BBA II and III Year Updated Syllabus 2015

BBA Degree Course CBCS SYLLABUS With effect from Academic Year 2014-15 Department of Business Administration THE NEW COLLEGE (AUTONOMOUS) CHENNAI - 14

SYLLABUSUnder Choice Based Credit System (CBCS)With effect from the Academic Year 2014-15

For the Under Graduation Degree CourseBachelor of Business Administration (BBA)

DEPARTMENT OF BUSINESS ADMINISTRATIONTHE NEW COLLEGE, (AUTONOMOUS | SHIFT II)CHENNAI 600 014

Minutes of Meeting of the Board of Studies Held on 11.04.2014The Following members were present in the meeting:S. NoName of the MemberDesignation/Institution

1 Dr.Anita Rajendiran MCOM,MBA,PhD HOD, Associate Professor of Business Administration, Womens Christian College, Chennai- 600006.University Nominee

2Mr. Mohammed Sherfuddin, MBA, MphilHOD, Dept. of Business Administration,Quaid E MillathCollege ,Medavakkam.Academic Council NomineeSubject Expert

3Dr. Lakshmipathy, MA, MBA, M.phil, PhdHOD, Dept. of Business Administration,Sri Devi Arts and Science College, Ponneri.Academic Council NomineeSubject Expert

4Mr.M.Mohammed Atheeq, BBA,(MBA)Managing Director, ARIA Dairy Farms,14, Thirumoorthy Nagar, Nungambakkam, ChennaiRepresentative from Industry

5Mr.S.Habullah Shaduly, MBABusiness Development Executive, Marksofttech Pvt Ltd, IT Company, Nizara Bonanza, Anna Salai, ChennaiMeritorious Alumni

6Mr.R.Vijayakumar, MBA, MPhilAssistant Professor, Dept of BBA, The New College,Member

7Mr.R.Sivakumar, MBA,MPhilAssistant Professor, Dept of BBA, The New College.Member

8Mr.Y.Rahamathulla Khan, MBA,MPhilAssistant Professor, Dept of BBA, The New CollegeMember

9Mr.M.Mohammed Shameen ,MBA,MPhilAssistant Professor, Dept of BBA, The New College,Member

10Mr.B.Fuzail Ahmed , MBA,MPhilAssistant Professor, Dept of BBA, The New CollegeMember

11Mr.K.V.Mohammed Bilal ,MBA,MPhilAssistant Professor, Dept of BBA, The New College,Member

12Mr.K.Abdul Haseeb , MBAAssistant Professor, Dept of BBA, The New CollegeMember

13Mr.A.M.Z.Mohammed Arsath Ali, MBAAssistant Professor, Dept of BBA, The New College,Member

Appropriate corrections and suggestions were incorporated in the syllabi for various subjects in the UG course programmed to be implemented from the academic year 2014-15

Prof. K.S. Mohammed Akmal, M.Com, M.Phil.Chairman/ Convener of the BoardHead In-ChargeDepartment of Business AdministrationThe New College (Shift II)Chennai 600 014

Table of Contents:TitlePage No.

SYLLABUS:

SEM III: Cost and Management Accounting9

Production and Materials Management10

Marketing Management11

Human Resource Management12

SEM IV: Business Law for Managers14

Financial Management15

Business Organization16

International Business 17

SEM V: Research Methods in Business19

Entrepreneurial Development & Management20

Logistics Management21

Financial Markets and Services22

Training and Development23

SEM VI: Introduction to Strategic Management25

Organizational Behavior 26

Elements of Banking27

Sales Management28

Semester: III

Sl. NOSubject CodeTitle of the PaperF/M/ACreditsExam Duration HoursInternal MarksExternal MarksTotal Marks

1Cost and Management Accounting2572100

2Production and Materials Management2575100

3Marketing Management2575100

4Human Resource Management2575100

5Business Mathematics2575100

Part I:Foundation Course Tamil/Arabic/Urdu/Hindi/FrenchPart II:EnglishPart III: Core & AlliedPart IV: Non Major Elective/Basic Tamil/Advanced TamilPart V:Extension Activities: NCC, NSS, Sports, Youth Red Cross or any other service organizations in the college.

