Corporate Law

Referencer”

Singh, Harpal, “Indian Company Law”, Galgotia

Publishing, Delhi.

TOPIC

Memorandum of

Association and Articles

of Association


to:

• Understand the Meaning and Purpose of MOA & AOA

•Requirements to be fulfilled while drafting the

company’s MOA & AOA

15 Days

LESSON BREAKDOWN

SUGGESTED READINGS

http://www.corporatelaws.in/

Importance of MOA &

AOA, Contents,

Regulations to be

complied while Alterating

these documents, Doctrine

of Ultra-Vires,

Constructive notice of

MOA & AOA, Doctrine

of indoor management.

https://www.google.co.in/amp/s/caknowledge.in/all-you-

want-to-know-about-moa-and -aoa/amp/

Companies Act 2013 with Rules – TAXMANN’s

“Bharat’s Manual of Companies Act and Corporate

Laws”, 2011, Bharat Law House, New Delhi

CONCLUSION Assignment on Alterations in Memorandum and Articles

of Association.

TOPIC

Prospectus and Share

capital


to:

• Define and understand the kinds of prospectus and

liability of Mis-Statement in prospectus

• Understand the Kinds and classes of share capital, Issue

of share capital

12 Days

LESSON BREAKDOWN

Meaning, Dating and

registration of prospectus,

types of prospectus,

Statement in lieu of

prospectus.

Classes of capital,

Alteration of Capital,

Voting Rights, Transfer

and transmission of Shares

SUGGESTED READINGS

Avtar Singh, “Company Law”

http://en.m.wikipedia.org/wiki/Prospectus_(finance)

https://www.icsi.edu/Docs/

CONCLUSION Assignment : Drating of Prospectus

TOPIC

Board of Directors


to:

• Understand the Powers of directors

•Director’s appointment and duties

10 Days

LESSON BREAKDOWN

Meaning and Types of

directors, Rules regarding

directors, legal position

and appointment &

disqualification of

directors, Resignation and

removal of directors,

Powers of directors and

SUGGESTED READINGS

https://www.google.co.in/amp/caclues.com/companies-

act-2013-handwritten-notes/amp/

CCH India – The Companies Act, 2013

Singh, Harpal, “Indian Company Law”, Galgotia

Publishing, Delhi.

https://www.google.co.in/amp/s/caknowledge.in/all-you-want-to-know-about-moa-and%20-aoa/amp/

https://www.google.co.in/amp/s/caknowledge.in/all-you-want-to-know-about-moa-and%20-aoa/amp/

http://en.m.wikipedia.org/wiki/Prospectus_(finance)


https://www.google.co.in/amp/caclues.com/companies-act-2013-handwritten-notes/amp/

https://www.google.co.in/amp/caclues.com/companies-act-2013-handwritten-notes/amp/

the Restrictions on

powers, Guidelines for

Managerial remuneration,

Board Meetings

TOPIC

Company Meetings,

Notice of Meetings,

Quorum, Voting and

Resolutions


to:

• Define the various classes of meetings

• Understand the Secretarial Standards on General

meeting

• Ways to conduct Extra Ordinary General Meeting

7 Days

LESSON BREAKDOWN

Statutory, Annual General

Meeting, Extraordinary

meetings, Meetings of

BOD, Provisions of

Companies act in respect

of Quorum, Chairman and

Proxy for different

meetings, kinds of

resolution, Dividends and

Bonus shares.

SUGGESTED READINGS

https://www.slideshare.net/meetings-of-company


CONCLUSION Paper presentation on Provisions in respect of Quorum,

Chairman and Proxy for a General Meeting.

TOPIC

Minutes of a Meeting

Winding Up


to:

• Understand the meaning of Minutes

• Secretarial Standards

• Provisions in respect of Minutes

• Modes of Winding Up

10 Days

LESSON BREAKDOWN

Meaning of Minutes,

Types, Minutes of a

general meeting, Various

Provisions of Minutes

General rules of Winding

Up, Modes of Winding Up

-By Tribunal

-Member’s Voluntary

-Ceditor’s Voluntary

SUGGESTED READING

eMinds Legal LLP , Lexis Nexis “Corporate Law

Referencer”

https://www.google.co.in/amp/s/www.aubsp.com/latest-

amended-ebook-on-companies-act-2013/amp/

CONCLUSION Case Study

https://www.slideshare.net/meetings-of-company


https://www.google.co.in/amp/s/www.aubsp.com/latest-amended-ebook-on-companies-act-2013/amp/

https://www.google.co.in/amp/s/www.aubsp.com/latest-amended-ebook-on-companies-act-2013/amp/