Semester: IV

SL. NoSubject codeTitle of the PaperF/M/ACreditsExam Duration HoursInternal MarksExternal MarksTotal Marks

1Business Law for Managers2575100

2Financial Management2575100

3Business Organization2575100

4International Business 2575100

5Quantitative Techniques in Business2575100


Semester: V


1Introduction to Research Methodology2575100

2Entrepreneurial Development& Management2575100

3Logistics Management2575100

4Financial Markets & Services Studies2575100

5Training And Development2575100


Semester: VI


1Introduction to Strategic Management2575100

2Organizational Behavior 2575100

3Elements of Bank Management2575100

4Sales Management2575100

5Project Work2575100


BBA II YearSemester III

COST & MANAGEMENT ACCOUNTING

Subject Code:Credit: L+P:4+0

Teaching Hours:60 Hrs

Unit 1: Management Accounting -Meaning, Features, Principles, Functions, Scope, Advantages and Limitations; Duties and Functions of Management accountant ;Management Accounting vs. Cost Accounting, Management Accounting vs. Financial accounting.Unit 2:Ratio Analysis- Meaning, Modes of Expression of Ratios, Steps in Ratio Analysis, Benefits and Limitations; Classification of ratios Simple Problems from: Profitability Ratios, Turnover Ratios and Solvency Ratio.

Unit 3:Funds flow statement - Meaning, Objectives, Simple Problems from: Funds Flow Statement; Cash Flow Statement - Meaning, Distinction between Funds Flow and Cash Flow, Simple Problems from: Cash Flow Statement (simple problems).Unit 4:Budgets and Budgetary Control- Meaning, Objectives, Merits and Demerits, Types Simple Problems from: Sales Budget, Cash Budget, Production Budget and Flexible Budget (zero base budgeting theory only).Unit 5:Marginal Costing Meaning, Assumptions; Absorption Costing- Meaning, Difference Between Marginal and Absorption Costing; Simple Problems from: CVP Analysis, Absorption Costing; Cost Sheet Elements of Cost Sheet, Simple Problems.

Books Recommended:1. Cost & Management Accounting- T.S.Reddy & Y.Hari Prasad Reddy2. Cost Accounting - Dr.S.N Maheswari and Mittal3. Management Accounting - Hingorochi, Ramanthan & Grewal4. Practical Costing - Khanna, Pande and Ahuja5. Management Account- Man Mohan and Goyal

PRODUCTION & MATERIALS MANAGEMENT



Unit I

Introduction to Production Management Meaning Definition Scope Importance Functions and Responsibilities of Production Manager

Unit II

Production systems Various types of production system Capacity Planning Types of Capacity Plant Location Types of Location Decisions Factors influencing Plant Location

Unit IIIPlant Layout Objectives of a plant layout Characteristics of an Efficient Layout Introduction to various types of Plant Layout Introduction to Maintenance management and its types

Unit IVMaterials Management Definition Importance of Materials Management Objectives of Materials Management Purchasing Introduction to various methods of purchasing General Principles of Purchasing - Procedures followed during purchasing

Unit V

Material Handling Factors influencing the selection of material handling system Store Keeping Types of Stores - Functions and Responsibilities of a Store Keeper - Introduction to Inventory Types of Inventory Various Inventory Control Techniques ABC,FSN and VED analysis.

Books Recommended:1. Production & Materials Management: P Saravanavel & S Sumathi,2. Production and Operations Management: N G Nair3. Production & Materials Management: Gagan & Mandeep 4. Production & Materials Management: Martand T Telsang5. Materials Management: Krishna Roy

MARKETING MANAGEMENT



Unit IMarketing Meaning, Objectives, Difference Between Selling and Marketing; Meaning of Marketing Management, Functions of Marketing Management, Philosophies or Evolution of Marketing Management, Marketing Relationship with Other Functional Areas.

Unit IIMarketing Research Meaning, Steps in Marketing Research; Market Segmentation Meaning, Levels of Segmentation, Bases; Market Targeting - Meaning, Features; Market Positioning Meaning, Features; Marketing Mix Meaning, Elements of Marketing Mix.