ENTREPRENEURSHIP & SMALL BUSINESS

Topic Notes/Srategies/Resources Time

Concept of Entrepreneurship-

Emergence of entrepreneurial

class, theories of entrepreneurship

Case Studies on successful entrepreneurs of

India

Videos on emergence of entrepreneurial class

E books

7 days

Women Entrepreneurs-

Functions, problems & remedies

for problems

Case Studies on successful women

entrepreneurs of India

7 days

Types of business organisations-

Joint stock company, HUF Industrial Visit

Assignment and discussion on comparison of

different forms of organisation

7 days

Entrepreneur- Characteristics of

entrepreneurs, leadership, risk

taking

Videos on interviews of top entrepreneurs of

India

Success stories of top entrepreneurs

7 days

Innovation & entrpreneurship Case studies on startups and innovative

businesses

7 days

Entrepreneurial behaviour &

Motivation Discussion on motivation theories

Role play

7 days

Entrepreneurial Development

programmes & their critical

evaluation

E article by D K Sinha

Powerpoint presentation on EDP in India

7 days

Small business as a seed bed of

entrepreneurship- Process,

Initial strategic planning

Articles in journals on role of SSIs in Indian

economy

Notes on strategic planning

7 days

Business Venture Case studies on business ventures 7 days

Product and marketing scope Questionnaire development techniques

Home assignment to students on designing

questionnaire for marketing survey of

different products and services

7 days

Considerations to be taken into

account for small business-

Legal considerations

Tax considerations

Financial considerations

Discussion on legal, tax and financial

considerations

7 days

Profit planning Notes on profit planning

Discussion in the class

7 days

Role of small business in

national economy Debate on positive and negative aspects of

contribution of small business

7 days

National policies for small

business development Discussion on role of government and its

policies on small industries

7 days

Financial assistance-

government, non government,

commercial banks

Articles on role of banks and other institutions

in financing SSIs

7 days


COST ACCOUNTING


Introduction to Cost

Accounting

Definition , Meaning ,Need ,

Scope of Cost Accounting ,

Advantages of Cost

Accounting

Distinction between Cost and

Financial Accounting and

Cost Classification ,Elements

of cost, Types of Costs

Preparation of Cost sheet :

Direct and Reversal method

After going through this the students will learn the

meaning of Cost Accounting ,its nature and why

cost accounting is essential

Preparation of cost sheet

Chapters covered

Cost Accounting: Meaning, Objectives,

Advantages & Disadvantages

Cost Concept and Cost Classification

Cost Sheet: Concept and Preparation

Practical problems from different books

Assignment on distinguish between Cost and

Financial Accounting

And Homework of practical problems

3-4 weeks


Methods of Costing

Contract Costing

Process Costing - Meaning,

Features, Normal and

Abnormal Loss/ Gains

After going through the topics the students will

know how inter process costing is done.

What are the various concepts of contract

costing.

Chapters covered:

Contract Costing

Process Costing: Meaning, Normal &

Abnormal Loss/Gains


1 month


Marginal Costing –

Meaning and various

concepts - Fixed Cost

Variable Cost, Contribution,

P/V Ratio, Break Event

Point, Margin of Safety.

Budget and Budgetary

Control- Definition,

Meaning and objectives of

Budgetary control

Advantages and

After going through the chapters students will

understand the concept of marginal costing and

how it helps in various decision making

What are the various types of budgets?

Chapters covered:

Marginal costing: Concept and

Techniques

Budget & Budgetary control: Meaning,

Objectives & Types


1 month

disadvantages of Budgetary

Control Types of Budget

Assignment on cost volume profit analysis and

Tools of marginal costing


Standard Costing-

Definition and Meaning of

Various Concepts

Advantages and Limitations

of Standard Costing,

Variance Analysis – Material

and Labour Variances

After going through the chapter the students will

understand various variances in standard costing

Chapters covered

Standard Costing & Variance Analysis:

Meaning & Analysis

Notes on Variances

Detailed discussion on difference between

budgetary control and standard costing

1 month

LESSON PLAN B.B.A SEMESTER- V

CONSUMER BEHAVIOUR

Introduction

to Consumer

Behavior

(CB) -

This will enable the students to understand the Relevance of Studying

consumer behaviour

This will include:

Importance

Scope

Need for studying CB

Components

http://nptel.ac.in/courses/110105029/

pdf%20sahany/Module-1-1.pdf

1 week

Consumer

Research

This will enable the students to understand the Process and Importance

of conducting

Consumer Research

Schiffman, I. G. and Kanuk, L. L. “Consumer Behaviour”, Pearson

Education, New Delhi

1 week

Consumer

Motivation:

This will enable the students to understand the importace and sources

of Consumer Motivation

This will include:

Needs & Goals

Positive & Negative motivation,

Types & Systems of Needs Hierarchy & Trio of Needs

Loudon, David L. and Della Bitta, Albert J., “Consumer Behavior”,

Tata McGraw-Hill.

2 weeks

Personality: This will enable the students to understand the Personality and its

impact on CB

This will include:

Nature,

Theories- Freudian,

Neo Freudian

Trait,

Self-Concept

http://www.blackwellpublishing.com/intropsych/pdf/chapter14.

pdf

1.5 weeks

Perception: This will enable the students to understand the Perception and its

Relevance to CB

This will include

Perception and Sensation

Absolute Threshold and Differential Threshold

Importance of Perception in Consumer Behaviour

Theories of Perception

http://164.100.133.129:81/eCONTENT/Uploads/

Retail_Consumer_Behaviour.pdf

1.5 weeks

http://nptel.ac.in/courses/110105029/

http://164.100.133.129:81/eCONTENT/Uploads/

Learning: This will enable the students to understand Learning and its theories

This will include:

Learning:concepts

Classical learning theories

Instrumental learning theories

Cognitive learning theories

1 week

Attitude:

Tricomponent

Attitude

Model,

Sources of

Influence,

Attitude

Measurement.

This will enable the students to understand attitude and its relevance to

CB

This will include:

Tricomponent Attitude Model,

Sources of Influence,

Attitude Measurement

Schiffman, I. G. and Kanuk, L. L. “Consumer Behaviour”, Pearson

Education, New Delhi

1 week

Reference

Groups:

Concepts and

Appeals.

This will enable the students to understand the impact of Refernce

groups

Solomon, Michael R. “Consumer Behaviour”, Pearson Education, New

Del

1 week

Social Class

& its

measurement

Culture & Sub

Culture:

Definition &

Influence

This will enable the students to understand the relationship of CB with

social factors

This will include:

Social Class-meaning

Measurementof Social Class

Culture & Sub Culture: Definition & Influence

Assael, Henry, “Consumer Behaviour and Marketing Action”, Cengage

Publishing

1 week

Opinion

leadership

This will enable the students to understand the impact of opinion

leaders

This will include:

Introduction to Opinion leadership

Types of Opinion leaders

Consumer Innovation

Solomon, Michael R. “Consumer Behaviour”, Pearson Education, New

Del

1 week

Consumer

Decision

Making

This will enable the students to understand Consumer Decision Making

This will include:

Consumer Decision Making- Process

Consumer Decision Making- factors

Loudon, David L. and Della Bitta, Albert J., “Consumer Behavior”,

Tata McGraw-Hill.

1 week

LESSON PLAN B.B.A SEMESTER- V

ADVERTISING AND SALES MANAGEMENT

S.No. Topic Notes/Strategies/Resources Time

1.

Introduction to Advertising After familiarization with the

concept of advertisements, the

students will be able to:

Define advertising and its

types

Enumerate the role of

advertisements

Elaborate the objections

to advertisements

1 week of

July

Features of advertising,

Scope of advertising,

functions of advertising,

classification of advertising,

advantages and limitations of

advertising, IMC

Advertising and Sales

Management by Sharma

Publications

Kotler, P. et al.