Unit IIIProduct Meaning, Difference Between Product and Service, Levels of Product, Classification of Goods, Product Mix, Product Life Cycle, Stages in New Product Development;

Unit IVBranding - Meaning , Advantages of Branding a Product; Packaging Meaning , objectives ;Labelling Meaning , functions ; Pricing Meaning , Factors in Pricing, Kinds of Pricing; Distribution - Meaning , Channels of Distribution;

Unit VPromotion Meaning , Objectives, Kinds of Promotion ; Advertising Meaning , Merits and Demerits, Major Advertising Media ; Publicity Meaning , Difference Between Advertising and Publicity; Sales Promotion Meaning , Objectives , Personal selling Meaning and Features.

Books Recommended:1. Marketing Management: J Jayasankar, Margham Publications2. Marketing Management: Ramaswamy & Ramakumari3. Marketing Management: Dr L Natarajan4. Marketing Management: Ramaswamy & Namakumari5. Principles and practice of Marketing in India: Mamoria & Joshi

HUMAN RESOURCE MANAGEMENT



Unit IHuman Resources Management Meaning, Nature, Functions, Objectives, Importance; Human Resource Manager Roles & qualities;

Unit IIJob Analysis Meaning , Uses and Process of Job Analysis ; Human Resource Planning Meaning , Objective , Process of Human Resource Planning ; Recruitment Meaning , Methods of Recruitment ; Selection Meaning , Process of Selection ; Placement Meaning ; Induction Meaning , Objectives ;

Unit IIISeparation Meaning of Resignation, Retirement, Layoff, Retrenchment, Discharge and Dismissal; Training Meaning , Need for Training , Advantages of Training ; Job Satisfaction Meaning, Various steps to improve it;

Unit IVJob Evaluation Meaning, Methods of Job Evaluation Ranking, Classification, Factor Comparison; Performance Appraisal Meaning, Features , Process ; Compensation Meaning of Wages & Salary ,D.A, Bonus;

Unit VIndustrial Relations Meanings, objectives , Industrial Disputes Meaning, Forms of Industrial Disputes and Preventive Measures ; HR Audit Meaning, Objectives and Types;

Books Recommended:1. Human Resource Management: J Jayasankar1. Human Resource Management: Dr Radha1. Human Resource Management: K Gupta & Rosy Joshi 1. Human Resource Management: C B Gupta 1. Personnel & Human Resource Management- Text & Cases: P SubbaRao,

BBA II YearSemester IV

BUSINESS LAW FOR MANAGERS



Unit I Indian Contract Act: Definition Contracts agreements, types of contracts essential of a Valid Contract essentials of Offer& Acceptance Consideration, Capacity of parties Free Consent, Performance of Contracts, Termination of Contract, Breach of Contract Consequence and Remedies of Breach.

Unit 2Special Contracts contract of the guarantee; kinds of guarantees; rights and obligations of creditors; rights, liabilities and discharge of surety; contract o indemnity meaning. Definition of bailment and its kinds; duties and rights of a bailer and a bailee; rights and duties of a pledger and pledge

Unit 3Contract of agency; definition of agent and agency; creation of agency; duties and rights of agent and principal; principal duties towards agents and third parties; termination of agency;.

Unit 4Company law Company Meaning, features, Kinds of Company, Promotion and Incorporation of Companies. Memorandum and articles of association, prospectus

Unit 5Definition of member; members and share holders; modes of acquiring membership; Meaning and modes of winding up

Books Recommended:1. Business Law: J Jayasankar2. Business Law: N D Kapoor3. Business Law: Dr N Premavathy4. Business Law: N D Dhandapani5. Law for Business: M M Sulphey & Az-har Basheer

FINANCIAL MANAGEMENT



UNIT I:Financial Management Meaning, importance, Objectives: Profit maximization vs. Wealth maximization; Finance Functions Investment, Financing and Dividend Decisions; Role of Finance ManagerUNIT II:Capital Budgeting Meaning, Importance, factors affecting capital budgeting decisions Techniques of Capital Budgeting Simple Problems of Net Present Value, Internal Rate of Return, and Payback MethodUNIT III:Capital structure Meaning, Elements; Framework of Capital Structure FRICT analysis; Practical Consideration in Determining Capital Structure; Leverages Meaning, Types of Leverages Financial, Operating and Combined leverage (Theory only).UNIT IV:Cost of Capital Basic Concepts, Cost of Equity Capital, Cost of Debt. (Simple problems only); Dividend Meaning, Dividend Policies, Objectives, Practical Consideration in Dividend Policy, Forms of DividendUNIT V:Working Capital Management Meaning, Concepts, Determinants, Approaches; Sources of Working Capital Trade Credit, Bank Finance; Concept of Operating Cycle Gross and Net Working Capital (Theory only)Books Recommended:1. Financial Management: Dr. A. Murthy2. Elements of Financial Management: Dr. S. N. Maheshwari3. Financial Management: I M Pandey4. Financial Management- Theory & Practice: Prasanna Chandra5. Financial Management & Policy: Van Horne

Problems 25% Theory 75%

BUSINESS ORGANIZATION



Unit IHistory and Origin of Business Organization, its forms, its types; Business Concept - nature/ Features , business objectives, activities of business, distinction between business, commerce and trade,.

Unit 2Evolution of commerce & industry - Origins, Hunting gathering societies - Agricultural societies - Production based societies - Barter system, Industrial Revolution- its effects.

Unit 3Forms of business organization Sole proprietorship Features, Merits and Demerits, Partnership - Features, Merits and Demerits.

Unit 4Joint Stock Company, types of company, cooperative societies; multinational corporations - their features, relative merits, demerits & suitability

Unit 5Business Combination Meaning Causes, Objectives, Types and Forms; Mergers, Takeovers and Acquisitions.

Books Recommended:1. Modern Business Organization: S. A. Sherlekar2. Business Organization and Management: Dr. C. B. Gupta3. Business Organization and Management: Jallo4. Business Regulatory Framework: Garg, Sareen & Mukesh Sharma5. Business Policy: Memoria & Menoria

INTERNATIONAL BUSINESS



Unit I:

Globalization Activities of International Business, Reasons for Firms to Involve in International Business - Foreign Direct Investment Benefits of FDI

Unit II:Culture Values, Norms, Determinants of culture, Understanding Major Religions.Foreign Exchange MarketMeaning of Exchange Rate, Determination of Exchange rate Fixed, Flexible and Managed

Unit III

International Strategic decisions Meaning and Features of Licensing, technical collaboration, franchising, turnkey project, strategic alliance, joint venture, wholly owned subsidiary, outsourcing

Unit IV

Meaning and Concept of Balance of Trade and Balance of Payments ; International Monetary Fund (IMF) Objectives and Functions, World Bank Objectives and Functions ; WTO Objectives and Functions.

Unit V

Trends in International Trade and Documentation: Multi-national Corporations - Types, Merits and Demerits. Import - Export procedure- EXIM Documents- India's Export and Import Policy- Custom and Tariff Rationalization

Books Recommended:

1. Elements of International Business: S.N.Chary.2. International Business: K. Aswathapa.3. International Business & Environment: S Sankaran4. International Trade: M.L. Jingam.5. Internationak Trade: Jaganathan.

BBA III YearSemester V

INTRODUCTION TO RESEARCH METHODOLOGY



Unit IMeaning, Objectives - research Process - Problem Identification - Hypothesis meaning - Types of research - Research areas in Marketing and Human Resource Management; Research Design: Concept - Features of a good research design.

Unit 2Sampling: Concepts of Population, Sample, Sampling Frame, Sampling Error, Sample Size, Characteristics of a good sample. Probability Sample Simple Random Sample, Systematic Sample, Stratified Random SampleNon-probability sampling: convenience, sampling, judgment sampling, quota sampling.