“Marketing Management,

Pearson Education

Conclusion Group discussion on current

types of advertisements

2. Introduction to Advertising

Media

Discussion on various advertising

media, would enable students to

Define advertising media

Discuss various factors

affecting media selection

Enumerate the types of

advertising media

3 days of

July

Factors affecting selection of

media, Kinds of Advertising

Media, Media Planning and

Scheduling

Discussion of practical examples

with students

Conclusion Assignment: cuttings of various

advertisements related to

different advertising media


Budget

The knowledge on advertising

Budget would familiarize the

learners with:

Different budgeting

methods

Factors affecting the

advertising Budget

4 days of

July

Different budgeting methods,

Factors affecting the

advertising Budget, Budget

formulating process



Publications

Conclusion Assignment: estimating the

amount to be spent on

advertisement using the learned

advertising budget methods

4. Social, Economic and Legal

Aspects of Advertising

The learner would be able to

Discuss the ethics in

Advertising

Elaborate the role of

ASCI (Advertising

Standard Council of

India)

1 week of

august

Social, Economic and Legal

Aspects of Advertising, role

of ASCI (Advertising

Standard Council of India),

Laws governing advertising

in India



Publications

Aaker, David A and

Myera John G.,

“Advertising

Management”, Prentice

Hall of India, New Delhi.

Conclusion Assignment: collection of news

regarding unethical behavior of

advertisements in India

5. Advertising and Marketing

Mix, Advertising and

Communication Process

A detail discussion on the role of

advertisements as a marketing

tool would enable the students to:

Configure the importance

of advertisements as a

communication tool

How marketers can use

advertisements as a tool

for promotion.

4 days

(August)

Conclusion Case study of marketing mix of a

FMCG company


Agency

Familiarity with the concept of

advertising agency, the students

will be able to:

Emphasize on the features

of Advertising Agency

Its role and functions

1 week of

August

Functions of Advertising

Agency, Selection of

Advertising Agency and

methods for Compensation of

Advertising Agency



Publications

Conclusion Assignment: Students are

required to collect information on

advertising agencies in India

7. Copy Writing: Different

Elements of a Copy and

Layout

Going through the contents of an

effective advertisement copy, the

learner will be able to:

Measure effectiveness of

1 week of

September

advertising copy

Attributes of effective

advertising copy

Meaning of advertising copy,

Features of advertising copy,

types of advertising copy,

elements of advertising copy,

Attributes of effective

advertising copy, features of

a good layout, components of

good layout, pre testing and

post testing methods



Publications

Aaker, David A and

Myera John G.,

“Advertising

Management”, Prentice

Hall of India, New Delhi

Conclusion Assignment: examples on Copy

writing of any 5 Indian

companies

8. Introduction to Sales

Management

The scholar will be acquainted

with:

Features of Sales

Management

Nature of Sales

Management

Scope of Sales

Management

Personal selling, its types

and importance

Types of Sales

Organization

Process of establishing

Sales Organization

2 weeks of

September

Nature, role and importance.

Functions of Sales Manager,

Sales Organization: Formal,

Informal, Horizontal,

Vertical, Centralized,

Decentralized, Geographic,

Customer, Product,

Combination, Organizations



Publications

Conclusion Assignment: strategic steps taken

by sales manager to enhance

sales

9. Planning and recruitment of

sales force - Job analysis

specification, Job description,

Sources of Recruitment,

Selection of Sales Person

After this lesson, students will be

able to

Explain sources of

Recruitment

Discuss Selection Process

Estimate requisite sales

force

1 week of

September

10. Sales Training This chapter will equip the

students with

Methods of Sales force

3 days of

October

Training

Importance of Sales

Training

Objective, Designing

Training Programme Advertising and Sales


Publications

Conclusion Assignment: case study on sales

training strategies adopted by

HUL

11. Introduction to motivating

Sales Force

Discussion on various techniques

of sales force motivation, would

enable the students to:

Enumerate motivation

tools

Discuss various financial

and non financial

incentive plans

Methods of compensation

1 week of

October

Sales Force Motivation:

Nature, Importance, Factors

Influencing the Motivation of

sales force. Compensations:

Types, Compensations Plan

Spiro, Stanton and Rich

“Management of a Sales

force”, Tata McGraw

Hill.



Publications

Conclusion Assignment: Bottlenecks to sales

force motivation

12. Evaluation of Sales Forces

Performance

It aims to familiarize learners

with:

Methods of performance

appraisal

Purpose of sales force

performance evaluation

Sales audit

1 week of

October

Qualitative and Quantitative

Basis to Evaluate Sales Force

Control and Budget

Spiro, Stanton and Rich

“Management of a Sales

force”, Tata McGraw

Hill.



Publications

Conclusion Assignment: best method to

Evaluate Sales Force and why

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