Unit 3Data - secondary data - sources of secondary data - Primary data - Data collection methods - Observation - types and advantages and disadvantages of observation method.Interview method: types and advantages and disadvantages; Questionnaire method: types and advantages and disadvantages

Unit 4Data presentation various types of charts, Questionnaire design - types of questions, features of a good questionnaire.

Unit 5Research report writing - content layout- features of a good research report

Books Recommended:1. Research Methodology: P Ravilochalan2. Business Research Methods: Donald R.Cooper, Schindler3. Research Methodology: Kothari4. Research Methodology: R Panneerselvam5. Research methods for commerce and management: K.V. Rao

ENTREPRENEURIAL DEVELOPMENT & MANAGEMENT



Unit IIntroduction:

Entrepreneurship: Meaning- Definition- Factors- Classifications/Types- Role in Economy- Entrepreneur: Qualities/Traits- Problems- Prospects

Unit IIEntrepreneurial Motivation:

Entrepreneurial Revolution- Motivating Factors: Internal- External; Employer vs. Employee- Successful Indian Entrepreneurs- Case Study

Unit III Formulation of Idea:

Business Idea: Sources- Techniques; Identification of Opportunity: Sources; Product Selection: Factors- SWOT Analysis; Project Counseling- Project Appraisal: Techniques; Project Report: Contents

Unit IV Starting an Enterprise:

Enterprise: Size- Forms- Steps to Start- Guidelines; SSIs: Characteristics- Advantages- Problems- Sickness- Remedies women entrepreneurs roles, problems

Unit VEntrepreneurial Assistance:

Role of Government & Non-Government Agencies: Financial Assistance- Promotional Role- EDPs- E Business

Books Recommended:1. Entrepreneurial Development: Jayshree Suresh2. Entrepreneurial Development: Dr S S Khanka3. Entrepreneurship & Small Business Management: Dr P T Vijayshree & Dr M Alagammai4. Entrepreneurial Development: C B Gupta & N P Srinivasan5. Management of Small Scale Industries: Vasant Desai

LOGISTICS MANAGEMENT



UNIT-IMeaning-Objectives-Nature and scope-Various logistics functions (Transportation, Warehousing, Inventory Management, Material Handling, Packaging, Information Flow) Phases of Logistics (Inbound logistics, Process logistics, Outbound Logistics) Reverse LogisticsUNIT-IITransportation- Various Modes and their characteristics Participants of transportation - Factors affecting Shippers and carriers decision Transportation Costs and Pricing Intermodal TransportationUNIT-IIIWarehousing Need and Types of Warehouse Warehouse Functions Factors to be considered during Warehouse site selection Characteristics of a ideal Warehouse UNIT-IVOutsourcing 3PL & 4PL - Drivers and Reasons for Outsourcing Advantages and Issues in Outsourcing Service Provider Selection processUNIT-VIntroduction to logistics technologies- Automated Identification technologies (Bar coding, RFID- Radio Frequency Identification, VIS- Voice Interactive Systems) E-tracking (GPS-Global Positioning System in Transportation) Logistics Information Systems (ERP- Enterprise Resource Planning system, AITs- Automated Inventory Tracking System).Books Recommended:1. Strategic Logistics Management: D.M. LLambert & J.R. Stock2. Logistics Management: P. Fawcett, R. Mc:eish & I. Ogden3. Logistic Engineering & Management: Benjamin S Blanchard4. Handbook of logistics & Distribution Management: John Gottorna5. Fundamentals Of Logistics: CII Institute Of Logistics

FINANCIAL MARKETS & SERVICES STUDIES



UNIT I:Financial Market - Overview - Capital markets Meaning, Classification of Capital markets Primary and Secondary Market; instruments Traded in Capital Market Shares, Debenture, and Bonds.UNIT II:Money Market - Meaning, Instruments Traded in Money Market Treasury Bills, commercial Papers, Certificate of Deposits; Capital market vs. Money market. UNIT III:Financial Services Meaning ,Objectives ; Leasing Meaning , Types ; Hire Purchase Finance Meaning , Features ; Factoring Meaning , Mechanism ; Forfeiting Meaning , Features .UNIT IV:Merchant Banking Meaning, Functions; Underwriting Meaning, Types; Merger and Acquisition Meaning, Forms of Merger, Hostile Takeover; Mutual Funds Meaning, Types, Merits and Demerits;UNIT V:Consumer Finance Meaning, Sources, Types; Credit Cards Meaning, Merits and Demerits, Credit Card Cycle; Credit Rating Agencies - Meaning, Features;

Books Recommended:1. Financial Services: B Santhanam2. Financial Markets & services: Gordan and Natraj3. Merchant Banking & Financial Services: Gurusamy4. Indian Financial System- theory and practice: khan5. Indian Financial System: Machiraju H.R

TRAINING & DEVELOPMENT



UNIT I: Human Resource DevelopmentDefinition- Factors- Objectives- Goals - Methods- Functions: Development- Maintenance- Control; HRD Manager: Competencies- Roles & Responsibilities; Current Leading Ideas- IssuesUNIT II: Planning the TrainingDefinition- Objectives- Process: Planning: Competency Mapping- Steps & Levels in Training Need Assessment- Training Strategy- Training Policies, Plans & Procedures- Training Resources- Training CalendarUNIT III: Design & Evaluation of TrainingTraining Opportunities- Strategic Priorities & Objectives- Programs & Methods- Pretesting- Implementation- Communication; Criteria Based Evaluation: Reaction- Learning- Behavior- Results; Evaluation Based: Satisfaction- Business Impact- RoI- Improvement- Feedback UNIT IV: Methods of TrainingOn-the-Job: Apprenticeship- Demo- Group Work- Coaching- Job Instruction- Job Rotation; Off-the-Job: Orientation- Refresher- Seminar & Conference- Lecture- Computer based- Brainstorming- Role Playing- Case Studies; Direct & Indirect Cost of TrainingUNIT V: Development & Career PlanningManagement Development: Definition- Objectives- Competencies of Managers- Process: Need Identification- Designing Program & MethodologyCareer Planning: Definition- Process: Self Assessment- Career Exploration- Goal Setting- Preparation- Self Marketing.

Books Recommended:1. Human Resource Development: Tapomoy Deb2. Training & Development: Lynton & Pareek3. Manpower Planning, Selection, Training and Development: Aggarwala4. Employee Training & Development: Raymond Andrew Noe5. Training Interventions: managing Employee Development: Reid M A

BBA III YearSemester VI

INTRODUCTION TO STRATEGIC MANAGEMENT



Unit I

Strategy: concept, Strategic management process, Strategic management Model, vision meaning benefits of vision, mission, characteristics of mission statement, objectives roles & objectives,

Unit 2

Corporate level strategies Expansion strategies - Retrenchment strategies, Combination strategies, Concentration strategies, Integration strategies, horizontal and vertical integration, diversification strategies concentric and conglomerate diversification

Unit 3Corporate level strategies, stability strategies, no change, profit and pause/ proceed strategies, retrenchment strategies, turnaround strategies, investment strategies and liquidation strategies.

Unit 4

Business level strategies: cost leadership, differentiation business strategy, focus business strategy.

Unit 5

Strategy implementation Meaning, nature Barriers to implementation strategic control - precise control implementation control strategic surveillance special alert control.

Books Recommended:

1. Strategic Management: Dr S Sankaran2. Strategic Management: Dr C B Gupta3. Business Policy and Strategic Management: Azhar Kaxmi 4. Strategic planning and management: P K Ghose5. Strategic Management: V S P Rao

ORGANIZATIONAL BEHAVIOR



Unit IIntroduction Concept of organizational behavior, Contributing & disciplines, dependent and independent variables; Job satisfaction - meaning, determinants; absenteeism - meaning causes

Unit 2Motivation: Hierarchy of needs theory, Theory X and Y, Hygiene theory; Employee involvement programs participative management, Representative management, quality circles, employee stock ownership plans (ESOPS)

Unit 3Communication: meaning, elements, purposes, process, directions of communications, communication networks, formals and in formals (grapevine), barriers, Overcoming Barriers to Communication, Principles of an Effective Communication system.

Unit 4Leadership: meaning - characteristics of leadership - Types of Leaders; Theories of Leadership-Trait Approach, Behavioral Approach, Ohio state studies and the managerial grid only; Situational Theories of Leadership- Hersey-Blanchards Situational Model only.

Unit 5Group Behavior: Definition and the five stage model, concepts related to Sociometry, Group structure- formal leadership , roles, norms, status, size, composition, cohesiveness, Groups Vs teams Difference; Conflicts : Organizational conflicts, types of conflict.

Books Recommended:

1. Organizational Behavior: J Jayasankar2. Organizational Behavior: Gupta & Joshi3. Organizational Behavior: L M Prasad4. Organizational Behavior: Khanka5. Organizational Behavior: Dr P C Sekar

ELEMENTS OF BANK MANAGEMENT



UNIT I Banking Definition - Role of Banking in Economic Development - kinds of Bank Meaning and Features of Commercial Bank, Investment Bank, Cooperative Bank, Agriculture Development Bank, Savings Bank, Foreign Bank, Central Bank; Banks on Ownership Public Sector Banks and Private Sector Banks.

UNIT IICommercial Banks Functions Accepting Deposits Savings Account, Current Account, Fixed Deposit, Recurring Deposit; Granting of Loans Clean Loan Secured Loan -Overdraft, Cash Credit, Pledge, Mortgage, Hypothecation; Agency Services Various Kinds of Agency Services ;

UNIT IIIE banking - Meaning , Various Activities Under E-Banking , Merits and Demerits of E-Banking; Reserve Bank of India Functions of RBI Traditional Functions, Promotional Functions, Supervisory Functions ; Monetary Policies -Meaning , objectives ;

UNIT IVNegotiable Instrument - Meaning, Features; Types - Bill of exchange Meaning, Parties to a Bill of Exchange , types ; Promissory Note Meaning , Features; Cheque Meaning , Features ,Crossing of Cheque, Kinds of Crossing ; Endorsement Meaning , Kinds of Endorsement ;

UNIT V Principles of Lending & Investment Introduction, Lending and Investment Policies of Commercial Banks Safety, Liquidity, Profitability, National interest, Safety Margin, Diversification ; Credit Appraisal of Customer 3c Capital , Capacity , Credit Worthiness; Meaning and Features of Dematt Account , Credit Card , Debit Card ;

Books Recommended:

1. Banking Law Theory and Practice: B Santhanam2. Banking and Financial Systems: Santhanam, Sundaram and Varshney 3. Banking Law Theory and Practice: S. N. Maheswari4. Banking Law & Practice: K P Kandasami5. Merchant Banking & Financial Services: Gurusamy

SALES MANAGEMENT



Unit I: Introduction to sales management-Functions of sales management-Importance of Marketing in Sales Management-Characteristics of sales job-Who is a Sales Manager-Functions and responsibilities of sales manager

Unit II: Sales Quota- Importance of Sales Quotas-Types of sales quotas- Sales Territory-Factors to be considered while designing sales territories-Sales Forecast-Uses of Sales Forecast-Sales Forecasting methods-Sales budget- Budget Purposes-Budgeting methods-

Unit III: Recruitment of sales people-job specification for a successful sales person-Sources of recruits-Selection and Placement of sales people-Importance of selection and placement-Factors influencing Selection and Placement-Sales force Training,-Purpose of Sales Training-Methods

Unit IV: Sales force Compensation and incentives-Types of Compensation Plans.-Sales Analysis and Audit-Performance appraisal of sales people-Importance of Performance appraisal-Performance appraisal procedure-

Unit V:Introduction to Customer relationship management-Importance of CRM in modern business-Objectives of CRM - Types of CRM- Sales force automation - Lead management After sale Customer service and support.

Books Recommended:

1. Sales and Distribution Management: Panda and Sahadev 2. Sales and Distribution Management: Matin Khan3. Sales Management: Still Cundiff and Govoni 4. Sales Management: CharlesM.Futrell 5. Management of Sales Force: Spiro, Stanton and Rich 3 | Page

BBA II and III Year Updated Syllabus 2015

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